Mike Kunkle

OCTOBER 8, 2023

Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. This unified effort propels businesses to new heights of success. Nowhere is this truer than with the commercial organization.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Hubspot Sales

APRIL 1, 2024

Want more content like this? So, let’s take a look at the trends sellers are reporting about inbound lead flow on RepVue , and three things you can do to still hit your targets. When salespeople rate their sales organizations on our site, we ask them to rate how they feel about inbound lead flow on a scale from 1–5.

CRM 83

CRM Sales Environment Leadership B2B 83

Mike Kunkle

FEBRUARY 5, 2023

What sales or revenue enablement leader doesn’t want to help deliver this kind of business impact? Yet, to continue with the metaphors, rather than the fierce roar of a mighty lion, the collective impact of this reporting on the whole of the sales profession, was more like the whimpered mewl of a newborn kitten.

B2B 198

B2B Sales Decision-making Negotiation 198

Brooks Group

APRIL 25, 2024

When you have satisfied customers, they’re likely to buy from you again, refer you to others, and, over time, spend more. It can be tempting to focus on closing a deal and moving on to the next prospect. By encouraging a close relationship between these groups, sales leaders can help both be better at their jobs and contribute more.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Hubspot Sales

MARCH 25, 2024

Want more content like this? So to help you get a sense of the kinds of buyers you need to look out for (and what to do when you‘re dealing with them), we asked some sales leaders for their takes on the most difficult types of prospects to work with and how to engage with them effectively. Subscribe to our newsletter!

Decision-making 103

Decision-making Sales Finance Prioritization 103

Nutshell

JANUARY 11, 2024

Of course, your texting app isn’t designed to help you write longer content, so it’s not a great option if you’re looking for some dictation software for your business. Of course, your texting app isn’t designed to help you write longer content, so it’s not a great option if you’re looking for some dictation software for your business.

Software 71

Software Software CRM Digitalization 71

Nutshell

JANUARY 11, 2024

Of course, your texting app isn’t designed to help you write longer content, so it’s not a great option if you’re looking for some dictation software for your business. Of course, your texting app isn’t designed to help you write longer content, so it’s not a great option if you’re looking for some dictation software for your business.

Software 71

Software Software CRM Digitalization 71

Red Star Kim

DECEMBER 2, 2022

It was a full house at November’s PM Forum workshop for Proactive Marketing and Business Development Executives. Many management teams I speak to express a desire for their M&BD Execs to be more proactive – which takes time, tact and the confidence to think ahead and adopt a more advisory approach.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Account Manager Tips

NOVEMBER 29, 2022

Get your CV in shape 5. To keep yourself motivated and happy in your work, it’s important to switch things up every now and then. Look after bigger, more complex, more prestigious accounts. Move into leadership roles Business Development or Sales. First things first. Be consistent at being good 2.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

Hubspot Sales

NOVEMBER 28, 2023

He suggests, “The economy and inflation have made pricing more prevalent than ever before.” Though you might not make a sale with this approach, you’ve likely made a future partnership more likely. When there’s more budget, perhaps the prospect will return. Read on and learn from people already in the field.

Negotiation 102

Negotiation Sales Leadership CRM 102

Brooks Group

DECEMBER 20, 2023

Measuring the right things and using that data to coach and manage is the way we will catch up.” However, less than 50% effectively measure other metrics beyond revenue and sales activity—things such as customer retention, customer engagement, and customer satisfaction. The buyer is changing faster than we are as sellers. “The

Sales 93

Sales Decision-making Sales Training Sales Management 93

Hubspot Sales

MAY 24, 2023

A closing call is like the finish line of a marathon. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. But, there are some things you can do to lead your prospect to a resounding yes. The closing call is all about controlling the controllable.

