Strategic Communications

OCTOBER 7, 2021

Social media has become a very cost-effective way to connect with, and influence, various audiences including customers and potential customers. Regardless of channel, though, there are some important communication practices that apply as much to the digital environment as to traditional communications. What do they value?

Small Business 141

Small Business Media Digitalization B2C 141

KAM With Passion

OCTOBER 7, 2020

AM should be treated as a key component of a company’s operating system. The AM system must be formalised and standardised while adapting to how each customer buys and uses the vendor’s offering. Seen from a sales rep and sales team point of view, AM defines: How each customer is engaged as soon as they have purchased.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

KAM With Passion

NOVEMBER 11, 2020

How are strong relationships built? As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers. Depending on sources the cost varies by a factor of 5 to 15. Third, in a difficult time, customers need support. A very pragmatic one.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. So here are ideas on how to engage fee-earners in the M&BD planning process. The company might submit a brief.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Hubspot Sales

APRIL 25, 2023

Here's the burning question: Does AI have a place in sales, and how does it affect our current sales processes? Here's the burning question: Does AI have a place in sales, and how does it affect our current sales processes? Here are three examples of how teams use AI to generate sales emails.

Sales 105

Sales Emotional Intelligence CRM Decision-making 105

PandaDoc

APRIL 5, 2023

An invoice acts as a way of recording details of a sale for the business issuing it, as well as providing a formal way to request payment. For the client, an invoice will detail how much money they owe, and when and how it should be paid. Notifies a customer of how much they need to pay. Who owes who?

e-Learning 52

e-Learning Government Finance Digitalization 52

Zendesk

JUNE 11, 2021

The concept of a “sales funnel” is a little misleading. 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. That doesn’t mean your sales and marketing teams should settle for a slow drip of conversions, though.

Sales 86

Sales B2B Advertising Media 86

Red Star Kim

FEBRUARY 9, 2023

While some firms used CRM systems (Microsoft Dynamics and SalesForce were mentioned) to overcome a lack of internal communication about referrers and clients and past and current cases, many reported that they lacked good enough data to conduct analysis to support cross-selling initiatives.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation. really takes a toll on you.

Sales Management 101

Sales Management Management Energy and Utilities Emotional Intelligence 101

SalesGlobe

NOVEMBER 19, 2021

As we adapt a new way of conducting business and sales with continued limited in-person contact, hybrid work locations, and curtailed business travel, companies are forced to make short-term changes to allow for disrupted supply chain and shifts in customer demand. Top Sales Effectiveness and Sales Compensation Issues.

Sales 96

Sales Supply Chain Acquisition Organization 96

Nutshell

JULY 28, 2020

HubSpot charges way more than its competitors—sometimes ten times as much—even though it often gets trounced in head-to-head comparisons. How can it afford to do this? If you’ve ever Googled any sales or marketing tips, you’ve more than likely seen its content. Sales Manager, Saas Startup. HubSpot’s core CRM.

Software 126

Software Software CRM Advertising 126

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

Red Star Kim

DECEMBER 2, 2022

There were a variety of views of what being proactive looks like – from thinking ahead, anticipation , taking the initiative, being resourceful, being ready to act, offering alternatives, acting rather than reacting and finding ways to add value. So we should ask people about their perceptions on what they would like.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Zendesk

JUNE 29, 2022

Finding prospects can feel so difficult that many companies throw excess resources toward lead generation, but then stall when it comes to converting those leads into sales. With so much effort going into gaining initial interest, it’s doubly frustrating when sales leads aren’t immediately ready to buy.

Media 98

Media Software Software Digitalization 98

Brooks Group

JULY 14, 2023

Now, instead of focusing on transactional sales, salespeople must be capable of building long-term relationships beyond the initial sale and maintain their standing as trusted business advisors to your customers. A consultative sales approach is the skill they need in order to do that. This is a mistake.

Sales 72

Sales Sales Training Brainstorming Communication 72

PandaDoc

APRIL 26, 2023

A sales process is crucial to any commercial organization looking to secure revenue and grow. However, since sales activities have been notoriously hard to measure in terms of performance, many business owners have adopted various commission structures to keep their sales reps motivated. How does the commission structure work?

Sales 52

Sales Government Retail Acquisition 52

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. How to overcome these challenges, you ask? As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52

SuperOffice

NOVEMBER 26, 2021

It doesn’t matter how high your site traffic is, if you don’t know how to make the most out of every visit. But, how do you build a permission-based email list? Even though you don’t actually pay for every subscriber, building a permission-based email list is a costly initiative.

B2B 128

B2B B2C Decision-making Advertising 128

Hubspot Sales

MARCH 22, 2021

Perfect sales calls don't happen by accident. And if you want to get the most out of your cold calls and other sales outreach, you need to know how to do it effectively. The best sales calls take every potential buyer's unique circumstances into account, but they also have a preferred trajectory guiding them.

Sales 105

Sales Banking Decision-making Media 105

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. In many cases, just initiating the first contact doesn’t deliver any business growth. B2B sales prospecting in a nutshell.

