Openview

SEPTEMBER 27, 2018

A recent study by the American Marketing Association found that more than a quarter of CEOs have a background in sales or marketing. And, since sales is what we do, it seems only logical to lead the sales team by example. Are the sales results strong? Is sales leadership a strength of the founder?

Sales Leadership 89

Sales Leadership Leadership Sales Decision-making 89

Miller Heiman Group

FEBRUARY 13, 2020

Sellers finished next to last in our Buyer Preferences Study , which surveyed the resources of most use to buyers in their decision-making process. The most pressing worry that sales leaders deal with today is transforming their organization to meet new expectations. Why have sellers plummeted down the ranks?

Sales Leadership 80

Sales Leadership Leadership Sales Sales Management 80

Account Manager Tips

AUGUST 4, 2022

Why Introverts Make Better Networkers. In this no-nonsense, application-specific guide, you’ll get the most powerful strategies and success principles to build the mindset and confidence that will make you unstoppable. Most importantly, how I teach this is what makes the transformation of your confidence permanent.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

ProlifIQ

NOVEMBER 9, 2022

What Sellers need from Sales Leadership: If you want to be successful as a sales leader, it’s important that you set your team up for success by providing them with the resources they need to succeed. Process and Methodology: Your team needs a sales process that they can follow and repeat with each prospect.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

SOAR Performance Group

JANUARY 13, 2023

In recent years, buyers are noticeably changing their decision-making processes. How are these changes impacting sales teams, and how can sales leaders help their teams tailor the buyer and […].

Decision-making 52

Decision-making Customer Experience Sales Value Selling 52

Louise Collins Associates

NOVEMBER 24, 2017

My observation across multiple organisations is that KAM often lacks the leadership required to make it work. In most organisations KAM sits within the sales directorate and the responsibility for leading key account teams sits with the first line sales manager. Speak to your first line sales managers today.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Sandler Training

FEBRUARY 5, 2020

The post How to Succeed at Sandler Rule #4 – A decision not to make a decision is a decision [PODCAST] appeared first on Sandler Training.

Decision-making 43

Decision-making Sales Leadership Leadership Management 43

Sales Gravy

SEPTEMBER 27, 2021

This hard-hitting and thought provoking episode of the Sales Gravy Podcast features a deep conversation on the state of sales leadership. With so much data coming at sales leaders these days, the failure to separate fact from hype, can create faulty assumptions leading to poor decisions.

Sales Management 57

Sales Management Sales Leadership Management Leadership 57

Jeb Blout

SEPTEMBER 27, 2021

Embrace Data In The Face of Modern Sales Leadership Challenges. This hard-hitting and thought provoking episode of the Sales Gravy Podcast features a deep conversation on the state of sales leadership. Listen to more episodes of the Sales Gravy Podcast

Sales Management 52

Sales Management Sales Leadership Management Leadership 52

Jeb Blout

SEPTEMBER 27, 2021

Embrace Data In The Face of Modern Sales Leadership Challenges. This hard-hitting and thought provoking episode of the Sales Gravy Podcast features a deep conversation on the state of sales leadership. Listen to more episodes of the Sales Gravy Podcast

Sales Management 52

Sales Management Sales Leadership Management Leadership 52

Hubspot Sales

JULY 13, 2023

6 Tips for Addressing AI Fears So, how does sales leadership address raised concerns and promote AI adoption across their revenue teams? Help your sales team understand the potential benefits of AI. Whenever you’re implementing AI technologies, be transparent and involve the sales team in the process.

Leadership 81

Leadership Sales Cybersecurity Government 81

Brooks Group

OCTOBER 13, 2023

Because we believe that the person training your sales team should have world-class training skills, along with the field experience to back up the content they’re teaching in the classroom. Part of our rigorous screening and training process includes making sure each of our sales trainers has the following skills and characteristics.

Facilitation 92

Facilitation Sales Training Sales Decision-making 92

Hubspot Sales

MARCH 4, 2024

Nothing frustrated me more than when it was obvious that I was in a sales process that wasn’t best for me, but best for the vendor. “As As sellers, we should strive to make buying as easy as possible by providing the right tools the customer needs to make the right decision at the right time.

