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

Planview

MARCH 8, 2024

Nearly 115 years ago, Clara Zetkin set a vision: that every country, every year, would celebrate women on the same day. The group that Zetkin rallied in Copenhagen then — about 100 passionate women from 17 countries — has grown exponentially. Planview is proud to participate. Here’s what they said. Sophia Grace Sr.

Banking 105

Banking Government Innovation Leadership 105

Jermaine Edwards

JUNE 29, 2020

At the beginning of your relationship, your particular contact has the role of a VP of sales, or VP of marketing. Under that particular role, there are new pressures for that person. There are new kinds of expectations on them. We all need to communicate with others. That is the power of conservation.

Communication 130

Communication Decision-making Finance Key Account Management 130

Arpedio

FEBRUARY 20, 2024

Navigating Account-Based Selling: CRM, AI and Customer Understanding Explore the ARPEDIO platform ← Back to blog When it comes to B2B sales, companies often find themselves wrestling with a myriad of challenges, from a lack of prospecting skills to navigating lengthy sales cycles.

CRM 52

CRM Artificial Intelligence B2B Account Management 52

LinkedFusion

SEPTEMBER 3, 2023

In this blog post, I’ll outline the significance of your LinkedIn title and how to completely optimize it to make a great first impression. Crafting an effective LinkedIn headline is crucial, especially for a sales professional. So, why should you create the best headline for LinkedIn as a sales professional?

Value Proposition 52

Value Proposition Marketing Profitability Digitalization 52

Strategic Communications

APRIL 29, 2024

VOICE SEARCH TECHNOLOGY IS REALLY NOT THAT NEW—BUT IT’S IMPROVING While voice search may seem like pretty advanced technology, it’s been around for decades, Total Voice Technologies notes on its blog. You’re sitting at your desk, talking to a colleague about a trip to Spain you’re planning. It’s not magic. Voice search is on the rise.

Digitalization 59

Digitalization Publishing Marketing Communication 59

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? Like any new tech, you need to dive in and research. Mendes says.

Sales 105

Sales Emotional Intelligence CRM Decision-making 105

Hubspot Sales

AUGUST 12, 2020

And that means to keep up with today’s empowered buyer, the sales process needs to transform too. 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. What is inbound sales?

Sales 139

Sales Decision-making Healthcare Value Proposition 139

Nutshell

MAY 21, 2021

Let me tell you about the last time I got fired: From October 2007 to December 2014, I managed a mixed martial arts blog that I won’t name here, because it’s been almost completely scrubbed from the internet by this point. By the end of my tenure at the blog, my salary was about $85,000/year. These were the dark times.

Marketing 62

Marketing Publishing Media Internet 62

Arpedio

NOVEMBER 30, 2021

Back to blog. Buying journeys are shifting because technologies are advancing, expanding and new services and products are constantly emerging. Buying journeys are shifting because technologies are advancing, expanding and new services and products are constantly emerging. December 14, 2021. December 14, 2021.

Digitalization 52

Digitalization Account Management B2B Decision-making 52

Zendesk

AUGUST 4, 2021

Still, a new generation of enterprises was offering something that had already been revolutionizing tech: Software on demand, centrally hosted in the cloud and subscription-based. Without dedicated roles, specialized tools, and strategic reporting, bad CX can put startups in a bad position among competitors. The year was 2006.

Software 98

Software Software Decision-making Investors 98

SBI Growth

AUGUST 9, 2012

“For me, Sales has been a challenging group. Among all organizations I support, Sales is the most resistant. Sales leaders do not want interference from HR. I have seen this with many sales leaders. This is not just an isolated case.” - Senior VP of Human Resources. .” - Senior VP of Human Resources.

Sales Leadership 115

Sales Leadership Leadership Sales Sales Management 115

SBI Growth

NOVEMBER 9, 2012

The 2013 Number came back from the Board for the VP of Sales. Regional Sales Leaders? VP of Sales Operations? If you answered anything other than #4 , revisit the value your Sales Operations Leader is providing. How can you tell if you have a world class Sales Operations Leader? Human Resources?