Decision-making 106

Decision-making Meetings Negotiation B2C 106

Hubspot Sales

JANUARY 4, 2024

However, it's not the slump itself that really matters, but what we do to address it. In this article, experts from HubSpot, Belkins Agency, and more share powerful tactics they resort to stay upbeat. Two days until the end of the month; your quota is complete by 67%. It's official: You’re in a slump. What makes a bad sales month?

Sales 109

Sales Management Sales Management Marketing 109

OnStrategyHQ

APRIL 24, 2023

These are those things that are associated with either goals or objectives, whatever you’re calling them, those elements of your plan that are the expressions of what you want to achieve by when those quantifiable outcome-based statements. So KPIs are the thing that do that for us. We can help!

Profitability 105

Profitability Publishing CRM Insurance 105

Brooks Group

MARCH 21, 2024

By continuously improving your team’s discovery questioning skills, your sales professionals will be better equipped to uncover valuable insights, build stronger rapport with prospects, position your solutions more effectively, and close more deals. Only 23% of successful teams (vs.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Hubspot Sales

MARCH 27, 2023

I don't always engage prospects at this stage, but if I do, I use a very light touch. I don't always engage prospects at this stage, but if I do, I use a very light touch. Just try to get them talking about their business pain and how the content they converted on relates to it. Sales is an increasingly consultative profession.

Decision-making 106

Decision-making Sales Stakeholders Leadership 106

Hubspot Sales

APRIL 26, 2023

But in the long run, having a pulse on when to walk away and disqualify leads will help you refine your efforts and make you a much more efficient, effective salesperson. You need to uncover your prospect’s pain, figure out what they mean (versus what they say), and tailor your messaging to their priorities — but you can't do all the work.

Decision-making 113

Decision-making Value Proposition Negotiation Stakeholders 113

Nutshell

AUGUST 28, 2023

Even if your sales team is already driving good results, establishing a sales process or improving your existing one can take your business to the next level of growth. Even if your sales team is already driving good results, establishing a sales process or improving your existing one can take your business to the next level of growth.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Hubspot Sales

DECEMBER 6, 2022

One of the best ways to outsell the competition is by leaning into your business ecosystem. Sales teams that leverage their business ecosystem close larger deals faster and more frequently. But what is a business ecosystem? And how can it help you close more deals? What is a business ecosystem?

Onboarding 104

Onboarding Decision-making Organization CRM 104

Nutshell

SEPTEMBER 18, 2023

When you’re running a business, no matter which industry it’s in, the endgame is always sales and revenue. Given that reality, it’s not surprising that a company’s sales pipeline is one of the most important things it can focus on. Keep reading to learn more about each of those tips!

Management 62

Management CRM Sales Prioritization 62

Hubspot Sales

JANUARY 30, 2024

Salespeople say that a change in the sales field that has had the biggest impact on their role is that selling has become more focused on presenting a solution than pitching a product or service. Because of their self-led research, salespeople say buyers enter conversations with them more informed than ever. Why the change?

Virtual Selling 93

Virtual Selling Media Sales Decision-making 93

Hubspot Sales

JUNE 21, 2023

If you offer up a traditional, more passive response, your buyer will continue on autopilot — not even giving you a second thought when the call ends. If you offer up a traditional, more passive response, your buyer will continue on autopilot — not even giving you a second thought when the call ends. Dare to be different.

Decision-making 107

Decision-making Meetings Sales Organization 107

MDI Training

DECEMBER 4, 2023

Advancing AI Integration at UNIQA: A Future Focus Do you prefer to listen to this article? Appropriate development measures are required to close this gap. Click below to access our AI-generated version of this blog article! How is UNIQA Dealing with the Opportunities and Challenges of Artificial Intelligence (AI)?

Artificial Intelligence 105

Artificial Intelligence Digital Transformation Leadership Digitalization 105

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. An improvement in productivity translates to more deals closed and more revenue for your business, which means productivity directly impacts your bottom line. What is sales productivity?

