Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units. Why do sales teams experience high turnover?

Sales 114

Sales Brainstorming Leadership Insurance 114

SalesPop

APRIL 23, 2023

Love Your Team: A Survival Guide for Sales Managers in a Hybrid World Sales management can be challenging, especially in a hybrid work environment. In a recent podcast episode, John Golden interviews Helen Ucci, an experienced sales manager who developed the Love Your Team system of sales management.

Sales Management 52

Sales Management Management Remote Working Sales 52

Showpad

OCTOBER 21, 2020

Remote workforces were one of the biggest trends of the 2010s, as many employers and employees embraced work from home. Now, remote workforces are the new normal during the pandemic. This structure provides many benefits, but can complicate things a bit for sales operations. How might team-building and mentoring be impacted?

Management 98

Management Sales Onboarding Meetings 98

Showpad

JUNE 29, 2021

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. In a post-pandemic, remote first world, enablement’s role, scope and maturity are growing rapidly.

B2B 111

B2B Digital Transformation Decision-making Digitalization 111

Revenue Storm

APRIL 18, 2023

The multitude of changes that COVID-19 has created within the sales profession has been well documented. Remote work has erased the benefit of tenure and outside experience to a degree, making interactions stale, boring, and ineffective in many instances. Sales organizations have lost their “magic.”

Brainstorming 78

Brainstorming Remote Working Meetings Leadership 78

Customer Think

JANUARY 28, 2022

You know how important sales coaching is for your team, right? The benefits of it – enhanced motivation, increased sales, etc – are only heightened when it’s your remote sales team you’re training. So this article isn’t about that.

Organization 64

Organization Sales 64

Red Star Kim

SEPTEMBER 26, 2023

I presented a methodology to design marketing and BD team structures in November 2015. Here I review recent developments and look at some case studies of how M&BD teams are structured: An update on marketing and business development (M&BD) team structures. Other firms will have these roles integrated.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Showpad

APRIL 9, 2020

Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. Coaching is more of a challenge today, with sales reps often working remotely from their home offices.

Sales 111

Sales Sales Training Leadership Sales Management 111

Hubspot Sales

JULY 30, 2020

This is a toxic combination for sales reps and their managers. Sales leaders that fall back on run-of-the-mill motivation techniques struggle to drive their reps toward aggressive growth targets. This year, take a different approach to the same challenge. Invest in sales management coaching. Plan a sales contest.

Sales 113

Sales Brainstorming Decision-making Communication 113

Hubspot Sales

JANUARY 12, 2021

Legendary college basketball coach Bobby Knight once said, “To be as good as it can be, a team has to buy into what you — as the coach — are doing. It's a powerful sentiment that provides some sage advice for coaches working across virtually all sports, fields, and occupations. How to Handle Coaching Challenges.

Sales Management 118

Sales Management Management Sales Sales Training 118

Showpad

APRIL 6, 2020

And you could clearly observe how different organizations, especially sales teams, responded to the challenge. Sales enablement: the time is NOW to set it up in an effective way that creates results. While most organizations invested in one way or another in sales enablement (61.3%

Digital Transformation 133

Digital Transformation Sales CRM Digitalization 133

Showpad

JUNE 29, 2021

Sales readiness is the enablement domain that connects the dots to engage and empower your sales force. This domain covers impactful knowledge transfer and effective skill development, and is supported by targeted coaching across the entire sales cycle. This domain should also be closely connected to sales effectiveness.

Onboarding 66

Onboarding Sales Leadership Sales Leadership 66

Hubspot Sales

JULY 27, 2020

As a sales manager at HubSpot, I lead a team of nine reps who sell to small businesses based out of California. Like many other sales groups, we have had to be nimble and adjust our working habits to succeed in 2020. When the impact of COVID-19 picked up in March, we started seeing changes to our sales process.

