Brooks Group

MARCH 28, 2024

Why is selling to the C-suite so critical? Gone are the days when you could simply sell to a mid-level manager. By accessing this level, you position your solution more strategically and reduce the risk of being viewed as just another vendor or commodity supplier. You get stuck in the weeds.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Brooks Group

FEBRUARY 21, 2023

View this week's video Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify offering discounts, reducing margin, and for the sake of the sale, giving away most of the company’s profit. Top salespeople sell at a higher margin, and in larger volumes.

Negotiation 72

Negotiation Sales Training Value Proposition Retail 72

PandaDoc

MAY 9, 2024

The four factors of sales velocity are number of opportunities, average deal value, win rate, and sales cycle length. Well, the higher the value, the more money your business generates due to a combination of variables. Average deal value Another variable that affects sales velocity is the average deal value.

B2C 52

B2C Sales e-Learning Software 52

Red Star Kim

APRIL 11, 2023

Efficiency vs effectiveness of pitches Whilst much of the emphasis for pitch professionals and teams is to improve the efficiency of the pitching and tendering process, there needs to be equal attention on the effectiveness. Trust – Trust is a hard to win commodity that can be quickly lost.

Government 130

Government Innovation Meetings Finance 130

PandaDoc

MAY 13, 2024

You already know who your customers are — but do you know what makes them tick and drives their decision-making? There’s no doubt about it: understanding customer behaviors and the reasons behind them can not only help you close deals but is a surefire way to keep buyers happy and fulfill the dreams of every sales lead.

Emotional Intelligence 52

Emotional Intelligence Decision-making Sales e-Learning 52

Hubspot Sales

NOVEMBER 14, 2023

Did you know NASA plans to build houses on the moon by 2040 ? 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. Let's dive in.

Energy and Utilities 99

Energy and Utilities Media Sales Publishing 99

Red Star Kim

DECEMBER 18, 2023

The bottom-up approach has the advantage of being well focused on the specific market conditions and client needs. In early December we welcomed 15 delegates to a PM Forum “Be more strategic” workshop. The delegate aims, views and key takeaways are shown below. We looked at case studies from professional services firms.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Hubspot Sales

OCTOBER 14, 2019

It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling. Here are key steps you may want to include in your B2B sales process.

B2B 137

B2B Value Proposition Decision-making Sales 137

PandaDoc

MAY 16, 2024

Generating leads is vital, but it’s only half the battle — you also need to figure out which leads are most likely to become paying customers. In this post, we’ll explore what’s involved in the process and show you some winning strategies. Why is lead qualification important? That’s where lead qualification comes in.

Decision-making 52

Decision-making Prioritization CRM Marketing 52

Hubspot Sales

NOVEMBER 30, 2020

Wouldn't growing your consulting business be so much easier if you felt comfortable promoting yourself? If you’re an introvert , you may feel like if you could force yourself to be more extroverted, sales and marketing would be a breeze. You don’t need a change in personality, but you could benefit from changing your mindset.

Advertising 111

Advertising Sales Decision-making Insurance 111

Red Star Kim

JULY 11, 2022

This means that we often fail to discover and respond to client interests and needs. Yet fee-earners at full capacity were needed to support others in the firm who were not so busy by sharing their content and amplifying their messages. We all need to take a step back. Research and listen carefully to what clients need.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Janek Performance Group: Account Planning

OCTOBER 25, 2023

In B2B selling, we often focus on new accounts. We assume, if they’re buying, they don’t need attention. When selling to existing customers, 56 percent achieve win rates greater than 50 percent. More than upselling and cross-selling, account planning is partnering with existing clients. This includes personnel.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Red Star Kim

JUNE 1, 2023

Whilst there are many ways to differentiate (see below) it does imply that you will consider – from the client’s perspective – how your firm’s offering or value proposition is different from the competitors. There’s an introduction to value propositions at: What is a value proposition or USP – and how do I create one?

