Upland

MARCH 19, 2021

While sophisticated B2B sales leaders and organizations have been doing account planning for years, most can’t clearly report KPIs around this whitespace and the potential pipeline from current accounts. This whitespace view and potential pipeline should be in your CRM, not trapped in Excel. It’s easier than it sounds.

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Account Planning B2B Sales Sales Environment 195

Arpedio

MARCH 15, 2024

At its core, strategic selling involves a thorough understanding of the customer’s business, industry, and competitive landscape, as well as the ability to navigate complex sales environments and decision-making processes. Keep the focus on providing value and solving the prospect’s problems.

Value Proposition 52

Value Proposition Negotiation Stakeholders Sales 52

Sales Outcomes

FEBRUARY 28, 2022

Business leaders expect that their sales and marketing organizations will effectively execute the critical motions for go-to-market plan success. However, the reality is that there are often blind spots where execution matters most – at the front-line where sales, marketing, and pre-sales teams work together.

B2B 52

B2B Marketing CRM Sales Environment 52

Arpedio

JANUARY 4, 2024

In the competitive world of B2B sales, harnessing the power of an effective account mapping strategy is key to sales optimization and revenue growth. As businesses vie for market dominance, an articulate account strategy empowers organizations to deepen customer relationships and scale their operations effectively.

B2B 52

B2B Sales Decision-making CRM 52

Apptivo

MAY 20, 2023

Tips to convert hot leads effectively for sales using Apptivo CRM 5. Summary Hot leads glitter like valuable gemstones in the sales environment, offering enormous potential for conversion and revenue production. What’s the difference between these: Hot, Warm and Cold leads? How to identify hot leads?

CRM 52

CRM Sales Prioritization Decision-making 52

SBI

MARCH 8, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Organization 55

Organization e-Learning Government Sales 55

Hubspot Sales

JULY 27, 2023

In this post, you'll learn how AI can power your sales enablement strategy. Table of Contents What is sales enablement? According to HubSpot’s State of AI survey , sales teams use it to: Automate repetitive, time-consuming tasks like sending emails and updating records. This brings us to another AI sales enablement capability.

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Sales CRM Communication Sales Environment 68

Hubspot Sales

JANUARY 7, 2019

In this rapidly changing sales environment, there is often a stark disconnect between what management sees or does and what reps want or need. While sales productivity is a key revenue driver, higher activity volume doesn't always mean that key metrics like close rate or average selling price goes up. 2 = Needs improvement.

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Performance Review Sales Management Management Sales 127

Hubspot Sales

JUNE 28, 2022

And the more time we can free up for our sales reps, the more time they have to serve more customers.". Of course, she adds, it's still vital to measure the traditional KPIs for any sales organization, including pipeline and close rates. Remote tools for better communication, collaboration, and organization.

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Sales Brainstorming Leadership CRM 106

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. . We’re about a $3 billion organization with six business units. I oversee global marketing for all of our business.

Digital Transformation 98

Digital Transformation Digitalization Marketing Sales Environment 98

Hubspot Sales

AUGUST 1, 2022

Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. Several organizations realize the importance of this role. What CRM tools or forecasting software do you use? How did you handle it?

Sales 106

Sales Stakeholders Communication CRM 106

Insightly

NOVEMBER 20, 2023

Insightly, the modern, customizable CRM teams love. Your team is in their CRM every day, day-in and day-out. Make this experience better for them by choosing a CRM they’ll like. Insightly’s blade view and custom layouts take the complexity out of CRM and keep your team focused on closing. Go shopping now!

Negotiation 52

Negotiation Sales CRM Prioritization 52

Insightly

NOVEMBER 20, 2023

Insightly, the modern, customizable CRM teams love. Your team is in their CRM every day, day-in and day-out. Make this experience better for them by choosing a CRM they’ll like. Insightly’s blade view and custom layouts take the complexity out of CRM and keep your team focused on closing. Go shopping now!