Small Business 102

Small Business Remote Working Sales Acquisition 102

Hubspot Sales

DECEMBER 15, 2020

If you started paying more attention to the sales enablement needs of your organization, you’re not alone. For sales organizations that have been waiting to implement dedicated sales enablement measures — the time is now. In 2020, Crayon placed even greater emphasis on sales enablement to support their sales force.

Sales 124

Sales Leadership Sales Management Decision-making 124

KAM With Passion

NOVEMBER 3, 2020

You are a sales or company leader and you see the consequences of the sanitary crisis: a very tough sales environment. Sales and company leaders, imagine you are a ship captain. Back to being a sales leader. Now, let’s go back to your real life as a sales leader. So, what do you plan to do about it?

Account Planning 130

Account Planning Sales Value Proposition Sales Management 130

Red Star Kim

JUNE 15, 2023

Others may find that the M&BD team is responsible for research. At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

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 others, it was a bigger challenge as they had to get used to a practice they didn’t focus on before the crisis. Does sales enablement as a discipline also need to shift to virtual enablement?

Virtual Selling 144

Virtual Selling Finance Digitalization Digital Transformation 144

Showpad

MARCH 17, 2020

While there was a time when working remotely was the sole domain of field sales representatives, it’s become the new normal for sellers of all types. With that in mind, here are five ways to achieve favorable outcomes for your remote sales team. Prioritize Sales Coaching. Support Messaging Alignment.

Sales 80

Sales Prioritization Remote Working Decision-making 80

Hubspot Sales

NOVEMBER 10, 2020

It was an intense environment — we traveled all around the country playing other teams in decked out conference centers and stadiums. Our coaches took our seasons very seriously. Regardless of where my team traveled or who we were playing, our coaches and trainers worked hard to cultivate a positive, successful environment for us.

Sales Environment 104

Sales Environment B2C Sales B2B 104

Hubspot Sales

MAY 18, 2021

business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople. The findings revealed there are seven actionable habits of top sales performers ; these habits are a combination of learned skills and inherent traits and set the best salespeople apart from the middle-of-the-pack reps.

Value Proposition 117

Value Proposition Sales Communication Onboarding 117

Showpad

MARCH 24, 2020

In the wake of COVID-19, many companies across the world have shifted to remote work. There’s no doubt this is a challenging time for businesses. But sales and enablement leaders must also adapt to better support these remote workers. The pressure is on for sales reps to deliver. It’s video.

Onboarding 79

Onboarding Decision-making Remote Working Sales Management 79

Zendesk

JUNE 3, 2021

When the COVID-19 pandemic hit, companies were forced to adapt by starting a remote-work experiment. PwC’s Remote Work Survey found that 83 percent of businesses think working remotely has been successful for their organizations. percent of employees will continue to work remotely this year. Learn a new skill together.

Remote Working 105

Remote Working Emotional Intelligence Meetings Software 105

Hubspot Sales

DECEMBER 1, 2020

Of all the differences between selling in a remote organization and being a part of an office space, the challenges of complete and transparent communication are some of the few similarities that persist. Including these things in your meeting notes can help maintain clarity and alignment throughout your sales process.

Meetings 129

Meetings Decision-making Stakeholders Sales 129

Showpad

APRIL 2, 2021

Like any skill, perfecting your approach to selling requires practice, feedback and careful coaching. Sales managers and business leaders know and appreciate this fact, so sales coaching is often a central component of training new hires and providing ongoing support for long-time agents. Today, the landscape has changed.

Remote Working 52

Remote Working Onboarding Sales Logistics 52

Hubspot Sales

NOVEMBER 17, 2020

Sales leaders in charge of new revenue growth have felt this change in their core. Teams that traditionally sold in person had to pivot to an inside sales model. That has led to a progressive trend for sales models: next year, 68% of sales leaders say they plan to keep or implement a hybrid or fully remote sales model.

