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? That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. You're welcome.

Decision-making 103

Decision-making Sales Finance Prioritization 103

Account Manager Tips

JULY 22, 2022

If you think your job is harder than it should be. 25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Table of Contents. you're right.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Negotiation 102

Negotiation Sales Leadership CRM 102

Hubspot Sales

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. Choosing the right position based on your personality, likes, and dislikes can ensure you thrive in your new career. You’ll also need a thorough knowledge of sales trends and stats to succeed.

Software 116

Software Software Sales Meetings 116

Brooks Group

DECEMBER 13, 2023

Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number. 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.

Sales 94

Sales Sales Training Communication Meetings 94

Brooks Group

FEBRUARY 1, 2024

Ramping new sales reps quickly is a pivotal factor separating successful sales organizations from those that underperform. Data from our 2024 Sales Leader Trend Report shows that 87% of successful teams have extensive, structured onboarding. Here are 4 ways a common language helps get new sales reps up to speed quickly.

Onboarding 77

Onboarding Sales Sales Training Communication 77

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. If any of your top salespeople leave your company, you may fall behind. So should you be worried about churn in your sales department? Why do sales teams experience high turnover?

Sales 118

Sales Brainstorming Leadership Insurance 118

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

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 107

Sales Account Management Communication Sales Management 107

Hubspot Sales

JANUARY 4, 2024

Having a bad sales month? You can’t seem to get into a groove, and frustration is becoming all too familiar of an emotion. What makes a bad sales month? A bad sales month can be attributed to a variety of factors, ranging from internal processes to external market conditions. Sales experts set off the common seven: 1.

Sales 109

Sales Management Sales Management Marketing 109

Hubspot Sales

OCTOBER 25, 2023

Last month, I debated ChatGPT about whether AI will replace conventional salespeople. The piece got decent traction, was fun to write, and produced some interesting perspectives on both sides of the argument — so I figured it might be worth it to try the process again with another hot-button sales issue. Here's what we had to say.

Onboarding 92

Onboarding Banking Construction Meetings 92

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 98

Sales Management Management Energy and Utilities Emotional Intelligence 98

Hubspot Sales

MAY 23, 2023

On average, salespeople save two hours and 15 minutes a day using AI. Based on this stat alone, it's no surprise why so many sales teams are folding AI into their workflow — and saving time in the process. How Sales Professionals Are Using Artificial Intelligence 1. Of course, it's not just what you say but how you say it.

Artificial Intelligence 107

Artificial Intelligence Sales CRM Decision-making 107

Brooks Group

FEBRUARY 16, 2024

Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. When this is the case, the most important thing you can do is differentiate yourself. You need to stand out to make buyers want to do business with you. If you don’t think that’s true, why even be a seller?

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

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. There is no room for failure in today’s competitive sales landscape. It can also offer insight into automating sales processes to free up more of your team’s time.

Sales Training 98

Sales Training Management e-Learning Construction 98

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Sales 105

Sales Insurance Decision-making Transportation 105

Hubspot Sales

OCTOBER 18, 2022

Any company's sales leadership needs to keep a pulse on how its salespeople are performing, both individually and on a broader organizational level — getting there often starts by understanding the degree of effort reps are putting in. That's where performance indicators known as sales productivity metrics come in.

Management 115

Management CRM Leadership Sales 115

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 119

B2C Transportation Decision-making Logistics 119

Brooks Group

NOVEMBER 29, 2023

Indeed, for as long as there have been salespeople, there have been efforts by those same people to escape the stigma that the title seems to convey. Today, you’ll see far more transactors of products and services adopt terms like account, client, partner, and relationship manager for their job title than the overt “sales representative.”

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

Arpedio

FEBRUARY 14, 2024

Two such important functions that often go hand in hand are account management and sales. Understanding the nuances between account management and sales can help businesses optimize their strategies and ensure long-term client relationships. Two such crucial roles are account management and sales.

Account Management 52

Account Management Management Sales Client Relationships 52

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. Your sales strategy is a long-range plan for reaching your goal.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

Hubspot Sales

SEPTEMBER 22, 2022

In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts. Sales Leaders' Primary Coaching Goals. Let's dive in.

Sales 118

Sales Sales Training Negotiation Facilitation 118

Brooks Group

DECEMBER 14, 2022

“The secret to selling is to be in front of qualified prospects when they’re ready to buy, not when you need to make a sale.”. Bill Brooks, Sales Techniques. It is natural for prospecting to slow down at the end of a fiscal period as salespeople focus on closing existing opportunities. The Perfect Time for Reflection.

