Hubspot Sales

APRIL 15, 2024

"They create prospect lists that allow them to focus on where realistic revenue can sustain them in the short- and medium-term business investing. At the same time, they allocate about 25% of their prospecting to focus on long-term aspirational goals. They prioritize relationships over immediate sales.

Sales 111

Sales Prioritization CRM Communication 111

The Center for Sales Strategy

FEBRUARY 14, 2024

That first “message” was a throwaway in terms of actual content. Think about how much technological innovation has occurred in those 53 years since email’s invention. Engineer Ray Tomlinson, at the time, was exploring different ways for humans and computers to interact and sent himself a test email to see if his new idea worked.

Computers and Electronics 119

Computers and Electronics Innovation Media Sales 119

Mike Kunkle

OCTOBER 8, 2023

Sidebar: What’s the difference between Commercial Effectiveness, as defined above, and the oft-discussed new term, “Revenue Enablement?” Despite its burgeoning popularity and the recent rebranding of the Sales Enablement Society to the Revenue Enablement Society, I just don’t like the term “revenue enablement.” It’s a pass-through.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

RAIN Group

FEBRUARY 7, 2024

I work closely with client organizations and collaborate with senior executives, and I’ve been getting a lot of questions lately about AI. What’s working for sales teams in terms of applying AI? I’ve seen this as a practitioner. What’s RAIN Group’s position on AI? How do we make AI work for us?

Artificial Intelligence 109

Artificial Intelligence Media Sales Organization 109

Red Star Kim

FEBRUARY 15, 2024

Yet there are differences to the extent that they use push (tell) and pull (ask) energy – and the terms under which they are conducted and the processes that they use. The terms (e.g. Coaching Coaching is about goal achievement, behavioural change and improved performance. The focus is usually on what to do in the future.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Account Manager Tips

JUNE 29, 2021

Think about all of your possibilities and pick the best one. Let's talk about the client lifecycle The sales cycle attracts qualified leads, engages and converts them to clients. This means sooner or later, you will have a conversation with them about renewal. Learn about new vendors. Reduce payment terms.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Mike Kunkle

DECEMBER 21, 2023

Introduction I’ve published newsletters and blog posts recently about overhauls and full-fledged transformations, but today, I want to talk about some minor tweaks that can deliver significant improvements in sales force performance. It’s about being “other-centric.”

Sales 289

Sales Decision-making Value Proposition Sales Training 289

Hubspot Sales

OCTOBER 25, 2023

Last month, I debated ChatGPT about whether AI will replace conventional salespeople. We had a constructive conversation, learned more about each other and ourselves, and contributed to its ever-expanding bank of insight that might ultimately doom humanity — so I'd say it was mostly productive. Here's what we had to say.

Onboarding 88

Onboarding Banking Construction Meetings 88

Whetstone

APRIL 5, 2024

Strategic account management is the practice of proactively fostering mutually beneficial relationships with high-value, long-term customers, creating value for both parties. Demonstrate your ability to think long-term and strategically. On the one hand, they realize they must do something to navigate unchartered waters.

Account Management 52

Account Management Decision-making Construction Stakeholders 52

Account Manager Tips

MAY 25, 2021

Consults with the client on how to achieve their long-term business objectives. They learn about client challenges and needs and use those insights to come up with new ideas to create mutual benefit. Install systems to help build long-term strategies, gain insights, manage knowledge and grow sales. Value proposition.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Sales Gravy

JANUARY 8, 2024

It's about empathy, understanding their needs, and aligning your solutions to meet those needs effectively. Crafting Engaging Content: A Key to Digital Prospecting Kristin talks about the power of creating engaging, value-driven content. Her approach is straightforward yet profound: “Know your people, find your people, love them hard.”

Innovation 75

Innovation Client Relationships Digitalization Sales 75

Flevy

OCTOBER 5, 2023

The term Growth Hacking was first coined by Sean Ellis—a startup advisor, angel investor, and entrepreneur—in 2010 to think beyond traditional Marketing and add a methodical, scientific approach to it. It was Andrew Chen who gave the term widespread exposure through his blog titled, “Growth Hacker is the new VP Marketing.”

