Mike Kunkle

AUGUST 30, 2023

To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability. They must show that they can make an impact with enablement and move the needle on the metrics that matter most.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Upland

MAY 4, 2023

When used correctly, this formula can help organizations with their sales forecasting for a specific period of time and bolster their sales efforts. It also allows sales leaders to measure impact and make adjustments using the four levers, enabling them to create effective strategies to improve revenue growth.

Sales 356

Sales Decision-making Organization Negotiation 356

Mike Kunkle

MARCH 31, 2023

Sales Methodology Sales methodology refers to the overall approach that sellers use to engage with potential customers, manage the sales process, close opportunities, and manage accounts. It includes frameworks, models, steps, and techniques that sellers use to open and win an opportunity or manage an account.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

ProlifIQ

FEBRUARY 14, 2023

From the initial contact to closing the deal and beyond, having a good grasp of the sales funnel, common trends in pipeline not closing, and indicators (age of opportunity, source, number of people involved) are good ways to minimize sending quotes when a buyer isn’t there with you. That’s where opportunity management comes in.

Management 52

Management Prioritization Stakeholders CRM 52

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 96

Sales Decision-making Sales Training Sales Management 96

Mike Kunkle

AUGUST 27, 2019

Let’s start with a list of the types of organizational learning that you should have in place (or should consider, based on organization size, resources, and budget) to support sales employees. Sales onboarding for new sales reps and new or promoted sales managers. Management and leadership development.

Sales 130

Sales Onboarding Leadership Sales Training 130

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

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Even under financial and emotional duress, strive to make calm, thoughtful, strategic decisions. Right now, regardless of our role, many of us are still inside sales reps. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Miller Heiman Group

OCTOBER 10, 2019

Last month, Miller Heiman Group CEO Byron Matthews kicked off our webinar series, The Future of Sales Is Now , by sharing marketplace trends that challenge sales teams across all industries: Sales performance is faltering. Talent gaps are derailing sales organizations. Listen to the Webinar.

Management 60

Management Sales Onboarding Sales Training 60

Mike Kunkle

MAY 15, 2019

In a B2B setting, AI will review customer websites, blogs, PR statements, financial reports, social media contributions from potential decision makers, determine price elasticity segmented by the sales representative that is assigned to the opportunity, based on their past discounting habits, and assign a probably of winning an opportunity.

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

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. This is where the power of a well-implemented Customer Relationship Management system (CRM) comes into play.

CRM 52

CRM Sales Decision-making Customer Experience 52

Hubspot Sales

NOVEMBER 28, 2023

Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds. In this article, we discuss how sales and marketing collaboration makes a difference and provide tips and tools for making this collaboration more efficient. Training webinars. The secret sauce?

Marketing 105

Marketing Sales Decision-making Prioritization 105

Miller Heiman Group

JUNE 10, 2020

And the cornerstone of a formal lead qualification strategy is the strategic opportunity quality scorecard, which was the focus of our recent webinar Selling in the New Normal: Qualifying Opportunities Virtually. Decision-making process. Decision-Making Process. What are your top decision criteria?

Decision-making 81

Decision-making Prioritization Sales Organization 81

Nutshell

AUGUST 28, 2023

A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. Building a sales process is absolutely necessary to your company’s success, and is perhaps the most important thing you can do as a sales manager to impact your team’s ability to sell.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Hubspot Sales

JULY 30, 2020

Warmer months mean more distractions, and with key decision makers on vacation, a potential drop in leads. 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.

Sales 119

Sales Brainstorming Decision-making Communication 119

Sales Management Plus -- SMP

FEBRUARY 13, 2024

Having templates ready helps you manage this increased volume without compromising the quality of your communication. An Easy Process Anyone Can Put In Place SMP provides self-service data analytics and visualizations that can assist sales leaders in making informed decisions.

CRM 52

CRM Decision-making Marketing Communication 52

Revegy

APRIL 21, 2021

Without accountability and opportunities for refreshers, you will see a decline in your sales managers’ leadership. Make sure you are reinforcing the methods and strategies that you presented in your SKO. Make sure your team is asking the right questions to get to the right person. Don’t leave wallet share on the table!

Stakeholders 85

Stakeholders Account Planning Decision-making Leadership 85

Nutshell

MARCH 19, 2024

Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. When you can pinpoint dips in productivity and identify the elements that contribute to slower workflows, you can make the changes needed to support your sales team.

CRM 71

CRM Sales Software Software 71

Insightly

JUNE 26, 2023

In general, CRM training refers to the process of educating the end-user individuals on how to effectively use customer relationship management (CRM) software and tools. They will be able to navigate the system, input and manage data accurately, and leverage the various features and functionalities to streamline their workflow.

CRM 52

CRM Decision-making Software Software 52

Revegy

APRIL 21, 2021

Without accountability and opportunities for refreshers, you will see a decline in your sales managers’ leadership. Make sure you are reinforcing the methods and strategies that you presented in your SKO. Make sure your team is asking the right questions to get to the right person. Don’t leave wallet share on the table!

Stakeholders 59

Stakeholders Account Planning Decision-making Leadership 59

Nutshell

MARCH 15, 2024

DOWNLOAD Ready to become a better sales leader? Get 70+ expert strategies for sales management success in our Sales Manager’s Survival Guide. It’s also great for separating prospects who are just kicking tires from those who are closer to making a decision and taking action.

