Mike Kunkle

OCTOBER 8, 2023

In this article, I’ll explore how these components intersect and show how their integration can transform your business. One that I will expand over time from this foundation. There’s no one-size-fits-all solution, and consensus is unlikely. This unified effort propels businesses to new heights of success.

Customer Experience 304

Customer Experience Decision-making Profitability Marketing 304

Mike Kunkle

MARCH 31, 2023

Sales Process A sales process is a series of stages that an opportunity moves through. Here are two examples of customer lifecycles and the corresponding sales processes, for a consultative process with an implemented solution, and a transactional process with a flow of purchase, stock, use or resell, and restock.

Sales 130

Sales Interpersonal Skills Account Management Sales Training 130

Upland

APRIL 6, 2021

In the first blog in the series we outlined what a Relationship Map was and how to gain buy in. How Do They Think? from the personal perspective of each of the individuals. How people make up their minds, come to a conclusion, and make a decision is shaped by their backgrounds, experiences and knowledge.

Stakeholders 195

Stakeholders Decision-making Innovation Negotiation 195

Mike Kunkle

FEBRUARY 5, 2023

32) From the lowest to highest adoption rates in the chart, the data represent a: 15.3% increase in individual quota attainment 30% increase in win rates for forecasted deals From the average to the highest adoption rates, the increases are: 8.9% 32) From the lowest to highest adoption rates in the chart, the data represent a: 15.3%

B2B 231

B2B Sales Decision-making Negotiation 231

Hubspot Sales

SEPTEMBER 9, 2024

That's why we here at The HubSpot Sales Blog — the Internet‘s most trusted outlet for facilitating sales reps’ career growth like a mother hawk preparing her babies to spread their wings, fly, and thrive in this wild world around us — have tapped some sales experts for their takes on the phrases you need to keep out of your negotiations.

Negotiation 117

Negotiation Media Facilitation Sales 117

Mike Kunkle

APRIL 8, 2023

The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers. In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force.

B2B 130

B2B Decision-making Sales Stakeholders 130

Hubspot Sales

NOVEMBER 14, 2023

and more about how we'll sell them. This is largely influenced by the changing expectations of buyers, which have seen considerable shifts in the past few years. Pascal Weinberger, CEO of Bardeen.ai , believes AI is helping sales teams work smarter, not harder. Publish case studies on a blog. Let's dive in.

Energy and Utilities 109

Energy and Utilities Media Sales Publishing 109

Zendesk

FEBRUARY 17, 2022

That’s where the buyer’s journey comes in. What is the buyer’s journey? The buyer’s journey (sometimes called a purchase journey) describes the process a customer goes through to purchase a product or service. Essentially, it’s what a sales funnel looks like from a prospect’s perspective.

Decision-making 98

Decision-making Media CRM Software 98

Hubspot Sales

JULY 22, 2024

Business emails are a mission-critical component of virtually every step of the modern sales process, and it serves you to know how to send thoughtful, professional, approachable ones. I totally understand how important these emails are, but I don't know where the heck to start with them!” Table of Contents What is a business email?

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

Brooks Group

APRIL 10, 2024

But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. Here’s how sales teams can improve their prospecting efforts. In sales, it means staying focused. But it’s tough. This will ensure you’re not wasting your time on unqualified leads. Here are some to focus on.

Sales 97

Sales Media B2B Publishing 97

PandaDoc

FEBRUARY 9, 2021

The term comes from car dealerships. That’s the problem. Here are 5 red flags that will help you identify tire kickers and some sales tips that can help you move on with the rest of your day. Solution: Ask about their budget. A tire kicker is someone who will drag the sales cycle on. They broke as a joke.

Decision-making 111

Decision-making Profitability Advertising Negotiation 111

Brooks Group

JULY 30, 2024

Use assessments to help them understand communication styles. It involves researching, initiating contact, and engaging with potential buyers to generate new business opportunities. Listening, questioning, negotiating, closing—today’s sales professionals need so many different selling skills to succeed.