Value Proposition 130

Value Proposition Innovation Marketing Media 130

PandaDoc

MAY 8, 2024

Which approach and tools should you implement to make the most of this potential? Read on as we cover everything you need to know about the SMB sales process, and how your sales team can crush it in the competitive landscape. In the U.S. alone there are about 33.2 million small businesses , which constitutes up to 99.9%

B2C 52

B2C Small Business Sales Decision-making 52

Brooks Group

JUNE 7, 2022

Your customer likes you, you’ve done business together in the past, and nothing new was mentioned during your last call. Yet you just received word that “out of the blue” they decided to go with someone else. It’s disheartening to lose a deal you were certain you’d win. Misaligned Values. Trying to be Liked.

Supply Chain 75

Supply Chain Value Proposition B2C Sales Training 75

Zendesk

FEBRUARY 17, 2022

And if you wait to interact with them until the end of their decision-making process, you’re missing out on profitable sales opportunities. It also describes how each step leads to the next, so you can ensure your buyer’s journey doesn’t have gaps that cause leads to drop out of your funnel. Why is the buyer’s journey important?

Decision-making 98

Decision-making Media CRM Software 98

Mike Kunkle

NOVEMBER 30, 2018

If I was unable to respond to you personally, know that your message, like, or email meant a lot to me. [ NOTE: This post was originally published in late November of 2018. I have updated it to reflect a few changes, including the company rebranding, my title, and some cool new solutions that we offer.]. Fair question. I was impressed.

Profitability 130

Profitability Publishing Manufacturing Negotiation 130

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. Educational selling is very important for my team,” says Kyle Ferretti , the US Sales Manager at SEMRush.

Sales 127

Sales Software Software CRM 127

Mike Kunkle

MAY 15, 2019

How does it affect the buying and selling processes? “The factory of the future will have only two employees, a man and a dog. The man will be there to feed the dog. The dog will be there to keep the man from touching the equipment.” ~Warren Bennis. Will Artificial Intelligence really displace the human sales force? What is AI?

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

Red Star Kim

DECEMBER 5, 2023

Others commented on the value of Home – Vuture – a system designed for professional services – for event marketing and noted its facilities to retain dietary requirements and other preferences. In November it was a full house for the PM Forum’s Proactive marketing and business development executive online workshop.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Showpad

DECEMBER 16, 2021

Learn how IFF introduces an a la carte engagement training approach that empowers salespeople to find content on-demand, to meet their customer’s needs. My role is to orchestrate the processes to make sure that sales has what they need to sell—and that marketing has the data to optimize what they create.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

MTD Sales Training

DECEMBER 16, 2019

Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best service possible. Do they want to make more profit is they are selling on? Don’t split the difference.

Negotiation 84

Negotiation Sales Profitability Decision-making 84

Brooks Group

NOVEMBER 29, 2023

That’s why we’ve compiled an exhaustive (but by no means complete) list of modern job titles for sales professionals. More importantly, using a pseudonym to cover the real purpose of a role sends a subtle message to a prospective buyer that you have something to hide. It’s not easy to hide in plain sight.

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

MTD Sales Training

FEBRUARY 11, 2019

One of the most common is the issue of price, where a prospect has not yet seen the value of paying the price for your products or services. Why does this happen? For example, how much would you pay for a litre bottle of water from a shop? Well, it depends on what shop and how needy you are for the water.

Decision-making 79

Decision-making Sales Training Profitability Sales 79

Insightly

MARCH 23, 2021

Why do people buy your product? If you sell groceries, people buy them because they’re planning their next meals. If you sell books, people buy them because they want something to read. If you sell B2B software, customers buy to improve their business processes. Value proposition definition.

Value Proposition 59

Value Proposition Finance Software Software 59

Hubspot Sales

MARCH 19, 2022

Luckily for you, you don't have to deal with that dilemma in the modern age. Now more than ever, online retail is a valid option for any aspiring entrepreneur to sell their wares. Here, we'll cover the basics behind starting an online retail business and how to thrive once you get one up and running. Let’s get started.

