Brooks Group

APRIL 10, 2024

In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. But it’s tough.

Sales 87

Sales Media B2B Publishing 87

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. It’s beautifully illustrated.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 92

Sales Decision-making Sales Training Sales Management 92

SBI Growth

DECEMBER 21, 2012

In 2012 marketing leaders spent 25% of their program budget on blogging. Leads from blog readers convert 10X more times than tele-prospecting leads. So what makes for a good blog? In this post, I’ll walk you through the framework of a great blog. Your blog needs to generate results. Quantitative. Qualitative.

Leadership 118

Leadership Marketing Communication Sales 118

Red Star Kim

JUNE 1, 2023

Focussing on client needs to differentiate was covered in April 2023 Pitch points from a pitching and tendering training workshop (kimtasso.com) and positioning arose in May 2022 Five Spice Girl lessons from a pitching workshop (May 2022) (kimtasso.com). In essence, the factors that affect their desire to purchase and from whom”.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Jermaine Edwards

APRIL 3, 2020

In reality, crises can take many forms and most are hidden from public view but they will have wide-ranging consequences. Crisis can be defined in five characteristics or qualities: Is triggered by significant internal and/or external factors. One example is where our process saved one customer a $50 million dollar customer of theirs.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Planview

MARCH 29, 2023

implementation, integration, customization, business, and process consulting) account for 58% of services revenue, with an average annual growth rate of 32%, compared to 26% average annual growth rate for technology products. Technology companies have been maturing their approach to discounting. Professional services (I.e.,

Finance 52

Finance Profitability B2B Software 52

Zendesk

JUNE 11, 2021

The concept of a “sales funnel” is a little misleading. After all, a real funnel is designed to catch and pour out every ounce of liquid you put into it. But not every lead that enters the top of your sales funnel will come out the other end as a customer—there’s bound to be some pretty significant spillage along the way.

Sales 86

Sales B2B Advertising Media 86

Brooks Group

FEBRUARY 6, 2024

Does your team have a sales process? If not, you may see confusion, lackluster sales performance, and missed quotas. That’s because sticking with a sales process correlates with success—and lack of adherence is a problem at many organizations. What Is Sales Process Adherence? If yes, great.

Sales Training 52

Sales Training CRM Sales Meetings 52

Hubspot Sales

APRIL 6, 2020

Every sales team needs sales strategies, and a strong sales strategy plan builds the foundation for a cohesive, successful sales team and organization. Sales strategies also align salespeople on shared goals and empower them to do their best work — keeping them happy and successful, too.

Sales 114

Sales Decision-making CRM Value Proposition 114

Hubspot Sales

OCTOBER 9, 2019

Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. more deals and the profit margin on sales-won improved by 12.2%.

Sales Training 132

Sales Training Sales Decision-making Communication 132

Showpad

JUNE 22, 2020

It might come across as a bold statement — sales enablement is your engine to drive digital transformation. . In this blog post, I will show you why sales enablement should be set up in a way that it becomes the engine and the driving force for your digital transformation efforts in sales. .

Digital Transformation 96

Digital Transformation Digitalization Sales Artificial Intelligence 96

Apptivo

JANUARY 23, 2023

Managing every contact can be difficult, especially when someone is working on multiple tasks simultaneously. However, organizing them in a spreadsheet or documenting the entire process could take the entire day. As a result, in order for any business to grow successfully, strong contact management software must be in place.

Small Business 111

Small Business Management CRM Software 111

Hubspot Sales

MAY 22, 2019

The "how," "when," and "what" of following up is important to get right if a rep hopes to snag the buyer's attention and make a sale. Here's a guide to help you optimize your prospecting process and significantly improve your response and connect rates, without changes to the content of your messaging. What's better: phone or email?The

Media 107

Media Prioritization Communication Meetings 107

Nutshell

OCTOBER 5, 2020

As technology becomes increasingly integrated into our everyday lives, marketing efforts have shifted accordingly. This results in a space filled with heavy competition from other brands and a lot of noise that you have to battle if you are going to capture the attention of your customers. Gwen North, Lake Rabun Hotel.

Communication 133

Communication Digitalization Marketing Energy and Utilities 133

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 100

Sales Insurance Decision-making Transportation 100

Nutshell

OCTOBER 2, 2020

When it comes to content planning, there is a bold line between companies that have their strategy figured out, and companies that struggle to generate leads by using varying and inconsistent methods. Having a content plan means that a company is not at the mercy of whimsical and experimental marketing practices to generate leads.

B2B 99

B2B B2C Media Software 99

Brooks Group

FEBRUARY 21, 2023

View this week's video Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify offering discounts, reducing margin, and for the sake of the sale, giving away most of the company’s profit. Your sellers will not succeed in sales if… They believe your price is unfair.

Negotiation 71

Negotiation Value Proposition Sales Training Retail 71

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%.

Sales Management 78

Sales Management Management Sales Meetings 78

Insightly

DECEMBER 19, 2023

Every company needs customers to survive—whether you sell software to Fortune 500 companies, accounting services to local dental offices, or meal plan subscriptions to health-conscious consumers. That said, conventional wisdom tells us that the cost of acquiring new customers is four to five times higher than retaining existing customers.

Acquisition 52

Acquisition Customer Experience Onboarding Value Proposition 52

Insightly

DECEMBER 19, 2023

Every company needs customers to survive—whether you sell software to Fortune 500 companies, accounting services to local dental offices, or meal plan subscriptions to health-conscious consumers. That said, conventional wisdom tells us that the cost of acquiring new customers is four to five times higher than retaining existing customers.

