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

Sales Outcomes

SEPTEMBER 18, 2023

Sales teams often struggle to change because change is hard. Sales transformation is about change. For salespeople to change, sales leaders must change. For sales leaders to change, the leadership team must commit to providing change management and enablement support to front-line sales leaders who will drive the change.

Organization 52

Organization Leadership Prioritization Sales 52

Upland

JUNE 30, 2023

Enterprise sales is going through a rapid evolution. One groundbreaking development on the horizon is the convergence of Natural Language Processing (NLP) AI technology and enterprise sales methodology. Personalized Customer Experiences Modern enterprise sales methodology thrives on data-driven decision-making.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Luminas Strategy

AUGUST 6, 2023

Because of today’s unpredictable economy and rapidly changing business landscape, B2B companies are facing headwinds, challenged to identify strategies that will result in sustainable organic growth. Creating a Customer-Centric Culture To drive sustainable organic growth, a customer-centric mindset must permeate the entire organization.

Organization 52

Organization B2B Value Proposition Prioritization 52

Insightly

MARCH 11, 2024

Let’s explore the different roles in an organization and how CRM looks to each. Sales teams and CRM This one is easy, because sales teams are typically closest to the CRM. Every day, the sales team leaders rely heavily on the CRM system to streamline their processes, organize their workflow , and ultimately drive sales success.

CRM 52

CRM Organization Decision-making Facilitation 52

PandaDoc

APRIL 29, 2024

Schedule your demo What to include in a data room index Your data room index should have a clear hierarchy and simplified structure — folder organization will affect how easily partners, team members and investors will locate needed data. This makes it easier for users to understand what each folder contains and find documents quickly.

Organization 52

Organization Investors e-Learning Shareholders 52

SBI Growth

DECEMBER 24, 2012

Bad decisions can cause your company to miss the number. When the decision is made at the top, the collateral damage is multiplied. Below are six of the worst decisions we’ve seen senior sales leaders make. It will help your team better understand how your Customers make a decision. Bad decision.

Decision-making 130

Decision-making Sales Internet Profitability 130

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.

Sales 258

Sales Finance Decision-making Profitability 258

Sales Readiness Group

NOVEMBER 12, 2023

Sales forecasting is not just another corporate chore. It is the cornerstone of informed decision-making and the financial roadmap that keeps your organization on course. Let’s explore who should be in charge of sales forecasting, why it is so important, and how to engage your team to gain unique insights.

Sales 118

Sales Decision-making Organization Management 118

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 211

B2B Decision-making Sales Stakeholders 211

ClearPoint Strategy

JULY 7, 2021

If there is one phrase that represents both enormous potential and challenges to organizations today, it is big data. And yet data-driven decision making is more important than ever. When done right, dashboards provide valuable insight into the health of an organization and strongly influence executive decision making.

Organization 98

Organization Healthcare Decision-making Government 98

Brooks Group

APRIL 18, 2024

Storytelling in sales is a skill. In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier. A great story can make a presentation compelling enough for people to act.

Sales 95

Sales Decision-making Sales Training Communication 95

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning. Asking questions is good.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

SalesGlobe

FEBRUARY 16, 2021

Sales Performance Management Systems in Review. Meanwhile, one of the biggest complaints we hear from compensation administration professionals is around how much time they spend resolving disputes with Sales. Hence the creation of Sales Performance Management (SPM) software. by Michelle Seger.

Organization 52

Organization Sales Government Software 52

SalesGlobe

DECEMBER 8, 2022

We’re entering 2023, and organizations are navigating the post-Covid effects on sales, supply chain, and how we work. Despite recent corporate layoffs, the war for sales talent is raging on. The practices I’m sharing with you are not necessarily the answer for your organization. Let’s talk about your organization.

Organization 52

Organization Healthcare Value Proposition Supply Chain 52

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. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Tenfold

AUGUST 16, 2017

We, in turn, can make more accurate decisions based on AI information. In the same we, we can expect AI to be applied further in business, particularly in decision-making. It has enabled these financial services companies in validating real-time business decisions within seconds. An AI learns from human input.

