Upland

OCTOBER 21, 2022

When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . In addition to identifying key challenges, account planning helps establish sales leaders as trusted advisors to their customers. Who is Account Planning For? .

Account Planning 195

Account Planning Leadership Software Software 195

Brooks Group

MARCH 7, 2024

Procurement managers have a reputation for focusing only on price. Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Sales professionals who practice consultative selling are more like trusted advisors than traditional salespeople. Is this deserved?

Procurement 68

Procurement Management Decision-making Sales Training 68

Hubspot Sales

JANUARY 15, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. I like to call this “ghosting” — when a sales process is chugging along smoothly with a client, you feel positive that the deal will close, and then your prospect disappears without a trace. Boom — ghosted.

Stakeholders 115

Stakeholders Sales Communication Meetings 115

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. 61% of customers make at least one referral. But, for B2B companies, it falls to the sales team or the key account management team to ask. Really hard.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Hubspot Sales

AUGUST 31, 2022

Whether working in sales or support, the best reps know how to be charismatic. For the reps who are on the more introverted side or maybe even new to a management role, rest assured that charisma is something that can be learned, according to a study from the Academy of Management. They have positive and negative empathy.

Emotional Intelligence 145

Emotional Intelligence Publishing Communication Management 145

Hubspot Sales

MARCH 4, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week‘s post comes from five winners of HubSpot’s Modern Sales Leader 25 award. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1.

Leadership 108

Leadership Construction Prioritization Sales 108

PandaDoc

MARCH 25, 2024

If you sell complex, configurable products online, you will almost inevitably come to the realization one day that you need to add a CPQ tool to your software toolkit. This article covers the basics of CPQ implementation and guides you in the right direction on your journey toward more efficient sales.

Manufacturing 52

Manufacturing Software Software e-Learning 52

QYMATIX

FEBRUARY 13, 2024

How to make data work for your B2B sales team while avoiding common pitfalls in data management We can associate power with strength, force and influence, but also with destruction and violence – the typical two sides of a coin. Data gives you information about customers, products, sales, employees and much more.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

QYMATIX

FEBRUARY 13, 2024

How to make data work for your B2B sales team while avoiding common pitfalls in data management We can associate power with strength, force and influence, but also with destruction and violence – the typical two sides of a coin. Data gives you information about customers, products, sales, employees and much more.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

Apptivo

MARCH 29, 2022

It allows businesses to grow by managing customer relationships in the most effective way. Some businesses use CRM to track their lead, while some businesses invest in CRM to increase sales and some might extend it to marketing automation and resolving work orders. What are the 10 most common mistakes while implementing a CRM system?

CRM 98

CRM Software Software Decision-making 98

PandaDoc

APRIL 29, 2024

The main mistakes to avoid when creating a data room index are lack of organizational checks, inconsistent or illogical folder layout, and an overcomplicated structure. Speed and Accuracy An indexed VDR streamlines the due diligence process, enabling faster review and decision-making.

Organization 52

Organization Investors e-Learning Shareholders 52

Brooks Group

NOVEMBER 15, 2022

“There is only one way to get anybody to do anything, and that is by making the other person want to do it”. Sales can be tough, and a good sales manager knows when an individual (or their entire team) needs some encouragement. An inspired sales rep will push themselves longer and harder than an uninspired rep.

Sales Training 96

Sales Training Sales Management Leadership Sales 96

Red Star Kim

JUNE 24, 2022

The intersection between the topics of relationship management and psychology is an area of particular interest to me…I covered over 150 topics on this subject on my 2018 book Bloomsbury “ Better Business Relationships” (Bloomsbury). Are open to learning from their mistakes. It is also know as person-centred or client-centred therapy.

Emotional Intelligence 130

Emotional Intelligence Negotiation Communication Leadership 130

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Find out the average salaries for key account managers in Australia, India, the United Kingdom and the United States and what the job is REALLY like before you decide if it's for you. You'll learn in-demand and transferable skills you can take anywhere.