Acquisition 103

Acquisition Investors Digital Transformation Profitability 103

PandaDoc

APRIL 8, 2024

Their role is to foster deal structuring and ensure that every deal in a sales pipeline is advantageous for the company in terms of return on investment and alignment with business strategy. Generate personalized sales offers After a deal desk gathers information about a client, they proceed to create personalized sales offers.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Hubspot Sales

APRIL 1, 2024

So, let’s take a look at the trends sellers are reporting about inbound lead flow on RepVue , and three things you can do to still hit your targets. When salespeople rate their sales organizations on our site, we ask them to rate how they feel about inbound lead flow on a scale from 1–5. Lately, that’s unlikely to be the case.

CRM 80

CRM Sales Environment Leadership B2B 80

Flevy

APRIL 24, 2024

The VRIO framework serves as a guide for leaders in strategically evaluating and leveraging their internal strengths to achieve long-term success. It offers a clear pathway for organizations to not only discover but also effectively utilize their unique capabilities , ensuring long-term success and market leadership.

Digital Transformation 52

Digital Transformation Organization Decision-making Leadership 52

Customer Think

MARCH 24, 2024

I wrote recently about how the term “representative” can take on a different meaning depending on whether you consider your front-line agents as representatives of you as a brand, or of your Customers as they navigate your systems. When dealing with a hospitality brand recently, that came to mind.

52

52

Arpedio

MARCH 8, 2024

Assessing Your Current Relationship Management Tactics Periodic relationship audits are a critical exercise for any business serious about improving its connection with partners. Initiate transparency by always communicating openly about your business processes, successes, and challenges.

Management 52

Management Stakeholders Facilitation Innovation 52

Sales Gravy

JANUARY 23, 2024

It's about getting below the surface. This isn't about interrogating; it's about engaging in a conversation that uncovers deeper needs and desires. It's about understanding the customer's journey, their challenges, and what they truly value. It's about moving from a selling mindset to a helping mindset.

Emotional Intelligence 91

Emotional Intelligence Decision-making Sales Training Sales 91

Arpedio

JANUARY 5, 2024

Effective relationship management in sales is not just about making connections; it’s about building and maintaining long-term partnerships that benefit both parties. This concept has evolved from mere customer service to an intricate process of building and nurturing long-term partnerships.

Management 52

Management Emotional Intelligence Client Relationships Sales 52

Flevy

AUGUST 2, 2022

Strategy, in essence, is about choices. Decoding strategy into a handful of “actions” that the company should take to implement it , in the medium-term, is a more effective way and is termed as setting “Strategic Priorities.”. Concentrate on intermediate term actions. Concentrate on Intermediate Term Actions.

Energy and Utilities 111

Energy and Utilities Banking Prioritization Decision-making 111

Customer Think

NOVEMBER 15, 2022

To be able to talk about success, it is crucial to first comprehend what the term entails. As of right now, digital transformation is the phrase of choice. Now, before we get into how to achieve success in digital transformation, let’s first discuss what digital transformation is.

Digital Transformation 122

Digital Transformation Digitalization 122

PandaDoc

FEBRUARY 23, 2024

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. Instead, it’s about recognizing and nurturing all sorts of potential avenues for growth — which may or may not be related to sales in the near future.

Management 52

Management CRM Sales Decision-making 52

Zendesk

OCTOBER 2, 2023

A lot has happened since government and industry first came together to raise awareness about cybersecurity. General knowledge about cybersecurity also improved (though there’s always more to learn), and businesses are better educated about how to protect themselves. Let’s get started. So, why is it called zero-day?

Cybersecurity 87

Cybersecurity Computers and Electronics Internet Insurance 87

Nutshell

DECEMBER 7, 2023

Keyword research tools help you identify which terms your audience is searching so you can include them in your content. The keyword difficulty score tells you how challenging it will be to rank for a term, which can help you tailor your approach. You can also use this tool to find related keywords and rank them on importance.