Sales 121

Sales CRM Organization Management 121

Arpedio

OCTOBER 25, 2022

Sales Optimization in Private Equity Funded Companies. ? Back to blog. Do you know what happens to a sales organization when it becomes private equity funded? Or what it takes to optimize the sales organization to create satisfactory results for the new investors? Lot’s to cover, let’s dive in!

Sales 52

Sales Prioritization B2B Account Management 52

Arpedio

OCTOBER 25, 2022

Sales Optimization in Private Equity Funded Companies. ? Back to blog. Do you know what happens to a sales organization when it becomes private equity funded? Or what it takes to optimize the sales organization to create satisfactory results for the new investors? Lot’s to cover, let’s dive in!

Sales 52

Sales Prioritization Account Management CRM 52

Hubspot Sales

APRIL 19, 2019

It’s usually the same recycled two or three points you find scattered across the web and every other self-titled thought leader’s blog (cue: “ 2019 will be the year or AI and Blockchain ”). In this first question, identify the tasks and projects you enjoy doing in your current role and the skills you like developing.

Innovation 86

Innovation Brainstorming Investors Software 86

AchieveIt

JULY 24, 2023

“The problem that a lot of organizations face is that every person’s or every department’s or every team’s updates look and feel different… It just makes it really hard to make a decision because nothing aligns up,” says Jonathan Morgan , AchieveIt’s VP of revenue operations and head of marketing. .

Decision-making 52

Decision-making Facilitation Government Stakeholders 52

Hubspot Sales

OCTOBER 29, 2017

You know what tips buyers off that the email they're reading is a sales pitch? "Hi, Hi, my name is Jane Doe, and I'm a sales rep at Company.". HubSpot sales director Michael Pici recommends using questions in sales emails to spark the prospect's interest and get them thinking about the current state of affairs.

Value Proposition 111

Value Proposition Media Sales Organization 111

SBI

MAY 7, 2019

Cirrus Insight Announces Sean Piket as VP of Revenue. In this new role, Sean is responsible for leveraging Cirrus Insight’s strong fundamentals to take it to the next level in terms of world-class sales enablement, enterprise-grade service, and individualized customer success. Sean Piket, VP of Revenue.

Account Planning 33

Account Planning Leadership Acquisition Customer Success 33

SBI Growth

NOVEMBER 22, 2013

At the level of VP Sales, you need to evaluate your future within this change. Do you anticipate the new management keeping you where you are? In this blog, I’ll help you evaluate your future with your company post-acquisition. If they often buy companies and grow them, your future may hold new opportunities.

Acquisition 120

Acquisition Sales Decision-making Management 120

SBI Growth

AUGUST 29, 2012

If you’re allowing the HR team to drive Sales Compensation strategy and design you could be making a serious mistake. This blog is NOT about the capabilities of our HR brethren. I’m a huge fan of HR for the support, value, and role they play. This is about making sure your sales goals are clearly represented.

Decision-making 102

Decision-making Sales Stakeholders Organization 102

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

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations. They are trying to decide between keeping and scrapping the recently-implemented Sales Comp Plans. Sales roles that are new.

Sales 117

Sales Prioritization Communication Construction 117

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. How will you attack the New Year with confidence? I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” Has my team evolved with the new buyer? Your thoughts should now turn to 2014.

Sales 120

Sales Decision-making Meetings Organization 120

SBI Growth

NOVEMBER 20, 2012

24% came from senior levels – ranging from VP marketing or Sales to CEO’s. In the Future of Content Marketing survey, 39% of nearly 60 respondents indicated they did not have a defined content marketing strategy. Q: Do you and your organization currently have a defined content marketing strategy? I will offer commentary on a few items.

Marketing 125

Marketing B2C B2B Organization 125

Arpedio

DECEMBER 22, 2021

Back to blog. Another year is coming to an end, and what a great opportunity to reflect on the year that’s (almost) passed and look ahead to the new one. On December 14th, we held our final LinkedIn Live of the year in the Digital Sales Revolutions series. LinkedIn Live: 2021 SAMA highlights and what to expect for 2022.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

Hubspot Sales

NOVEMBER 7, 2017

As sales reps, our tendency is to flatter prospects by pointing out their accomplishments. We say things like, " I see you went to Duke ," " I understand you were at EMC ," and " I saw you were named Marketing VP of the Year! " In addition to buttering up our prospects, these statements make us feel we've done our homework.

