Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. Telephone call challenges: Emotions, data, selling and follow up.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Upland

OCTOBER 21, 2022

With prospects being easier to reach than ever (via email, ads, and even text), it’s that much more important to lend a personal touch to stand out in the crowd. . But in order to do that, many enterprises that find themselves bogged down in “the old way of doing things” face a major hurdle in adjusting mindset. .

Account Planning 195

Account Planning Leadership Software Software 195

Hubspot Sales

FEBRUARY 5, 2024

Every time you use a selfish sales tactic, you’re destroying the trust between you and your buyer — but you’re not just hurting yourself. So many salespeople have done so many slimy things over the years that at this point, buyers now think of “sales” itself as a dirty word. Me : “Can you point me to your cheapest mattress?”

Sales 99

Sales Decision-making 99

Red Star Kim

JANUARY 22, 2024

I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. It develops your understanding of the psychology of selling to help create a sales mindset. It’s beautifully illustrated.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Hubspot Sales

JANUARY 9, 2024

Keep reading to learn 20 D2D sales tips that can fast-track your growth. Door-to-door (D2D) sales involves knocking on people’s doors to advertise or sell products/services. Norton, who helped AOL drive 30% YoY growth, got their start in sales selling office equipment for Pitney Bowes. And use them again. Jim’s final advice?

Sales 101

Sales Decision-making Meetings Insurance 101

Hubspot Sales

NOVEMBER 9, 2020

After threatening and terrorizing a group of salesmen (no women allowed in this boiler room), Blake gets to his point – salespeople should "ABC": Always Be Closing. Though closing was a major focus for salespeople long before the release of this film, "Always Be Closing" was a catchy hook reps could hold onto. What’s a sales rep to do?

Decision-making 144

Decision-making Stakeholders Sales B2C 144

Brooks Group

JULY 14, 2023

In today’s marketplace, consultative selling is a critical differentiating factor. To stay relevant and get ahead of the competition, your salespeople must be capable of selling not only your offering but also of selling themselves as strategic advisors capable of helping solve their prospects’ and customers’ business problems.

Sales 71

Sales Sales Training Brainstorming Communication 71

Hubspot Sales

AUGUST 30, 2023

Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? HubSpot conducted research on the “State of AI,” with over 1,350+ specialists reporting on how AI affects their business. But how does refusing AI impact business results?

Decision-making 89

Decision-making Sales Profitability Artificial Intelligence 89

Brooks Group

MARCH 28, 2024

Why is selling to the C-suite so critical? Gone are the days when you could simply sell to a mid-level manager. By accessing this level, you position your solution more strategically and reduce the risk of being viewed as just another vendor or commodity supplier. Your prospect lacks budget authority.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Hubspot Sales

APRIL 8, 2020

It’s been ailing for so long that no one noticed its actual time of passing. Pretty much everyone knows it (intuitively, at least). However, as each year passes, they spend less time there. And when they do gear up and venture forth, their efforts on that front are increasingly erring towards customer service activities.

Sales 116

Sales eCommerce Account Management Organization 116

Hubspot Sales

NOVEMBER 28, 2021

When you first start out in business, you can probably manage to keep all of your customers or clients top-of-mind … because you don’t have that many. At this stage, sticky notes are your best friend. As you become more established, your customer base grows. Perhaps your salespeople don’t work alone.

CRM 128

CRM Communication Decision-making Profitability 128

Hubspot Sales

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. Choosing the right position based on your personality, likes, and dislikes can ensure you thrive in your new career. Yet, over 90% of salespeople surveyed had “medium to high scores of modesty and humility.”

Software 116

Software Software Sales Meetings 116

Hubspot Sales

APRIL 14, 2020

Along the same lines, your colleagues can be productive and effective at driving sales even when you all aren’t physically working together in the same office space. Whether done voluntarily, full-time or on a part-time basis, remote work is still work and comes with its own unique challenges. Remote Sales Metrics. Call volume.

