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

Insightly

MARCH 25, 2024

Unsurprisingly, CRM, or Customer Relationship Management , is the foundation of any successful sales and marketing strategy. Effective lead management requires a strategic approach and a deep understanding of your target audience’s needs and preferences. What is a CRM? Let’s start with the basics. What is Lead Management?

CRM 52

CRM Management Prioritization Communication 52

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning. Asking questions is good.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Brooks Group

APRIL 25, 2024

Your customer success team can be your best ally. You’ve got to keep plugging when you work in sales. It can be tempting to focus on closing a deal and moving on to the next prospect. But the most successful sales professionals understand the value of cultivating long-term relationships with their customers.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Zendesk

JUNE 29, 2022

Your marketing strategy? Your contact form? Your sales.not quite up to par. 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. And it’s up to your sales team to take them the rest of the way.

Media 98

Media Software Software Digitalization 98

Brooks Group

MARCH 7, 2024

Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Each type of buyer may have very different reasons for purchasing the same product or service. This makes it far more likely they will listen to you—and that you’ll make the sale. Is this deserved?

Procurement 68

Procurement Management Decision-making Sales Training 68

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. What is inbound sales?

Sales 138

Sales Decision-making Healthcare Value Proposition 138

Zendesk

APRIL 18, 2022

But there was a good reason to cite your research: you, and anyone reading your paper, needed to know where you got your sources. It’s no different for sales and marketing teams when sourcing leads. It’s no different for sales and marketing teams when sourcing leads. Blog articles. What is a lead source?

Media 98

Media CRM B2C Energy and Utilities 98

Brooks Group

MAY 2, 2024

Sales and emotional intelligence go together like skiing and snow. Yet many sales leaders focus on building their team’s hard skills and neglect sales emotional intelligence or “ soft skills.” But developing emotional intelligence in sales matters. You can’t do the first well if you don’t have the second.

Emotional Intelligence 52

Emotional Intelligence Sales Decision-making Sales Training 52

Brooks Group

JULY 14, 2023

Competition is fierce and buyers have endless options and information available at their fingertips. 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.

Sales 71

Sales Sales Training Brainstorming Communication 71

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters.

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Hubspot Sales

SEPTEMBER 16, 2020

This makes it a great place to reach a massive chunk of your target audience. To ensure you’re using the combination of organic content and Facebook ads effectively, I recommend creating a sales funnel specifically for Facebook. But before we get into how you can develop it, let’s first understand what a Facebook sales funnel is.

Sales 143

Sales Media Advertising Organization 143

Red Star Kim

AUGUST 1, 2023

It’s rare to have a sales team in professional services as they do in other sectors. 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?”. But before we plunge in, let’s challenge our assumptions.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Scovel

MAY 14, 2021

Sales Prospecting: Everything you need to know . Prospecting is very important in the sales cycle that is many times ignored by multiple sales people. Prospecting is the first stage in the sales funnel. The objective of prospecting is to reach out to the ideal buyer persona list given by the team. And many more.

Prioritization 96

Prioritization Sales Media 96

PandaDoc

FEBRUARY 9, 2021

A tire kicker is someone who will drag the sales cycle on. and on while hogging your time and resources without ever actually buying. Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy.

Decision-making 111

Decision-making Profitability Advertising Negotiation 111

Hubspot Sales

JULY 28, 2021

One of the most lucrative ways to improve your bottom line is through boosting your sales team's effectiveness — yet many companies choose to focus on aspects of the business like product velocity or customer support costs rather than dialing in on their sales execution. That said, sales execution can be elusive.

Sales 117

Sales Advertising Decision-making Marketing 117

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

Mike Kunkle

MAY 15, 2019

[This article was originally published as part of the Sales Education Foundation 2018 Annual Magazine , co-authored with Robert M. Dean’s Distinguished Professor of Sales, Northern Illinois University Professional Sales Program ]. Will Artificial Intelligence really displace the human sales force? Peterson, Ph.D.,

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

SuperOffice

AUGUST 1, 2022

When you start building your first marketing strategy, all you think of is how to get new customers. All you want is to attract more people who might be interested in your product or service. Time passes and you notice that it takes you a lot of effort to convert and serve new customers, yet your profits grow rather slowly.

Decision-making 117

Decision-making Prioritization B2B Marketing 117

Outbound Engine

APRIL 9, 2020

LOs will be increasingly dependent on refinance business rather than new loans to keep them afloat through the downturn. The increase in refinance activity will only help your business if your past clients and prospects remember you and turn to you for help. There’s no shortage of breaking news right now. The trend makes sense.

Decision-making 52

Decision-making Media Digitalization Publishing 52

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 92

B2B Decision-making CRM Communication 92

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. B2B sales prospecting in a nutshell. B2B sales prospecting in a nutshell. Sales leads vs. prospects vs. customers.

