Upland

FEBRUARY 29, 2024

How important is this commitment to ongoing, lasting change? We recently interviewed real sellers from some of the most successful sales teams in the world on how it is that they use account planning software, methodology and best practices to stay ahead in a constantly changing world as part of our book, Not Just Another Vendor. “I

Account Planning 195

Account Planning Management Leadership Organization 195

Upland

SEPTEMBER 29, 2023

You can also segment stakeholders by the amount of influence they hold over the buying group, or how much budget they have. Stakeholder Mapping is Important Because of Buying Groups Selling must be complicated because modern B2B sales are complicated. How do you do stakeholder mapping? The problem is –buyers expect more.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. Guided selling benefits both customers, who receive a more personalized experience, and sellers, who can offer more effective solutions based on individual needs.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

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. For example, “How are you today?”

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Arpedio

APRIL 30, 2024

What is Value Selling? Value selling is a sales approach that can revolutionize the way you sell. Unlike traditional methods, value selling focuses on delivering unique value to customers and aligning their needs with your product or service. So, why does value selling matter?

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Account Manager Tips

NOVEMBER 19, 2022

How do you feel? You're the expert and you know better than they do how to get the most from your solution. All you have to do is show them how to get results in a way that matters to them and you'll have them eating out of the palm of your hand. Let's discover how. ” Not every presentation is to sell something.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

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? Table of Contents What is next action-based selling? Just focusing on the desired outcome—a new sale—won’t get you there.

CRM 62

CRM Sales Prioritization Decision-making 62

Hubspot Sales

MARCH 27, 2023

When we think about online selling, we usually think about selling products like clothing or electronics. But, it's advantageous for businesses to sell services online, especially now, when a plethora of services can be offered virtually. Below, we outline each step and provide examples. How to Sell Services Online 1.

Media 124

Media e-Learning Onboarding Marketing 124

Account Manager Tips

AUGUST 9, 2022

How do you get your client to move forward when the deal stalls? Sales process checklist Establish the next commitment The Thermometer Technique Favourite podcast: How to Succeed Just for fun Quote of the week. A listener of the podcast, Ben Patton asked how to get a client to move forward with your proposal when it stalls?

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

RAIN Group

NOVEMBER 9, 2022

Even then, the Armours, Swifts, and Morrises of the world were tinkering with the best strategies for selling their products to other businesses. In many ways, the fundamental challenges of selling remain the same for the modern B2B sales funnel.

B2B 140

B2B Sales 140

Nutshell

MARCH 25, 2024

And you wouldn’t be alone—this is how many businesses introduce their clients to their products and services. 3 types of client onboarding The 8 steps of an effective client onboarding process What is client onboarding? Through this process, your clients will learn more about the features on offer and how to use them.

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127

Brooks Group

FEBRUARY 16, 2024

Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. This blog post dives into how you can develop these three sales differentiation skills to set yourself apart.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Sales Outcomes

MARCH 4, 2024

Two B2B go-to-market execution blind spots that leaders overlook reside with the sales enablement and operations teams: Blind Spot #1: The lack of a go-to-market guide (sales playbook) is necessary for the pre-sales, marketing, and sales teams to work as an integrated selling machine.

B2B 52

B2B Marketing CRM Sales Environment 52

Sales Gravy

JANUARY 23, 2024

Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. They dive into how curiosity and empathy are pivotal for transforming your sales approach. It's about moving from a selling mindset to a helping mindset.

Emotional Intelligence 91

Emotional Intelligence Decision-making Sales Training Sales 91

PartnerTap

JULY 10, 2023

MDF investments are how you spread the word about your products and drive demand with and through an extended army of partner marketing teams. When you have several thousand important partners, it begs the question: How do you prioritize which partners should get more MDF investment?

Prioritization 96

Prioritization CRM Decision-making Marketing 96

Brooks Group

JUNE 28, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. Marines conduct a great exercise to demonstrate how simple it is to tie up a sale (or in their case, gain commitment for enlisting). Sales professionals do need to know how to negotiate, but they should be handling that much earlier in the sale.

Negotiation 78

Negotiation Sales Training Sales Management 78

PartnerTap

JULY 11, 2023

In this article we break down how to source new logo accounts, accelerate new logo sales opportunities, and track your new logo pipeline and revenue, each in just one step. Check out this masterclass webinar to see how to drive new logo growth in one click. Too many times to count. We call this digging for gold by hand.

CRM 98

CRM Account Growth Software Software 98

PartnerTap

OCTOBER 1, 2023

Does your sales team co-sell with partners? If so, to what degree, and with how many partners? Some companies like Microsoft and SAP Concur have very sophisticated co-selling motions with their top partners. Competitors are noticing the success of these co-sell investments and programs and now trying to catch up.

Investors 75

Investors CRM Digitalization Account Planning 75

Brooks Group

OCTOBER 11, 2023

Step 1: Ask Your Sales Team The ultimate goal of a sales kickoff is to improve sales performance. Ask your sales professionals: What are the biggest challenges you face in our selling environment? How are you looking to grow this year—both professionally and personally? But remember, a known name is not what’s most important.

Sales 93

Sales Sales Training Meetings Media 93

Brooks Group

MARCH 21, 2024

This posts dives into the best sales discovery questions, how to assess your team’s questioning skills, and how to improve them for more effective discovery calls. How to Ask Needs/Wants Sales Discovery Questions Using the most effective questioning techniques during the sales discovery phase is critical.

