Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity?

CRM 71

CRM Sales Software Software 71

Red Star Kim

FEBRUARY 22, 2024

So what is Socratic questioning? This article on Socratic questioning follows an earlier and longer post on questioning skills Why are questions so important? What is Socratic questioning? Socratic questioning is a way to drive logical argument. It’s helpful in conversations, critical thinking and negotiation.

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Account Manager Tips

JULY 13, 2022

You win some, you lose some Why do we lose sales opportunities? But, it's also why we need to keep a close eye on our sales process to identify where we might be falling short and to keep doing what works. Let's take a look at why you might be losing sales opportunities and what to do about it. Table of Contents.

Key Account Management 130

Key Account Management Sales Account Management B2B 130

Mike Kunkle

JUNE 12, 2022

I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. Reengineering Sales Performance.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

DECEMBER 4, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Some deals hit walls — that‘s just an unfortunate fact of sales life. Sell based on your buyer's self-proclaimed reasons for their timeline — not your own interests.

Sales 86

Sales Stakeholders B2B Software 86

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

PandaDoc

APRIL 30, 2024

Regularly keeping track of incremental sales is one of the best ways of determining how best to allocate your marketing resources. In this article, you’ll find out how to calculate incremental sales for any given marketing campaign, as well as some useful tips and best practices on how to maximize this metric.

Sales 52

Sales e-Learning Retail Advertising 52

PandaDoc

APRIL 17, 2024

“What is ACV in sales?”, In this article, we’ll teach you all you need to know about ACV. What does ACV stand for in sales The meaning of ACV in sales is “annual contract value” and is a metric that tells you the revenue generated by a contract over a year. we hear you ask. ACV is different from ARR.

Sales 52

Sales Internet Profitability CRM 52

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. In this post, we’ll share some of our favorite resources for sales managers. Here are some of our favorites.

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Account Manager Tips

NOVEMBER 22, 2022

My old contact has been replaced First things first: find out what they want 10 steps to become a supplier of choice Check these out Quote of the week. The working environment will undoubtedly change from what you were used to with the previous procurement team. What is their role in optimizing costs? Find out their KPI drivers.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Red Star Kim

JUNE 15, 2023

One of the questions asked was what tools and systems are used by M&BD people to support research into sectors and client organisations. Here is a preliminary list but I’d be keen to know what sources you would add. Others may find that the M&BD team is responsible for research. Why do law firms needs SAM?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

AUGUST 1, 2023

It’s rare to have a sales team in professional services as they do in other sectors. So think about what you (and the management team) need from a M&BD plan and what the fee-earners need from a plan. Sell the benefits – What’s the value in a M&BD plan? Look at what has been done previously.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Brooks Group

JUNE 22, 2022

People who work in sales or marketing take a different approach to achieving the same objective: growing revenue. . To get through tough economic times, Sales and Marketing have to start moving in the same direction, together. How Marketing can support Sales. What are customers talking about? Two jobs — one objective.

Marketing 76

Marketing Value Proposition Sales Sales Training 76

Hubspot Sales

FEBRUARY 16, 2022

In sales, it's no different. A good sales hook can prevent your prospect from hanging up the phone, or deleting your email entirely. And a great sales hook can start your entire conversation off on the right foot. Here, we asked six sales reps their tips for creating a convincing sales hook to turn prospects into customers.

Sales 130

Sales e-Learning Media B2C 130

Hubspot Sales

FEBRUARY 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Gaudio’s sales emails receive: 36.3% click-through.

Sales 92

Sales Marketing B2B Digitalization 92

Hubspot Sales

SEPTEMBER 20, 2022

The HubSpot Blog surveyed 500+ sales professionals to uncover the best social media channels for prospecting. What is social prospecting? Social selling is a long-term game that can pay off in big ways. It makes sense, then, why so many sales professionals find prospecting gold there.

Media 96

Media Sales Meetings Marketing 96

Nutshell

MARCH 15, 2024

Qualifying leads before sending them through to your sales team lets you learn more about your prospects and build deeper connections with them, which often results in more deals. Table of Contents What does lead nurturing mean? The prospect may have shown interest, which means they’ve entered your sales funnel as a lead.

CRM 71

CRM Software Software Communication 71

Hubspot Sales

AUGUST 12, 2020

The power in the buying and selling process has shifted from the seller to the buyer. And that means to keep up with today’s empowered buyer, the sales process needs to transform too. That’s because inbound sales transforms selling to match today’s empowered buyer -- so sales reps can sell the way people buy.

Sales 138

Sales Decision-making Healthcare Value Proposition 138

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. You’ll also find a roster of valuable prospecting techniques and an in-depth look into what makes for a good prospective customer.

B2B 98

B2B Sales Decision-making Publishing 98

Hubspot Sales

FEBRUARY 2, 2021

Instead, they follow you around through every aisle, rattling off information about every article of clothing you look at, and constantly ask, "Do you need help now?". The same principle applies to B2B sales. Why Being Too Helpful Hurts Sales. You don't have to walk them through absolutely everything when selling to them.