Virtual Selling 125

Virtual Selling Shareholders Decision-making Communication 125

Hubspot Sales

MARCH 16, 2020

Before I started working remotely, I was slightly uneasy. In fact, according to HubSpot's 2019 Remote Work Report, communication with co-workers, feelings of loneliness, and overworking are challenges that remote workers face daily. And if you work in sales, it can be even harder. 8 Tips for Remote Sales Reps.

Remote Working 136

Remote Working Sales Account Management Meetings 136

Showpad

MARCH 19, 2020

As economic uncertainty, remote workforces and other obstacles caused by COVID-19 transform day-to-day operations, organizations are learning they must pivot their sales strategies – and quickly – to confront the challenge. Embracing Virtual Coaching. Pursuing Digital Insights.

Cybersecurity 71

Cybersecurity Manufacturing Construction Stakeholders 71

Chally

MARCH 4, 2021

The past year has presented sales leaders with unprecedented challenges. Since the beginning of the pandemic, B2B sales opportunities have decreased 73%[2]; and closing sales opportunities has grown increasingly tough. A tough market climate is not the only challenge sales leaders are facing.

Virtual Selling 52

Virtual Selling Remote Working Onboarding B2B 52

Revenue Storm

MARCH 15, 2022

Many Sales Leaders have directly experienced the impact with anecdotes ranging from, “I have turned over 70% of my team” to “It is almost impossible to recruit acceptable candidates to help us grow.”. Many Sales Leaders are still adapting to the remote or hybrid working environment, which has helped fuel the talent frenzy.

Leadership 78

Leadership Prioritization Communication Organization 78

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. What is Sales Coaching?

Sales 52

Sales Account Management Stakeholders CRM 52

Miller Heiman Group

DECEMBER 16, 2020

Korn Ferry surveyed sales organizations around the world to find out, uncovering how companies are working to achieve stability in the midst of ongoing crisis. COVID has posed numerous challenges to producing accurate forecasts—it’s harder to anticipate which customers will buy, as everyone’s budget has gotten tighter.

Virtual Selling 109

Virtual Selling Prioritization Sales Organization 109

Showpad

JUNE 22, 2020

It might come across as a bold statement — sales enablement is your engine to drive digital transformation. . In this blog post, I will show you why sales enablement should be set up in a way that it becomes the engine and the driving force for your digital transformation efforts in sales. .

Digital Transformation 96

Digital Transformation Digitalization Sales Artificial Intelligence 96

Showpad

JULY 7, 2020

In this edition, I’ll be discussing the three most critical success factors when it comes to sales enablement. Did sales enablement success factors change during COVID-19? . The COVID-19 crisis has challenged all areas of our lives; not only in business. Welcome to the second post of this blog series for executives. .

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Hubspot Sales

JUNE 28, 2022

It also has major economic benefits from a cost of sales perspective — for instance, rather than paying for each sales rep to travel to meet in-person with buyers, plenty of selling can now be done virtually. Additionally, hybrid selling enables you to build a stronger team. Encourage new KPIs for your hybrid team — like speed.

Sales 106

Sales Brainstorming Leadership CRM 106

Hubspot Sales

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. If you’re looking for a specific insight, you can skip ahead to these sections: The Top Sales Trends.

B2C 81

B2C Sales CRM B2B 81

Showpad

MARCH 20, 2020

The remote workforce has become the new normal seemingly overnight. During these uncertain times, rather than seeing virtual work as a challenge, use it as an opportunity to become more engaged with your sales team. Top 5 Tips to Boost Remote Sales Team Success.

Sales 52

Sales Sales Management Meetings Communication 52

Hubspot Sales

OCTOBER 28, 2020

How has your sales leadership style changed this year? If you’re still leading the same way you have been for years, now is the perfect time to adapt your leadership style to better meet the needs of your organization during challenging times. It’s time to rewrite the sales leadership rulebook.

Prioritization 102

Prioritization Leadership Sales Sales Leadership 102