CRM 88

CRM Sales Sales Training Decision-making 88

Hubspot Sales

SEPTEMBER 26, 2023

While this sounds appealing, especially for time-strapped salespeople, there’s a catch: not all AI tools are created equal. What is the most important soft skill to have in sales?”), they arrive at different answers. Which AI Tool is the Best Sales Writer? Let's dive in. Hang on – doesn't ChatGPT, ChatSpot, and Copy.ai

Value Proposition 96

Value Proposition Sales Artificial Intelligence Management 96

The Center for Sales Strategy

JANUARY 19, 2022

Have you ever heard a seller complain that there just isn’t enough paperwork to be completed? Or that there aren’t enough departments involved in their sales? As a manager, it's likely that you have heard the exact opposite from most of your salespeople. How about that they wish your CRM was more complex?

CRM 115

CRM Management Sales 115

Sales Gravy

AUGUST 4, 2023

Sales Training Is An Investment In YOU In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. As for salespeople, you’ll find out why it’s critical to continue advancing your skills and investing in yourself throughout your sales career.

Sales 84

Sales Facilitation Sales Training Onboarding 84

Nutshell

MARCH 5, 2024

Definition: Lead distribution is the process of strategically assigning leads to specific sales reps. You’re probably already familiar with lead generation , where you draw people in and get them actively interested in whatever your business sells. But if you want to do it right, you need a strategy behind how you assign those leads.

CRM 77

CRM Software Software Prioritization 77

Sales Gravy

MARCH 28, 2021

On this episode of the Sales Gravy podcast, Jeb Blount (Fanatical Prospecting) answers a listener's question about how to effectively balance prospecting for new logos with serving and managing existing accounts. Many salespeople struggle with this. We want to hear from you. Many salespeople struggle with this.

Account Management 118

Account Management Management Sales 118

Apptivo

FEBRUARY 20, 2023

ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. Wind-Up Overview No matter what you sell or the sector you’re in, you need a consistent flow of qualified leads to develop your business. Overview 2.

Management 103

Management Sales Software Software 103

Brooks Group

JUNE 1, 2022

It’s safe to say that nearly every sales manager has regretted at least one of their new hires. Having worked with thousands of sales leaders and millions of salespeople, our 45 years of experience have shown that industry experience is not critical for success. Retreads and Tenderfoots. But be warned! Who to Hire.

Decision-making 85

Decision-making Sales Training Manufacturing Account Management 85

PartnerTap

FEBRUARY 12, 2024

2024 is the year companies admit the old sales playbook is broken and invest in sales transformation. Companies that don’t modernize their sales playbooks won’t survive. These are just the start of a tidal wave of sales transformation initiatives that CROs are undertaking across all industries.

Sales 52

Sales Decision-making B2B Suppliers 52

Brooks Group

JULY 7, 2023

Sales training can be one of the most critical investments you make for your team. Salespeople often resist training, viewing it as a hassle that takes them away from their work. In fact, according to Training Industry , more than a quarter of salespeople feel that their sales training is ineffective.

Sales Training 69

Sales Training Shareholders Sales Sales Management 69

Brooks Group

MAY 24, 2023

Salespeople tend to overestimate their ability to understand their customers. I know this ties in deeply with the Probe step, but the strength of your value formula (your ability to apply a solution) is directly proportional to the quality and quantity of the questions you ask. Seeing value through the customer’s eyes.

Value Proposition 80

Value Proposition Sales Training Construction Negotiation 80

Hubspot Sales

JANUARY 11, 2021

If you're looking for another article about why your sales team should only hire ESFJs, you've come to the wrong place. While it's true that not everyone is a perfect fit for the sales profession, most people just need the right motivation and management to thrive. Sales Personality Types. ESFJ (The Provider).

Management 135

Management Decision-making Sales Management Publishing 135

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). How do you want to be managed?

Sales 136

Sales Leadership Communication Meetings 136

Nutshell

MAY 11, 2023

It seems everywhere you turn these days, you hear something about artificial intelligence (AI)—how it’s disrupting industries, helping people be more efficient, and sometimes causing controversies. You might be wondering, can you use AI for sales? And if you can, should you?

Artificial Intelligence 118

Artificial Intelligence Sales Decision-making CRM 118

Hubspot Sales

FEBRUARY 21, 2020

A successful career in sales is not for the faint of heart. According to a Bridge Group study , the annual turnover rate for sales professionals is 34.7%. If you have reps on your team who aren’t making their quota, parting ways with them can be the right move. It’s when you lose high performers that turnover becomes a problem.

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Meetings Account Management Management Performance Review 135