Negotiation 52

Negotiation Sales CRM Prioritization 52

SalesPop

MARCH 25, 2021

This is a customer who not only purchases once, but multiple times, and assists us in expanding the account by selling to others within their organization. The more I’ve been diving into account management in the creation of this series of articles, the more I’m discovering how widespread a lack of account management is in B2B organizations.

Account Management 98

Account Management Management B2B Advertising 98

Arpedio

OCTOBER 25, 2022

Sales Optimization in Private Equity Funded Companies. ? Do you know what happens to a sales organization when it becomes private equity funded? Or what it takes to optimize the sales organization to create satisfactory results for the new investors? Back to blog. Lot’s to cover, let’s dive in! Simon Raahave.

Sales 52

Sales Prioritization Account Management CRM 52

Arpedio

OCTOBER 25, 2022

Sales Optimization in Private Equity Funded Companies. ? Do you know what happens to a sales organization when it becomes private equity funded? Or what it takes to optimize the sales organization to create satisfactory results for the new investors? Back to blog. Lot’s to cover, let’s dive in! Simon Raahave.

Sales 52

Sales Prioritization B2B Account Management 52

Nutshell

AUGUST 28, 2023

Table of Contents What is a sales process? Why is it important to have a structured sales process? A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. Want to learn more about what a sales process is and why it’s important? Read this first.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

SalesGlobe

NOVEMBER 10, 2023

As I was preparing to speak at a conference on “Building a Modern Sales Structure, from KPIs and What Matters Most” I kept shifting my thinking to “what matters most”. So where does an organization start, and how do they create the right connection with the customer? It has been drilled into the DNA of a salesperson to be responsive.

Sales 52

Sales Account Planning B2C Organization 52

SBI Growth

JUNE 29, 2013

Sales leaders will not Make the Number if they fail to rapidly onboard new talent. The sales environment is uniquely suited to take advantage of an innovation called “ gamification.” This post is for HR and Sales leaders who ask, "How can we accelerate the productivity of our new hires?". Bonus Points: CRM Adoption.

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Onboarding CRM Suppliers Sales Environment 130

CoSell

FEBRUARY 25, 2021

With these in view, you’ll have a roadmap for making sales more human in our increasingly virtual sales environment. It’s because it engages people, makes sales more human, and boosts profits. We can sell more together by preparing our sales teams with the best skills, tools, and problem-solving abilities.

Virtual Selling 52

Virtual Selling Profitability Sales Environment CRM 52

Arpedio

FEBRUARY 22, 2024

Sales professionals can adapt the SPIN framework to suit the specific needs and preferences of their target audience, making it a valuable tool in diverse sales environments. Lack of Understanding: Sales professionals may struggle to grasp the concepts of Spin Selling and how to apply them effectively in real-world scenarios.

Software 52

Software Software Decision-making Performance Review 52

Showpad

MAY 22, 2019

Sales engagement platforms are no longer “nice to have;” they are a requirement for mature sales organizations that provide personal experiences for their buyers. When it comes to sales engagement platforms, it’s important to consider how well different offerings promote collaboration between sales and marketing teams.

Marketing 74

Marketing Sales Communication Sales Environment 74

Hubspot Sales

AUGUST 26, 2020

Personalization is a watchword in all modern sales environments. Ideal for landing enterprise-level clients, it’s a hyper-personalized sales technique. The types of customer data collected and organized by a CDP are namely: Identifying Data – Names of accounts and stakeholders; addresses; demographic details; etc.

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Stakeholders B2B Decision-making Sales Environment 134

PandaDoc

OCTOBER 30, 2023

Done correctly, gamification encourages performance, boosts team morale, and fosters a collaborative environment where employees can thrive and succeed. It’s one reason that interoffice sales games have become a go-to strategy in most major organizations. Let’s jump in!