B2B 98

B2B Sales Decision-making Publishing 98

Brooks Group

MARCH 8, 2023

It’s not just something a sales rep deals with at the end of the sale. There are four steps to get buyers to agree to your company’s pricing. There are four steps to get buyers to agree to your company’s pricing. Here are four things to teach all your reps, so they can sell at the price they want.

Sales Training 82

Sales Training Decision-making Marketing Leadership 82

Brooks Group

JULY 5, 2023

Sales conversations can be tough. Sales conversation strategies are absolutely essential for achieving sales success. These sales conversation strategies include active listening, asking open-ended questions, and understanding the customer’s particular needs and pain points.

Sales 52

Sales Sales Training Value Proposition Decision-making 52

SalesGlobe

NOVEMBER 10, 2023

And it’s the same for sales. As I was preparing to speak at a conference on “Building a Modern Sales Structure, from KPIs and What Matters Most” I kept shifting my thinking to “what matters most”. I continue to engage with our clients, who are mostly focused on solving their greatest sales challenges centered around growth.

Sales 52

Sales Account Planning B2C Organization 52

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% Attend sales training.

Sales Training 137

Sales Training Sales Decision-making Communication 137

Nutshell

JULY 22, 2020

Sales and marketing professionals are constantly slinging around new buzzwords, complex terms, and confusing abbreviations. No blog, video, or sales pitch is complete until the phrase “boost ROI” or “improve your net promoter score” is used. It’s what we do. What Is a Marketing Flywheel?

Marketing 119

Marketing Co-Creation Customer Experience Advertising 119

ACT

JANUARY 10, 2024

A customer passes through multiple stages before finally purchasing your products or services. That means a sale is an outcome, not a sudden event. To boost sales, you must optimize the sales funnel and ensure every stage feeds the other until the eventual conversion occurs. What is lead generation?

Advertising 52

Advertising CRM Software Software 52

Hubspot Sales

MAY 7, 2020

First, work your inbound leads. Let your marketing team work the top of the funnel. You still have to keep your pipeline full, so how do you create net new opportunities if your inbound leads are running dry? Based on your knowledge and experience, they fit the profile of your successful customers.

Cybersecurity 128

Cybersecurity Value Proposition Decision-making Stakeholders 128

Brooks Group

MARCH 27, 2023

Sales conversations can be tough, but with a little practice, you’ll be closing deals in no time. Sales conversation strategies are absolutely essential for closing more deals and achieving success in sales. Connect With the Right Buyer Connecting with the right buyer is crucial.

Sales 52

Sales Sales Training Communication Decision-making 52

Hubspot Sales

NOVEMBER 30, 2020

Wouldn't growing your consulting business be so much easier if you felt comfortable promoting yourself? If you’re an introvert , you may feel like if you could force yourself to be more extroverted, sales and marketing would be a breeze. You don’t need a change in personality, but you could benefit from changing your mindset.

Advertising 110

Advertising Sales Decision-making Insurance 110

Hubspot Sales

NOVEMBER 28, 2021

When you first start out in business, you can probably manage to keep all of your customers or clients top-of-mind … because you don’t have that many. At this stage, sticky notes are your best friend. As you become more established, your customer base grows. It becomes harder to keep every customer and prospect straight.

CRM 128

CRM Communication Decision-making Profitability 128

Hubspot Sales

MARCH 27, 2023

Figure out what you’re selling Are you going to offer all your business’ services online? Figure out what you’re selling Are you going to offer all your business’ services online? How much are you going to price your services? Interests: This refers to data about what your target audience is into, like their hobbies.

Media 122

Media e-Learning Onboarding Marketing 122

Nutshell

MAY 6, 2020

The COVID pandemic is the time to remind your audience that, now more than ever, we are all in this together. If your inbox is like everyone else’s, you’ve undoubtedly received tons of emails with the subject line “We’re All in this Together.” Maybe you’ve even sent one of your own; hopefully it was tactful.

Marketing 121

Marketing Advertising e-Learning Media 121

Hubspot Sales

FEBRUARY 24, 2020

Platforms that were once used to simply share photographs and keep in touch with contacts are now a major part of our daily lives, with the average adult spending nearly two and a half hours per day on social media. And when I say using social media to drive sales, I don’t mean sliding into people’s DM’s asking for the sale.

Media 129

Media Sales B2B B2C 129

Arpedio

FEBRUARY 15, 2024

In the fast-paced world of sales and marketing, success hinges not only on closing deals but also on the groundwork laid long before a transaction takes place. Definition of Pre-Sales In the realm of business, particularly in sales and marketing, the term “pre-sales” holds significant weight.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 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