Mike Kunkle

OCTOBER 24, 2021

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. And for sales enablement leaders who are integrated into the sales force they serve, it’s no different.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Arpedio

DECEMBER 20, 2023

In today’s competitive business landscape, outbound sales can be a game-changer. In this section, we will discuss what outbound sales is, and the benefits and challenges of outbound sales. However, effective outbound sales requires a sound strategy, tailored to the target audience and the market.

Sales 52

Sales Value Proposition Decision-making Communication 52

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

Miller Heiman Group

NOVEMBER 3, 2020

With rapidly shifting buyer expectations, sales teams and leaders have an unprecedented challenge to provide insight and value to customer in a strategic way. Artificial intelligence helps modern sales teams better understand customer needs and sell more effectively. Accurate sales forecasts are built on predictive data.

Artificial Intelligence 90

Artificial Intelligence CRM Sales Technology Decision-making 90

Brooks Group

MARCH 6, 2023

From negotiation to messaging personalization, sales managers and employees can improve their communication skills with anybody by taking enterprise sales training. Understanding your clients is essential to communication and sales in the business world. Here’s what you need to know about enterprise sales training.

Sales Training 52

Sales Training Sales Decision-making Stakeholders 52

Zendesk

MAY 19, 2022

If you’ve ever taken sales training of any kind, you know that mastering sales vocabulary is shockingly difficult. Many sales terms sound interchangeable when, in fact, they mean drastically different things. That’s why we compiled a list of the 100 most useful sales terms every salesperson needs to know. Sales job terms.

B2C 98

B2C Sales CRM Profitability 98

Xant

APRIL 15, 2021

One of the most positive outcomes from the past year was the swift adoption and embrace of technology for sales and marketing. As a result, many sales technologies saw rapid growth, and sales teams shifted their priorities and strategies. SD Teams Under Sales More Likely to Hit Quotas.

Sales 110

Sales Decision-making Organization Innovation 110

Showpad

JULY 28, 2020

The use of artificial intelligence (AI) or machine learning (ML) is increasing across all industries to augment data and rule-driven tasks including automation, deep analysis and decision making. . Simply put, AI systems are trained with defined rules from a known sample to make predictions for a new, unknown sample.

Artificial Intelligence 75

Artificial Intelligence Cybersecurity Decision-making Sales 75

Hubspot Sales

SEPTEMBER 24, 2020

Wouldn't it be awesome if you could stay one step ahead of your prospects and customers at all times — to know what to expect, their individual and collective preferences, and the right strategies to employ to make the most of them? Sales Forecasting Through Predictive Sales Analytics.

Sales Analytics 95

Sales Analytics Sales Construction Decision-making 95

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

Zendesk

FEBRUARY 22, 2022

You’re looking for a sales position and scouring the job postings. Before disqualifying yourself from a sales career , you should know that your experience doesn’t have to come from an actual sales job—you just need to understand how to transfer your current skill set to the position you’re applying for. Retail sales associate.

Sales 98

Sales Negotiation Telecommunications B2B 98

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. Seller Subjectivity.

Sales Technology 72

Sales Technology CRM Sales Sales Management 72

Miller Heiman Group

OCTOBER 20, 2020

At a time when sellers have immense pressure to close deals with limited time to engage customers, sales technology is an invaluable tool to give organizations clarity regarding what they need to do to be successful. How does Korn Ferry Sell change the game for everyone in your sales organization? higher win rates and 8.1%

Management 75

Management Sales Technology CRM Decision-making 75

Miller Heiman Group

FEBRUARY 13, 2020

It’s challenging to work in sales management today. Sales managers often resemble Atlas, tasked with holding up the world as their areas of responsibility are ever-increasing: managing their team and market. delivering stronger sales results. Sales Organizations Continuously Reinvent Themselves.

Sales Leadership 80

Sales Leadership Leadership Sales Sales Management 80

Brooks Group

MARCH 27, 2023

Understanding Sales Operations A company’s operations team is responsible for everything from managing leads, selling strategy, and territory planning. This post is an acting guide on efficient sales operations team structure! This post is an acting guide on efficient sales operations team structure!

Sales 52

Sales Advertising Sales Training Profitability 52

Red Star Kim

JUNE 15, 2023

My KAM/relationship management experience (0=low, 10=expert): 0% 18% 18% 9% 9% 9% 18% 18% 0% 0% Have you had formal sales training? 42% Yes it’s all agreed 33% Yes but it changes 25% No How well do you understand the DMU and decision-making processes at your key clients?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Hubspot Sales

JUNE 5, 2018

Your sales pitch can make or break the deal, so it’s a good idea to have that nailed down before meeting with your customer. I’ve been in sales for 15 years and have heard some really great pitches and some really bad ones. I’ve been in sales for 15 years and have heard some really great pitches and some really bad ones.

Sales 144

Sales Artificial Intelligence Value Proposition Decision-making 144

Miller Heiman Group

FEBRUARY 4, 2020

Most organizations today have a sales operations function: nearly 70% of organizations have a dedicated sales operations team, and of those that don’t, 10% plan to add one within the year, according to the 2 nd Annual Sales Operations & Technology Report from Miller Heiman Group. Most organizations—75.8%—lack

Artificial Intelligence 63

Artificial Intelligence CRM Sales Sales Technology 63

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

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

Account Management 58

Account Management Sales Facilitation CRM 58

Insightly

JANUARY 19, 2022

Integrations add functionality to CRMs and build a reliable source of truth you can count on to make decisions across your entire organization by connecting every single application you use to run your business. A CRM is mission-critical sales technology that guides and manages interactions with current and potential customers.

