Upland

MAY 4, 2023

Sales velocity vs deal velocity – what’s the difference? Deal velocity is how long it takes a deal to get through the sales cycle. Deal velocity is typically measured in number of days and average deal value. Sales velocity is the speed at which deals move through your pipeline and start to generate revenue.

Sales 356

Sales Decision-making Negotiation Organization 356

Upland

SEPTEMBER 29, 2023

How often have you been involved in a deal only to see it go sideways when you realized that who you were talking to didn’t have the authority you thought they did? Relationships are vital to winning deals that matter. This disconnect is the cause of a lot of trouble and incalculable lost revenue.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Hubspot Sales

MARCH 25, 2024

Here it is: Prospects aren't always easy to deal with. 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. You're welcome.

Decision-making 105

Decision-making Sales Finance Prioritization 105

Upland

MAY 18, 2023

See a side-by-side comparison for an example. Sales map example for smaller accounts. It’s about figuring out how we can create an incredible customer experience.”– Scott Jackson Senior Director, Sales Enablement, Comcast Business.

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

Upland

MAY 15, 2024

Altify and Salesforce, two titans of the CRM and sales effectiveness world, are partnering down to deliver a potent blend of AI innovation that promises to redefine how businesses close deals. Altify and Salesforce can help, working together to guide sellers towards the right insights. How do you make sense of these disparate insights?

Innovation 195

Innovation Internet B2B Software 195

Upland

APRIL 5, 2023

But what if we told you that the old ways of making deals happen were out of touch with modern realities? The ability to hunt and tackle deals alone is no longer as profitable as it once was. Here are a few reasons why. That hard work continues throughout the deal. There are many “lone wolves” in B2B sales.

B2B 195

B2B Advertising Decision-making Stakeholders 195

Sales Gravy

MAY 2, 2024

The Importance of Asking the Right Questions: Effective questioning is vital to uncover the real needs and challenges of customers, which guides them towards the right solutions. Gone are the days when simply pitching a product or service was enough to seal the deal. But what does it take to earn the coveted title of "trusted advisor"?

Sales 83

Sales Stakeholders Meetings Marketing 83

Upland

JULY 12, 2023

And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc. What is deal qualification? Why is deal qualification important?

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Red Star Kim

MARCH 4, 2024

Delegation for leaders – a how to guide (kimtasso.com) So the reason you may perceive it as micro-managing is because they have adopted a leadership style that is not matched to your expertise and experience. You may have to deal with many partners and not all of them are supportive.

Management 147

Management Communication Leadership Digitalization 147

Upland

MARCH 12, 2024

We’ve written several guides on AI and the potential it holds for sellers. Sales AI can automate these tasks, freeing up valuable time for what truly matters – building relationships and closing deals. Knowing your customer is vital to successful sales, and so much of what’s vital to a deal lies in countless details.

Artificial Intelligence 195

Artificial Intelligence Sales B2B Organization 195

Upland

MARCH 13, 2023

In this guide, we’re going to cover everything there is to know about sales forecasting, starting with the basics. Ideally, the same technology would help you prioritize low-hanging fruit without losing sight of bigger, high-impact deals. Instead, step back, look at how diverse types of deals are working out, and strategize.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

Upland

MARCH 2, 2023

Enterprises that roll out an account-based sales model through their organization can expect returns like: Increased revenue Improved win rates Enlarged average deal sizes And better relationships The last one is perhaps the greatest. Checkout our guide on the benefits of native vs hybrid apps for more info. Is it Visual?

Account Planning 195

Account Planning CRM Account Strategy B2B 195

Upland

MARCH 29, 2023

It’s about sellers becoming trusted advisors to their customers and being the first one to get called to the strategy table when needs arise. In this guide, we’re going to dive into the importance of relationship management, as well as look into a few practical steps to help you get started with it. What is relationship management?

CRM 195

CRM Management Stakeholders Decision-making 195

Upland

JUNE 15, 2023

In this Guide this guide, we’ll walk you through some of the elements that make up a powerful account planning software – what it is, and isn’t. While it’s people who get the glory when a deal goes right, technology plays a fundamental role in making this happen. Let us save you some headaches, time, and money.

Account Planning 195

Account Planning Software Software Organization 195

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. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals. Finance, operations, and management, oh my!

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Upland

APRIL 5, 2023

Those sellers are quickly seeing the rug pulled out from under their feet as buyers are looking for the human touch to help guide them through big B2B purchases. In short, if you are dealing with complex B2B sales where buying groups are often involved, then you need a revenue team. There are a few reasons for this. That depends.

Account Planning 195

Account Planning Customer Success B2B Decision-making 195

PandaDoc

MAY 9, 2024

This guide will explain the sales velocity formula and what it means for your business. The four factors of sales velocity are number of opportunities, average deal value, win rate, and sales cycle length. Average deal value Another variable that affects sales velocity is the average deal value.

B2C 52

B2C Sales e-Learning Software 52

Hubspot Sales

JANUARY 10, 2024

Salespeople become more capable of closing deals only when managers actively coach them, not when they’re badgered about getting the forecast right. Talk about early-stage deals as well as late stage. It’s an opportunity to get bad deals out of the pipeline early so reps don’t waste their time and offer reps some valuable insight.

Meetings 104

Meetings Construction Sales Management Management 104

Account Manager Tips

JULY 13, 2022

Where to find it : Apple Podcasts | Google Podcasts | Spotify | Stitcher You win some, you lose some Not every deal will go your way. I think we can all do better at getting to the core of why we lose deals, so it was with interest that I stumbled across some research called “ Why are you really losing sales opportunities?

