Upland

AUGUST 18, 2023

So while not much will change on that front, this year’s event promises to focus very heavily on the impact of AI on sales. San Francisco is in fact where Dreamforce has been hosted since 2003, and it also happens to be home to the company’s headquarters. Is SOMA Safe?

Artificial Intelligence 195

Artificial Intelligence Account Planning Innovation Digital Transformation 195

Upland

NOVEMBER 27, 2023

Why do you need to know your customer? You need to know your customer because customers buy outcomes. In this chapter, we break down how you can collaborate with both your team and your customers to get to the heart of the outcomes your customers want to achieve and how you can position yourself to deliver them.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Holden Advisors

OCTOBER 12, 2021

Pricing strategies are often the last thing entrepreneurs tackle before launching new businesses. But to get started on your pricing strategy, you must br eak y our customer base into segments (by things like size, customer-base, or use), and then choose one customer segment to target. There is no such thing as no competition!

e-Learning 195

e-Learning Software Software eCommerce 195

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Collaboration 4. Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? But don't ignore your weaknesses. Leadership 7.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Brooks Group

JANUARY 8, 2024

This is especially true for sales performance. Tracking key sales metrics and knowing how to influence them is critical. Leading and lagging indicators reveal how well your team is navigating the complex B2B sales cycle. Core sales metrics are important to the strategic goals of an organization.

Sales 96

Sales Sales Training B2B Organization 96

Vantage Partners

DECEMBER 7, 2023

Some firms try to rectify the situation by creating fairly strong disincentives for write-offs, which only serves to put partners, MDs, and others responsible for account growth and health firmly between a rock and a hard place. But have you considered the impact of your hidden write offs? The key to reducing write-offs?

Account Growth 83

Account Growth Client Relationships Management Sales 83

Upland

JANUARY 26, 2020

How are sales teams meant to grow revenue in key accounts with a well thought out account planning strategy? According to McKinsey, “The five-year growth rate of total returns to shareholders for digital leaders is almost double that of all other firms,” when they undertake a digitally focused account planning strategy.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. What is IMPACT Selling ® ?

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Motivate your team in personalized and culture-wise ways.

Sales Management 103

Sales Management Management Energy and Utilities Emotional Intelligence 103

OnStrategyHQ

MAY 1, 2023

An internal and external analysis is simply looking at your organization’s current performance from an internal and external perspective. The output of completing an internal and external analysis – also known as a strategic analysis – is to have a clear picture of your organization’s current state.

Suppliers 105

Suppliers Supply Chain Energy and Utilities Organization 105

Hubspot Sales

MARCH 7, 2023

A RevOps team can help align your sales, marketing, and customer success departments and keep each department accountable for driving revenue growth for your business, while identifying potential areas of friction in your business at-large. The 5 Biggest Missteps Your Revenue Operations Team Might Be Making 1.

Publishing 104

Publishing Customer Experience e-Learning Software 104

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ Once you define the big picture, you can work backward from there to design your action plan. In sales, your goal may be to own a certain share of the market. To set a sales strategy, you want to invert that.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

Hubspot Sales

JANUARY 4, 2024

Having a bad sales month? Nobody is answering the phone and emails, and it seems like your prospects are falling off the face of the Earth. Two days until the end of the month; your quota is complete by 67%. What makes a bad sales month? Sales experts set off the common seven: 1. We’ve all been there.

Sales 113

Sales Management Sales Management Marketing 113

OnStrategyHQ

APRIL 24, 2023

As your organization begins to sketch out what your strategic plan might look like, it’s likely to come to your attention that you’ll need to gain consensus around what your key performance indicators will be and how they will impact your organization. So KPIs are the thing that do that for us.

Profitability 105

Profitability Publishing CRM Insurance 105

Hubspot Sales

OCTOBER 9, 2023

Over the years, many organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to "challenging" prospects. 5 Business Insights That Take Sales Conversations to the Next Level 1. 5 Business Insights That Take Sales Conversations to the Next Level 1.

Shareholders 104

Shareholders Value Proposition Profitability Decision-making 104

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Mike Kunkle

JUNE 12, 2022

If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. People should always come first, but for this post, from your company’s perspective, let’s start with the business stuff. Engage your employees. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

JANUARY 30, 2024

Sales trends come and go. In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. 6 Sales Trends That Could Fizzle This Year 1. 6 Sales Trends That Could Fizzle This Year 1. Salespeople acting as primary information sharers.

Virtual Selling 98

Virtual Selling Media Sales Decision-making 98

Brooks Group

JULY 20, 2023

Warmer weather, long weekends, and kids out of school likely means vacation mode for your sales team and, unfortunately, your prospects. It’s no surprise that many sales professionals find it challenging to stay motivated in the summer. But lower productivity has a big downside—slowed sales growth for your company.

