Upland

AUGUST 25, 2023

The key to successful leadership is influence, not authority. – But with the right leadership, and through a culture that builds trust, it’s possible to help sellers begin to see the importance of collaboration. An influence map is vital because of expanding buying groups And we really mean the full revenue team.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Upland

OCTOBER 8, 2021

The reality of closing B2B enterprise deals is that prospects want—and expect—to talk with customer references. For even the best and most well-known brands, no reference means no sale. Few organizations are willing to believe you have done it before just because you say so. The sales reference gray market.

B2B 195

B2B Sales Leadership Organization Customer Success 195

Hubspot Sales

JULY 5, 2021

An organization's success is the sum of all its departments' efforts. The best sales org can only take a business so far if its marketing, customer service, or customer success is lackluster — and vice versa. Isolation between departments can be easy to fall into and have big-time implications on sales.

Facilitation 124

Facilitation Sales Leadership Customer Success 124

Upland

JANUARY 29, 2024

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Upland

JUNE 14, 2022

The old adage that “the customer is always right” often rears its ugly head in the case of PS projects because a PS team is an enabler of customer success, especially in the case of Software-as-a-Service (SaaS) companies. Having a POV must start at the top of an organization.

Construction 195

Construction Software Software Profitability 195

Hubspot Sales

OCTOBER 26, 2017

So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. The Best Sales Conferences. Digital Sales Engine. Sales Acceleration Technology Summit. AA-ISP Digital Sales World 2018. Sandler Sales & Leadership Summit. TOPO Sales Summit.

Artificial Intelligence 111

Artificial Intelligence Sales Leadership Leadership Sales 111

SBI Growth

NOVEMBER 27, 2018

A Platform elevates your offerings from merely functionally adequate to a driver of an emotional bond with your customers. To get there, you must set the standard across four key facets of your organization: Product Management Operations Human Resources Customer Success and Customer Experience.

Organization 81

Organization Customer Value Customer Experience Customer Success 81

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 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 130

Sales Prioritization Innovation Sales Training 130

Hubspot Sales

MAY 3, 2018

Chatbots, AI, machine learning -- sales, like other industries, is changing rapidly, thanks to technology. Where Will Sales Be in Five Years, and Where Has It Already Changed the Most? What will the sales function look like in three-to-five years? “It AI, machine learning, and automation will greatly assist the sales force.

Sales 145

Sales Artificial Intelligence Sales Training Account Management 145

Upland

JANUARY 26, 2023

However, one thing remains consistent – when it comes to complex sales, buyers prefer a human touch. As sellers head into a future that feels uncertain , they can at least rest in this certainty – the human seller is as important as ever in complex, B2B sales. Large B2B sales deals are not done one-on-one.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Hubspot Sales

JANUARY 31, 2018

What sets sales leaders apart from everyday reps? In today’s hyper-connected world, the “lone-gunslinger” model of sales is no longer effective. Salespeople need to work within the context of their organization as a whole. Why are some salespeople more effective at closing deals? The answer is simple: Business acumen.

Emotional Intelligence 111

Emotional Intelligence Decision-making Sales Leadership 111

Hubspot Sales

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. Sales is an inherently competitive field. Let's dive in.

Management 115

Management Construction Sales Sales Leadership 115

Planview

JUNE 6, 2022

Our goal is not only to empower our customers to focus on the work that matters most, but also our own teams and there is no denying that when working within a sales organization, collaboration, focus, and communication is crucial to success. I am the SVP of Sales for Mid-Market North America.

Leadership 98

Leadership Sales Sales Leadership Meetings 98

SOAR Performance Group

JULY 20, 2022

At recent meetings of the Sales Leadership Community, Customer Success and Sales leaders discussed how to use Customer Success as a growth engine and growth accelerator in your organization. Customer […].

Customer Success 52

Customer Success Sales Leadership Leadership Meetings 52

Hubspot Sales

AUGUST 17, 2021

Creating the right compensation plan is one of the more difficult tasks you have to account for when building a sales team. With so much room for confusion and error, it's easy for any company to drop the ball and frustrate its salespeople, making poorly-constructed compensation plans one of the main reasons why people leave sales roles.

Finance 128

Finance Construction Sales Leadership Decision-making 128

PartnerTap

JULY 1, 2024

Earlier this year I delivered a keynote at the Women of the Channel West conference in Palm Springs about the shifting power dynamics between partners and vendors and the five new co-selling leadership opportunities this creates within companies. A great example of transformational leadership is from one of our customers Lumen.

Leadership 52

Leadership Sales Marketing Customer Success 52

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

Insightly

OCTOBER 5, 2021

This is part 3 of a customer service blog series based on conversations with members of Insightly’s client services and customer success teams. Many companies talk about being “customer-centric.” In reality, too few invest the time and effort to provide truly customer-centric experiences.

Customer Experience 98

Customer Experience Customer Success CRM Innovation 98

Hubspot Sales

MAY 10, 2018

The reality of sales today is people are skeptical of companies and sales reps. They don’t care about your vision or data, they want to hear what your customers have to say. And in today’s economy, that starts with great reviews from fantastic customer service. How Reps Can Become Exceptional at Customer Service.

Sales 101

Sales Key Account Management Leadership Customer Experience 101

Hubspot Sales

NOVEMBER 17, 2020

Our mission at HubSpot is to help millions of organizations grow better. Sales leaders in charge of new revenue growth have felt this change in their core. Businesses moved their entire customer experience and go-to-market online, many for the first time. Leaning into customer empathy. Sales leaders, let’s dive in.

