Red Star Kim

FEBRUARY 21, 2024

Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. In this post I explore different types of questions and how they can be used in various business scenarios. And they can help you foster collaboration. “He

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

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. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

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. It's not an easy job, and you need many different skills to do it well. Find out what those skills are, along with 21 free courses to help you become a better key account manager.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Brooks Group

MAY 9, 2024

Is your sales team leaving opportunities on the table because of poor questioning? Asking consultative sales questions is a critical skill many sellers overlook in their rush to close. When you understand your customers better, you can offer solutions that meet their needs, making it more likely to close a sale.

Sales 52

Sales Decision-making Sales Training Facilitation 52

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 93

Sales Decision-making Sales Training Sales Management 93

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. really takes a toll on you.

Sales Management 101

Sales Management Management Energy and Utilities Emotional Intelligence 101

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%. You can’t seem to get into a groove, and frustration is becoming all too familiar of an emotion.

Sales 112

Sales Management Sales Management Marketing 112

Account Manager Tips

NOVEMBER 29, 2022

What are your options when you're a key account manager and ready for your next move? Life after key account management How to prepare for your next career move 1. Get your CV in shape 5. Ask for advice, not feedback 6. Working in the same job for a long time can cause you to feel uninspired.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

Hubspot Sales

JUNE 1, 2023

If you’re a salesperson affected by these layoffs, you’re probably scared of what the future will look like for you career-wise. Despite how dreadful and anxiety-inducing layoffs are, there are steps you can take to move forward and revive your career. Take care of your mental health and well-being.

Negotiation 100

Negotiation Publishing eCommerce Banking 100

Mike Kunkle

MAY 11, 2022

Sales Transformation. It’s a term that means different things to different people. In my experience, the potential for improvement in most sales organizations is significant. In my experience, the potential for improvement in most sales organizations is significant. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Hubspot Sales

MAY 24, 2023

It’s nerve-wracking for you and your prospect. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process.

Decision-making 109

Decision-making Meetings Negotiation B2C 109

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

B2C 120

B2C Transportation Decision-making Logistics 120

Hubspot Sales

JUNE 21, 2022

However, it's also a recipe for stress, frustration, and low morale — which, when left unchecked, can quickly affect sales performance. It's no surprise that sales is a tough game, making it essential for sales leaders to keep their team's morale high. How Mood Impacts Sales [Stats]. Sales is a tough grind.

Emotional Intelligence 93

Emotional Intelligence Sales Sales Training Onboarding 93

Brooks Group

NOVEMBER 15, 2022

“There is only one way to get anybody to do anything, and that is by making the other person want to do it”. Everyone needs a good pep talk from time to time: to be reminded of why they get up in the morning and do what they do. An inspired sales rep will push themselves longer and harder than an uninspired rep.

Sales Training 96

Sales Training Sales Management Leadership Sales 96

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. But you can quickly improve with a little work and reflection. Discover fifteen things you should stop doing and what to start doing instead. Where do we want to go?

Account Management 246

Account Management Key Account Management Management Suppliers 246

Jermaine Edwards

SEPTEMBER 24, 2020

Throughout most of my early career in sales, I struggled. In fact, the first real sales job I had I sold Garden furniture door to door in South Carolina. Slowly and I mean slowly I learned the lesson that hard work alone isn’t enough even if your intentions are good. You must know the right things to work hard on.

Key Account Management 130

Key Account Management Manufacturing Meetings Management 130

Hubspot Sales

OCTOBER 19, 2020

Having talented sales reps is often a result of investing in effective sales coaching. According to research conducted by ValueSelling Associates , over half of high-performing businesses that have had sales coaching programs in place for three years or more experience high growth. Collaborative. Results-oriented.

Construction 131

Construction Sales Sales Training Communication 131

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI.

Co-Creation 86

Co-Creation Artificial Intelligence Sales Onboarding 86

Hubspot Sales

AUGUST 30, 2023

But what changes will it bring to the sales industry? Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? Furthermore, we’ve interviewed leading sales teams to collect 11 AI sales predictions that you should watch in 2023.

Decision-making 91

Decision-making Sales Profitability Artificial Intelligence 91

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

Sales Training 98

Sales Training Management e-Learning Sales 98

Hubspot Sales

JANUARY 13, 2021

For any growing company, the speed at which you hire means continuously tweaking your sales training playbook to find a balance between group sessions and one-on-one coaching. How to Create and Encourage Sales Accountability. Make goals transparent. Transparency drives accountability.

Sales 118

Sales Sales Training Performance Review Meetings 118

Hubspot Sales

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. It also has the potential to rewrite it for the better. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. Generative AI has two sides: input and output.