Sales Training 85

Sales Training Brainstorming Sales Negotiation 85

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity?

CRM 71

CRM Sales Software Software 71

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Are you ready for a shocking, next-level revelation that's going to turn your world upside down? Put a deadline on your offering so that they will make it a priority to close the deal with you on or before the said date.

Decision-making 106

Decision-making Sales Finance Prioritization 106

Brooks Group

OCTOBER 2, 2023

There’s a good chance you’re in planning mode for your annual sales kickoff. Organizations sink huge amounts of time and money into this annual event aimed at aligning teams to boost sales performance in the upcoming year. But are you getting the value and improving sales performance enough to justify your investment?

Meetings 52

Meetings Sales Training Sales Leadership 52

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

Sales Management 78

Sales Management Management Sales Meetings 78

Hubspot Sales

APRIL 27, 2023

With this growth comes tons of new job opportunities for salespeople looking to get into the tech industry. In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career?

Sales 111

Sales Account Management Communication Sales Management 111

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. By accessing this level, you position your solution more strategically and reduce the risk of being viewed as just another vendor or commodity supplier.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Brooks Group

NOVEMBER 14, 2023

What is a sales strategy? Every sales leader understands there are pitfalls to building a sales strategy. Many sales teams engage in activities that are working against them, without even realizing it. This post walks you through the four pitfalls of sales strategy and provides best practices to avoid them.

Supply Chain 52

Supply Chain Sales Sales Training Meetings 52

Account Manager Tips

JUNE 29, 2021

How a capture strategy helps avoid competitive bidding Is your client due for renewal? Avoid a bidding war and follow these 10 capture strategy tips to keep your client long before they think of going to RFP. Build relationships with decision-makers and expand your network. Demonstrate that you value your client's business.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

QYMATIX

FEBRUARY 26, 2024

Businesses looking to increase growth may find themselves asking, “What is ‘return on sales’, why is it important and how to improve it?”. As an important metric for business success, today we’ll answer these core questions and offer some advice on increasing return on sales in your organisation.

Shareholders 52

Shareholders Suppliers Profitability Sales Analytics 52

Jermaine Edwards

JUNE 29, 2020

There are very few areas in your life where you can avoid speaking to others whether over the phone, face-to-face and now digitally. Do these statements ring true in your mind? And so for you and with your customers on a monthly recurring basis, we need to check in. We all need to communicate with others. That is just false.

Communication 130

Communication Decision-making Finance Key Account Management 130

Red Star Kim

FEBRUARY 14, 2023

These are described further here: Before your set your goals – check your limiting assumptions (kimtasso.com) A first step is to identify or uncover what are often unconscious limiting assumptions. When people didn’t believe a person could run a mile in under four minutes – this became a limiting belief.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

LinkedFusion

SEPTEMBER 3, 2023

It is not a hidden fact that optimizing your LinkedIn profile will result in more engagement with your prospect. And one of the most important parts of optimizing a LinkedIn profile is improving your headline. Your photo and headline both are the first thing that your prospect’s view.

Value Proposition 52

Value Proposition Marketing Profitability Digitalization 52

Hubspot Sales

JULY 12, 2021

Many sales professionals have come to appreciate the ability to connect with customers and partners remotely — whether that be online or over the phone. It can be a struggle to recharge, be productive, and get enough rest to stay at the top of your game as we transition to the "next normal.".

Sales 124

Sales Media Digitalization Remote Working 124

Hubspot Sales

MAY 24, 2021

Exceptional sales reps — the ones who are prepared to both dedicate and deliver — don't grow on trees. They're tough to find, and in many cases, it's hard to distinguish them from reps who might wind up exhausting your time and resources — only to fizzle out and leave before making an impact. Let's take a look!

Sales 138

Sales Decision-making Marketing B2B 138

PandaDoc

JANUARY 29, 2024

Hopefully, the start of the new year has you super jazzed about what your sales organization will achieve in 2024. We know we’re excited about the potential our sales team has at PandaDoc. A sales team is the powerhouse behind any thriving software company. It’s no secret that tech has revolutionized the sales process.

CRM 52

CRM Decision-making Sales Software 52

Brooks Group

FEBRUARY 6, 2024

Does your team have a sales process? But do your sellers follow it consistently? If not, you may see confusion, lackluster sales performance, and missed quotas. That’s because sticking with a sales process correlates with success—and lack of adherence is a problem at many organizations. If yes, great.

Sales Training 52

Sales Training CRM Sales Meetings 52

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? All you need to do is zoom out, see the bigger picture and start looking for long-term growth and expansion possibilities rather than focusing only on short-term conversion objectives. But opportunities can be much more than that.

Management 52

Management CRM Sales Decision-making 52