CRM 104

CRM Prioritization Decision-making Onboarding 104

Brooks Group

MARCH 6, 2023

There are no one-fits-all solutions for sales training. The best programs are the ones tailored to your organization and sales force. That is where role-specific sales training comes in. For a program to be effective, it must be tailored to the needs of your sales force; otherwise, it can be counterproductive.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Arpedio

FEBRUARY 20, 2024

Navigating Account-Based Selling: CRM, AI and Customer Understanding Explore the ARPEDIO platform ← Back to blog When it comes to B2B sales, companies often find themselves wrestling with a myriad of challenges, from a lack of prospecting skills to navigating lengthy sales cycles. In this regard, AI emerges as a transformative tool.

CRM 52

CRM Artificial Intelligence B2B Account Management 52

Mike Kunkle

MAY 15, 2019

[This article was originally published as part of the Sales Education Foundation 2018 Annual Magazine , co-authored with Robert M. Dean’s Distinguished Professor of Sales, Northern Illinois University Professional Sales Program ]. Will Artificial Intelligence really displace the human sales force? Peterson, Ph.D.,

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

Xant

APRIL 15, 2021

One of the most positive outcomes from the past year was the swift adoption and embrace of technology for sales and marketing. As a result, many sales technologies saw rapid growth, and sales teams shifted their priorities and strategies. SD Teams Under Sales More Likely to Hit Quotas.

Sales 52

Sales Decision-making Organization Innovation 52

Showpad

MAY 8, 2018

The world of sales and marketing technology is an exciting space to be in. The market has grown rapidly and over the past seven years we’ve helped our customers realize incredible benefits from aligning their sales and marketing efforts. Why the sales and marketing space matters. Consolidation in sales technology.

Innovation 61

Innovation Marketing Construction Manufacturing 61

Miller Heiman Group

APRIL 10, 2018

As more consumers make purchases without the help of salespeople (think of either online purchases or walking out of a physical Amazon Go store without talking to a cashier), it’s no surprise to see the self-serve experience continue to replace traditional interactions in the B2B buying space. Here’s a preview of her session.

Organization 50

Organization Sales B2B Decision-making 50

Miller Heiman Group

DECEMBER 3, 2019

Artificial intelligence (AI) helps modern sales teams better understand customer needs and sell more effectively. The power of machine learning guides teams to make better and more informed decisions. As AI evolves, the precision of these tools will only sharpen to make sales planning even more effective.

Artificial Intelligence 53

Artificial Intelligence CRM Sales Technology Decision-making 53

SBI

AUGUST 14, 2018

I believe in sales, I love salespeople, I love the art of selling. These days, Nardin’s love for salespeople translates to helping their organizations identify and implement the right sales technologies to support their work. The decision in those days was ‘who should even have a desktop computer?’

Sales Technology 38

Sales Technology e-Learning Decision-making CRM 38

Hubspot Sales

NOVEMBER 9, 2021

There's always something you could be doing better — some hitch or hiccup in your sales or marketing efforts that could use some smoothing over. Your organization's revenue performance sheds light on the effectiveness of your sales strategy, your marketing strategy, and the interplay between the two.

Management 103

Management Banking Acquisition Decision-making 103

PandaDoc

DECEMBER 20, 2019

There’s no doubt that having a solid sales stack is a must. In fact, 82% of SDRs agree that sales technologies are critical for closing deals while the companies that don’t use any software for sales enablement are known to be less likely to achieve their goals. Three signs it’s time to re-evaluate your sales stack.

Sales 83

Sales Software Software Decision-making 83

MTD Sales Training

AUGUST 9, 2016

I came across three interesting quotes while doing research the other day, and they all give an insight into the future of sales. Sales reps will need to adapt or be replaced” – Jill Rowley, Evangelist for Social Selling. That’s where the results are” – Ken Krogue, Inside Sales. Technology is a double-edged sword.

Decision-making 48

Decision-making Digitalization Negotiation Sales 48

Miller Heiman Group

JULY 11, 2018

When we launched Scout by Miller Heiman Group , our powerful sales analytics platform, we promised it would change the way you sell. By combining data-driven technology with our trusted and updated sales methodology, Strategic Selling® with Perspective, we said that Scout would make technology relevant and useful for your sales team.

Organization 48

Organization Sales Technology CRM Sales 48

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

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. “ Sales Enablement supports the sales team to move buyers to a decision point. Let that sink in for a moment.

Sales Management 52

Sales Management Management Sales Stakeholders 52

Miller Heiman Group

JULY 12, 2018

When we launched Scout by Miller Heiman Group , our powerful sales analytics platform, we promised it would change the way you sell. By combining data-driven technology with our trusted and updated sales methodology, Strategic Selling® with Perspective, we said that Scout would make technology relevant and useful for your sales team.

Organization 51

Organization CRM Sales Technology Sales 51

Miller Heiman Group

JULY 16, 2018

The simple truth is that CRM technology was never designed to help sales representatives sell more. To meet the challenges of today’s marketplace, your sales team needs more than CRM. CRM technology helps managers and executives – not sales representatives. Scout fills the gap in sales technology.

CRM 48

CRM Sales Technology Sales Analytics Decision-making 48