Acquisition 52

Acquisition Customer Experience Onboarding Value Proposition 52

Miller Heiman Group

NOVEMBER 12, 2019

In this guest blog post from one of our inaugural Miller Heiman Group Icons , Kevin Lewis, Global Sales Excellence Leader at Milliken Chemical and an authority on developing sales managers, recommends five ways to get new sales managers off to a great start. Great sales leaders aren’t born: they’re made.

Sales Management 75

Sales Management Management Sales Manufacturing 75

Hubspot Sales

OCTOBER 5, 2017

That’s the sound of the countdown that begins each day of every week of every month. It’s the one aspect of sales that just never changes. As we’ve all experienced, sales essentially boils down to two things: Numbers. Truth is, sales is changing -- quickly. We usually have to go through a gatekeeper to reach them.

Sales 142

Sales Decision-making Prioritization Media 142

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy? You’ve come to the right place!

Sales 52

Sales e-Learning Onboarding Software 52

Brooks Group

APRIL 19, 2023

The first key fundamental that IMPACT Selling ® teaches is how sales reps can make their first impression a good one. There are plenty of things a sales professional can do to position themselves as a strategic resource and trusted advisor. This article is part of our Key Fundamentals of IMPACT Selling ® series.

Decision-making 82

Decision-making Sales Training Media Publishing 82

Nutshell

JANUARY 31, 2023

We’ll go through five WordPress CRM plugins in this blog post, so you can make an informed decision on the best CRM for WordPress that suits your business. Every business has unique needs for a WordPress CRM plugin. The database should have custom fields so that you can tailor it based on your organization’s needs.

CRM 62

CRM Marketing Management Decision-making 62

Hubspot Sales

NOVEMBER 30, 2020

But many salespeople and marketers make the mistake of crafting a perfect sales email, holding a great meeting, or running a fantastic product demo, and then sitting back and doing nothing. If you’re guilty of this, you might need to perfect your sales follow-ups. After four follow-ups, 94% of salespeople have given up.

Decision-making 134

Decision-making Sales Meetings Stakeholders 134

Nutshell

NOVEMBER 18, 2020

If you’re looking to grow your organic traffic and SEO, your strategy must include some form of link building. Keep reading to learn what link building is, why it’s important, what a quality link looks like, and five link building techniques you can use to build a robust backlink portfolio. What is link building?

Internet 71

Internet Publishing Transportation CRM 71

SBI Growth

NOVEMBER 2, 2013

A key challenge for every marketing team is producing quality content. The primary drive behind producing content internally is creating buying process content. This is content that aligns with the prospects buying process. Those who have tried to implement internal content marketing have run into roadblocks.

Marketing 125

Marketing Organization Communication Sales 125

ACT

JANUARY 30, 2024

It isn’t surprising that only 50 percent of small and midsize businesses in the US make it past the five-year mark. Consider publishing guest blogs , case studies , and op-eds in authoritative publications. What’s the biggest challenge you’ve faced as an SMB business owner ? How do you break through the clutter and hit the right ears?

Small Business 52

Small Business Publishing Leadership Decision-making 52

Brooks Group

MARCH 27, 2023

So how do you motivate your team to hit those sales targets? This blog will discuss how to encourage motivation in your organization and get you over the rough patch. Read on for tips and tricks on how to motivate your sales team when sales are down! What Are The Factors That Could Make The Sales Team Demotivated?

Sales 52

Sales Sales Training Construction Communication 52

DemandFarm

OCTOBER 12, 2023

The success of sales is intrinsic to the long-term health of any organization. One way to establish a roadmap for the sales team is to select and follow the right sales methodologies. Serving as a foundation for sales guidelines, they help sales reps understand their roles and perform well as a team.

Decision-making 52

Decision-making Sales B2B Key Account Management 52

Hubspot Sales

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. But what is a sales pipeline and why is it so instrumental to selling success? In this guide, you'll learn everything you need to know about sales pipeline management, including: Sales Pipeline Definition.

Sales 142

Sales Negotiation Decision-making CRM 142

Apptivo

AUGUST 12, 2022

A prospect is likely to be excited about the opportunity that the sales team is offering and they also kind of encourage them to take steps to move along the funnel, which is ultimately a good sales pitch. Sales team should use the sales pitch as a compelling story for every client. What is a sales pitch?

Sales 98

Sales Value Proposition Media CRM 98

Miller Heiman Group

NOVEMBER 4, 2019

In this guest blog post, Tim Conroy, one of our inaugural Miller Heiman Group Icons , learning and development director with Applied Materials and an expert on sales coaching strategies, shares how he drives sales managers to perform their best. This is where many companies have significant room for improvement.

Stakeholders 58

Stakeholders Construction Sales Management Sales Training 58

Hubspot Sales

JUNE 27, 2018

What other industry requires you to cold call dozens of leads every day -- only to close approximately five deals in your first year (if you're lucky)? By most estimates, 87% of real estate agents fail within the first five years. Figure out how much you need put aside every month in order to make that happen.

Value Proposition 144

Value Proposition CRM Business Planning Profitability 144

Apptivo

JANUARY 2, 2022

A number of players have created their niche in this industry that has evolved as a business by itself. In this blog from Apptivo , we have listed the 5 smart ways that you must implement to streamline your online lead management process. It is because Real Estate is an important sector.

CRM 97

CRM Management Decision-making Software 97