Hubspot Sales

JUNE 21, 2023

Salespeople need to be able to neutralize and move past buyer objections to be successful, but there's a distinction between objections and brush-offs. Brush-offs are time savers — ways for prospects to get you off their back without much regard for what you‘re selling or how you’re selling it. Dare to be different.

Decision-making 103

Decision-making Meetings Sales Organization 103

Account Manager Tips

OCTOBER 18, 2022

Are you on Telegram? It's also important that you finish the year strong so your client sees a clear return on investment from your partnership. and also so YOU get a bonus and a pay raise). So here are the magic four words you need to ask your client now to get everyone across the finish line. Are you on Telegram?

Key Account Management 130

Key Account Management Suppliers Account Management Construction 130

Account Manager Tips

OCTOBER 12, 2022

Sit down, take stock and say these four words to your clients to understand what they need from you right now. Are you on Telegram? It's also important that you finish the year strong so your client sees a clear return on investment from your partnership. and also so YOU get a bonus and a pay raise). Table of Contents.

Key Account Management 130

Key Account Management Suppliers Account Management Management 130

Insightly

JANUARY 25, 2024

As such, you need personalization more than ever to make an impact and cut through the noise. 2024 Sales Resolution #1: Learn what’s really behind objections Understanding objections – the types and their meanings. What are some key new years resolutions for sales people in 2024? This blog post explores what they shared.

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Hubspot Sales

JANUARY 27, 2021

Navigating rejection and helping your potential customers move through their objections and reservations are the name of the game when working in sales. What are the most common objections you get during the sales process? Do you find you get the same objections over and over? How do you handle them?

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Sales Prioritization 112

Red Star Kim

MARCH 16, 2023

We were joined by delegates from legal, accountancy and consultancy firms for PM Forum’s “Cross-selling and referrer management accelerator” workshop earlier in March. A summary of delegate discussion topics and poll results are shown below to add to the learning resources from the session. They need to be focused. Share the success story.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

OnStrategyHQ

JANUARY 12, 2024

The new year has just begun and you’re ready to start your next planning cycle for your business goals and future growth. But where do you even start with your strategic planning process ? Do you need to set your objectives and key results first, or set your vision statement ? Where are you going?

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Hubspot Sales

AUGUST 14, 2023

Value leaks undermine a buyer’s confidence in your solution, reducing your likelihood of closing — and even if you do win, you’ll have a harder time charging full price. In worst-case scenarios, you can lose the sale completely if the buyer’s concerns reach a level that you can’t overcome. Why do value leaks occur?

Negotiation 120

Negotiation Value Proposition Meetings Procurement 120

Brooks Group

JUNE 7, 2023

There can be major consequences associated with incorrect decisions when making certain larger purchases, and a buyer might not feel comfortable spending money with you until they are fully convinced that your solution can get the job done. Wise sales professionals take it upon themselves to help buyers do their job.

Sales Training 56

Sales Training Decision-making Sales Communication 56

Arpedio

APRIL 3, 2024

In solution selling, sales professionals act as trusted advisors, working closely with customers to identify their pain points, goals, and objectives. It involves engaging with stakeholders at various levels of the organization to uncover opportunities and develop tailored solutions that align with the customer’s strategic objectives.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Account Manager Tips

OCTOBER 21, 2021

7 Reasons Why Clients Ghost You (and What to Do About It) When clients don't return your calls or messages, it can feel like they're ghosting you. The good news is their silence usually isn't about you. Why don't clients answer you? You just need an answer to a simple question. But what can you do about it?

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

Arpedio

MARCH 15, 2024

Strategic selling is a sales approach that focuses on building long-term, mutually beneficial relationships with prospects and customers by understanding their unique needs, challenges, and objectives. Objection Handling: Addressing any objections or concerns raised by the prospect and providing reassurance and clarification as needed.

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Value Proposition Negotiation Stakeholders Sales 52

Account Manager Tips

AUGUST 10, 2021

You ask your clients to recommend you to people they know. So if the idea of asking for a client referral scares you even just a little, you're not alone. So yeah, asking for a referral from a client is not as simple as "Can you think of anyone you know who might also enjoy our solutions?" How hard could it be?

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Arpedio

MARCH 26, 2024

Before diving into the intricacies of pre-sales strategy, it’s essential to grasp its definition, significance, key components, objectives, and how it differs from sales and post-sales strategies. Objection Handling: Addressing customer objections and concerns effectively to overcome barriers to sales success.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

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.

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Value Selling Value Proposition Negotiation Prioritization 52

ClearPoint Strategy

JULY 29, 2021

Strategic objectives are statements that indicate what is critical or important in your organizational strategy. Your objectives link out to your measures and initiatives. This list of strategic objective examples should help you think through the various types of objectives that may work best in your organization.

Innovation 98

Innovation e-Learning Healthcare Government 98

Mike Kunkle

OCTOBER 24, 2021

To make an impact that matters to your leadership team, you need a sales enablement plan that will support your organization’s goals and objectives and enable your sales force to reach its highest potential next year. Five Questions That Will Help You Plan for Impact. What are the Building Blocks of Sales Enablement?

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Arpedio

FEBRUARY 26, 2024

Unlike traditional sales approaches that cast a broad net across various prospects, TAS hones in on a select few accounts deemed most valuable and strategically significant to the organization’s objectives.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Red Star Kim

DECEMBER 18, 2023

The delegate aims, views and key takeaways are shown below. The workshop covered strategic thinking, business strategy and marketing and business development (MBD) strategy. We looked at case studies from professional services firms. Top-down or Bottom-Up Strategy? The complexity of professional services firms adds to the strategy challenge.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Hubspot Sales

MARCH 2, 2018

Common Sales Objections. I've heard complaints about you from [company].". "We You don't understand my challenges. You don't understand my business.". How did you get my information?". "I I hate you.". Every prospect you speak to has sales objections, or reasons they’re hesitant to buy your product.