Sales 91

Sales Sales Training Decision-making Value Proposition 91

Insightly

APRIL 10, 2024

The list of episodes includes thought leadership concepts, deep dives into recent research, and practical, how-to guides that listeners can put into practice immediately. It’s in episode 8: How do you know if you need a BDR/SDR program. They are the hype men and women, keeping the team pumped and excited to sell, sell, sell.

Marketing 52

Marketing Healthcare CRM Media 52

Brooks Group

MAY 2, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. So many “motivation quotes” essentially summarize the message as: it doesn’t matter how you start, as long as you finish strong. The Meet step of the IMPACT Selling ® process is where the proverbial rubber meets the road.

Negotiation 81

Negotiation Sales Training Meetings Decision-making 81

Hubspot Sales

SEPTEMBER 6, 2023

How do you go from putting out fires to running like a well-oiled machine? Read on to find out how Teamwork.com increased sales efficiency by 50% when they ditched "more is better" in favor of "better is better." How did Teamwork.com get its start? How has the company grown since then? Including the selling.

Sales 111

Sales Onboarding Prioritization Profitability 111

Brooks Group

FEBRUARY 27, 2024

This is when a value-based selling approach—the ability to add value to your product or service—is critical. But when you only sell on price, margins are slim. Value-based selling is more important now than ever. This works particularly well if you sell a technical product or service.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

Brooks Group

MAY 24, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. Time To Persuade The first three steps of the IMPACT Selling ® System (Investigate, Meet, and Probe) revolve around understanding the customer. The last three steps (Apply, Convince, and Tie-It-Up) have to do with persuasion.

Value Proposition 81

Value Proposition Sales Training Construction Negotiation 81

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. Account Expansion Selling Once a strong relationship is established, account managers can identify opportunities for expansion.

Account Management 89

Account Management Management Client Relationships Business Growth 89

Arpedio

FEBRUARY 22, 2024

In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. In this blog post, we’ll delve into the intricacies of consultative selling, exploring its core principles, the step-by-step process, and strategies for success. What is Consultative Selling?

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Arpedio

DECEMBER 20, 2023

Solution Selling is a customer-focused sales approach that prioritizes solving customer problems through tailored solutions. In this section, we will provide a comprehensive guide to help you understand the essence of Solution Selling. In traditional selling, the focus is on the product or service features and benefits.

Prioritization 52

Prioritization Decision-making Meetings Organization 52

Hubspot Sales

SEPTEMBER 11, 2023

Here, we'll give some more context about why closing strategies can be uncomfortable, review why covering your process in your initial meeting is best practice, and go over some tips on how to execute this strategy effectively. You might avoid taking the necessary steps to move the sales process forward, leading to missed opportunities.

Meetings 110

Meetings Decision-making Software Software 110

Nutshell

AUGUST 28, 2023

In this guide to sales processes, we’ll discuss the most common sales process stages, how to develop and improve your process, how to overcome common challenges, and more. A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. Read this first.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Brooks Group

FEBRUARY 23, 2024

Qualifying prospects is one of the selling skills every great sales professional relies on. This post dives into the importance of qualifying prospects and how to improve your team’s ability to identify the right buyers. Here are six steps sales leaders can take to improve the prospect qualification skills of their team.

Prioritization 81

Prioritization Sales Training Sales Construction 81

Brooks Group

MAY 17, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. The Importance of Asking Probing Questions The Probe step is one of the most important in the IMPACT Selling ® process but is often underappreciated and taken for granted. Three Steps To Getting What You Want So, what’s the solution?

Supply Chain 76

Supply Chain Sales Training Decision-making Sales 76

PartnerTap

FEBRUARY 12, 2024

Buyers have changed how they buy products and services for their companies and deal dynamics are exponentially more complex. Selling to the modern buyer in this more complex environment requires a seismic shift in how companies sell and empower their sellers.

Sales 52

Sales Decision-making B2B Suppliers 52

Hubspot Sales

JANUARY 26, 2023

The Benefits of Digital Entrepreneurship How To Become a Digital Entrepreneur Digital Entrepreneurship Examples Digital businesses include ecommerce companies, blogs, social media influencer accounts, software solution development, and marketing firms. Here are some basic steps to help you get started. Step 3: Untwist the legal kinks.

Digitalization 101

Digitalization eCommerce Finance Internet 101

Arpedio

APRIL 25, 2023

5 Key Steps to Get Started with Account-Based Selling ← Back to blog Are you tired of chasing down individual leads and only closing small deals? Don’t worry, we’ll guide you through every step on the way. In this article, we’ll guide you through five concrete steps to jumpstart your account-based selling strategy.

Account Planning 52

Account Planning B2B Stakeholders Prioritization 52

Nutshell

MARCH 5, 2024

You’re probably already familiar with lead generation , where you draw people in and get them actively interested in whatever your business sells. This is the step where you assign leads to salespeople, who will then nurture those leads. This is the step where you assign leads to salespeople, who will then nurture those leads.

CRM 77

CRM Software Software Prioritization 77

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Identifying Buying Committee Members The first step is figuring out who is involved. The average B2B buying committee size is now seven , but groups as large as 20 are not unheard of.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93