Key Account Management 130

Key Account Management Sales Account Management B2B 130

Arpedio

MARCH 15, 2024

In this comprehensive guide, we will delve into the principles, strategies, and techniques behind strategic selling and explore how it can significantly impact sales performance and success. But what exactly is strategic selling, and why is it so critical in modern sales? What is Strategic Selling?

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Nutshell

APRIL 3, 2024

FREE GUIDE 1. Customer relationship management (CRM) software Consulting firms often find themselves unbalanced in guiding their leads through the buyer’s journey. Our picks for CRM software: Nutshell : When starting out, you need a simple and affordable way to manage your leads and close more deals. Attend a live guided tour!

Software 71

Software Software CRM Acquisition 71

Showpad

MAY 8, 2023

Get the Guide Trust is the foundation of sales deals. A robust understanding of potential buyers ’ needs empowers sellers to tailor their messaging and approach to deliver a better buyer experience — and ultimately win more deals. The post A seller’s guide to better buyer engagement appeared first on Showpad.

Decision-making 52

Decision-making Meetings Organization Sales 52

PandaDoc

MARCH 4, 2024

A virtual data room , or VDR, is a secure, online space acting as a repository of a company’s documentation, and serves as a virtual hub where company users share real-time information with other investors, clients or stakeholders when executing investment banking deals. What is a data room for investment banking?

Banking 52

Banking Investors Acquisition Stakeholders 52

Hubspot Sales

DECEMBER 4, 2023

Some deals hit walls — that‘s just an unfortunate fact of sales life. So to help you best approach this dilemma when the time comes, I’ve put together a list of four key tips I've learned over my career for closing a deal that has lost steam. 4 Tips for Closing a Deal That's Stalling 1. Let's take a look.

Sales 89

Sales Stakeholders B2B Software 89

Flevy

FEBRUARY 22, 2024

This article dives into the core aspects of developing and implementing a successful M&A Strategy, underscored by the critical Key Performance Indicators (KPIs) that guide these decisions. Deal Closure Time Definition : The duration from the initiation of merger or acquisition discussions to the official closure of the deal.

Management 52

Management Acquisition Digital Transformation Decision-making 52

Arpedio

FEBRUARY 21, 2024

Sales metrics serve as the compass guiding businesses toward their goals, providing invaluable insights into performance, identifying areas for improvement, and ultimately driving revenue growth. Welcome to our comprehensive guide on mastering sales metrics.

Decision-making 52

Decision-making Sales Profitability Acquisition 52

Hubspot Sales

SEPTEMBER 6, 2023

That meant we weren't closing as many deals as we could have, because we were focusing on pushing features rather than connecting with prospects. We took strides like building automation in the deal flow and guiding reps through the necessary steps to progress customers forward. The effect has been huge.

Sales 112

Sales Onboarding Prioritization Profitability 112

Nutshell

MARCH 15, 2024

Qualifying leads before sending them through to your sales team lets you learn more about your prospects and build deeper connections with them, which often results in more deals. Get 70+ expert strategies for sales management success in our Sales Manager’s Survival Guide. Table of Contents What does lead nurturing mean?

CRM 71

CRM Software Software Communication 71

Xant

MAY 26, 2021

Too often reps get deep into a deal only to be surprised they haven’t looped in all the right people. Move from guessing to guided. The post From Guessing to Guided as Told in Memes appeared first on XANT. They look busy, but it won’t lead to consistent results. What they really need is not more, at first, but better.

B2B 131

B2B Digitalization Management 131

Hubspot Sales

MARCH 4, 2024

Here's what he had to say: "My primary guiding principle in sales is to create the sales process you enjoy buying from. By prioritizing relationships, sales leaders can guide their teams to deliver value that goes beyond transactions — leading to sustainable growth and a positive team atmosphere.

Leadership 111

Leadership Construction Prioritization Sales 111

PandaDoc

APRIL 17, 2024

Well, are you a SaaS company or an organization that deals with yearly or multiyear subscriptions and/or contracts? How to use ARR ARR is a guide to the overall health of a company’s revenue. Some guides suggest that ACV should include all revenue earned within a year. “What is ACV in sales?”, we hear you ask.

Sales 52

Sales Internet Profitability CRM 52

Nutshell

MARCH 19, 2024

An improvement in productivity translates to more deals closed and more revenue for your business, which means productivity directly impacts your bottom line. A more productive team leads to more deals, revenue, and growth. Get 70+ expert strategies for sales management success in our Sales Manager’s Survival Guide.

CRM 71

CRM Sales Software Software 71

Brooks Group

MARCH 6, 2024

It encompasses various aspects of the sales process, including lead generation, prospecting, qualifying, presenting solutions, overcoming objections, negotiating terms, closing deals, and ultimately retaining customers for repeat business. If you want to grow revenue, your KPIs should focus on sales volume, deal size, or win/loss ratio.

Organization 84

Organization Account Management Sales Sales Training 84

Miller Heiman Group

SEPTEMBER 3, 2020

Four Types of Questions Lead to Better Deals. The research behind SPIN shows that salespeople who close more deals tend to ask the same questions in a similar order. The acronym SPIN identifies the four stages of the questioning sequence designed to move the customer toward closing a deal: Situation. Implication. Need-Payoff.

Suppliers 154

Suppliers Sales Organization 154