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Sales e-Learning Value Proposition Suppliers 145

Arpedio

FEBRUARY 15, 2024

By understanding how Mobilizers drive buying decisions and integrating the Challenger approach into your sales process, you can unlock new avenues for success and elevate your sales performance to new heights. Moreover, Mobilizers exhibit a keen understanding of their organization’s goals, priorities, and challenges.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Hubspot Sales

MARCH 20, 2018

Types of Objections. When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing. Here's how to avoid and/or overcome these objections.

Value Proposition 145

Value Proposition Negotiation Customer Value Sales 145

Arpedio

DECEMBER 20, 2023

Key Steps in Win-Loss Analysis Win-Loss Analysis is a powerful tool for refining your sales strategy , but it can be overwhelming if you don’t have a clear process in place. Reach out to customers, both those who chose your product/service and those who didn’t, to hear first-hand about their experiences. Analyze the data.

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Decision-making Sales Value Proposition Stakeholders 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. I often hear salespeople complain that prospects never return their calls after they’ve left a voicemail.

Construction 112

Construction Decision-making B2B Meetings 112

Arpedio

FEBRUARY 22, 2024

Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. Metrics provide invaluable insights into the effectiveness of your sales efforts, helping you identify areas for improvement and optimization.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Hubspot Sales

JANUARY 5, 2021

It makes sense: Going in with no prior history and no way to know exactly how prospects will respond is nerve-wracking, and no one likes hearing “ No ”. So, here’s what you need to know about the promise of precalls, the importance of planning, and the steps required to boost precall potential. Making calls.

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Brainstorming Decision-making Meetings Media 133

PandaDoc

NOVEMBER 12, 2020

You spend days, weeks, and months racing away against that clock to ensure that you hit quota. But can you save time and still close more deals? At HubSpot, we hear this question all the time: “How can I increase my close rates? “Where are you investing your time and effort?”

Decision-making 98

Decision-making Sales Communication Management 98

Hubspot Sales

DECEMBER 14, 2020

As a sales leader, you know how important it is for your sales teams to be ready and adapt to change as it comes. In this post, we’ll hear from HubSpot experts on their best practices for leading sales teams through periods of change, often called sales transformation, that will help you and your team contribute to overall business success.

Sales 144

Sales Software Software Meetings 144

Arpedio

MARCH 6, 2024

It encompasses various tasks such as understanding client objectives, coordinating internal resources, and providing personalized support and solutions. It involves understanding the unique needs and objectives of each client, coordinating internal resources to meet those needs, and ensuring client satisfaction and loyalty over time.

Account Management 52

Account Management Management Client Relationships Communication 52

Revenue Storm

MARCH 14, 2023

We, as salespeople, are prone to look at the bright side of everything we hear. Well, maybe not, because you may have been told one of the following buyer excuses: #1: “I am the decision maker.” – This is the classic of all deceptions. .” – This is the classic of all deceptions. Afterall, you might not follow up.

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Procurement Value Proposition Decision-making B2B 78

Arpedio

MARCH 8, 2024

This section aims to dissect these cornerstone principles and offer insights into how companies can assess and align their relationship management strategies with their strategic business objectives. Aligning Business Values for Synergistic Partnerships Strategic business relationships thrive on a clear alignment of objectives and values.

Management 52

Management Stakeholders Facilitation Innovation 52

Account Management Skills

NOVEMBER 21, 2023

You’ll hear from Managing Partner, Lorraine Jeckells , Brand Director, Greg Phitidis , and Creative Director, Guy Cornet. The leadership team at Free Partners are always keen to hear from prospective clients, or prospective colleagues, whether you are already an account manager or looking to get into account management.

Account Management 52

Account Management Management Insurance Leadership 52

Hubspot Sales

DECEMBER 26, 2022

So whether you're negotiating with a prospect or just having a quick chat with another professional — the way you keep that conversation going can be the difference between a lost opportunity or your next closed-won deal. Finding out if you share any hobbies or interests. Why do you feel this way?”. Why do you feel this way?”.

Negotiation 76

Negotiation Meetings Communication Sales 76

Arpedio

MARCH 20, 2024

Take a closer look into the common hurdles you may encounter in your ABS implementation, and explore effective strategies to overcome them. However, this process can be complex, requiring a deep understanding of the market, customer personas, and business objectives. Are you already using Salesforce?

Government 52

Government Innovation Prioritization Facilitation 52

Nutshell

DECEMBER 22, 2023

But you already know that, right? If you’ve come to this page, it’s probably because you want to conduct an online survey, but you haven’t found the right survey tool yet. That’s why we’ve done the heavy lifting for you and gathered 10 of the best survey apps for businesses.

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CRM Software Software Internet 126

Brooks Group

APRIL 19, 2023

Think about the customers you serve and what it’s like to be them for a moment. They are interested in hearing expert opinions, industry insight, and anything that may guide them as they make business decisions. Social Media How professionally present are you on social media? How busy are they right now?

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Decision-making Sales Training Media Publishing 82

Red Star Kim

JUNE 27, 2023

You can also promote discussion of “What good looks like” Entrepreneurship – Obtain ideas for new markets to target or gain insights to develop differentiated positioning or value propositions at structured brainstorms. And you build in amplification. The delegate aims, poll results and key takeaways are shown below.

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