Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue.

Sales 258

Sales Finance Decision-making Profitability 258

Brooks Group

FEBRUARY 16, 2024

Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. Successful sales professionals differentiate themselves three ways: They are highly emotionally intelligent.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Mike Kunkle

APRIL 8, 2023

They should be well documented in your CRM, preferably with a scoring system. On the elements of timing and urgency – as just one example – if your prospect initiated the contact, asking about timeline and assessing urgency is sensible upfront. It’s entirely possible. Let’s dig in.

B2B 211

B2B Decision-making Sales Stakeholders 211

Showpad

NOVEMBER 28, 2021

But the quick shift led to a positive outcome: “We came up with some new ways to reach our customers.”. What’s your role and how has it changed over the last year? Since they can’t get face-to-face time with our customers, they’ve had to change how they’re reaching out, communicating, and sharing content with them. .

Digitalization 98

Digitalization Sales Environment Sales Communication 98

Showpad

NOVEMBER 16, 2021

In this interview, Matt shares his perspective on how to get a business to digital faster using methods and tools that reduce print and increase customer insights in a non-traditional sales environment. . Tell us about your current role as Vice President of Global Marketing at Valmont Industries. We go to market in very diverse ways.

Digital Transformation 98

Digital Transformation Digitalization Marketing Sales Environment 98

Mike Kunkle

MARCH 31, 2023

It should be aligned to the customer lifecycle and buying process, where possible. 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 217

Sales Interpersonal Skills Account Management Sales Training 217

Hubspot Sales

DECEMBER 23, 2021

A customer's revenue potential doesn't immediately end at the point of sale. There's a wealth of opportunity for more business beyond each initial purchase — and practices known as cross-selling and upselling can help you tap into it. Cross-selling is encouraging the purchase of anything in conjunction with the primary product.

eCommerce 140

eCommerce Software Software Customer Success 140

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

Hubspot Sales

MARCH 27, 2023

You can also buy virtually anything online, including services. When we think about online selling, we usually think about selling products like clothing or electronics. But, it's advantageous for businesses to sell services online, especially now, when a plethora of services can be offered virtually.

Media 121

Media e-Learning Onboarding Marketing 121

SBI Growth

AUGUST 26, 2012

When I ask about inbound marketing and what they are doing about content marketing, things like publishing a blog , their eyes glaze over. In other words, content marketing is communicating with your customers and prospects without selling. It is non-interruption marketing. We're here to help.

Advertising 122

Advertising Media B2B Decision-making 122

Brooks Group

MARCH 7, 2024

Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? This post describes how you can use a consultative selling approach to understand the unique buying agenda of procurement managers and sell more effectively. What Is a Consultative Selling Approach?

Procurement 68

Procurement Management Decision-making Sales Training 68

Hubspot Sales

DECEMBER 31, 2020

Customers are the lifeblood of any business. Without a healthy book of existing customers and a steady stream of new customers, a business can’t grow. This is why most businesses have a sales funnel — a way of bringing in potential customers and working with them until they become buyers.

Publishing 136

Publishing Marketing Sales Communication 136

Red Star Kim

FEBRUARY 8, 2024

And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below. I’ve summarised the key points here as a supplementary learning resource for the delegates. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Brooks Group

APRIL 18, 2024

When used correctly, it can be an incredibly powerful way to convince your prospects of the value of your solution. In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier.

Sales 95

Sales Decision-making Sales Training Communication 95

Hubspot Sales

NOVEMBER 14, 2023

This means that in 17 years, you might be selling space voyages. Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) and more about how we'll sell them. Here's why: The traditional way of building trust with prospects was relatively straightforward.

Energy and Utilities 95

Energy and Utilities Media Sales Publishing 95

Hubspot Sales

NOVEMBER 28, 2023

Pricing Negotiations There’s no doubt that at some point in your career, you will deal with pricing negotiations. Some people won’t easily part with their hard-earned cash for your product or service. Thankfully, there are tactics you can use to encourage buy-in from your prospects. Offering freemium versions of software.

Negotiation 102

Negotiation Sales Leadership CRM 102

Hubspot Sales

APRIL 7, 2023

Because digital products are so ubiquitous, selling them can be profitable for your business. These advantages make selling digital products a good option for artists, educators, writers, freelancers, and more. How can your business sell digital products? Why sell digital products? Why sell digital products?

Digitalization 107

Digitalization Computers and Electronics Media Brainstorming 107

Brooks Group

MARCH 28, 2024

Why is selling to the C-suite so critical? As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Gone are the days when you could simply sell to a mid-level manager. Your prospect lacks budget authority.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Hubspot Sales

JULY 7, 2023

AI has the potential to revolutionize the way sales teams operate, giving them valuable insights and predictive analytics to drive more revenue. In this blog post, we'll explore why some sales teams are investing in AI, why others aren't, and which companies are leading the way in AI adoption. Are sales teams investing in AI?

Artificial Intelligence 114

Artificial Intelligence Emotional Intelligence Sales Decision-making 114

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

MAY 26, 2023

You have to meet them where they are, or put yourself out there to whoever will see and value your services. Building meaningful relationships in real estate is vital to converting them into loyal customers. In this blog post, we've compiled a list of real estate prospecting tips to help you grow your real estate business proactively.