Leadership 111

Leadership Construction Prioritization Sales 111

Hubspot Sales

OCTOBER 11, 2022

In 2022, brick and mortar stores still hold a lot of weight when it comes to consumer purchase decisions — with roughly 73% of our survey respondents citing in-store shopping as a preferred location for purchase. Adjusting for this trend isn't necessarily sales-specific — naturally, improving company culture requires a company -wide effort.

Internet 114

Internet Retail Media Decision-making 114

SalesPop

MAY 25, 2021

COVID-19 has forced changes throughout the entire business world, making agility more important than ever. Being agile means moving quickly and making smart decisions with only partial information at hand, and pivoting when a pivot is required. In order to make agility work, you must have both. A Hallmark of Agility.

Decision-making 98

Decision-making Sales Leadership Leadership Organization 98

Hubspot Sales

DECEMBER 19, 2019

If you’re looking to upgrade your development plan and have your eyes set on becoming an impactful sales leader, you’re in luck. We’re breaking down what traits make a top sales leader, and are telling you exactly how to acquire them. A lot has changed in the time I’ve been working with sales leaders. Analytical.

Leadership 110

Leadership Sales Sales Leadership Decision-making 110

Hubspot Sales

OCTOBER 28, 2020

How has your sales leadership style changed this year? As companies are facing uncertainty with their ability to operate and sell their products, effective leadership may have a whole new set of requirements. It’s time to rewrite the sales leadership rulebook. Sales Leader Priorities for 2021.

Prioritization 103

Prioritization Leadership Sales Sales Leadership 103

Hubspot Sales

MAY 30, 2019

A sales process is consultative when the stages and actions align with the customer’s buying experience and are defined in terms of the customer relationship. It's only successful when sales leadership and the sales force execute with dedication and competence. Make sure that's clear for your prospect.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Hubspot Sales

JANUARY 21, 2021

Ingram also serves as Director of Execution and Evolution at JB Sales — a prominent educational resource for sales professionals. He takes a dynamic, empathetic approach to sales leadership, dedicating himself to helping reps jumpstart their careers and sustain success throughout their professional development.

Sales 133

Sales Publishing Leadership B2B 133

Hubspot Sales

AUGUST 28, 2019

Start all your meetings with your company and sales team mission statement or M-SPOT (HubSpot acronym for Mission, Strategy, Plays, Omission, and Targets). What they need is a reminder of the value of making a decision; the pain you will alleviate, and the benefit they'll receive. Download the free MSPOT template here.

Sales 141

Sales Sales Leadership Leadership Meetings 141

Brooks Group

NOVEMBER 10, 2022

The benefits of having a skilled sales team leader are nothing to scoff at. However, there is one big question: what makes a good salesperson? What are the characteristics of a successful sales team leader? A sales team should be able to adapt to any potential scenario, foreseen or otherwise, in a sales situation.

Sales 52

Sales Decision-making Leadership Sales Training 52

Insightly

JANUARY 4, 2024

In B2B sales, the role of a sales leader is both exhilarating and challenging. Juggling targets, managing teams, and making critical decisions can be demanding and overwhelming. Ask yourself the question “Does your sales leader love your CRM?” And yes, getting your sales leadership to love it.

CRM 52

CRM Sales Decision-making Customer Experience 52

Mike Kunkle

JULY 2, 2022

It’s a function or department, a practice, a profession, a title, and a growing body of knowledge about how to support sales forces (sellers and managers) to achieve the highest-possible level of sales effectiveness. At a high level, the current state of sales enablement commonly includes: Sales messaging.

Sales 130

Sales Sales Training Leadership Decision-making 130

Force Management

DECEMBER 14, 2023

Align internally on the answers , and then make sure your partners are aligned in the same way. Do their marketing materials, sales tools, and presentation decks all have that same unified message? Secure a plan to make sure that every person selling your solution can execute these three critical sales skills: 1.

Value Proposition 92

Value Proposition Negotiation Decision-making Leadership 92

Brooks Group

JULY 13, 2023

There are hundreds (if not thousands) of blog posts about the most important sales manager skills. Others discuss how to coach and the need for data-driven decisions. Still more provide readers with tips and tricks for getting sales teams to take action toward desired outcomes. All of those things are important.

