Brooks Group

APRIL 10, 2024

In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. But it’s tough.

Sales 87

Sales Media B2B Publishing 87

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Sales 114

Sales Prioritization CRM Communication 114

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in quota attainment 19.7%

B2B 198

B2B Sales Decision-making Negotiation 198

Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Red Star Kim

OCTOBER 19, 2023

Telephone call challenges: Emotions, data, selling and follow up. You need to have a deep knowledge of all the different issues clients may have and examples and stories of how your firm has helped people in similar situations.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Brooks Group

MARCH 6, 2024

Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well.

Organization 84

Organization Account Management Sales Sales Training 84

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

Outbound Engine

APRIL 9, 2020

You’d expect increased demand to follow low rates, but it’s also a reflection of our current economic anxiety. Much of the buying process takes place in person — open houses, showings, inspections, closings, etc. They fell drastically for a few weeks, then rebounded in reaction to the increased demand for refinancing.

Decision-making 52

Decision-making Media Digitalization Publishing 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.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

Sales Management 103

Sales Management Management Energy and Utilities Emotional Intelligence 103

Brooks Group

FEBRUARY 6, 2024

Does your team have a sales process? But do your sellers follow it consistently? If not, you may see confusion, lackluster sales performance, and missed quotas. That’s because sticking with a sales process correlates with success—and lack of adherence is a problem at many organizations. If yes, great.

Sales Training 52

Sales Training CRM Sales Meetings 52

Insightly

MARCH 25, 2024

Unsurprisingly, CRM, or Customer Relationship Management , is the foundation of any successful sales and marketing strategy. At the heart of CRM lies lead management —a process that involves capturing, nurturing, and converting leads into loyal customers. What is a CRM? Let’s start with the basics. What is Lead Management?

CRM 52

CRM Management Prioritization Communication 52

Revegy

FEBRUARY 21, 2023

Sales playbooks are a critical component of sales success. It provides a roadmap for sales teams to follow, ensuring consistent and efficient sales processes and sales execution. You’ll be given […] The post A World Championship Winning Sales Playbook Guide appeared first on Revegy.

Sales 59

Sales Account Planning Account Management Management 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? Here are three examples of how teams use AI to generate sales emails.

Sales 106

Sales Emotional Intelligence CRM Decision-making 106

Brooks Group

DECEMBER 13, 2023

Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number. Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team.

Sales 94

Sales Sales Training Communication Meetings 94

PandaDoc

MARCH 29, 2024

A deal desk streamlines deal management and enhances win rates — if the process flow is set up correctly. This article outlines steps to establish and optimize a deal desk process flow with your team to help advance your sales strategy. What is the deal desk process?

Negotiation 52

Negotiation Stakeholders Profitability Government 52

Arpedio

FEBRUARY 22, 2024

In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. In this blog post, we’ll delve into the intricacies of consultative selling, exploring its core principles, the step-by-step process, and strategies for success. What is Consultative Selling?

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Showpad

JUNE 6, 2022

Meet Tricia Westfall, a Senior Manager for the Sales Capability Planning & Enablement team at Kaiser Permanente. Pre-COVID, we were focused on providing a specific portfolio of tools that our sales people could use when they’re out in the field and when they’re engaging with customers. Can you share an example?

Virtual Selling 52

Virtual Selling Decision-making Sales Digitalization 52

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? Below, we’ll discuss the impact that a robust opportunity management process can have on your bottom line. Below, we’ll discuss the impact that a robust opportunity management process can have on your bottom line.

Management 52

Management CRM Sales Decision-making 52

Arpedio

JANUARY 3, 2024

One of the biggest challenges businesses face today is understanding and optimizing the sales funnel process, which converts potential leads into paying customers. While both are essential, it’s essential to understand the difference between them to ensure success.

Advertising 52

Advertising Media Prioritization Communication 52

Hubspot Sales

MARCH 27, 2023

In this post, we'll cover the following: Selling services online How to sell services online There are quite a number of steps involved in selling services online. There are different types of target audiences that can be categorized into the following groups: purchase intention, interests, and lifestyle. How to Sell Services Online 1.

Media 125

Media e-Learning Onboarding Marketing 125

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively.

