DemandFarm

JUNE 1, 2024

Among all the operations in your business, two major ones that drive growth are Revenue Operations (RevOps) and Sales Operations (SalesOps). Both RevOps and SalesOps are accountable for key metrics and KPIs, such as sales metrics, that drive predictable revenue and sales productivity and growth, including forecast accuracy.

Finance 40

Finance Sales Decision-making CRM 40

Hubspot Sales

AUGUST 28, 2019

Are your sales numbers flat this year? Are you struggling to get to hit your sales quotas? Do you need something extra to get the team motivated and meeting aggressive goals? I asked a few sales experts about their current favorite techniques for increasing sales — and threw in a few tips of my own. Let's face it.

Sales 140

Sales Sales Leadership Leadership Meetings 140

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Brooks Group

SEPTEMBER 27, 2023

Your sales kickoff – that annual team get-together that is equal parts goal-setting and pep-rally – remains critical and relevant in an uncertain sales climate. There are two main reasons a sales kickoff is more important in 2024 than ever: changing buyer behavior and a tightening economy.

Brainstorming 52

Brainstorming Sales Meetings Prioritization 52

Hubspot Sales

JANUARY 21, 2021

Sales isn't always intuitive, so from time to time, you're bound to need a little guidance to set you straight — expert advice, everyday hacks, and different strategies to help you step up your game a bit. Morgan J Ingram is one of the foremost thought leaders in sales development. But where does that come from? Janice Mars.

Sales 132

Sales Publishing Leadership B2B 132

Brooks Group

DECEMBER 27, 2022

What Are Sales Goals? While there may be more elegant and creative definitions for a sales goal, let us define a sales goal as the total number of sales your team is responsible for obtaining within a fiscal period. For our purposes, we will be discussing sales goals as they relate to the sales manager.

Sales 80

Sales Sales Leadership Leadership CRM 80

Hubspot Sales

DECEMBER 19, 2019

Do you think top sales leaders are just good sales reps who got promoted? While a successful track record driving sales can be a qualifier, being a high-performing sales rep does not necessarily equate to being an effective sales leader. A lot has changed in the time I’ve been working with sales leaders.

Leadership 110

Leadership Sales Sales Leadership Decision-making 110

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. 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. Consultative Sales Process. Make sure that's clear for your prospect.

Procurement 107

Procurement Negotiation Sales Leadership Sales 107

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

JULY 13, 2020

In sales, every day is a new opportunity to contact leads, close deals, and move closer to your target. However, it's also important to step back regularly and conduct sales audits to ensure your team is performing at a high level that meets or exceeds your expectations. What is a sales audit? Sales Audit Checklist.

Sales 100

Sales Decision-making Sales Leadership Software 100

Hubspot Sales

AUGUST 10, 2020

What does it really take to be successful in sales? Though one’s idea of success can vary from person to person, there are some core proficiencies top reps and sales organizations have in common. Core Competencies in Sales. At a high level, there are core skills that are a must for a career in sales. Communication Skills.

Sales 142

Sales Negotiation Communication Leadership 142

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. Your CRM should be an easy-to-use tool that mirrors your sales process.

CRM 92

CRM Sales Sales Training Decision-making 92

Insightly

JULY 26, 2023

Sales pipeline management is a crucial aspect of successful sales strategies. It involves establishing, tracking and organizing the various stages of the sales process to ensure smooth and efficient conversion of prospects into customers. It is important to note the difference between a sales funnel and a marketing funnel.

CRM 52

CRM Management Sales Decision-making 52

Hubspot Sales

OCTOBER 11, 2022

Understanding the nature of the buyer's journey is central to conducting sound marketing and sales efforts. 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. Let's dive in.

Internet 112

Internet Retail Media Decision-making 112

Brooks Group

NOVEMBER 10, 2022

As technology changes, so must our sales approach and related sales technologies. The standards of the sales industry changes rapidly, and it can be challenging to keep ahead in the face of these alterations. The benefits of having a skilled sales team leader are nothing to scoff at. Be A Good Listener.

Sales 52

Sales Decision-making Leadership Sales Training 52

Hubspot Sales

OCTOBER 23, 2018

Nothing comes easy in sales -- it’s always earned. But I’ve noticed a strange phenomenon: even the most seasoned and confident account executives can flinch when it comes to securing budget from their head of sales. However, with 850+ sales tools and 5000+ marketing technologies, it’s easy to get distracted by the new and shiny.

Sales 101

Sales Decision-making Sales Leadership Software 101

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

Brooks Group

JANUARY 19, 2021

Your sales kickoff – that annual team get-together that usually is equal parts goal-setting and pep-rally – remains supremely critical and relevant, particularly in the time of COVID-19. Here are some tips that you can use to reimagine your sales kickoff, while still making it meaningful and impactful… 1.

Sales 83

Sales Brainstorming Meetings Sales Training 83

Zendesk

SEPTEMBER 19, 2022

In the world of sales, there’s simply no better teacher than experience. That’s why we gathered 35 of the top pieces of sales advice from sales professionals around the world. Dive in as they share their hard-earned knowledge on the following topics: Sales leadership. Sales careers. Sales performance.