Remote Working 126

Remote Working Communication Onboarding Sales 126

Brooks Group

AUGUST 28, 2023

If you haven’t already, it’s time your sales team abandons outdated “used car sales” tactics to reach their quota. To succeed in this environment, sales leaders must help their teams embrace value-based selling techniques. What Is Value-Based Selling?

Sales 61

Sales Suppliers Decision-making Sales Training 61

Miller Heiman Group

SEPTEMBER 3, 2020

Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before. This makes it hard for sellers to exert much influence—and the seller loses any opportunity to differentiate themselves. Problem Questions.

Suppliers 154

Suppliers Sales Organization 154

Hubspot Sales

SEPTEMBER 6, 2023

How do you go from putting out fires to running like a well-oiled machine? If you’re rolling your eyes at your screen right now, just hear us out. For eons, salespeople have been told to make more calls, send more emails, and take more meetings. How did Teamwork.com get its start? Including the selling.

Sales 109

Sales Onboarding Prioritization Profitability 109

ACT

APRIL 16, 2024

That’s how fast the remote sales landscape is evolving. Virtual sales teams allow organisations to optimise costs, hire the best sales talent worldwide, and engage with prospects in different time zones. Remote selling is much more challenging because of limited body language signals and the need for more elaborate communication.

Sales 52

Sales CRM Virtual Selling Communication 52

Nutshell

MAY 11, 2023

It seems everywhere you turn these days, you hear something about artificial intelligence (AI)—how it’s disrupting industries, helping people be more efficient, and sometimes causing controversies. In this blog post, we’ll explore what AI is, how AI can be used in sales, and the benefits and challenges of using AI for sales.

Artificial Intelligence 118

Artificial Intelligence Sales Decision-making CRM 118

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.”. The Perfect Time for Reflection. It is natural for prospecting to slow down at the end of a fiscal period as salespeople focus on closing existing opportunities. Do You Know Each Salesperson’s Ratios?

CRM 88

CRM Sales Sales Training Decision-making 88

Hubspot Sales

JULY 12, 2021

Almost all tech salespeople were selling from home this past year, and several will continue to do so throughout 2021. But the perks of selling from home come with a host of challenges as well — one of the most pressing being keeping up with self-care. Spending time building your community is usually a good investment.

Sales 123

Sales Media Digitalization Remote Working 123

Hubspot Sales

JUNE 7, 2021

Internalizing these principles will make you a better salesperson by fostering stronger connections with your prospects. That connection will build trust, which will help you advise your customer on what they need. Read on for the best sales principles your team should be using with every deal. This is called value-based sales.

Sales 118

Sales Stakeholders Profitability CRM 118

Hubspot Sales

JUNE 21, 2022

For many salespeople, it's all in a day's work. But to do this, you need the right strategies to make a real impact. Here, we'll discuss everyday stresses facing sales reps and cover six tips to effectively boost your sales floor's mood. How Mood Impacts Sales [Stats]. What is affecting salespeople's moods?

Emotional Intelligence 90

Emotional Intelligence Sales Sales Training Onboarding 90

Nutshell

DECEMBER 21, 2022

But what should a seller do after securing a new buyer? Smart salespeople know that the initial sale is small potatoes compared to the numerous sales they can make in the future if they learn to retain their current customers. 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

Zendesk

FEBRUARY 21, 2024

No longer are they just selling products or services—they’re building relationships and selling a great customer experience. In today’s virtual world, inside and outside sales teams play crucial roles—making it important for your business to incorporate them into your modern sales strategy. What do inside sales reps do?

Sales 52

Sales Computers and Electronics Decision-making Software 52

Hubspot Sales

AUGUST 12, 2020

The power in the buying and selling process has shifted from the seller to the buyer. Whether your sales process relies on inbound leads or targeted outreach, whether you’re a big company or small, whether your sale is complex or simple; inbound sales is relevant. Define your buyer's journey. Define your buyer’s journey.

Sales 138

Sales Decision-making Healthcare Value Proposition 138

Hubspot Sales

DECEMBER 9, 2020

You've probably heard of solution selling — it might even be your strategy of choice. The prospect might not know they have a problem or opportunity, let alone what it looks like, how urgent or important it is, and how they should address it. Solution selling is one of the best ways salespeople can sell with empathy.

