Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. It’s entirely possible. Let’s dig in.

B2B 211

B2B Decision-making Sales Stakeholders 211

Red Star Kim

DECEMBER 18, 2023

The essence of strategy is about choices on how to achieve aims and how limited resources are used to achieve a competitive advantage. See The 4 Levels Of Strategy: The Difference & How To Apply Them (cascade.app). In early December we welcomed 15 delegates to a PM Forum “Be more strategic” workshop.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Red Star Kim

MARCH 1, 2024

The session used the 7P model of buy-in to explore rational and emotional tools to achieve buy-in: Plan, Process, People, Psychology, Persuasion, Pressure and Patience. Taking time to learn about fee-earners – their work, their clients, their priorities, their motivations – is the starting point. Questioning skills) (kimtasso.com).

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

MARCH 4, 2024

Reasons your line manager is a micro-managing control freak (focus on your line manager) Your line manager is using situational leadership Line managers can lead their teams in a number of ways – depending on the situation or task and the skills/experience of the people that work for them. It can be frustrating and disempowering.

Management 147

Management Communication Leadership Digitalization 147

Account Manager Tips

AUGUST 14, 2022

Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? Need more help to improve your key account management skills? 21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Table Of Contents.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Planview

APRIL 24, 2024

Nothing frustrates software developers more than working hard on something that never ends up providing value. Misaligned Work Misaligned work occurs when tasks are not directly aligned with an organization’s highest priorities, often due to unclear communication or poor understanding of these priorities.

Software 59

Software Software Prioritization Communication 59

Nutshell

MARCH 19, 2024

An improvement in productivity translates to more deals closed and more revenue for your business, which means productivity directly impacts your bottom line. Common sales rep productivity obstacles How do you measure sales productivity? Sales productivity is a measure of how productive your sales team is.

CRM 71

CRM Sales Software Software 71

Brooks Group

APRIL 10, 2024

In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. Here’s how sales teams can improve their prospecting efforts. Your sales professionals must invest time and energy on improving their position as subject-matter experts.

Sales 87

Sales Media B2B Publishing 87

Brooks Group

MAY 2, 2024

How sales professionals understand their emotions—and the emotions of others—can have a significant impact on sales performance. Learn what EQ is, why it matters, and how to tell if a new hire has it. These five capabilities are the building blocks of a healthy, productive approach to life and work.

Emotional Intelligence 52

Emotional Intelligence Sales Decision-making Sales Training 52

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Nutshell

MARCH 28, 2024

What is the typical sales process for consulting firms? What is the typical sales process for consulting firms? The typical sales process for consulting companies is similar to that of other industries. When you start from your goals, you have a guiding star to inform every step of your sales process.

Management 71

Management CRM Sales Negotiation 71

Hubspot Sales

MAY 7, 2024

No matter your niche, product, or service, and no matter how prepared you are, your business will throw you a curveball. Competencies That Every Entrepreneur Needs How to Build Competency What is Entrepreneurial Competency? Why do I bring this up in the context of entrepreneurship? Sometimes, life just happens. The real kicker?

Interpersonal Skills 59

Interpersonal Skills Decision-making eCommerce Prioritization 59

Nutshell

DECEMBER 22, 2023

Business insights: Insights gathered from survey data can also help you better understand the ins and outs of your sales process. Improves sales process: Finally, you can put your survey data to good use by using it to improve your sales process for customers and create a better customer experience.

CRM 126

CRM Software Software Internet 126

Hubspot Sales

SEPTEMBER 20, 2023

Operationally, conversational AI speeds up processes within tools like your CRM or CMS, makes reporting easier, decision-making more effective, and so much more. How Conversational AI Can Benefit Sales The Best Conversational AI Tools for Sales Teams What is conversational AI? The right words don’t always come easy.

Artificial Intelligence 115

Artificial Intelligence Sales Prioritization Meetings 115

Brooks Group

DECEMBER 13, 2023

Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team. Follow these 6 tips to evaluate the sales performance of your sales professionals and uncover where you can help them improve their sales productivity.

Sales 94

Sales Sales Training Communication Meetings 94

Nutshell

APRIL 18, 2024

Your customer data is the key to understanding your customers better so you can improve your marketing, sales, customer experience, and more. In this guide, we’ll explore what SCV is, its benefits, and how to implement it. However, when your data is scattered across various platforms, you can’t harness its full potential.

Government 77

Government CRM Decision-making Customer Experience 77

Nutshell

MARCH 5, 2024

Admins can also switch up lead card customization for each of their company’s pipelines, adapting Nutshell to how their team works best. Admins can also switch up lead card customization for each of their company’s pipelines, adapting Nutshell to how their team works best. Learn more about this exciting new feature!

CRM 71

CRM Customer Success Management Sales 71

Planview

FEBRUARY 14, 2024

In this blog post, we’ll delve into how to maximize value within the first 12 months of using a value stream management (VSM) solution. In addition, you’ll gain tips for optimizing flow visibility and predictability and how to use these insights to accelerate your organization’s performance.

Management 64

Management Organization Stakeholders Onboarding 64

Hubspot Sales

NOVEMBER 8, 2023

If you can refine your process and strategy and present that to your team from the beginning — you're sure to start off on the right foot. How can you help someone else when you‘re already feeling underwater? Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves.

Sales Management 104

Sales Management Management Energy and Utilities Emotional Intelligence 104

PandaDoc

APRIL 3, 2023

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. If you’re unsure about whether or how to create sales training, here are our top benefits of implementing either in-person or online sales training: 1. Start a free trial 3.