Virtual Selling 126

Virtual Selling Shareholders Decision-making Communication 126

Miller Heiman Group

MARCH 25, 2020

Without travel and face-to-face meetings, how can sales organizations maintain—and grow—their sales revenue? To protect both customer relationships and economic health, sellers need to look at social distancing not as an obstacle but as an opportunity to do things differently and build more successful partnerships with buyers.

Sales 80

Sales Virtual Selling Decision-making Meetings 80

Hubspot Sales

JULY 1, 2019

According to Google Trends, interest in account-based sales is steadily rising. But what is account-based sales? Instead of one salesperson targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company. How to Define Your Ideal Customer Profile.

Stakeholders 96

Stakeholders Sales Finance Decision-making 96

ProlifIQ

NOVEMBER 9, 2022

The same can be said about sales leaders , where you don’t typically have quotas but specific KPIs that must be hit to also be rewarded a commission or bonus. This should include a customer relationship management (CRM) system, an account planning tool , sales engagement software, or a marketing automation tool.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Force Management

MARCH 7, 2024

We've wrapped up another exciting month of podcast episodes, and this time we're bringing you some great tactical conversations on the current best practices in sales from seasoned sales leaders. We recently started publishing two episodes per week, so there are even more great lessons in leadership to unpack!

Publishing 77

Publishing Leadership Customer Success Organization 77

Hubspot Sales

MARCH 7, 2023

As businesses continue to shift their strategies to create a more streamlined, efficient customer journey, it's going to become vital for every business to invest time, energy, and resources into a Revenue Operations team, otherwise known as RevOps. As she told me, "It's been really difficult to measure customer success metrics.

Publishing 117

Publishing Customer Experience e-Learning Software 117

Insightly

DECEMBER 2, 2021

Sales and marketing teams have the same ultimate goal: revenue generation and growth. Despite this, marketing and sales do not always spend enough time aligning on goals. This misalignment has led to tension between sales and marketing teams. Because of this, many companies have made strides to align marketing and sales teams.

Marketing 98

Marketing Sales CRM Sales Management 98

Hubspot Sales

DECEMBER 6, 2022

Sales teams are always looking for an edge. Sales teams that leverage their business ecosystem close larger deals faster and more frequently. Here, you'll learn how to successfully work with your business ecosystem at every stage of the sales process — from prospecting to customer onboarding. What is a business ecosystem?

Onboarding 122

Onboarding Decision-making Organization CRM 122

Planview

MARCH 8, 2024

Customer Success, Leader of ERG Women@Planview and ERG International based in Scotland (originally from Denmark) It’s not just about creating a welcoming environment but also recognizing the value diversity brings to our organization’s growth and innovation. Sophia Grace Sr. Yessenia Zavala Sr.

Banking 105

Banking Government Innovation Leadership 105

Brooks Group

AUGUST 6, 2024

The manufacturing industry is vast, encompassing a wide variety of products and services tailored to specific industries and customer needs. But whether your sales team is selling industrial machinery and equipment, building materials, or automotive components, you share some common challenges. Challenge 3.

Manufacturing 93

Manufacturing Supply Chain Value Selling Sales 93

Insightly

DECEMBER 2, 2021

Sales and marketing teams have the same ultimate goal: revenue generation and growth. Despite this, marketing and sales do not always spend enough time aligning on goals. This misalignment has led to tension between sales and marketing teams. Because of this, many companies have made strides to align marketing and sales teams.

Marketing 95

Marketing Sales CRM Sales Management 95

Miller Heiman Group

AUGUST 15, 2019

How do you identify the top sellers at your organization? Then you can turn to your existing sales force—the middle 80%—and focus on developing them with this data, unearthing “hidden gems” already working for you. Here are four steps to take to find the hidden sales talent among your current sales force. Not necessarily.

Sales 78

Sales Sales Analytics Organization Leadership 78

Revegy

FEBRUARY 17, 2021

Strategic Sales Planning to Drive Growth. Sales planning, whether it’s at a company, department, or team level, is a documented strategy for hitting key targets. A sales plan should show you where you’re at, where you want to be, and the path for getting there. Sometimes they even differ inside of organizations, across teams.

Sales 59

Sales Customer Success Leadership Organization 59

Miller Heiman Group

JULY 8, 2019

Because it takes six to 12 months for organizations to achieve meaningful sales transformation , now is the time for chief revenue officers and chief sales officers to improve sales performance to bring their companies to a position of strength before the downturn hits. What does retention look like on your sales team?

Sales Management 82

Sales Management Management Sales Sales Training 82

Miller Heiman Group

MAY 12, 2020

Two out of three sales reps are more concerned about their paycheck than catching the coronavirus, according to a recent survey that we conducted. Realize also that cutting base pay is usually not the answer for salespeople, as they may be the front lines of defense when your organization starts to recover. Are new deals being delayed?

Sales 75

Sales Decision-making Finance Organization 75

Showpad

MARCH 4, 2020

SKOs keep sales leaders up at night. the checklist for a sales kickoff can rival a royal wedding. Two members of the Sitecore team, Vice President of Sales Enablement Katie Musselbrook and Senior Manager of Sales Enablement Stacey Box, shared why at TRANSFORM 2019 , the world’s largest sales enablement conference.

Sales 72

Sales Logistics Stakeholders Decision-making 72

Account Manager Tips

JULY 27, 2020

15:33 Why embracing failure has been the secret to success. 30:45 Developing an “account plan index” to measure the success of account plans. “I And they also challenge the organization and how we should do account management. And I ended up in sales. I ended up in sales because I speak Romanian. Time Stamps.

Account Management 130

Account Management Business Growth Management Account Planning 130