Upland

MARCH 29, 2023

Gone were the face to face office meetings and networking at industry events, and in their place were hour-long zoom calls with sellers wearing hoodies. Now, however, things have changed. In fact, according to Forrester, in-person, face-to-face sales are back on the rise. Suddenly, everyone was on the same playing field.

CRM 195

CRM Management Stakeholders Decision-making 195

Corporate Visions

MARCH 19, 2020

Attention and engagement are hard enough to get in a face-to-face meeting. Here are three techniques, backed by science, for driving attention and engagement during virtual sales calls. It’s never been more important to start a meeting by delivering value. With limited attention, comes less engagement.

Virtual Selling 120

Virtual Selling e-Learning Decision-making Sales Environment 120

Showpad

NOVEMBER 28, 2021

Meet Leea Huffine, Creative Marketing and Communications Manager at Atlas Copco. In this interview, Leea shares with us how she’s implemented marketing automation, digital deal rooms, and digital media content to support the sales team in a hybrid sales environment. . “We

Digitalization 98

Digitalization Sales Environment Sales Communication 98

SalesPop

MARCH 25, 2021

The more I’ve been diving into account management in the creation of this series of articles, the more I’m discovering how widespread a lack of account management is in B2B organizations. In more complex B2B sales, the focus is constantly put on the lead machine, on obtaining new customers. It actually seems like a blind spot.

Account Management 98

Account Management Management B2B Advertising 98

SalesGlobe

JANUARY 16, 2022

Pre-COVID-19, I began researching and writing about why inside sales really matters in a business-to-business (B2B) sales environment and the powerhouse this channel can be to support a sales strategy and a great customer experience. It’s the best combination of collaboration and competition in sales.

Sales Environment 52

Sales Environment Sales Manufacturing Leadership 52

Zendesk

FEBRUARY 22, 2022

If you’re applying for a sales position, it’s important to understand what is needed for the following types of roles: B2B sales. Inside sales. Outside sales. Inbound sales. Outbound sales. Every sales job—no matter which type—will require the essential sales skills mentioned earlier.

Sales 98

Sales Negotiation Telecommunications B2B 98

Janek Performance Group: Account Planning

OCTOBER 25, 2023

In B2B selling, we often focus on new accounts. However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. However, according to Gartner , 51 percent of sales leaders agree account management channels fall short. They do not meet cross-selling and account growth targets.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Hubspot Sales

SEPTEMBER 21, 2020

Because of the intricacies involved in this process, enterprise deals are referred to as complex sales. Complex sales are most common in B2B sales environments. It's also possible that you may never meet all the people involved in the buying process.

Stakeholders 125

Stakeholders Insurance Decision-making Finance 125

CoSell

APRIL 28, 2021

In our sales environment, we are looking for ways to gain a competitive advantage and provide exceptional value. More and more sales professionals are looking to build long-term relationships with their B2B partners. We aren’t meeting up in the chamber of commerce gatherings. After all, we are in a new normal.

Decision-making 52

Decision-making Software Software B2B 52

SalesGlobe

JULY 11, 2022

Whether you are a pro or new to the sales environment, to have a thriving business you need to build, strengthen, and maintain strong relationships. While relationships may differ from B2B versus B2C, the mechanics around building, strengthening, and maintaining relationships remain the same. Build – Networking.

Supply Chain 52

Supply Chain B2C Media Meetings 52

Corporate Visions

MARCH 19, 2020

Attention and engagement are hard enough to get in a face-to-face meeting. Here are three techniques, backed by science, for driving attention and engagement during virtual sales calls. It’s never been more important to start a meeting by delivering value. With limited attention, comes less engagement.

Virtual Selling 52

Virtual Selling e-Learning Decision-making Sales Environment 52

SalesGlobe

NOVEMBER 10, 2023

However, it’s fundamental that they create a connection with their customer, even in a sales world where omnichannel has become table stakes for doing business, and bringing a more self-service B2C experience into the B2B sales world has permeated the sales strategy coming directly from the C-Suite.

Sales 52

Sales Account Planning B2C Organization 52

Corporate Visions

MARCH 19, 2020

Attention and engagement are hard enough to get in a face-to-face meeting. Here are three techniques, backed by science, for driving attention and engagement during virtual sales calls. It’s never been more important to start a meeting by delivering value. With limited attention, comes less engagement.