Interpersonal Skills 87

Interpersonal Skills Negotiation Emotional Intelligence Sales Training 87

Brooks Group

DECEMBER 20, 2023

This blog post recaps their conversation, exploring why metrics are indispensable for effective management and how they serve as the guide toward strategic success. The buyer is changing faster than we are as sellers. We need to catch up,” said Alice Heiman.

Sales 101

Sales Decision-making Sales Training Sales Management 101

Mike Kunkle

OCTOBER 8, 2023

In this article, I’ll explore how these components intersect and show how their integration can transform your business. One that I will expand over time from this foundation. There’s no one-size-fits-all solution, and consensus is unlikely. This unified effort propels businesses to new heights of success.

Customer Experience 130

Customer Experience Decision-making Profitability Marketing 130

PandaDoc

MAY 28, 2024

Consultative selling offers a less pushy, customer-centric approach to the buyer’s journey. Consultative selling requires empathy, active listening, and problem-solving. Sometimes, their product isn’t the best solution, so they find something that works for the prospect. Salespeople act as advisors to clients.

Sales 52

Sales e-Learning Healthcare Software 52

Hubspot Sales

JUNE 24, 2024

In this post, I’ll share the steps I use in my sales process cheat sheet — along with the most useful tips I’ve learned from my experience and conversations with other sales professionals. A prospecting framework like BANT or GPCTBA keeps me focused on the factors that will help me identify the best leads. Use a prospecting framework.

Sales 117

Sales Decision-making Value Proposition Software 117

Scovel

MAY 4, 2021

Do you want to increase your customer base, but wondering how to get started? This blog is for you!! Every growing online business will need its customer base and the question lies in how to identify the potential ones among the huge number of people. It is hence important to map each of those buyers into the specific stages.

Negotiation 98

Negotiation Sales Decision-making Profitability 98

ACT

JANUARY 10, 2024

This is why modern businesses invest in lead generation and nurturing strategies that keep their pipelines full and help them generate consistent sales. Lead generation is the process of attracting highly relevant prospects who can benefit from your offer and have the resources to purchase your products or services.

Advertising 52

Advertising CRM Software Software 52

Red Star Kim

NOVEMBER 2, 2023

His research on rainmaker best practice is helpful for those providing sales training and coaching to lawyers, accountants and other knowledge-based professionals. Buyer changes – Less loyalty They observe there is less client loyalty now. The article What Today’s Rainmakers Do Differently (hbr.org) was published in Nov-Dec 2023.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Arpedio

FEBRUARY 22, 2024

This methodology transcends the traditional transactional model, focusing instead on building relationships , understanding customer needs, and delivering tailored solutions. In this blog post, we’ll delve into the intricacies of consultative selling, exploring its core principles, the step-by-step process, and strategies for success.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Miller Heiman Group

JULY 9, 2020

In our last blog, we talked about how sellers can address emotional decision makers and those who are stuck in a fight, flight or freeze mode without resorting to what we call the three deadly sins. Today, we’ll address four steps to lead buyers away from decisions fueled by rationality rather than emotion. Here’s how.

Decision-making 82

Decision-making Leadership Sales 82

Hubspot Sales

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. 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. Define your buyer's journey.

Sales 140

Sales Decision-making Healthcare Value Proposition 140

Hubspot Sales

DECEMBER 31, 2020

This is why most businesses have a sales funnel — a way of bringing in potential customers and working with them until they become buyers. When they look for more of what you provide, these leads qualify themselves and move to the next step of your sales funnel. Where do these predetermined criteria come from?

Publishing 137

Publishing Marketing Sales Communication 137

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. The sales pitch varies from company to company. Elevator sales pitches help differentiate the company from that of the competitors.