Sales Training 98

Sales Training Management e-Learning Construction 98

Planview

MARCH 28, 2024

As automotive companies navigate this transformative landscape , the need for end-to-end visibility in production processes becomes increasingly evident. The traditional paradigms of automotive manufacturing are evolving, driven by the imperative to integrate cutting-edge software solutions seamlessly with hardware production.

Manufacturing 59

Manufacturing Suppliers Software Software 59

Sales Management Plus -- SMP

APRIL 11, 2024

Dependable sales growth is simply evidence that a distributor has created a unique position in the markets they serve with a repeatable process and competitive differentiation. These tools add value no matter how your team uses them. Both customers and key vendors prefer to work with professional and responsive distributors.

Shareholders 52

Shareholders CRM Profitability Finance 52

ACT

MAY 7, 2024

It’s no surprise that the average startup owner works a staggering 50–70 hours a week. Working long hours is often a part of early-stage entrepreneurship , but it’s important to recognise that you have limited physical and mental energy. It isn’t sustainable, results in burnout , and ruins your work-life balance.

Management 52

Management Small Business Media Investors 52

Nutshell

JANUARY 17, 2024

From improving your sales processes to using positive reviews for peer-driven marketing, customer reviews are your golden ticket. Improve customer service: Customer reviews often include descriptions of people’s experiences with your company. Customer reviews are a valuable asset to your business — the good and the bad.

Artificial Intelligence 71

Artificial Intelligence CRM Software Software 71

Hubspot Sales

SEPTEMBER 11, 2023

When you’re working deals, mastering the art of closing is essential. Unfortunately, many reps don't actually have a closing strategy to help support their process … and if they do, they’re uncomfortable bringing it up. You might avoid taking the necessary steps to move the sales process forward, leading to missed opportunities.

Meetings 113

Meetings Decision-making Software Software 113

Nutshell

MARCH 28, 2024

Read on to learn more about the importance of sales pipelines for your business and how to manage a sales pipeline for your startup. It defines the actions that sales reps should take that are relevant to where the lead is in their journey to facilitate the sales process. What is a sales pipeline? What is a sales pipeline?

Management 71

Management Prioritization CRM Sales 71

Nutshell

MAY 7, 2024

However, figuring out how much your business actually benefits from attending trade shows can be challenging. When you understand your ROI, you understand how much each trade show is worth to your business and get insights on how to improve your trade show performance and better allocate your marketing budget to drive optimal results.

CRM 62

CRM Media Advertising Marketing 62

Hubspot Sales

APRIL 4, 2023

How to Answer Behavioral Questions The best way to answer behavioral questions is with stories. Here's how it works: Situation: Start by describing the situation. Explain your thought process and decision-making. When people think of consulting interviews, they immediately think of case study questions.

Supply Chain 105

Supply Chain Leadership Construction Artificial Intelligence 105

Envisio

MARCH 5, 2024

AI Assist introduces AI technology to the Envisio platform to help you save time and stay informed with one-click actionable work plans and better progress reporting. AI Assist helps to: Simplify planning and the creation of actionable deliverables with intelligent suggestions for implementing steps in Work Plans.

Government 52

Government Decision-making Leadership Communication 52

Hubspot Sales

JANUARY 22, 2024

A significant portion of the B2B prospecting calls you make will end up going to voicemail — making the sales voicemail techniques you leverage and how well you can execute them absolutely crucial to your sales efforts. Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders.

Construction 115

Construction Decision-making B2B Meetings 115

Nutshell

MAY 5, 2023

It’s easy to assume that once you’ve turned someone into a customer, your work is done. Keep reading to learn how. How can you define customer loyalty? But that’s simply not the case. To keep them a customer, you must continue to engage them. If you don’t, there’s a good chance they’ll eventually leave.

CRM 115

CRM Software Software Media 115

Nutshell

APRIL 3, 2024

Then, you must master learning how to conduct an SEO website audit! By creating a clear focus and process for your audits, you can ensure that you find the information you’re looking for and create meaningful reports for your stakeholders or points of contact! How to conduct an SEO website audit 1. Of course you do.)

Stakeholders 71

Stakeholders Digitalization Marketing Internet 71

Brooks Group

APRIL 23, 2024

A sales career can be exhilarating and rewarding—offering the potential for high earnings, flexible schedules, and the chance to work directly with a diverse range of customers. The dynamic nature of the work and the chance to build meaningful relationships with customers can also be highly fulfilling.

Sales Training 67

Sales Training Sales Decision-making Negotiation 67

Nutshell

JANUARY 31, 2023

We’ve got a long list of improvements in the works, and we’re looking forward to continuing to invest in our product, service, and customers while advancing our mission of helping businesses grow their revenue with powerful, easy-to-use sales and marketing technology. As 2023 kicks off, we’re excited for the future here at Nutshell.

CRM 127

CRM Digitalization Advertising Marketing 127

Nutshell

MARCH 18, 2024

Customer relationship management (CRM) systems have become vital in managing customer data, creating effective sales processes, and boosting sales team efficiency. So, how do sales managers and their teams overcome this challenge? It all depends on the CRM system. Table of Contents What does CRM adoption mean?

CRM 71

CRM Software Software Decision-making 71

Nutshell

FEBRUARY 6, 2024

When you’re in the depths of the sales process, how do you know what step to take next? How do you know what action will be most effective for moving a lead toward becoming a loyal customer? You need an actionable plan to deal with the uncertainty and figure out what works. So many factors go into a successful won deal.

CRM 62

CRM Sales Prioritization Decision-making 62

Flevy

APRIL 20, 2022

As you find ways to get your customer acquisition costs (CAC) low, you may try a lot of tactics to get it to work for you. It is used to take results from your existing process and improvise on the process elements with tweaks or major shifts to get a better outcome. One vital element is a feedback loop.

Marketing 111

Marketing Acquisition B2C Finance 111