B2B 98

B2B Sales Decision-making Publishing 98

Apptivo

OCTOBER 3, 2022

And, when and how does a buyer become a customer? The difference is, with the first sale, the business has got a buyer, and when the business makes the buyer come back and buy more, they have got themselves a customer. Marketing is as much an art as it is a science! Introduction. Who is a buyer and who is a customer?

Marketing 98

Marketing Value Proposition CRM Publishing 98

Nutshell

JANUARY 30, 2020

Although typically perceived as software for salespeople, CRMs are the secret sauce behind most successful marketing initiatives. Powerful and versatile, CRMs are used to manage every aspect of the sales pipeline , from signing up newsletter subscribers to nurturing longtime customers, and literally everything in between.

CRM 155

CRM Marketing Decision-making Advertising 155

PandaDoc

MARCH 9, 2024

Monday.com for Sales Teams Monday.com’s integration with Slack will allow your channel members to get notified whenever there’s an update on a project. Monday.com for Sales Teams Monday.com’s integration with Slack will allow your channel members to get notified whenever there’s an update on a project. user/month.

Co-Creation 52

Co-Creation Communication Meetings Onboarding 52

PandaDoc

APRIL 27, 2023

Instead, it should be part of a coherent system — supporting your customers to complete their side of the deal. Every business needs to know how to write an invoice , but they also need a proactive system to help stay on top of them. Sending customers a reminder for payment at key points should be a central part of this.

Construction 52

Construction Software Software e-Learning 52

Apptivo

MAY 26, 2021

So, in this blog, Apptivo has brought the main steps and best practices to the CRM planning process in your business for a successful implementation. So, before getting into the implementation of a CRM in your business, let’s look into what is a CRM and how it affects your business as well as your customers.

Management 52

Management CRM Software Software 52

Brooks Group

JUNE 12, 2023

Sales negotiation can be a source of dread for many sales professionals. With the right sales negotiation strategy & sales negotiation skills training, even this part of the sales process can remain warm and result in a mutually beneficial outcome for all parties. How does that translate to your business?

Negotiation 62

Negotiation Sales Decision-making Suppliers 62

Hubspot Sales

JANUARY 31, 2018

I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. 18 Outdated Sales Tactics to Kick to the Curb in 2018. The first thing you need to do?

Sales 145

Sales Media Meetings Brainstorming 145

PandaDoc

NOVEMBER 25, 2022

Probably the most popular approach to complex B2B sales, solution selling has been around for decades. It is still being taught to many sales reps around the world, and there are compelling reasons to do so. Personalization has a strong effect on sales effectiveness. However, since its founding, a lot has changed.

Procurement 52

Procurement e-Learning Publishing Decision-making 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 145

Sales Negotiation Decision-making CRM 145

Scovel

MARCH 17, 2020

The initial interest turns into a meeting either on the phone or in person. We should actually be quoting to the buyers when they reach the last stage of their buying cycle – Pre Purchase. The question is- should you give that or not? Should you give a services sheet or a full-fledged proposal? Hidden cost.

Stakeholders 52

Stakeholders Decision-making Meetings Management 52

PandaDoc

AUGUST 25, 2020

The key question that faces you at that stage is how to carve out a solid niche in what will inevitably be a hugely competitive market place. From online promotions to SEO lead generation , there are a whole host of challenges you’ll have to negotiate when trying to boost sales. Boosting Sales in a Highly Competitive Environment.

Prioritization 77

Prioritization Sales Decision-making Meetings 77

Hubspot Sales

DECEMBER 12, 2019

Consulting is about much more than giving advice, though. For example, let’s say you were hired to assess a sales team’s performance. Upon initial assessment, you recommend a new sales strategy and training plan. This is likely something that everyone has experienced. If you have, you’ve consulted with them.

Healthcare 114

Healthcare Supply Chain Software Software 114

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

Hubspot Sales

JANUARY 21, 2019

That’s the beauty of the concept — it’s completely up to you how you want to formulate, define, and grow your startup. Stuck on how to achieve those? Below, we’ll talk about how to validate your idea, attain funding, and grow your user base. We’ll also cover a few common startup struggles and how to overcome them.

Investors 129

Investors Profitability Innovation Decision-making 129

SalesGlobe

FEBRUARY 16, 2021

Sales Performance Management Systems in Review. Here at SalesGlobe, one of the biggest complaints we receive from salespeople is that they don’t understand how their incentive compensation works and how they are getting paid for their effort. Hence the creation of Sales Performance Management (SPM) software.

Organization 52

Organization Sales Government Software 52

Zendesk

JANUARY 18, 2022

Most businesses strategize sales through the eyes of the customer. How do we make customers happy? That’s where sales and operations planning (S&OP) comes in. Sales and operations planning is the process by which executive teams from across a business convene to ensure all departments are balanced and functioning.

Supply Chain 52

Supply Chain Logistics Finance Decision-making 52

SalesGlobe

MARCH 29, 2022

I’ve refreshed the data and information, and if you want to know what matters most to your hybrid or remote working sales team…read on! When you think about sales enablement today, I’m sure you are envisioning tools and dashboards, CRM, information in the hands of management to the front-line. Flexible Work Environments and Schedules.

Remote Working 52

Remote Working Sales Communication CRM 52