Sales 98

Sales Value Proposition Media CRM 98

Brooks Group

APRIL 25, 2024

When you have satisfied customers, they’re likely to buy from you again, refer you to others, and, over time, spend more. It can be tempting to focus on closing a deal and moving on to the next prospect. By encouraging a close relationship between these groups, sales leaders can help both be better at their jobs and contribute more.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

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. Mendes says.

Sales 114

Sales Emotional Intelligence CRM Decision-making 114

Nutshell

DECEMBER 28, 2020

But to get such mouthwatering ROIs, you must understand the types of email campaigns that help move your marketing needle up. For example, if a person subscribes to your blog , your drip campaign will include sending them a welcome email almost immediately. Drip campaigns can help you achieve your marketing and revenue goals.

Onboarding 115

Onboarding Marketing Decision-making Software 115

PandaDoc

JUNE 4, 2019

Solution selling has earned itself a bad rap in recent years as buyer behaviors and the role of the sales rep have both changed drastically. So is there still value in solution selling that can be harnessed if this classic sales philosophy is approached with a fresher, modernized mindset? The answer is yes! What is it exactly?

Sales 72

Sales Decision-making Onboarding Communication 72

Apptivo

FEBRUARY 13, 2022

The supply chain is a network that involves companies and buyers, from raw materials to finished products. Supply chains should be handled with care and without any mistakes so that you can run your business without any loss or complaints from your customers. What Is Supply Chain? What Is Warehouse Management? What Is Inventory?

Supply Chain 98

Supply Chain Management Software Software 98

Hubspot Sales

JULY 28, 2021

This blog post will break down the question, “What is sales execution? ” That can mean anything from your customer experience to the way that your sales team generates interest and reaches out to prospects to the nuances of your sales funnel. There are many levers that teams can pull that contribute to the efficacy of their work.

Sales 124

Sales Advertising Decision-making Marketing 124

Scovel

NOVEMBER 25, 2019

You have landed a meeting with a prospective buyer… The floor is yours…. Salespeople are conditioned to believe that they have to go and do a smashing presentation by talking about the capabilities either in terms of their functionalities when it comes to solutions or their capacities in terms of services. Don’t assume the status quo.

Meetings 52

Meetings Decision-making Sales Prioritization 52

Nutshell

AUGUST 27, 2018

But how do you decide which ones make the most sense for your business? 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. There are many ways to find potential buyers.

Sales 126

Sales Decision-making B2B Marketing 126

Hubspot Sales

JUNE 4, 2018

How can I help? How do you know [mutual connection]? I can help you with. However, if you're looking for some inspiration, these 24 phrases go over well with buyers. For example, did the prospect recently unveil a blog redesign? Ask about the shift, and how it figures into the company’s plan.

Media 111

Media Sales 111

Hubspot Sales

NOVEMBER 28, 2023

Read on and learn from people already in the field. Thankfully, there are tactics you can use to encourage buy-in from your prospects. This tactic, compounded with showing product or service value, helps close deals. Pricing Negotiations There’s no doubt that at some point in your career, you will deal with pricing negotiations.

Negotiation 105

Negotiation Sales Leadership CRM 105

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

PandaDoc

FEBRUARY 9, 2021

The term comes from car dealerships. That’s the problem. Here are 5 red flags that will help you identify tire kickers and some sales tips that can help you move on with the rest of your day. Solution: Ask about their budget. A tire kicker is someone who will drag the sales cycle on. They broke as a joke.

Decision-making 52

Decision-making Profitability Advertising Sales 52

Hubspot Sales

SEPTEMBER 12, 2018

How to Build a Sales Pipeline. How to Build a Sales Pipeline. How to Clean Your Sales Pipeline. How to Run a Sales Pipeline Review. An opportunity moves from stage to stage of your pipeline based on concrete actions, which is usually represented visually in your CRM. Common Sales Pipeline Mistakes.

Sales 145

Sales Negotiation Decision-making CRM 145