Virtual Selling 52

Virtual Selling e-Learning Decision-making Sales Environment 52

DemandFarm

APRIL 13, 2023

Account Review Meetings Regular meetings between a company and its key accounts to review progress, identify challenges, and set goals for future growth and collaboration. MEDDPIC MEDDPIC is a sales methodology that stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, and Champion.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Hubspot Sales

MARCH 21, 2018

Transactional Versus Relational Sales Models. Now, before you look at these numbers and fire your entire outside sales team, I should warn you they are the result of sales activities performed in specific sales environments. Sure, there are industries that have a field sales model. Conclusion.

Sales 131

Sales Decision-making Digitalization Organization 131

CoSell

MAY 6, 2021

I remember marking the calendar and preparing for a fast-paced meeting. Do you want an email response, a phone call, a Zoom meeting? Sum Up Exploring ways to master the changes in sales is key to surviving and thriving in our new sales environment. I was delighted to have her name, number, and email.

Sales 52

Sales Decision-making Sales Environment Profitability 52

Arpedio

MARCH 27, 2023

Basically, a sales methodology outlines the steps a salesperson should take to identify and qualify leads, win customers, and close deals, so the salesperson can be more successful in their sales efforts and achieve higher sales results. And for this, MEDDIC is ideally suited as a sales qualification process.

Sales 52

Sales Account Management e-Learning Decision-making 52

Hubspot Sales

OCTOBER 12, 2017

How much of today’s well-intended sales “enablement” actually enables seller productivity? At CEB, now Gartner, we often refer to today’s sales environment as “The World of More,” spanning more people, priorities, perspectives, processes, and procedures than ever before. The answer is both surprising and frustrating.

Internet 83

Internet Finance Sales Environment Stakeholders 83

Nutshell

AUGUST 28, 2023

Examples of tasks for this stage: Contacting leads personally to tell them about your brand Sending personalized emails with exclusive offers Inviting leads to informal meetings to discuss how your business can help them 4. DOWNLOAD Unsure which sales process stages are right for your company?

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Arpedio

FEBRUARY 22, 2024

Let’s explore some of the key benefits of implementing Spin Selling: Customer-Centric Approach Unlike traditional sales approaches focused on product features and benefits, Spin Selling emphasizes understanding and addressing the customer’s specific needs and challenges.

Software 52

Software Software Decision-making Performance Review 52

Revegy

JULY 17, 2018

Are your account plans helping your teams meet their quotas or are they missing the mark? Leading sales organizations at companies like JDA Software and more applied a visual approach to their account planning process and immediately uncovered expansion and new pipeline opportunities that were previously hidden.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

Hubspot Sales

SEPTEMBER 26, 2018

Some of the new tactics might not work, but the ones that do will become ingrained in your new sales process -- one that yields better outcomes. By creating an environment of iteration, you make it possible for your reps to work smarter, not harder. Larger sales teams live off consistency, sometimes at the expense of rep autonomy.

Sales Training 88

Sales Training Sales Decision-making Sales Management 88

SmartKarrot

SEPTEMBER 1, 2022

The contract negotiation is the last of several challenges you must clear up, including introductions, calls, meetings, follow-up emails, and demonstrations. It is challenging and labor-intensive to develop a product that meets all the requirements of an enterprise organization. What makes enterprise clients different? .

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10

PandaDoc

OCTOBER 3, 2023

Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. AI-powered CRM systems like Salesforce can automatically log details, adjust inventory, and set strategic follow-ups, which is simply impossible within a strict meeting schedule.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52

SalesGlobe

SEPTEMBER 13, 2023

Talk about a great way to meet people. So using that context, Michel, I my panel, I’m standing just again, a little more centered because at that time we were meeting and I was like, Oh, it’s going to do a lot of repetitious information processing jobs, and it’s doing a lot of emotional and information processing.

Sales 52

Sales Decision-making Internet Emotional Intelligence 52

Hubspot Sales

JANUARY 22, 2018

Focus: Sales meetings, objection handling, and closing. Intended audience: B2B sales teams. Vendor: Sales Readiness Group. Intended audience: B2B sales teams. Focus: Sales process. Intended audience: B2B salespeople. B2B Inside Sales Training. Inside Sales Consulting.

Sales Training 145

Sales Training B2B Sales Negotiation 145