Brooks Group

AUGUST 20, 2024

Successful sales professionals must be able to negotiate like Buffett, particularly in complex B2B sales environments. Sales professionals in every industry face intense competition, changing customer demands, and pricing pressures. What’s the Difference Between Sales Negotiation and Overcoming Objections?

Negotiation 88

Negotiation Value Proposition Sales Sales Training 88

Hubspot Sales

FEBRUARY 22, 2021

Having a bank of solid sales enablement content is more of a need-to-have than a nice-to-have for remote sales efforts. In HubSpot's recently published Sales Enablement Report , we explored the subject a bit further. In HubSpot's recently published Sales Enablement Report , we explored the subject a bit further.

Logistics 107

Logistics Sales Banking Publishing 107

Hubspot Sales

OCTOBER 5, 2017

It’s the one aspect of sales that just never changes. As we’ve all experienced, sales essentially boils down to two things: Numbers. Truth is, sales is changing -- quickly. As the sales conversations grows even more buyer-focused, sales reps have begun developing his or her own hack, own technique, own process.

Sales 145

Sales Decision-making Prioritization Media 145

Hubspot Sales

DECEMBER 16, 2020

From the sales floor to the makeshift home office set up, salespeople of all kinds in all industries have faced a myriad of challenges and roadblocks this year. Mintis Hankerson is a Senior Sales Manager at HubSpot. For Mintis, 2020 has been all about balancing empathy with sales achievement. Post-training materials.

Sales 144

Sales e-Learning Remote Working Decision-making 144

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. 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.

B2B 130

B2B Sales Decision-making Stakeholders 130

Hubspot Sales

DECEMBER 26, 2017

And from where I stand -- as the manager of an inside sales team -- one thing is clear. To be successful next year and beyond, sales development reps need to think outside the box. Here at HubSpot, we've had some exciting product updates to the marketing & sales platforms as of January 2016. It no longer works well.

e-Learning 145

e-Learning Sales Marketing Management 145

Red Star Kim

JULY 11, 2022

Delegates reported a range of issues preventing an improvement in the quality of M&BD plans – from the difficulty in obtaining the necessary data at the outset, through time to conduct structured analyses of the data and the identification of opportunities and threats as well as brainstorming creative ways to address them.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Brooks Group

JUNE 13, 2024

Even the most cohesive organizations can experience sales team issues. Sales professionals (in general) tend to be confident, extraverted, and opinionated. Although some of these subjects might seem mundane to those who aren’t in a sales career , there are several topics sales professionals often have strong opinions about.

Energy and Utilities 101

Energy and Utilities Decision-making Sales Construction 101

Jeffrey Gitomer

FEBRUARY 9, 2012

Tweet Share You know the old adage, “knowing right from wrong” – well, you can PREVENT sales from going wrong by doing right. Get Sales Blog Updates. Overcoming Objections. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible.

Leadership 73

Leadership Media Sales Training Sales Leadership 73

Hubspot Sales

FEBRUARY 19, 2020

sales, marketing, operations, and public relations). You can't improve unless you set the right goals and objectives: The amount of time you want to reduce. For this reason, it's a good idea to de-clutter your workweeks with daily objectives and milestones. Problem 1: No social life. How do you measure how successful you were?

Performance Review 131

Performance Review Decision-making Prioritization Management 131

Brooks Group

MAY 24, 2023

As a sales manager, you need to make sure your team knows how to uncover the customer’s wants in addition to their needs. Overcoming objections. Anytime a salesperson has to negotiate, it means the customer objects to something. Anytime a salesperson has to negotiate, it means the customer objects to something.

Value Proposition 87

Value Proposition Sales Training Construction Negotiation 87

Jeffrey Gitomer

JANUARY 31, 2012

8 – Closing the Sale. 21 – Overcoming and Preventing Objections. Get Sales Blog Updates. Overcoming Objections. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. Little Red Book of Sales Answers. 29 – YES! Categories.

Leadership 67

Leadership Media Sales Training Sales Management 67

Nutshell

JANUARY 14, 2020

The SaaS industry has different selling techniques , key metrics , and sales process activities compared to the ones you’d encouter while selling a tangible physical product or a more traditional service like a marketing consultation package. By the end, you should have a clear roadmap for reaching your or your company’s sales goals.