Sales Management 52

Sales Management Management Sales Leadership 52

Hubspot Sales

JULY 6, 2021

As revenue generation is dependent on the customer, a CRO also maintains a customer-first mindset and makes strategic decisions based on their needs. Although they work in similar departments, a CRO is not to be confused with a VP of Sales. Chief Revenue Officer vs VP of Sales. CRO Sales Responsibilities.

Decision-making 124

Decision-making Value Proposition Stakeholders Advertising 124

Hubspot Sales

OCTOBER 26, 2017

Sales Acceleration Technology Summit. AA-ISP Digital Sales World 2018. Sandler Sales & Leadership Summit. TOPO Sales Summit. SiriusDecisions Sales Leadership Exchange. CEB Sales and Marketing Summit. Sales Conferences 2017. Speakers include: Kyle Porter (CEO, Sales Loft).

Artificial Intelligence 111

Artificial Intelligence Sales Leadership Leadership Sales 111

Openview

DECEMBER 12, 2018

Importance of understanding decision science. The neuroscience community’s understanding of how the brain makes decisions has accelerated rapidly in just the past few years. Optimizing selling activities, tools and processes with how the buying brain makes decisions would be a really valuable thing to know, right?

Sales 100

Sales Decision-making Leadership Financial Services 100

Hubspot Sales

SEPTEMBER 2, 2020

Finding effective leadership in sales is every bit as difficult as it is vital. You need someone with the authority and experience to set and maintain an effective course for your sales efforts. They guide how sales teams perform through motivational tactics and influencing team culture.

Sales 100

Sales Leadership Facilitation Decision-making 100

Account Manager Tips

AUGUST 9, 2022

Here's what the sales process looks like from a 30,000 foot view: Selling begins with a buyer who has a problem (even if they don't know it yet). Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. Understood buying and decision making process and criteria.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Brooks Group

DECEMBER 14, 2022

“The secret to selling is to be in front of qualified prospects when they’re ready to buy, not when you need to make a sale.”. Bill Brooks, Sales Techniques. That makes right now the perfect time for managers to evaluate their sales funnel. Have You Defined What Makes a Qualified Prospect?

CRM 89

CRM Sales Sales Training Decision-making 89

Hubspot Sales

MARCH 10, 2020

As your startup grows, you’ll want to build a stellar leadership team to usher in your company’s next level of success. Responsible for sales team personnel, and gives final approval for hiring and organizational decisions. Work cross-functionally with fellow members of the leadership team to foster collaboration.

Leadership 74

Leadership Sales Sales Leadership Acquisition 74

Brooks Group

DECEMBER 27, 2022

We often hear of sales managers tracking how many calls a salesperson makes without making a distinction between the type of calls being made. Prospecting calls, providing samples or demos, and presenting solutions to decision-makers are all examples. Make sure everyone on your team takes the same approach to sales.

Sales 77

Sales Sales Leadership Leadership CRM 77

Hubspot Sales

OCTOBER 23, 2018

Part of the reason why 72% of sales teams (with fewer than 50 opportunities in their pipeline) don’t hit their revenue goals and 62% of a rep’s time is spent on the non-selling admin tasks is a lack of direct feedback from the front lines to Sales leadership. Sales is inherently performance based and inherently stressful.

Sales 103

Sales Decision-making Sales Leadership Software 103

Hubspot Sales

AUGUST 10, 2020

Foundational Sales Knowledge. First and foremost, you must have a clear insight into how sales work. If you’re brand new to sales, don’t worry about not having a solid foundation just yet, but make sure it is a top priority on your development plan to support your career growth. Data Analysis. Solutions-Oriented.

Sales 142

Sales Negotiation Communication Leadership 142

Hubspot Sales

JULY 13, 2020

(We have some tactics for sales motivation to get you started.). ?? Are reps currently following your company’s sales process? How can the alignment between the sales process and the buyer’s journey be documented? ?? How has the sales leadership team supported the reps? Sales Presentation Checklist. ??

Sales 101

Sales Decision-making Sales Leadership Software 101

Zendesk

OCTOBER 4, 2021

You’re expected to create a sales agent job description on your own or with the help of HR. As the sales manager, it’s critical to understand what makes a good sales rep. Train and mentor sales team. What skills do employers look for in sales managers? Servant leadership. Resilience. Motivation.

Sales Management 98

Sales Management Management Sales Leadership 98