Sales 52

Sales Software Software CRM 52

SBI

JUNE 23, 2019

With OppSource, you can mine conversations for hidden value, coach and replicate success, see the whole account from one screen, ensure next step activities are not overlooked, and reduce manual data logging into CRM. Today’s sales environment is changing. Nancy Nardin, Smart Selling Tools. OppSource Resources. Industry News.

Sales Environment 36

Sales Environment B2B CRM Organization 36

PandaDoc

OCTOBER 3, 2023

Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. With AI, sales teams can automate those important tasks for which they neglected to allocate resources due to their high labor intensity. The company organized a series of focus group sessions.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52

Hubspot Sales

MARCH 3, 2020

By embracing technology throughout the sales process. Though the original concept for the CRM was introduced in the late 1980s, this valuable software did not become a staple for businesses until the 2010s. 2020 Sales Strategies. A well-rounded sales stack can include: CRM. Pinpointing the right prospects.

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Artificial Intelligence Sales Retail CRM 84

Hubspot Sales

APRIL 8, 2020

Salespeople have adapted to this new reality to the extent that they absolutely must, but few organizations are prepared to explicitly recognize that times have changed. It’s time to face this new reality and reengineer our sales environments to exploit the spoils of it! Why Inside Sales is Outpacing Field Sales.

Sales 111

Sales eCommerce Account Management Organization 111

Showpad

NOVEMBER 17, 2020

The “Head of Remote Work” job spec is still being fleshed out company by company, with few organizations following the same parameters or descriptions. So what exactly does a Head of Remote Work do, and would your organization benefit from one? Integrating virtual tools with your existing sales tech stack.

Remote Working 52

Remote Working Artificial Intelligence Procurement Onboarding 52

Hubspot Sales

OCTOBER 12, 2017

How much of today’s well-intended sales “enablement” actually enables seller productivity? At CEB, now Gartner, we often refer to today’s sales environment as “The World of More,” spanning more people, priorities, perspectives, processes, and procedures than ever before. They're slowed down by an inefficient organization.

Internet 81

Internet Finance Sales Environment Stakeholders 81

DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

SBI

OCTOBER 10, 2019

In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS? Most developed as plugins to large CRM platforms.

Value Proposition 39

Value Proposition CRM Sales Decision-making 39

SBI Growth

JUNE 18, 2013

Do you aspire to make the leap from sales rep to sales leader? With the movement at the top, there are always residual effects in leadership throughout the organization. 15 Competencies for Sales Rep Promotion. They honed them down to those attributes that are most pertinent to aspiring sales managers/leaders.

Decision-making 112

Decision-making Sales Environment Sales Management Leadership 112

SBI

OCTOBER 9, 2013

Admittedly, the perfect sales tool will never exist because the needs of sales organizations vary from company to company. The very definition of a perfect sales tool will therefore, be in dispute. But what if we were to dial-down and focus on specific sales scenarios? And that is indeed the case.

Sales Environment 55

Sales Environment Sales CRM Software 55

Revegy

JULY 17, 2018

Leading sales organizations at companies like JDA Software and more applied a visual approach to their account planning process and immediately uncovered expansion and new pipeline opportunities that were previously hidden. 3) Gain Revenue Predictability and Long-Term Forecast Visibility with a Revenue Snapshot.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

PandaDoc

DECEMBER 13, 2018

Even if you don’t have a tool in place, it’s likely as a sales leader you’re already using it in some form. Ever organize a sales contest? Not only is gamification popular, it’s a proven and effective sales performance booster. Tell us, have you used gamification with your sales team?

Sales 83

Sales Onboarding Sales Environment Meetings 83

Hubspot Sales

OCTOBER 5, 2017

CRM (customer relationship management): Software that allows companies to keep track of their potential and existing customers at whichever stage they may assume in the sales cycle. Closed-lost: When the buyer fails to purchase a product or service from the sales rep. Sales Prospecting Techniques. Constraints.

Sales 142

Sales Decision-making Prioritization Media 142