Co-Creation 52

Co-Creation Sales Decision-making Sales Leadership 52

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

Zendesk

OCTOBER 4, 2021

During the company’s all-hands meeting, you find out a sales manager role has opened up. As a seasoned sales rep, you naturally get excited—until you realize that you don’t know how to transition from a sales agent to a sales manager. What is a sales manager? What does a sales manager do?

Sales Management 98

Sales Management Management Sales Leadership 98

ProlifIQ

MARCH 30, 2023

Account Planning Template for B2B Sales Teams You can steal the key account plan template we use with customers here. Strategic Account Planning is a strategic process sales teams use to increase the likelihood of winning, retaining, and growing critical accounts, to maximize the long-term revenue of an account.

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

Force Management

DECEMBER 28, 2023

For revenue team leaders, today’s decisions will help define where the company ends up in twelve months. As budgets get approved and your annual kickoff approaches, give your organization an edge by making sure your plan for the coming year incorporates digital tools and technology that drive results and power today’s top teams.

Digitalization 80

Digitalization Sales Technology Decision-making B2B 80

SalesGlobe

NOVEMBER 10, 2023

And it’s the same for sales. 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”. I continue to engage with our clients, who are mostly focused on solving their greatest sales challenges centered around growth.

Sales 52

Sales Account Planning B2C Organization 52

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. They understand who they are at the deepest level.

Sales Management 52

Sales Management Management Sales Leadership 52

Louise Collins Associates

NOVEMBER 24, 2017

It is not enough to have sales graphs and market share predictions when introducing change to an organisation. My observation across multiple organisations is that KAM often lacks the leadership required to make it work. Effective Key Account Management (KAM) requires organisational leadership and specific coaching.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Brooks Group

SEPTEMBER 8, 2022

I continue to read in surveys from The Wall Street Journal and other places, that companies are still struggling with sales. We’re rapidly approaching the end of our third quarter, and we’ve got just a few months left in 2022 to either make or break the year. . One is that sales teams need to be agile – not fragile.

Procurement 52

Procurement Decision-making Sales Sales Training 52

Brooks Group

JUNE 26, 2023

The profession of sales is changing rapidly. More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. Sales training pays off in many ways. What is Sales Training?

Sales Training 52

Sales Training Sales Onboarding Profitability 52

QYMATIX

MAY 18, 2021

Sales and Operations Planning (S&OP) is probably the most important planning process of any company. Sales & Operations Planning has two primaries, close-related elements: sales planning (related to sales and marketing) and operations planning (related to order-fulfilment, stock and logistics).

Key Account Management 98

Key Account Management Account Management Sales Decision-making 98

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. That means when a conversation begins with your selling team, it can be assumed that most of these people aren’t going into their first discovery meeting blind.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

SalesGlobe

SEPTEMBER 13, 2023

AI and What It Means for Sales Arvind Malhotra Being early in that in a prompt engineering, I always tell everybody learn to be a prompt engineer. Mark Donnolo Welcome to the Rethink Sales podcast I’m Mark Donnolo. and what it means for sales. Talk about a great way to meet people. It’s an and prompt. enablement?

Sales 52

Sales Decision-making Internet Emotional Intelligence 52

Hubspot Sales

MARCH 10, 2020

Enter: the Chief Sales Officer. Ultimately, the Chief Sales Officer is in charge of all sales-related activities for your company. Before you run out and promote the first strong seller you see to the role of CSO, it is important to note that this individual is responsible for more than bringing in sales.

Leadership 74

Leadership Sales Sales Leadership Acquisition 74

Openview

JANUARY 24, 2018

Pipeline review meetings are notorious for being dreaded by sales professionals and sales leaders alike. Sales leaders struggle to coach sales professions during the meeting as they have only a limited amount of time and are often blindsided by obstacles the team member is facing.

Sales 76

Sales Decision-making Sales Leadership Meetings 76

Hubspot Sales

OCTOBER 26, 2017

Professional conferences are not only an opportunity to meet industry leaders -- and maybe do a little prospecting -- they’re also a way to break yourself out of your usual routine and pick up new skills. So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. 4) Sales 3.0

Artificial Intelligence 111

Artificial Intelligence Sales Leadership Leadership Sales 111

Account Manager Tips

AUGUST 9, 2022

What to do when a sales deal stalls? Sales process checklist Establish the next commitment The Thermometer Technique Favourite podcast: How to Succeed Just for fun Quote of the week. What to do when a sales deal stalls? For me, sales is most successful when you follow a process. Let me share those steps with you now.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Hubspot Sales

JANUARY 31, 2018

Business acumen is the ability to combine experience, knowledge, perspective, and awareness to make sound business decisions. What sets sales leaders apart from everyday reps? At its core, business acumen is the ability to combine experience, knowledge, perspective, and awareness to make sound business decisions.

Emotional Intelligence 109

Emotional Intelligence Decision-making Sales Leadership 109

Miller Heiman Group

JANUARY 23, 2020

For sales leaders, it seems forecast accuracy is as elusive as the white whale. Miller Heiman Group research finds that fewer than 20% of sales organizations have forecast accuracy of 75% or greater, which causes plenty of trouble when it comes to predicting sales performance and meeting revenue goals.

Sales Technology 72

Sales Technology CRM Sales Sales Management 72