Retail 101

Retail Suppliers eCommerce e-Learning 101

Nutshell

JULY 28, 2020

HubSpot is essentially a collection of expensive tools that serve as a platform powerful enough to handle all of an organization’s marketing needs. With great power comes great price tags, they say, and HubSpot is no exception. “We Skip ahead: Why is HubSpot so expensive? What is HubSpot and why do people use it?

Software 126

Software Software CRM Advertising 126

Hubspot Sales

AUGUST 10, 2018

This should tell you one thing: if you’re selling a house in 2018, you don’t just need to be on the internet, you need to be on the right real estate websites. I’m so glad you asked because I’ve got a list of favorites below. About: Redfin helps you sell your home for as low as a 1% listing fee.

Internet 130

Internet Investors Construction Government 130

The Congruity Group

APRIL 20, 2023

million views of Simon Sinek’s iconic YouTube video, “Start with Why – How Great Leaders Inspire Action,” there has become a louder conversation and more emphasis placed on the concept of understanding one’s “why” since the video first posted in 2009. Many have personal reasons for diving deep into the question of “What is my why?”

Facilitation 52

Facilitation Publishing Innovation Organization 52

Apptivo

FEBRUARY 20, 2023

Wind-Up Overview No matter what you sell or the sector you’re in, you need a consistent flow of qualified leads to develop your business. However, inbound sales teams need a well-defined lead management system and the right tools to get the most value out of those leads.

Management 103

Management Sales Software Software 103

KAM With Passion

OCTOBER 7, 2020

How the commercial parameters are managed (especially price and contract management). Up- and cross-selling practice and the associated tactics. In B2B, existing customers account for 70% of the revenue on average, and this proportion is often higher for businesses selling complex products and services.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Nutshell

AUGUST 21, 2020

Have you ever stumbled on a SaaS website and you literally have no clue why you’re there and what they do? You look everywhere on the website—I’m talking header, tag line, features—and you just don’t get it. But is SaaS marketing different from other types of marketing? Product complexity. Target users.

Marketing 142

Marketing Onboarding Media B2C 142

PandaDoc

MAY 7, 2024

When you capture the attention of a potential customer, this is the moment a lead is born. There are five crucial lead management metrics to keep track of: sources, scores, conversion time, conversion rates, and customer value. An effective lead management process is one of the most critical factors driving sales through your funnel.

Management 52

Management Software Software Advertising 52

MTD Sales Training

NOVEMBER 26, 2019

This rule is good to know when you are trying to cross-sell or up-sell your client. Now, if you have been taught to up-sell or add another product onto that sale, it is unusual for people to spend more than 25% more than what they have just invested. What could be considered ‘cross-selling’?

Insurance 69

Insurance Finance Sales Training Customer Value 69

Zendesk

JUNE 29, 2022

Filling up faster than you can make outreach calls. Say you want to calculate your conversion rate for the month of April. You’ll need to define what conversion means to you before starting your calculations. Your contact form? Your sales.not quite up to par. In this piece: What is lead conversion? How to convert leads.

Media 98

Media Software Software Digitalization 98

Hubspot Sales

JUNE 8, 2020

Sales collateral is part of sales enablement , which is the process of providing your sales team the resources they need to close deals. So, you could say that sales collateral is also sales enablement content. The specific sales collateral you develop for your sales team depends on a few key questions. But that’s not all.

e-Learning 106

e-Learning Sales Decision-making B2B 106

Showpad

JUNE 27, 2022

You’ve given them all the training you possibly can, and now it’s time to release them into the wild. Have you heard of this thing called sales readiness? If you read that and thought, “surely a highly-trained team is ready for anything?” They’re sharp. They’re hungry. They’re willing to learn.

Sales 52

Sales Decision-making Sales Training Account Management 52