Brooks Group

FEBRUARY 12, 2024

The revenue potential of your customers doesn’t end when they sign the contract. Once a prospect buys your product or service, they represent an opportunity for future growth. If growing customer revenue is on your mind, you’re not alone. Satisfied customers are far more likely to buy than new prospects.

Sales Training 74

Sales Training Sales Account Management Profitability 74

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? But opportunities can be much more than that. Below, we’ll discuss the impact that a robust opportunity management process can have on your bottom line. What is opportunity management — and why should you care?

Management 52

Management CRM Sales Decision-making 52

Mike Kunkle

FEBRUARY 5, 2023

There are limits to how you can do this when you are working with external factors outside of your span of control. .” ~ CSO Insights 2019 Sales Enablement Report (p. 32) From the lowest to highest adoption rates in the chart, the data represent a: 15.3% increase in organizational revenue plan attainment 31.8%

B2B 198

B2B Sales Decision-making Negotiation 198

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.

Stakeholders 71

Stakeholders Communication Value Selling Organization 71

Brooks Group

FEBRUARY 23, 2024

That’s because filling your sales pipeline is a numbers game. According to The Brooks Group research , almost half of underperforming teams struggle with qualifying new opportunities. This post dives into the importance of qualifying prospects and how to improve your team’s ability to identify the right buyers.

Prioritization 80

Prioritization Sales Training Sales Construction 80

Red Star Kim

FEBRUARY 14, 2023

These are described further here: Before your set your goals – check your limiting assumptions (kimtasso.com) A first step is to identify or uncover what are often unconscious limiting assumptions. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Hubspot Sales

AUGUST 12, 2020

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. Essentially, with inbound you are attracting interested customers by providing incomparable value. Define your buyer's journey.

Sales 139

Sales Decision-making Healthcare Value Proposition 139

Red Star Kim

DECEMBER 14, 2022

Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution. Build your personal brand – Perception and Visibility. There’s also some helpful advice here: Increasing Your Visibility – Raising Your Profile at Work (mindtools.com). Support new members of the team.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Arpedio

JUNE 2, 2023

How to Ignite Success With Account Plans ← Back to blog Say hello to Account Plans, the secret sauce that transforms ordinary sales strategies into extraordinary journeys of client engagement and revenue growth. In this blog post, we’re diving headfirst into the captivating world of Account Plans. Table of Contents 1.

Account Planning 52

Account Planning Account Management Client Relationships Stakeholders 52

Hubspot Sales

MARCH 21, 2019

Have you been in an interview and asked your prospective employer which sales metrics they value most? What if I asked you if you’d ever questioned your interviewer about their sales velocity? Sales velocity is the measurement of how quickly deals move through your pipeline and generate revenue. That answer is probably, " Yes.

Sales 110

Sales Negotiation CRM Organization 110

Arpedio

AUGUST 22, 2023

Key account management best practices ← Back to blog In today’s competitive landscape, effectively managing key accounts is not just a strategy: It’s a necessity. The rationale behind this strategy is clear: These key accounts hold a distinct importance for your company. Ready to increase customer lifetime value?

Key Account Management 52

Key Account Management Account Management Management Onboarding 52

Hubspot Sales

MAY 19, 2020

Identify your goals. The first (and most critical) step to picking target accounts is to start with your campaign goals: What is the business objective that closing these target accounts would help achieve? There’s no doubt that Account-Based Marketing (ABM) is hot right now. Because companies get stuck. Let’s dive in!

Decision-making 117

Decision-making Management Acquisition Value Proposition 117

Miller Heiman Group

DECEMBER 2, 2019

While sellers focus on the first two phases of the customer journey, awareness and purchase, they stop short of the implementation phase—the phase that matters most to their buyers—and the phase where customer success takes over. Increasing Customer Revenue. Identifying Cross-Selling and Upselling Opportunities.

Customer Success 70

Customer Success Customer Experience Suppliers Sales 70

PandaDoc

APRIL 5, 2023

That goes for the rest of your sales team stuck following established steps — how much of that time could they have spent doing something more productive than administering routine tasks? Sales process automation doesn’t only concern your sales team. The primary purpose of sales automation is boosting your business revenue.

Sales 52

Sales Logistics CRM Prioritization 52

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. At its core, it means training your sales team to sell as effectively as possible.

Sales 52

Sales e-Learning Onboarding Software 52

SalesGlobe

AUGUST 25, 2022

Today, the client is already making strides to broaden its product footprint and create new channels including an online marketplace to serve a wider customer base. For the future seller, it means evaluating expectations, assessing seller attributes, gauging market opportunity, and considering customer buying behaviors.

Acquisition 52

Acquisition Sales Account Management Innovation 52

Nutshell

JANUARY 14, 2020

Selling something that your customers will never hold in their hands requires a very specific approach and a whole lot of practice. By the end, you should have a clear roadmap for reaching your or your company’s sales goals. By Cody Slingerland and Ben Goldstein. Skip ahead: What Is SaaS Sales?

Sales 127

Sales Software Software CRM 127

Hubspot Sales

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. In fact, HubSpot Research found a positive relationship between the number of opportunities in your pipeline per month and revenue achievement. How to Clean Your Sales Pipeline. How to Build a Sales Pipeline.

Sales 145

Sales Negotiation Decision-making CRM 145

DemandFarm

APRIL 28, 2023

They’ve been replaced by a new era of data-driven insights and cutting-edge technology. Imagine a world where your sales team can: instantly identify high-potential leads, use detailed customer profiles to tailor sales pitches, close deals at a significantly higher rate, all while spending less time on administrative tasks.