Sales 127

Sales Software Software CRM 127

Openview

MAY 22, 2018

The world of sales is full of dangerous villains – time-consuming administrative tasks , inefficient internal processes, lack of proper tools and resources, etc. And to top it all off, there is an even greater foe – the leaking of your valuable sales knowledge. Sales Knowledge Management to the rescue! Efficiency.

Management 71

Management Sales Brainstorming Organization 71

Hubspot Sales

JULY 9, 2018

Use HubSpot’s CRM and LinkedIn Sales Navigator. Has your prospect written for their company blog? Use HubSpot’s CRM and LinkedIn Sales Navigator. LinkedIn Sales Navigator now lives directly inside contact and company records in HubSpot’s CRM which means no new tabs, no hassle, and less time wasted. View the author page.

Manufacturing 111

Manufacturing Stakeholders CRM Decision-making 111

Apptivo

DECEMBER 7, 2022

Everyone entering the sales funnel does not end up becoming a customer, and in order to convert as many as possible, concerted efforts are needed by the marketing team. Lead analysis helps identify opportunities that might be readily available for sales to immediately act on. How to convert a lead into a valuable customer?

B2B 96

B2B e-Learning Leadership Media 96

Zendesk

APRIL 16, 2021

Sales reps know nothing’s harder than patiently nurturing a lead, establishing a relationship with them, and carefully converting them into a customer—nothing, of course, except finding a good lead in the first place. Lead generation is often a huge challenge for sales and marketing professionals. But it doesn’t have to be.

Media 98

Media B2C B2B Advertising 98

Apptivo

AUGUST 25, 2021

Sales have a primary role in businesses in building brand awareness and increasing the customer retention rate. Sales teams act as a bridge between the customers and the business. For this purpose, companies invest a huge amount in optimizing the performance of the sales teams. What is lead in sales?

CRM 98

CRM Decision-making Negotiation Value Proposition 98

Jeffrey Gitomer

FEBRUARY 27, 2012

Where Are You in the Game of Sales? Wilt was so massive and such a great rebounder that they widened the foul lanes to prevent Wilt from complete basketball domination. Get Sales Blog Updates. Overcoming Objections. Sales Management. Sales Videos. Dont let your next sales meeting suck!

Sales 66

Sales Leadership Media Sales Training 66

MTD Sales Training

AUGUST 1, 2011

Those words, “I’m just looking,” often strike terror in the heart of many sales people, anger and frustration in some and a sense of helplessness in others. Not an Objection. However, the term, just looking , is not an objection. However, the term, just looking , is not an objection. Sales Person: “Great!

Retail 58

Retail Sales Training Sales 58

PandaDoc

SEPTEMBER 17, 2024

Without a doubt, a strong drive for great numbers is at the heart of any high-performing sales team. Between prospecting, sales calls, data entry, quote preparation, and follow-ups, it’s very easy for teams to mismanage data and trip over themselves on the way to the finish line. Salespeople are busy. Let’s jump right in!

Sales 98

Sales CRM Software Software 98

Apptivo

JANUARY 27, 2022

The best sales team knows when to stop selling. Have you ever wondered what are some of the successful habits of an effective sales team? The most common answer is they have a definite sales plan and also, they know when to stop selling. That’s why an effective sales strategy involves a sales team knowing when to stop selling.

Sales 98

Sales CRM Sales Management Financial Services 98

Apptivo

JANUARY 23, 2023

Contact management is the process of collecting, compiling, and monitoring data on sales leads and prospects. Contact management is not confined to sales but its benefit is extended to marketing and support teams. A rise in productivity Keeping things organized helps to cut down time wasted looking for misplaced objects.

Small Business 111

Small Business Management CRM Software 111

SuperOffice

JANUARY 19, 2022

An MQL ( marketing qualified lead ) has become an SQL (sales qualified lead). 65% of sales specialists claim their close rate doesn’t exceed 21%. Along with a sequence of emails, companies with long sales cycles arrange three meetings before the conversion happens: Discovery meeting. Sales appointment. Preparation.