Artificial Intelligence 62

Artificial Intelligence CRM Internet Marketing 62

Zendesk

MAY 27, 2022

As a service-first company, we update our terms and policies on an annual basis, driven by customer feedback, evolving legal standards, and product updates. If you would like more information about our legal terms, please visit our Agreements and Terms Website. A summary of the key updates is below. Privacy Notice.

Communication 98

Communication 98

Customer Think

JANUARY 17, 2024

Meanwhile, in web application development, maintaining CX is all about better experiences throughout the user interface. In terms of web application development, software developers can employ existing tools and libraries for enhanced CX. Application developers worldwide should future-proof CX for better value creation.

Customer Experience 64

Customer Experience Software Software 64

Sales Gravy

SEPTEMBER 16, 2023

Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market.

Customer Experience 96

Customer Experience Marketing Prioritization Sales 96

AchieveIt

FEBRUARY 19, 2024

Building a long-term business strategy is the cornerstone of sustainable growth, guiding your organization toward its ultimate goals. This guide explores a 7-step framework to help you chart a course for long-term B2B success. Be realistic about what can specifically contribute to the goal and set a specific deadline.

Brainstorming 52

Brainstorming B2B Value Proposition Advertising 52

Hubspot Sales

JUNE 7, 2023

Landing on agreeable terms that sufficiently suit your interests is a finicky, often frustrating process that can go south on a dime. It's not uncommon for your prospect to ask about costs, contract lengths, and possible discounts on the first or second call. Start negotiating too early. Don’t prepare. First, know your goals.

Negotiation 107

Negotiation Sales 107

Arpedio

JANUARY 3, 2024

While the terms may seem interchangeable, they refer to two distinct processes that serve different purposes. In essence, account management is about ensuring the health and longevity of client relationships. Another crucial aspect of account planning is the focus on building long-term relationships.

Account Planning 52

Account Planning Account Management Management Client Relationships 52

Hubspot Sales

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. Introduction Call This call is all about introducing yourself and your company to a potential customer. How do you envision measuring success or ROI if we were to work together?”

Negotiation 96

Negotiation Telecommunications Sales Software 96

Customer Think

NOVEMBER 13, 2021

The term “headless WordPress” has recently become popular. You’ve probably heard about it but aren’t sure what it means. WordPress is a large and incredibly complicated platform, yet it has limitations. Consider the following scenario: Publishing content […].

Publishing 143

Publishing 143

OnStrategyHQ

DECEMBER 20, 2023

Where are competitors about to bite you? Take the Strengths, Weaknesses, Opportunities, and Threats you developed earlier, review, prioritize, and combine like terms. OnStrategy is the leader in strategic planning and performance management. Our cloud-based software and hands-on services closes the gap between strategy and execution.

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

The Great Game of Business

AUGUST 11, 2023

Keep an open mind as you wonder about your company’s long-term success. Discover several reasons why investing in business coaching during lean times or an economic slowdown can pay off in the long run. The key is to build resilience because it’s the resilient companies that rebound faster. Ready to take the plunge?

82

82

Arpedio

FEBRUARY 22, 2024

By positioning your offering in terms of the value it delivers – whether that’s increased efficiency, cost savings, improved productivity, or enhanced customer satisfaction – you’re able to establish a deeper connection with your target audience and differentiate yourself from competitors solely focused on features and price.

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Brooks Group

FEBRUARY 16, 2024

They build long-term relationships based on reciprocity. The people who have this skill not only sell more; they sell better business—better terms, better margins—because they’re able to create relationships. These sales professionals focus on buyer needs, and they’re non-judgmental about those needs.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Hubspot Sales

DECEMBER 12, 2023

Prioritize long-term relationships over short-term gains. Thanks to this reputation, building trust with buyers is a cumulative effort, which means prioritizing long-term relationships over short-term gains. The benefits of long-term relationships are clear, but salespeople have to stay persistent.

Sales 98

Sales Investors Prioritization Innovation 98