Artificial Intelligence 82

Artificial Intelligence Decision-making Financial Services Retail 82

Arpedio

APRIL 15, 2024

In today’s rapidly evolving business landscape, artificial intelligence (AI) has emerged as a pivotal tool in revolutionizing the sales domain. Importance of AI in the Sales Domain The importance of AI in the sales domain cannot be overstated, particularly in today’s fast-paced and data-driven business landscape.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Prioritization 52

Mike Kunkle

OCTOBER 8, 2023

Nowhere is this truer than with the commercial organization. It builds on the framework and systems that are already proven-effective in The Building Blocks of Sales Enablement. Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

5600 Blue

MARCH 8, 2018

Over ten years ago, after having spent more than 20 years a salesperson, VP sales and sales consultant, we secured our first contract to provide negotiation training for the procurement arm of a major US airline. Well, we did it and since that time have worked with many Fortune 100 procurement organizations globally.

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

ClearPoint Strategy

DECEMBER 10, 2021

Every organization must make a big strategy shift at some point or another to stay at the forefront of its industry. This shift in thinking came about in 2015 after city administrators read the book, “We Don’t Make Widgets: Overcoming the Myths that Keep Government from Radically Improving.” organization can receive.

Organization 98

Organization Computers and Electronics Banking Government 98

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Brooks Group

APRIL 23, 2024

A sales career can be exhilarating and rewarding—offering the potential for high earnings, flexible schedules, and the chance to work directly with a diverse range of customers. As you consider whether a sales career is the right fit for you, it’s crucial to understand both the upsides and the downsides.

Sales Training 67

Sales Training Sales Decision-making Negotiation 67

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Miller Heiman Group

JUNE 18, 2019

In the latest episode of Move the Deal , CSO Insights Chief Research Officer Seleste Lunsford previews the upcoming World-Class Sales Practices Report and talks with host Greg Moore about shifts in buyer behavior, how sellers should respond and what it takes to be a world-class sales organization. Subscribe to the Podcast.

Organization 81

Organization Sales Publishing Decision-making 81

Nutshell

MAY 11, 2023

You might be wondering, can you use AI for sales? Sales is a field that relies heavily on human interaction, but technology has always played a significant role in enhancing its efficiency and effectiveness. AI is one of the latest technologies that’s making a big impact on the world of sales. How can sales teams use AI?

Artificial Intelligence 118

Artificial Intelligence Sales Decision-making CRM 118

Arpedio

FEBRUARY 22, 2024

In the dynamic landscape of modern business, sales strategy stands as a cornerstone of success. Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. What is MEDDPICC?

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Hubspot Sales

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. If you're in sales, this result shouldn't be a big surprise. As part of our 2024 State of Sales Series , our Sr.

CRM 100

CRM Decision-making Sales B2C 100

Sales Gravy

SEPTEMBER 16, 2023

Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. In a highly competitive market, differentiation is key.

Customer Experience 96

Customer Experience Marketing Prioritization Sales 96

Showpad

AUGUST 9, 2022

And when you have the right content, you start conversations, demonstrate value, and address pain points with buyers in ways no sales deck can. . And nearly one-third of sales organizations reported that relevant content is completely inaccessible when needed. . Let’s look at what makes it feel that way, and how you can fix it.

Organization 52

Organization Account Management Sales Suppliers 52

Arpedio

APRIL 15, 2024

As the tapestry of sales continues to evolve, the incorporation of artificial intelligence in sales stands out as a transformative force. To remain competitive and forward-thinking, companies are increasingly looking towards an AI sales strategy that not only augments human capabilities but reshapes them.

Artificial Intelligence 52

Artificial Intelligence Decision-making Sales Sales Environment 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 93

Sales Decision-making Sales Training Sales Management 93

Arpedio

DECEMBER 20, 2023

Sales forecasting is a critical process that enables businesses to project future sales activity and streamline their business strategy for better results and profitability. Whether you are a small business owner or a large corporation, sales forecasting can help you make informed decisions that improve your bottom line.

Decision-making 52

Decision-making Profitability Procurement Sales 52

Apptivo

JULY 27, 2022

The sales pipeline is the representation of your prospects along the funnel. You can have a complete outlook on the sales stages and how the opportunities go through each sales stage. What is a sales pipeline? A sales pipeline is a visual presentation of where the prospects are in the sales process.

Organization 52

Organization Sales CRM Negotiation 52

Chally

OCTOBER 10, 2022

But, with thousands of options available, it might not be clear which assessment is suitable for your organization. Learn what makes Chally different. These can give managers insight into how a candidate fits into your organization. In addition, they can further develop your team and find knowledge gaps within the organization.

Organization 52

Organization Acquisition Decision-making Onboarding 52