Meetings 63

Meetings CRM Decision-making Sales 63

Hubspot Sales

JANUARY 8, 2025

In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. This is their definable, objective goal. Instead, you take on the role of a fearless problem-solver no capes required. Lets get into it. Heres how it works: 1.

Sales 97

Sales Decision-making Negotiation Sales Environment 97

Brooks Group

JUNE 7, 2022

In my new book Agile & Resilient: Sales Leadership for the New Normal, my co-author Russ Sharer and I discuss The Value Formula. The tools sellers use to prospect for customers, conduct meetings, overcome objections, and close deals has dramatically changed over the past several years. You accomplish that by providing value.

Supply Chain 81

Supply Chain Value Proposition B2C Sales Training 81

SBI

SEPTEMBER 18, 2012

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. It’s not that you can actually execute hundreds of tasks in a day’s agenda, but if sales is your passion and profession, you are undeniably an expert at managing the precise allocation of time and resources across that number of tasks.

Meetings 50

Meetings CRM Profitability Marketing 50

MTD Sales Training

MAY 26, 2017

I often meet salespeople in my visits to clients and ask them for their favourite strategies when it comes to sales. Because it helps you build confidence when you are working with prospects and clients, and enables you to change direction when buyers put up obstacles or objections. See what you think: Step One: Vision. Happy Selling!

Sales 48

Sales Sales Training Meetings Management 48

DemandFarm

JANUARY 12, 2025

These elements are often challenging to maintain in organizations where sales, marketing, and customer success operate in silos. In this blog, well explore how RevOps can be the backbone of your KAM strategy. It shifts the focus from individual departmental objectives to collective success.

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

Red Star Kim

DECEMBER 2, 2022

In essence, the workload often prevents more proactive action. Rather than simply actioning what fee-earners ask, explore (and challenge) whether there are better ways to achieve the desired objectives. No – unfamiliar with sales/selling concepts. Inbox overload was a major feature. Obtain data so that aims are realistic.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

SBI

FEBRUARY 5, 2013

You can read articles, blogs, books, and white papers from the best and the brightest experts in the industry. You can network across a growing array of social and business platforms and talk to your fellow sales leaders. The second set of five declarations will be posted in a follow-up blog post. Repeat after me….

Decision-making 54

Decision-making Sales Sales Leadership Marketing 54

Jermaine Edwards

APRIL 3, 2020

You can get more specific details on effective decision making in this blog article. Unique Advantage: What we need to design to prevent this from happening again? That is the advantage they wanted and if they didn’t achieve it they would quickly see continuing downward sales and customers. Design the proactive action plan.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Clarity Engagement Solutions

APRIL 26, 2021

New types of stakeholders, little swayed by the strength of a product sales pitch, have been looking to pharmaceutical companies to sit more consistently at the patient population management table. Long before the COVID-19 outbreak, pharmaceutical companies knew that the customer engagement game had changed. DEMONSTRATE YOUR ABILITY TO PIVOT.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

New types of stakeholders, little swayed by the strength of a product sales pitch, have been looking to big pharmaceutical companies to sit more consistently at the patient population management table. Long before the COVID-19 outbreak, pharmaceutical companies knew that the customer engagement game had changed.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Hubspot Sales

SEPTEMBER 4, 2024

For instance, HubSpot CRM lets you set object-specific permissions (e.g., If a sales rep calls in sick, their replacement can quickly catch up on an opportunity and continue the sales process seamlessly. Automatically assign leads based on predefined criteria to sales representatives. Lead assignment. Task reminders.

CRM 95

CRM Software Software Marketing 95

Chally

MARCH 18, 2021

Hiring in the New Normal – identifying sales candidates who will thrive through changing sales approaches and structures. Finding the right sales candidates who can sell successfully has always been tough. In 2010, the average job opportunity for entry and mid-level sales required 2.5 years [vii].

Onboarding 52

Onboarding Decision-making Virtual Selling Sales Leadership 52

PandaDoc

AUGUST 27, 2024

A sales mission statement , for example, defines the purposes, values, and goals of your sales departments. A good mission statement helps employees, leadership, and target audiences understand the main purpose and key objectives of your company. See also What is the psychology of sales and why is it important?

Food and Beverage 52

Food and Beverage Stakeholders e-Learning Profitability 52