CRM 71

CRM Software Software Communication 71

Miller Heiman Group

MARCH 25, 2020

Sales organizations must take a critical first step in crisis management and help sellers figure out how to shrink the gap between themselves and buyers. Nearly two-thirds of sales positions are field-based. Listen to the webinar. Adapting Sellers’ Approach to Sales. Good sales activity encompasses two approaches.

Sales 80

Sales Virtual Selling Decision-making Meetings 80

Brooks Group

MARCH 6, 2023

In this article, we will discuss the benefits of role-specific sales training and how it can help your organization. We will also discuss how it can be a valuable investment and how you can make the most of role-specific sales training. What Is Sales Training? This is where role-specific sales training comes in.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Zendesk

FEBRUARY 21, 2024

Though the sales landscape has changed drastically over the years, the fundamentals of sales remain the same. In today’s virtual world, inside and outside sales teams play crucial roles—making it important for your business to incorporate them into your modern sales strategy.

Sales 52

Sales Computers and Electronics Decision-making Software 52

Insightly

AUGUST 14, 2023

Marketing teams accomplish this by sending out periodic, relevant messages like ebooks, webinar invitations, research reports, etc. Having your sales team continuously reach out is a waste of time, and converting the lead to an opportunity does not make sense. Or, maybe the lead unexpectedly went ice cold.

CRM 52

CRM Decision-making Advertising Prioritization 52

Arpedio

FEBRUARY 15, 2024

In this blog post, we delve into the world of pre-sales, uncovering its definition, exploring its significance in the sales funnel, and delving into strategies for maximizing its effectiveness. It encompasses a series of crucial interactions and engagements that occur before a potential customer decides to make a purchase.

Sales 52

Sales Decision-making Customer Experience Value Proposition 52

Nutshell

JULY 10, 2020

Nutshell’s BOUNDLESS 2020 event was full of insights from big names in sales, marketing, and customer success. This writeup is based on a webinar interview of Christine Volden, a leading sales and CRM evangelist and the founder of SoulfulSelling.com. ” Trusting your gut when making life decisions.

Decision-making 111

Decision-making Small Business Communication Sales 111

Apptivo

OCTOBER 8, 2021

Companies across the world, irrespective of their industry type, often have a defined sales process. The concept of sales process came into existence after considering the redundancies faced by sales teams due to unstructured sales management. Sales Pipeline Stages.

Sales 98

Sales Decision-making Advertising Value Proposition 98

Showpad

MARCH 17, 2020

With a dedicated dashboard for sellers to find and access the educational information they need, as well as a hub for managers to maintain oversight, you can ensure your sales team is always getting the right message across. The other half is making sure they can find and access it when the moment comes.

Sales 80

Sales Prioritization Remote Working Decision-making 80

Hubspot Sales

SEPTEMBER 12, 2018

Growing a healthy pipeline is possible through careful assessment and management. But what is a sales pipeline and why is it so instrumental to selling success? In this guide, you'll learn everything you need to know about sales pipeline management, including: Sales Pipeline Definition. Sales Pipeline Metrics.

Sales 144

Sales Negotiation Decision-making CRM 144

QYMATIX

OCTOBER 19, 2021

Will sales jobs still exist in fifty years from now? Will robots take over all sales jobs? How will artificial intelligence redefine sales management? What long-term influence does digitisation have on B2B sales? Sales managers had to type on a typewriter (1870 – 1980 (?))

Artificial Intelligence 98

Artificial Intelligence B2B Computers and Electronics Internet 98

Hubspot Sales

APRIL 6, 2020

In this guide, we'll dig into how to create a sales strategy plan that helps you generate more leads and close more deals. Most strategies involve a detailed plan of best practices and processes set out by management. Different sales strategies work for different sales teams and industries. Time to track! Competitiveness.

Sales 118

Sales Decision-making CRM Value Proposition 118

Brooks Group

JUNE 26, 2023

Your sales professionals may have the same job titles as teams at other companies —account executive, business development rep, sales manager—but have a diverse set of professional and personal experiences. The best sales training and development programs are tailored to the unique needs of your organization and sales force.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Hubspot Sales

MAY 30, 2019

Customers assess how much of a priority the issue is, determine their options, and develop decision criteria and decision process. Sending a helpful TED Talk or webinar is also a great way to grab a prospect's attention and provide valuable educational resources in an engaging manner. Make sure that's clear for your prospect.

Procurement 107

Procurement Negotiation Sales Leadership Sales 107

Corporate Visions

JULY 2, 2020

The second wave of sales enablement, moving up and to the right, is what we call the Territory Planning wave. Programs in this wave are based on the sales managers’ decisions about what their teams and territories need to make quota. These reps have lots of proposals, but too many stalled, no-decision deals.

Sales 105

Sales Negotiation Decision-making Onboarding 105

Showpad

JANUARY 7, 2021

According to a Challenger study, buyers’ opinions of sales experience capability is down 40%. . Reps aren’t just selling to one buyer; they’re selling to a broader decision-making unit, including the prospect’s CFO. Recently, they recognized that their sales processes needed a facelift. Embed in workflow.

e-Learning 52

e-Learning Decision-making Prioritization Sales Management 52

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. As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. Sales enablement software remains vital for managing sales activities efficiently.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52