Artificial Intelligence 52

Artificial Intelligence Key Account Management Decision-making Account Management 52

Arpedio

MARCH 27, 2023

4 Sales Methodologies That Will Maximize Your Sales Success ← Back to blog Are you looking for the best way to engage with customers, boost team performance, and close more deals? By adopting the right sales methodology, you can unlock your sales team’s full potential.

Sales 52

Sales Account Management e-Learning Decision-making 52

Hubspot Sales

OCTOBER 5, 2017

Prospecting: The process of searching for potential customers, clients, or buyers in order to develop new business. The end goal is to move prospects through the sales funnel until they eventually convert into revenue-generating customers. Goal: Determine quality of lead. Goal: Get to a connect.

Sales 145

Sales Decision-making Prioritization Media 145

Revegy

FEBRUARY 25, 2020

Yet, a recent survey by FinListics Solutions, the solution for financial analytics that power Insight-Led Selling® and Revegy, a leading technology platform for customer revenue optimization, reveals that only 26 percent of sales organizations believe they do this very well. Enterprise-wide Goal(s). stakeholders in 2014 to 10.0

Supply Chain 82

Supply Chain Logistics Manufacturing Investors 82

Showpad

DECEMBER 4, 2020

There’s no reason why your organization can’t do the same — but you’ll need to take the time to really dig into the fundamentals of data-driven sales enablement and understand the best way of matching it to the unique parameters of your business. Uncovering critical customer trends.

Logistics 64

Logistics Decision-making Marketing Communication 64

Jermaine Edwards

APRIL 3, 2020

How can we identify and know what is classified as a crisis in our business? The average organisation, if asked about their customers, does not have what we call a Customer Crisis Plan. A customer crisis plan is not a customer retention or renewal plan. Why go through the effort of creating a Customer Crisis Plan.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Brooks Group

MARCH 7, 2024

Instead of pushing a specific product, sales professionals use a consultative sales process, ask open-ended questions , and actively listen to uncover needs and pain points before recommending a solution. They have to understand specific criteria for each new purchase, how it will be used, who will use it, and how it will benefit the company.

Procurement 68

Procurement Management Decision-making Sales Training 68

Hubspot Sales

APRIL 9, 2018

What are your company’s other priorities right now?”. So is X goal no longer a priority for you?”. What happens to those goals if you don’t act now?”. What happens to those goals if you don’t act now?”. When are you hoping to achieve X goals by?”. "If How are you performing against your end-of-year goals?".

Decision-making 145

Decision-making Sales Logistics Construction 145

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis.

Software 52

Software Software Management Sales 52

Arpedio

APRIL 13, 2023

Stakeholder Management: A Must Read Guide ← Back to blog Stakeholder management refers to the process of identifying, understanding, and engaging with individuals or groups who have a stake or interest in a project, initiative, or organization. Table of Contents 1. What is Stakeholder Management? What is a stakeholder?

Stakeholders 52

Stakeholders Management Shareholders Suppliers 52

Hubspot Sales

OCTOBER 23, 2017

Here lies the proverbial fork in the road for you and your prospect. Either they’re a good fit for your product or service and you can move forward with the relationship, or it’s time to part ways. A discovery call is where you might do the bulk of your qualification, but it certainly isn’t where qualification starts or ends.

Sales 145

Sales Decision-making Stakeholders Value Proposition 145

Account Management Skills

AUGUST 24, 2021

This is a transformational programme for agency account managers and account directors to take your agency from unpredictable project revenue to more predictable account growth. It’s a playbook for growing existing business, a step by step process and a toolbox of strategies that you can take back to your agency and apply.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Hubspot Sales

JUNE 12, 2018

The mantra is familiar to any salesperson: qualify your prospects based on their Budget, Authority, Needs, and Timeline. Want to help your team better track prospects through this process? GPCT (Goals, Plans, Challenges, Timeline). Ask questions and listen to your prospect: What are your prospect's goals?

Decision-making 98

Decision-making Value Proposition Internet Publishing 98

Planview

JULY 3, 2019

Are you utilizing concept development workshops as part of your ideation processes? This blog post will help you understand the value of concept development workshops and the steps you can take to find out if those winning ideas you have are the right ones to implement. Are you coming up with and executing on winning ideas?

Energy and Utilities 61

Energy and Utilities Brainstorming Innovation Facilitation 61

SBI Growth

DECEMBER 1, 2012

Do you want to increase sales and meet your 2013 goals? Note: If your organization has already built personas skip to second key. As a sales operations leader, your role is to facilitate the development of personas. Preliminarily identify customers to be interviewed. Hey, Sales Operations leaders.

Meetings 115

Meetings Facilitation Construction Decision-making 115

DemandFarm

OCTOBER 12, 2023

There is no one-plan-that-fits-all and the methodology you select must align with your organization’s mission, targets and needs. There is no one-plan-that-fits-all and the methodology you select must align with your organization’s mission, targets and needs.

Decision-making 52

Decision-making Sales B2B Key Account Management 52

SBI

MAY 2, 2018

Nancy: What are the top 3 ways your solution changes the game for a sales organization? Jared: Since our founding in 1999, Zilliant has partnered with our customers by curating actionable insights hidden in their data that drive sales actions, customer relationships, and profitable growth. We call it Sales Tech Game Changers.

Profitability 55

Profitability Artificial Intelligence eCommerce Sales 55

PandaDoc

DECEMBER 12, 2018

If you’re in sales, sending cold emails is a part of your life. Whether you’re a sales rep following up on cold leads, a freelancer trying to connect with new clients or a sales manager thinking holistically about your lead generation approach: creating cold emails that convert is essential. Set up a meeting. Gather feedback.

Decision-making 61

Decision-making Software Software Meetings 61