Co-Creation 108

Co-Creation CRM Sales Value Proposition 108

Hubspot Sales

APRIL 25, 2023

Here's the burning question: Does AI have a place in sales, and how does it affect our current sales processes? Here's the burning question: Does AI have a place in sales, and how does it affect our current sales processes? Like any new tech, you need to dive in and research. Mendes says.

Sales 105

Sales Emotional Intelligence CRM Decision-making 105

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. What is Sales Coaching?

Sales 52

Sales Account Management Stakeholders CRM 52

Hubspot Sales

JULY 28, 2021

One of the most lucrative ways to improve your bottom line is through boosting your sales team's effectiveness — yet many companies choose to focus on aspects of the business like product velocity or customer support costs rather than dialing in on their sales execution. That said, sales execution can be elusive.

Sales 120

Sales Advertising Decision-making Marketing 120

Revenue Storm

MARCH 23, 2023

What new sales manager competency is creeping onto the scene? The competency is leading sales technology adoption. This responsibility was floating around and has now found its home with sales leaders. Some of you are already being questioned about it. Soon, you will have to defend yourself. This is bad business.

Sales Technology 78

Sales Technology Sales Leadership Sales Leadership 78

Nutshell

JUNE 12, 2020

Promoting a sales manager internally is tricky, but hiring an outsider might be even trickier. Current sales reps can make great candidates for open positions within the company. They’re already familiar with company values and processes, making them better-suited for leadership positions and mentoring others.

Interpersonal Skills 98

Interpersonal Skills Management Decision-making Sales 98

Hubspot Sales

MAY 21, 2021

It’s one of the most important components of sustained sales success over time. As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it).

Sales 136

Sales Leadership Communication Meetings 136

Hubspot Sales

NOVEMBER 2, 2020

This year, many brands were forced to drastically change sales tactics during the COVID-19 pandemic and the economic uncertainty that came with it. While some companies saw sales pipelines slow down dramatically , others saw them speed up to the point where it was challenging to keep up. Focus on the right sales metrics.

Sales Analytics 136

Sales Analytics Sales Decision-making Emotional Intelligence 136

Hubspot Sales

OCTOBER 13, 2020

Do you have a new class of sales development reps starting soon? If so, you're probably thinking about how to train them and conduct effective coaching. Did you know that most SDRs require 4.1 That's why training is so important for your sales team. Use a sales training template.

Management 123

Management Sales Management Sales Training Meetings 123

Hubspot Sales

OCTOBER 28, 2020

How has your sales leadership style changed this year? If you’re still leading the same way you have been for years, now is the perfect time to adapt your leadership style to better meet the needs of your organization during challenging times. It’s time to rewrite the sales leadership rulebook.

Prioritization 103

Prioritization Leadership Sales Sales Leadership 103

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

Brooks Group

JANUARY 5, 2021

As a sales leader, it’s never been more critical to be on the ball. Though a vaccine for COVID-19 is slowly being administered, you cannot wait to inoculate your sales team against the lingering effects that the pandemic had on your sales methodology. Begin to make your changes by asking for input.

Sales Leadership 74

Sales Leadership Leadership Sales Virtual Selling 74

Insightly

AUGUST 28, 2023

We all know that the primary function of a customer relationship management (CRM) system is to collect, organize, and manage your customer-related data. You also need to understand what your CRM data is telling you. But it’s not enough to just gather all that information in one convenient location. What is a CRM report?

CRM 52

CRM Decision-making Investors Profitability 52

Red Star Kim

AUGUST 18, 2022

The Great Resignation arrived somewhat early in the marketing and business development (M&BD) teams of professional services firms (PSF) after Covid. Many firms reviewed the composition of their M&BD teams and did some much-needed re-alignment. Business development can be defined in a number of ways.

Marketing 130

Marketing Digitalization Investors B2C 130

Hubspot Sales

MAY 29, 2019

So you’ve just been promoted to sales manager -- congratulations! You were a top-performing individual contributor in your previous position, but in your new role you won’t be able to do everything yourself. Making that transition and becoming an effective coach and leader aren’t easy.

Sales Management 129

Sales Management Management Sales Meetings 129

Brooks Group

JULY 14, 2023

In a rapidly changing world, the success of your business may depend on one key factor: how effective the company’s sales leaders are. Good sales leaders (vice presidents of sales) are simply more effective. Sales leaders are no exception. Every sales professional knows that a good attitude can get you far.

Sales Training 52

Sales Training Virtual Selling Sales Decision-making 52