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Jeb Blout

DECEMBER 30, 2021

To your customers, YOU are the company. Therefore, it is up to you to apologize for mistakes when things go wrong. They become irritated and distrustful when dealing with sales and customer service professionals who are defensive and unwilling to accept any responsibility for mistakes. You are human.

Account Management 105

Account Management Meetings Management Customer Experience 105

Sales Gravy

AUGUST 27, 2022

If you want to succeed at any job, make yourself invaluable. Go the extra mile; make them never be able to imagine what life without you there would be like. Now more than ever, you need your income. Businesses cannot survive without a steady stream of new sales and loyal customers.

Decision-making 116

Decision-making Profitability Leadership Meetings 116

Red Star Kim

JANUARY 22, 2024

A chance encounter with Helen Kensett at a recent conference reminded me about her 2016 sales book. I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. And that technology is making some jobs obsolete.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Hubspot Sales

APRIL 6, 2022

Please leave a message and I'll get back to you. This interaction (or lack thereof) can be a sales rep's worst nightmare, and for good reason — leaving a good sales voicemail is hard. But it's an integral part of sales that cannot be ignored. 7 Voicemail Mistakes + How to Recover. I'm not available right now.

Value Proposition 120

Value Proposition Sales Media Management 120

Apptivo

JANUARY 27, 2022

The best sales team knows when to stop selling. Have you ever wondered what are some of the successful habits of an effective sales team? The most common answer is they have a definite sales plan and also, they know when to stop selling. Sales Plan. Sales Mistakes – Example.

CRM 98

CRM Sales Sales Management Financial Services 98

Brooks Group

SEPTEMBER 7, 2023

The hiring manager said, “As soon as you get the orders, we can negotiate what type of development team you’ll have supporting you.” The success of any substantive change to your sales approach relies on company-wide buy-in. The same is true for implementing a new strategic account management plan.

Account Management 52

Account Management Management Account Planning Sales 52

ACT

JANUARY 27, 2023

Every sales rep has been there. You mispronounce a name, botch a detail or go braindead at the worst possible moment. Sales call fails come with the territory. The best sales reps , however, are able to shake them off and jump right back on the phone. Talking too much In the words of Run DMC, “You Talk Too Much.”

Value Proposition 52

Value Proposition Sales Decision-making CRM 52

Hubspot Sales

JANUARY 4, 2021

This task gets even easier when you know how to properly plan and execute a calling campaign for your business. It's not as difficult as you think. However, it does require some preparation and the tenacity to stick with it no matter how many "nos" you hear. Plus, we'll explore the mistakes you'll want to avoid.

Energy and Utilities 117

Energy and Utilities Sales Decision-making Media 117

Hubspot Sales

AUGUST 4, 2020

Succeeding in sales is 95-percent mental. If you don’t think you can succeed or land a deal, you will ultimately be right. But if you can remain positive you have a huge competitive advantage. In this decade, sales is a very challenging profession. Why are you in sales?

Sales 139

Sales Account Management Government Prioritization 139

QYMATIX

APRIL 25, 2023

Artificial intelligence in B2B sales and how to use it properly. AI technologies are all the rage in sales and chances are you’re considering them for your own organisation. But what is AI really and how can you avoid the five mistakes sales managers make when dealing with AI? million by 2025.”

Artificial Intelligence 40

Artificial Intelligence Sales Management Management Decision-making 40

Hubspot Sales

OCTOBER 31, 2022

Exceeding sales targets and quotas is the primary goal for 45% of sales executives , according to 2022 HubSpot data. The best way to tackle this challenge is through effective sales networking. In this guide, you’ll learn how to approach networking and what mistakes to avoid. What is sales networking?