Software 52

Software Software Decision-making Performance Review 52

Arpedio

FEBRUARY 26, 2024

If you find yourself in a competitive business landscape, then you probably also know that sales teams are constantly on the lookout for innovative strategies to enhance their effectiveness and drive revenue growth. Align marketing campaigns with sales objectives, creating targeted content and messaging tailored to the identified accounts.

Advertising 52

Advertising Sales CRM Media 52

Hubspot Sales

DECEMBER 16, 2021

Inbound sales is a modern sales methodology based on the fact that customers are more in charge of their buyer's journey than ever before and have quick and easy access to the information they need to decide on making a sale before ever speaking to a sales rep. What is demand generation? What is lead generation?

Software 116

Software Software Media Meetings 116

Hubspot Sales

JANUARY 26, 2023

The Benefits of Digital Entrepreneurship How To Become a Digital Entrepreneur Digital Entrepreneurship Examples Digital businesses include ecommerce companies, blogs, social media influencer accounts, software solution development, and marketing firms. Now with the internet, the possibility of digital entrepreneurship is open to everyone.

Digitalization 103

Digitalization eCommerce Finance Internet 103

Apptivo

AUGUST 8, 2023

Step 1: Define Your Sales Process Step 2: Choose or Develop Custom Sales Automation Tool Step 3: Set Up and Customize Your Sales Automation Tool Step 4: Train Your Team Step 5: Monitor, Measure, and Adjust As an entrepreneur, you’ve probably heard the phrase ‘work smarter, not harder.’

Sales 52

Sales Artificial Intelligence Software Software 52

Nutshell

SEPTEMBER 14, 2023

If you want to learn how to manage a sales pipeline for an IT company, you’ve come to the right place. That’s where a sales pipeline comes in. But your sales pipeline can’t run itself. That’s why we’re covering everything you need to know about sales pipeline management for IT companies in this blog post.

Management 62

Management Prioritization CRM Sales 62

Arpedio

FEBRUARY 27, 2024

In today’s rapidly evolving business landscape, sales strategies that focus solely on transactions are becoming increasingly outdated. As businesses strive to differentiate themselves and establish long-term success, the concept of relationship selling has emerged as a critical component of sales excellence.

Prioritization 52

Prioritization Communication Software Software 52

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? Your sales keynote speaker will set the tone for the rest of the event. A great speaker can help motivate your sales team, elevate your mission, and drive results. Step 1: Ask Your Sales Team The ultimate goal of a sales kickoff is to improve sales performance.

Sales 92

Sales Sales Training Meetings Media 92

Planview

AUGUST 29, 2023

In this blog, we highlight some best practices from our recent webinar, Getting Capacity Planning Right , with Planview’s David Blumhorst and AJ Shavell, as they demonstrate real-world examples from working with customers who are getting capacity planning right. Resource management is foundational to organizational success.

Meetings 52

Meetings Prioritization Facilitation Decision-making 52

Arpedio

FEBRUARY 19, 2024

One such technology that has revolutionized sales practices is Artificial Intelligence (AI). AI in sales refers to the application of advanced algorithms and machine learning techniques to streamline sales processes, gain actionable insights, and deliver personalized experiences to customers and prospects.

Artificial Intelligence 52

Artificial Intelligence Sales Government Decision-making 52

Hubspot Sales

JULY 7, 2023

As technology advances and becomes more accessible, businesses are leveraging artificial intelligence (AI) to improve their sales processes. AI has the potential to revolutionize the way sales teams operate, giving them valuable insights and predictive analytics to drive more revenue. Are sales teams investing in AI?

Artificial Intelligence 118

Artificial Intelligence Emotional Intelligence Sales Decision-making 118

Hubspot Sales

APRIL 30, 2020

The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. But although sales terminology might have changed, the basic principles of the selling process haven’t changed that much. While every business is different, most follow a progression with comparable sales stages.

Sales 142

Sales Decision-making Software Software 142

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Negotiation 104

Negotiation Sales Leadership CRM 104

Brooks Group

FEBRUARY 23, 2024

Qualifying prospects is one of the selling skills every great sales professional relies on. That’s because filling your sales pipeline is a numbers game. Buyers leave the funnel for many reasons as they progress through the sales process : lack of budget, timing, or wrong fit to name a few.

Prioritization 80

Prioritization Sales Training Sales Construction 80