Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals. Finance, operations, and management, oh my!

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

PandaDoc

MAY 15, 2024

Did you know that companies with a strong lead nurturing strategy generate 50% more sales-ready leads than companies that don’t do this? So, it’s clear that nurturing your leads and prospects is a great way to improve your sales and build lasting customer loyalty. Pushy sales tactics. What is lead nurturing?

Media 52

Media Decision-making Software Software 52

Red Star Kim

OCTOBER 19, 2023

You need to have a deep knowledge of all the different issues clients may have and examples and stories of how your firm has helped people in similar situations. You need to have a deep knowledge of all the different issues clients may have and examples and stories of how your firm has helped people in similar situations.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

FEBRUARY 15, 2024

An emerging theme was the combination of people and problem-solving skills. Coaching and Consulting – People and Problem-Solving skills. People and Problem-Solving Skills Facilitating, coaching, mentoring and consulting all require great people skills. What are the differences between coaching, mentoring and consulting?

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

SEPTEMBER 26, 2022

I’ve been working with M&BD assistants and executives from across the professions for many years and the change in the capabilities and responsibilities of people in these roles is astonishing. Despite their relatively junior status, they have demanding jobs in sophisticated firms supporting senior people. A need to connect.

Digitalization 147

Digitalization Media Marketing Communication 147

Arpedio

JANUARY 3, 2024

When it comes to customer acquisition and growth , businesses have two primary sales strategies at their disposal: inbound sales and outbound sales. Inbound sales involves drawing potential customers in through targeted marketing campaigns and personalized interactions, with a focus on building long-term relationships.

Acquisition 52

Acquisition Sales Media Decision-making 52

Hubspot Sales

APRIL 11, 2018

People have a preference for one of three primary senses in their communication: Sight, sound, or feeling. Speaking your prospect's preferred language facilitates rapport building, making you easier to trust. This is especially valuable in inside sales where non-verbal feedback is absent. Sensory Sales Words.

Facilitation 108

Facilitation Sales Communication 108

PandaDoc

APRIL 20, 2022

Creating an effective outbound sales strategy for your team can be a tricky proposition. But just because the days of cold calling and big email blasts are mostly gone doesn’t mean that the outbound sales process is dead. Here are four great methods to boost your ROI when using outbound sales techniques. Target your email list.

Sales 98

Sales Media CRM Decision-making 98

Brooks Group

SEPTEMBER 29, 2022

Salespeople are always on the lookout for novel approaches that will help them connect with their prospects and complete more transactions. This blog article will provide you with five helpful hints that will assist you in developing stronger connections and expanding your sales funnel. It builds a trusting relationship.

Sales 52

Sales Communication Construction Decision-making 52

Hubspot Sales

MAY 26, 2023

You are greeted with a pitch from a pushy sales rep. Even if you do, the pushiness is a turnoff and you might buy the product elsewhere or through a different sales rep. Your phone rings and you decide to pick this one up instead of letting it go to voicemail. That’s why mastering an outbound call is so important.

Emotional Intelligence 105

Emotional Intelligence Software Software Communication 105

Brooks Group

JULY 11, 2022

Sales is all about relationships. Whether you are selling to a customer in person or over the phone, the ability to build a relationship is key to success. In order to be successful in virtual sales, you need to be good at relationship building and have other skills. The Ability to Build Relationships.

Virtual Selling 52

Virtual Selling e-Learning Sales Training Sales 52

Hubspot Sales

OCTOBER 26, 2018

There will be times when you connect with them on your first try. More often than not, however, you have to try very hard to stand out from the rest of the people interrupting their day.How do you break through inbox clutter and the black hole that is voicemail? Use less formal channels to build rapport.

Sales 111

Sales Media Decision-making Facilitation 111

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% So, how can you improve your sales skills?

Sales Training 139

Sales Training Sales Decision-making Communication 139

Hubspot Sales

AUGUST 12, 2020

And that means to keep up with today’s empowered buyer, the sales process needs to transform too. Whether your sales process relies on inbound leads or targeted outreach, whether you’re a big company or small, whether your sale is complex or simple; inbound sales is relevant. What is inbound sales?

Sales 139

Sales Decision-making Healthcare Value Proposition 139

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 110

Sales Insurance Decision-making Transportation 110

Hubspot Sales

AUGUST 11, 2019

Whether you’re a rep looking for fresh lead generation avenues or a marketer trying to help their sales team, I’ve rounded up some strategies for helping you bring in new B2B leads. How to Generate Leads for B2B Sales. Want to learn more about setting up a lead bot to help your sales team? Find your favorites below.

B2B 104

B2B Sales Meetings Marketing 104

Hubspot Sales

JULY 23, 2018

Look at the "People Also Viewed" Sidebar. How to Use LinkedIn for Sales Prospecting. Look at the "People Also Viewed" sidebar. Well, turns out you can with the "People Also Viewed" sidebar. The "People Also Viewed" box shows other users similar to your contact. LinkedIn Prospecting Tips. Use Alumni Search.

Decision-making 145

Decision-making Marketing Management Sales 145

Hubspot Sales

JANUARY 29, 2018

For most business people, it’s interruptive, annoying, and distracting. But if it’s your job to call prospects , you don’t have to fall into the category of “pesky sales rep.”. Ways to open a sales call. “My Yes, this is a sales call! Talking about a mutual connection gives you instant credibility. Hi [Prospect].