Decision-making 102

Decision-making Media Software Software 102

Help Scout

DECEMBER 26, 2018

Happy New Year, folks! Our VP of Finance, Shawna Fisher, delivered a talk at a company retreat about how negotiation is best understood not as a face-to-face confrontation, but as a side-by-side, problem-solving journey: “Negotiation is fundamentally about human interaction. Sales as a Service. The Art of Negotiation.

Negotiation 40

Negotiation Publishing Finance Leadership 40

Arpedio

DECEMBER 22, 2021

Back to blog. Another year is coming to an end, and what a great opportunity to reflect on the year that’s (almost) passed and look ahead to the new one. On December 14th, we held our final LinkedIn Live of the year in the Digital Sales Revolutions series. LinkedIn Live: 2021 SAMA highlights and what to expect for 2022.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

SBI

JUNE 12, 2019

OppSource , a leading provider of next-gen sales engagement for B2B sales teams, announced today the hire of Derek Gavigan as Vice President of Sales. As we continue to grow, we need sales leadership that can help us with our focus on enterprise SaaS sales. Mark Galloway, CEO and Co-Founder at OppSource.

Artificial Intelligence 25

Artificial Intelligence Account Planning Sales Leadership B2B 25

SmartKarrot

JULY 30, 2020

Customer success is a relatively new department. There are many roles they need to think of introducing in this department and hiring the right candidate. There are many roles they need to think of introducing in this department and hiring the right candidate. Customer Success is the buzzword in the modern SaaS companies.

Customer Success 10

Customer Success Onboarding Finance Facilitation 10

SBI

AUGUST 22, 2019

SAN FRANCISCO–(BUSINESS WIRE)– Chorus.ai , the leading Conversation Intelligence Platform for high-growth sales teams, today announced a new AI-based feature to its arsenal, Recommendations, for deals, meetings, reviews and coaching. Roy Raanani, CEO and co-founder of Chorus.ai. . -

Account Planning 22

Account Planning Acquisition Meetings Sales Management 22

Help Scout

AUGUST 11, 2021

One of the best ways to stay current with trends and customer needs is by following customer service blogs. Below are nine customer service blogs we love, with breakdowns of what content you can expect to find on them and details on why they’re so amazing. Bill Quiseng. Videos and documentation around historical presentations.

Customer Experience 80

Customer Experience Publishing Artificial Intelligence Leadership 80

SBI

JANUARY 29, 2020

SalesTech Industry News: @AllegoSoftware Unveils the Future of Sales Team Development with Latest Platform Release. Allego , provider of the market-leading learning and readiness platform for sales and other teams, today announced its latest release, which delivers a groundbreaking approach to employee development.

Account Planning 26

Account Planning Sales Digital Transformation Stakeholders 26

SmartKarrot

AUGUST 7, 2020

This team consists of various roles like Solution Architects, Customer Success Managers (CSM), and Account Managers. The director’s role is to ensure customers are successful using the product the company sells. The director’s role is to ensure customers are successful using the product the company sells.

Customer Success 18

Customer Success Interpersonal Skills Customer Experience Facilitation 18

SBI

AUGUST 14, 2018

I believe in sales, I love salespeople, I love the art of selling. These days, Nardin’s love for salespeople translates to helping their organizations identify and implement the right sales technologies to support their work. We caught up with Nardin recently to talk to her about the state of sales technology, and her latest endeavors.

Sales Technology 38

Sales Technology e-Learning Decision-making CRM 38

Nutshell

JULY 9, 2021

How did you first hear about Nutshell, and why did you decide to apply for your role? At Nutshell, we strive to create a workplace where anyone can feel welcome. And that’s a good thing. We believe that our team’s diversity of experience helps us relate to our customers more effectively and solve their problems with fresh perspectives.

Retail 118

Retail Decision-making Customer Success Marketing 118