Marketing 81

Marketing Advertising Media Software 81

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. This posts dives into the best sales discovery questions, how to assess your team’s questioning skills, and how to improve them for more effective discovery calls. Asking questions is good.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Showpad

JANUARY 8, 2021

Looking back on a pandemic-driven year, we learned a lot about remote selling, virtual selling and engaging via video. For some organizations this wasn’t really new, apart from the fact that it was the only way to interact with prospects and customers. The virtual world is here to stay. The virtual world is here to stay.

Virtual Selling 144

Virtual Selling Finance Digitalization Digital Transformation 144

Hubspot Sales

NOVEMBER 22, 2023

When you go up to the counter, a barista greets you and asks if you want your usual order. Imagine if every business had this level of customer knowledge and personalization. Wouldn’t you want to make your customers feel valued? That's where Customer Relationship Management (CRM) software comes in.

CRM 86

CRM Artificial Intelligence Customer Success Decision-making 86

Hubspot Sales

OCTOBER 19, 2018

As a real estate professional, you want to grow your business, and marketing plays a large role in capturing the attention of potential clients. Build a blog. Many consumers search the internet to investigate products and services before they buy. Build a blog. It’s evident there’s a market for real estate agents.

Marketing 145

Marketing Internet 145

Brooks Group

APRIL 25, 2024

Your customer success team can be your best ally. When you have satisfied customers, they’re likely to buy from you again, refer you to others, and, over time, spend more. 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

Brooks Group

MAY 2, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. The Meet step of the IMPACT Selling ® process is where the proverbial rubber meets the road. Sales professionals must do everything in their power to create alignment with the customer’s buying agenda or process.

Negotiation 80

Negotiation Sales Training Meetings Decision-making 80

Hubspot Sales

MARCH 19, 2022

You’ve always dreamed of owning your own retail business — but the thought of paying for a storefront, employees' wages, and all of the other costs associated with a physical space is downright terrifying. Now more than ever, online retail is a valid option for any aspiring entrepreneur to sell their wares. Who would you be selling to?

Retail 96

Retail Suppliers eCommerce e-Learning 96

Apptivo

MAY 3, 2021

Even though they use the Best CRM solutions in their sales strategies, they don’t succeed in selling relationships and closing more deals. Due to this, companies have dedicated departments that manage customer relationships using specialized CRM applications and are focused on improving customer satisfaction.

CRM 98

CRM Decision-making Software Software 98

Hubspot Sales

APRIL 6, 2023

If you’re a B2B company, ecommerce is a necessity for your business. In B2B, transactions involve two businesses, while in B2C, businesses sell directly to consumers. Adapting your website for mobile use also means the bounce rate will be lower, resulting in fewer abandoned carts. billion by 2024 , meaning 42.9% million people.

eCommerce 102

eCommerce B2B B2C Retail 102

MTD Sales Training

FEBRUARY 3, 2020

A salesperson you’ve never seen trying to sell you something you’ve never bought, or someone you’ve known for some time and with whom you have great rapport. Who would you rather sell to? Someone who has never heard of you, or an existing customer who knows you, your products and your reputation? Think about it….who

Suppliers 98

Suppliers Sales Training Profitability Marketing 98

Brooks Group

MAY 24, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. Time To Persuade The first three steps of the IMPACT Selling ® System (Investigate, Meet, and Probe) revolve around understanding the customer. The true goal of consultative selling couldn’t be more contrary to that viewpoint.

Value Proposition 80

Value Proposition Sales Training Construction Negotiation 80

Hubspot Sales

MAY 26, 2023

Your phone rings and you decide to pick this one up instead of letting it go to voicemail. Odds are, if you don’t want what they’re selling, you’ll hang up immediately. Even if you do, the pushiness is a turnoff and you might buy the product elsewhere or through a different sales rep. How to Make Effective Outbound Calls 1.

Emotional Intelligence 99

Emotional Intelligence Software Software Communication 99

Nutshell

JANUARY 19, 2024

But when people buy from you, you need a way to bill people for your services and accept payments. Invoice software is a type of tool used to facilitate payments between a business and its customers or clients. Keep that in mind as you’re looking into your options. That’s where invoicing software comes into play.

Software 71

Software Software Sales Analytics Digitalization 71

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. Showpad’s 2021 Modern Selling Study found that sales enablement has become more important since the start of the pandemic. Enablement for GTM teams becomes the engine to drive adaptive selling behaviors in a digital world. This is an encouraging trend.

B2B 111

B2B Digital Transformation Decision-making Digitalization 111

Apptivo

FEBRUARY 7, 2023

This is so because it encapsulates the complete customer experience , from first learning about your company to finally making a purchase. This is so because it encapsulates the complete customer experience , from first learning about your company to finally making a purchase. Introduction 2. What is marketing funnel 4.

Marketing 81

Marketing Decision-making Advertising Prioritization 81

Hubspot Sales

AUGUST 12, 2020

The power in the buying and selling process has shifted from the seller to the buyer. The buying process is transformed. 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.

Sales 137

Sales Decision-making Healthcare Value Proposition 137