Construction 134

Construction Sales Value Proposition B2B 134

Arpedio

DECEMBER 20, 2023

Upselling is a sales technique that can help businesses to boost revenue and enhance customer satisfaction. With its purpose to encourage customers to purchase products or services that are of higher value or complementary to their intended purchase, upselling is a powerful tool that can lead to increased sales and profits.

Profitability 52

Profitability Customer Experience Sales Marketing 52

Brooks Group

APRIL 19, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. Think about the customers you serve and what it’s like to be them for a moment. What kind of budgetary pressure are they under? What kind of relationship are they looking for from your salesperson? How Is Your Team Perceived?

Decision-making 82

Decision-making Sales Training Media Publishing 82

Nutshell

JANUARY 14, 2020

Selling something that your customers will never hold in their hands requires a very specific approach and a whole lot of practice. By the end, you should have a clear roadmap for reaching your or your company’s sales goals. Skip ahead: What Is SaaS Sales? What Is the Average SaaS Sales Rep’s Salary?

Sales 127

Sales Software Software CRM 127

Arpedio

JANUARY 5, 2024

Embarking on the quest for sales optimization , seasoned professionals understand that the core of any robust sales strategy lies in the mastery of effective pipeline management techniques. To elucidate the intricacies of this process, we begin by defining the sales pipeline itself.

Management 52

Management Energy and Utilities Sales Prioritization 52

Zendesk

NOVEMBER 9, 2021

Every company needs a sales plan. Without a plan, it’s easy to lose track of sales goals, lose momentum, and ultimately, lose money. Sales budgets can help—they make it easier to form concrete sales plans and greatly simplify sales management. What is a sales budget? What is a sales budget used for?

Sales 93

Sales Profitability CRM Communication 93

Apptivo

DECEMBER 25, 2022

What are warm leads? What exactly is Lead nurturing? How to nurture sales lead to conversion? What are warm leads? However, a common mistake made throughout the process is to move the sales cycle quickly with the assumption of the prospect is aware of what they will receive. Nurture leads. Nurture leads.

Sales 98

Sales Media Construction Marketing 98

Hubspot Sales

JANUARY 6, 2021

You've established the various stages of your sales process. What factors should you be taking into account? The concept that underlies all those points is known as sales effectiveness. Some other ways to measure sales effectiveness include: Individual quota attainment. Percent of the sales organization achieving quota.

Sales 140

Sales CRM Banking Organization 140

Hubspot Sales

APRIL 12, 2021

As a sales manager, ensuring that your team's communication with prospects is tight and effective is in your best interest. That process — making sure your team's communications aren't erratic — is most commonly referred to as implementing consistent sales messaging. Elements of Successfully Implementing Consistent Sales Messaging.

Sales Management 131

Sales Management Management e-Learning Sales 131

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on achieving sales excellence and driving business growth. In today’s competitive business landscape, sales performance and effectiveness are crucial to the success of any organization. Sales performance is the measurement of the results achieved by the sales team and individuals.

Business Growth 52

Business Growth Sales Sales Training Decision-making 52

Red Star Kim

JULY 11, 2022

Focus on what the firm is trying to achieve overall. Research and listen carefully to what clients need. There are lots of articles on internal communications, buy-in and stakeholder engagement. For example: Internal communication – Why, how and what (kimtasso.com). There were many reasons for this.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Flevy

FEBRUARY 22, 2024

This article dives into the core aspects of developing and implementing a successful M&A Strategy, underscored by the critical Key Performance Indicators (KPIs) that guide these decisions. In the high-stakes world of corporate growth and expansion, Mergers and Acquisitions (M&A) Strategy plays a pivotal role.

Management 52

Management Acquisition Digital Transformation Decision-making 52

Desired Path

MARCH 9, 2023

Kia Puhm, CEO of DesiredPath, sat down with Janice Gordon, the Customer Growth Expert and host of Scale Your Sales Podcast to discuss why businesses need to be agile in order to support their clients' desired outcomes. What is your view on if B2B sales shifted enough to be buyer/customer-centric to create customer success?

Sales 52

Sales B2B Customer Success Organization 52

ProlifIQ

APRIL 12, 2024

Upsell & Cross-Sell From Your CRM Implementing effective cross-selling and upselling strategies can provide tremendous benefits for growing your business revenue and building customer loyalty. Cross-selling refers to offering customers additional products or services that are related to their original purchases.

CRM 52

CRM Prioritization Profitability Business Growth 52

Zendesk

OCTOBER 17, 2022

The sales performance management market was valued at $3.1 The numbers don’t lie: having a thoughtful and solid sales performance management strategy is good for business. In this article, we’ll unpack what sales performance management is, why it matters, and how to successfully implement this game-changing strategy into your business.

Management 52

Management Sales Software Software 52

Hubspot Sales

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. Let's dive in. Be thorough and thoughtful when hiring.

Management 102

Management Construction Sales Sales Leadership 102

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. To point you in the right direction, we’ve compiled a list of some of the best and most popular B2B sales tactics from general practices to specific sales techniques you can use to close more of your deals.

Sales 126

Sales Decision-making B2B Marketing 126

Hubspot Sales

JUNE 6, 2022

Sales reps run into trouble when they try to go into a call totally cold. Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. If they've retweeted any articles, take a look at them.

Sales 127

Sales Publishing Decision-making Media 127