CRM 71

CRM Sales Software Software 71

PandaDoc

JUNE 21, 2021

Like it or not, your business needs a lead generation strategy and a sales prospecting process. You’ll be better equipped to implement a strong lead generation strategy within your business. You’ll also know why you need a strong sales prospecting process and exactly how that will benefit your business. Time to close deals.

Sales 98

Sales Decision-making Small Business Meetings 98

Nutshell

APRIL 11, 2023

We’re here to answer that very question, so keep reading to find out more. 5 best practices for managing data privacy and security Protecting data security should be one of your highest priorities, but how do you do it? We’re here to answer that very question, so keep reading to find out more.

Management 62

Management CRM Marketing Organization 62

Hubspot Sales

OCTOBER 11, 2019

Mark Zuckerberg once said, "Move fast and break things. However, that tendency in startups can lead to burned-out sales reps and a business ill-prepared to scale. So when you experience slow business, remember that slow and steady wins the race. Slow Business. There are times when business is slow for a sales department.

Brainstorming 129

Brainstorming CRM Media Decision-making 129

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection. 15 Tips to Score More Deals in Q4 1.

B2C 119

B2C Transportation Decision-making Logistics 119

Hubspot Sales

JUNE 7, 2021

When you’re a trusted advisor, getting the deal closed becomes a lot easier, and you’re more likely to keep the customer for longer. The Best Sales Principles for Building Relationships and Closing Deals. Customers buy things that bring them value. Nobody knows what your buyer needs more than them.

Sales 118

Sales Stakeholders Profitability CRM 118

Brooks Group

OCTOBER 25, 2023

Leading a sales team has become more difficult due to an evolving business landscape, technological advancements, changing customer expectations, and a host of other factors. The past few years have seen these challenges intensify as the business environment becomes more complex and dynamic.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

PandaDoc

APRIL 17, 2024

Your business can be more efficient and productive if you use CMS. Businesses use contractor management software to manage contractors undertaking work for their company. In this article, we’re going to learn all about contractor management software (CMS). CMS helps you better collaborate with contractors.

Software 52

Software Software Management Construction 52

PandaDoc

APRIL 17, 2024

Your business can be more efficient and productive if you use CMS. Businesses use contractor management software to manage contractors undertaking work for their company. In this article, we’re going to learn all about contractor management software (CMS). CMS helps you better collaborate with contractors.

Software 52

Software Software Management Construction 52

Nutshell

DECEMBER 21, 2022

Most sales training focuses on prospecting , lead nurturing, and closing techniques. In other words, the things a sales rep needs to know to attract new customers. But what should a seller do after securing a new buyer? You’re a salesperson, which means your primary job is to meet with prospects and close deals.

e-Learning 71

e-Learning Sales Banking B2B 71

Xant

FEBRUARY 26, 2021

Qualifying more leads and closing more deals requires you to assess the black holes in your process, where it breaks down how it creates friction with customers. Data from Harvard Business Review found that businesses’ average response time to respond to a web-generated lead was 42 hours.

Sales 101

Sales Prioritization Meetings Organization 101

Brooks Group

NOVEMBER 10, 2023

The longer it takes to close a deal, the more resources are invested, and the more opportunities for competitors to swoop in. The Importance of Sales Efficiency Sales efficiency, the ability to close deals quickly and effectively, is a key determinant of a company’s ability to generate revenue.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Nutshell

APRIL 17, 2023

These two things don’t have to be opposites—they can go hand in hand. Sales teams can use analytics to connect more effectively with the right leads in addition to making their processes more efficient and focused. Want to learn more about how can you use data and analytics for sales growth?

Energy and Utilities 62

Energy and Utilities Sales CRM Sales Analytics 62

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In this article, you’ll find some valuable advice on how to seal the deal faster, as well as how to close the deal with an undecided customer. To close the deal with a customer who is in doubt. Closing the deal faster.

Negotiation 98

Negotiation Decision-making Stakeholders e-Learning 98