Sales 141

Sales Decision-making Marketing Management 141

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. Either way, that deal is probably going nowhere.

Sales 128

Sales Publishing Decision-making Media 128

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. It's the jumping-off point for every closable deal — and doing it effectively can be the difference between maintaining a steady stream of productive opportunities and your sales process never getting off the ground.

B2B 97

B2B Decision-making CRM Communication 97

Hubspot Sales

JULY 9, 2018

In fact, a recent experiment showed most people do. Building a relationship with prospects -- before reaching out over email -- allows you to foster trust, provide value, and ask for their email personally, which skyrockets your chances of a reply. Admit it, you hate getting emails from strangers. So, what does this tell us?

Manufacturing 109

Manufacturing Stakeholders CRM Decision-making 109

MTD Sales Training

AUGUST 6, 2018

Making a call that is interrupting their day, especially when it sounds like a typical sales call, can be the quickest way to get a slam-dunk from the other end of the line. Here are just ten phrases that will connect with them and get the conversation going. This tactic helps you build rapport as you boost their ego.

Sales Training 73

Sales Training Sales Management 73

Brooks Group

APRIL 25, 2024

You’ve got to keep plugging when you work in sales. But the most successful sales professionals understand the value of cultivating long-term relationships with their customers. Your customer service team and your sales team both serve the same purpose: to support customers and improve the bottom line.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

LinkedFusion

OCTOBER 10, 2023

LinkedIn is often the only platform that helps sales reps get new business, even while Twitter, Facebook, Instagram, and Snapchat are useful resources for learning more about your prospect’s hobbies and personality, warming them up before you reach out, and developing your subject matter expertise. But they are no match for B2B selling.

Sales 40

Sales B2B Decision-making Marketing 40

Hubspot Sales

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales.

Co-Creation 109

Co-Creation CRM Sales Value Proposition 109

LinkedFusion

SEPTEMBER 30, 2023

LinkedIn is often the only platform that helps sales reps get new business, even while Twitter, Facebook, Instagram, and Snapchat are useful resources for learning more about your prospect’s hobbies and personality, warming them up before you reach out, and developing your subject matter expertise. But they are no match for B2B selling.

Sales 40

Sales B2B Decision-making Small Business 40

Miller Heiman Group

OCTOBER 8, 2019

Social selling is the process of researching, connecting and interacting with prospects and customers on social media channels like LinkedIn or Twitter. In this digital-first world, forging relationships with buyers online has become an important ingredient for both connecting and providing value during the sales process.

Acquisition 58

Acquisition B2B Digitalization Decision-making 58

Hubspot Sales

FEBRUARY 28, 2018

But what they can't get from just any vendor is the same sales experience, which is created by the sales rep. Regardless of what industry you're in or what type of organizations you sell into, a few sales axioms hold. Build rapport first. The cardinal rule of sales is to always make it about your buyer.

Decision-making 145

Decision-making Retail Brainstorming B2B 145

Hubspot Sales

SEPTEMBER 10, 2018

When you've been in sales a while, it's easy to develop bad habits. Seemingly innocuous phrases like, " Sorry to bother you, " sneak into our regular sales emails and phone calls and poison our relationships without us even realizing it. All it takes is one cringeworthy phrase to kill a sales follow-up email.

Decision-making 110

Decision-making CRM Sales Communication 110

Scovel

SEPTEMBER 22, 2021

Social selling is a B2B and B2C social media marketing (SMM) strategy that utilizes social networking sites and applications to generate the leads, sales or one-on-one relationships with clients.Social selling is an effective approach to building awareness, trust and consideration over the course of the sales cycle.

B2B 52

B2B Media B2C Retail 52

Nutshell

MARCH 9, 2023

After all, investing in a construction CRM can help you increase customer satisfaction, sales, and revenue. This blog post rounds up the best construction CRMs you can invest in, their pros and cons, and even their pricing details. Does your sales leader manually assign leads to your sales reps?

Construction 62

Construction CRM Software Software 62

Hubspot Sales

MARCH 12, 2018

Where Sales Prospecting Went Bad. I'm not sure where sales prospecting went bad. My theory is that someone applied some math to this whole prospecting sales funnel-y thing and realized that spam is actually a decent prospecting method. This sad state of affairs is fully the fault of sales leaders -- including myself.

Publishing 145

Publishing Sales Software Software 145

PandaDoc

AUGUST 18, 2020

Test your software ahead of time to make sure it is working properly and that your internet connection can handle it. If you have submitted a written sales proposal to the prospect, have a copy to hand so you can refer to it as needed. Read on, and I’ll show you how to conduct the perfect virtual pitch meeting. Prepare and Rehearse.

Meetings 98

Meetings B2B Software Software 98

Hubspot Sales

JUNE 22, 2018

I recently trained as an inbound sales representative. Part of my sales training consisted of beginning conversations on a variety of platforms -- from the phone to email and, yes, even LinkedIn. This method changes the sales perspective and allows reps to be a little more psychiatrist and a lot less professional bull rider.

Manufacturing 89

Manufacturing Digitalization Profitability Media 89

Hubspot Sales

MAY 1, 2018

Regular readers of the HubSpot Sales Blog know they should "Always Be Helping." When a prospect has a challenge or goal you can help with, you know what to do -- you take them through your sales process. You, on the other hand, talk to people in their situation all day, every day. Lack of marketing and sales focus.

Sales 109

Sales Marketing Organization Communication 109