Media 96

Media Sales Meetings Onboarding 96

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

NOVEMBER 3, 2023

Sales teams dedicate a lot of their time to forecasting. Yet, over 50% of sales leaders question the accuracy of their sales forecasting efforts. Since sales forecasting is a rather complex and time-consuming process, organizations seek ways to improve it, with many turning to machine learning.

Artificial Intelligence 81

Artificial Intelligence Supply Chain Sales Decision-making 81

Hubspot Sales

OCTOBER 19, 2020

Having talented sales reps is often a result of investing in effective sales coaching. According to research conducted by ValueSelling Associates , over half of high-performing businesses that have had sales coaching programs in place for three years or more experience high growth. A stellar sales coach must be results-oriented.

Construction 130

Construction Sales Sales Training Communication 130

Hubspot Sales

FEBRUARY 1, 2021

However, there are a few in "hiring mistake.". Hire just one wrong person, commonly known as a "hiring mistake," and you’ll spend a lot of time, energy, and money trying to fix your team. In fact, one of the most expensive mistakes you can make is hiring the wrong rep. Hiring Mistakes to Avoid.

Sales Management 100

Sales Management Management Energy and Utilities Sales 100

Corporate Visions

JANUARY 23, 2020

The post Avoid These Critical Mistakes in Your Quarterly Business Reviews by Nicci Nesmith Hammerel appeared first on Corporate Visions. If you’ve ever had a customer reduce their spend with you or go elsewhere for a solution they could have bought through an upsell with you, that’s why. And they’re right to never give up.

Customer Success 120

Customer Success Decision-making Account Strategy Account Management 120

Insightly

FEBRUARY 25, 2022

Shouldn’t you? How do you get this competitive advantage? Show you truly “get it” and exceed customer expectations. Satisfied customers mean more referrals, a better brand reputation, and repeat sales. Most of all, you need to spend time with your customer feedback. What is a customer focus strategy?

Logistics 98

Logistics CRM Stakeholders Media 98

Zendesk

APRIL 23, 2021

On your journey to sales greatness, a little inspiration is necessary at times. Whether you’re struggling to meet your targets, feeling bummed after a harsh rejection, or finding it difficult to focus, a few encouraging quotes can help you power through those challenging days. Supportive sales quotes for handling lost deals.

Sales 98

Sales Meetings Decision-making Construction 98

Hubspot Sales

FEBRUARY 21, 2023

The same is true in sales. An uncoachable sales team is easy to spot — they lack direction, motivation, and cohesion. But when sales reps embrace coaching, they invest in their success — and the success of their entire team. What makes coaching so effective? So, one question remains – how can you become truly coachable?

Sales 97

Sales Prioritization Management 97

LinkedFusion

APRIL 20, 2023

As a small business, you may feel that automation is optional. For example, at the start of your business, you may pay just a handful of vendors monthly. You can automate more processes than you may think. The more you automate, the more time you save and the fewer mistakes you open yourself up to.

Media 52

Media Finance Small Business Marketing 52

PartnerTap

FEBRUARY 20, 2024

As outlined in The Sales Transformation Imperative in 2024 , companies realize they need a new sales playbook to support modern buyers and win deals with more complex dynamics. When done right, co-selling can source more pipeline for your direct sales teams and source more opportunities for your channel partners.

Sales Leadership 52

Sales Leadership Leadership Sales Communication 52

Nutshell

FEBRUARY 9, 2023

You guessed it—data. But even when you go out of your way to manage your data efficiently, inconsistencies and inaccuracies can still pop up. So, when that happens, what do you do? Data scrubbing is a process that involves going through your company’s data and rigorously modifying or removing errors as you find them.

CRM 62

CRM Organization Software Software 62

PandaDoc

APRIL 17, 2024

“What is ACV in sales?”, we hear you ask. Well, are you a SaaS company or an organization that deals with yearly or multiyear subscriptions and/or contracts? If so, it’s a key metric you might be missing out on. In this article, we’ll teach you all you need to know about ACV. It helps you plan.

Sales 52

Sales Internet Profitability CRM 52