Cybersecurity 135

Cybersecurity Retail Decision-making Procurement 135

Hubspot Sales

MAY 26, 2023

Your phone rings and you decide to pick this one up instead of letting it go to voicemail. Odds are, if you don’t want what they’re selling, you’ll hang up immediately. Even if you do, the pushiness is a turnoff and you might buy the product elsewhere or through a different sales rep. How to Make Effective Outbound Calls 1.

Emotional Intelligence 100

Emotional Intelligence Software Software Communication 100

Hubspot Sales

DECEMBER 30, 2020

Have you ever felt like your sales team is doing an okay job, but you know they could be doing better? Or, alternatively, perhaps you're second-guessing some of your hiring decisions — could you have found a rep who would've sold more? ringing in their ears, you might actually be inhibiting your team's growth potential.

Sales Management 109

Sales Management Management Shareholders Sales 109

Revenue Storm

MARCH 23, 2023

How good are you at this competency? To find out how well you are doing, just look at your sales team and you will know. The Current State of Salespeople Adopting Technology Google the phrase “sales technology adoption,” and you will find low adoption rates side-by-side with high technology spend.

Sales Technology 78

Sales Technology Sales Leadership Sales Leadership 78

Brooks Group

DECEMBER 27, 2022

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. Sales managers are often promoted from the ranks of quota-carrying salespeople themselves. The Relationship Between Behavior and Results.

Sales 77

Sales Sales Leadership Leadership CRM 77

Brooks Group

JANUARY 10, 2023

Your Team Doesn’t Have a Closing Problem . Most salespeople believe the old adage: if you tell your story to enough people, some of them will buy. While this is obviously true to a degree, no one wants to spend time throwing mud against the wall anymore to see what sticks. . View this week's video.

Negotiation 77

Negotiation Sales Training Profitability Construction 77

Hubspot Sales

JANUARY 4, 2024

Nobody is answering the phone and emails, and it seems like your prospects are falling off the face of the Earth. Two days until the end of the month; your quota is complete by 67%. However, it's not the slump itself that really matters, but what we do to address it. Try it, and you’ll see sparks in your sales team’s eyes.

Sales 109

Sales Management Sales Management Marketing 109

Sales Gravy

OCTOBER 23, 2020

Sales Myth: You Have to Sell Yourself Most of us, at one time or another in our careers, have heard some trainer or manager exclaim, “You have to sell yourself.” “If If you want to get that job, son, you have to sell yourself.” “The The real key to sales is your ability to sell yourself.” “If

Meetings 109

Meetings Media Organization Sales 109

PartnerTap

SEPTEMBER 26, 2023

Have you ever noticed how the sales reps and deals that get called out for praise usually sound like a superhero storyline? It’s a false narrative and it hurts your business. It’s more often than not, a team effort , and one that goes beyond the four walls of your company. There’s the big opportunity. But that heroic save?

Sales 75

Sales Decision-making Suppliers Marketing 75

Hubspot Sales

JULY 27, 2023

In this post, you'll learn how AI can power your sales enablement strategy. Challenges in Today’s Sales Environment (and How AI Can Help) How Sales Teams Currently Use AI How AI Can Refine Sales Enablement Strategies More and more organizations are now turning to AI as part of their sales enablement efforts.

Sales 72

Sales CRM Communication Sales Environment 72

Brooks Group

FEBRUARY 8, 2023

Over time that can be exhausting for your reps. Make sure your reps understand how to make their own timing, by getting in front of people when they have the ability to buy, the money to buy, and the urgency to buy. Otherwise, they may waste a lot of time trying to help a prospect that doesn’t want to be helped.

Sales Training 72

Sales Training Decision-making Meetings Sales 72

ProlifIQ

DECEMBER 8, 2021

Here’s how you can determine which of your accounts have the most potential and how to pick out those specific opportunities to upsell in Q1. Mind – and Find – the Gaps in Your Product and Service Lines. Anything that will retire your quota. Put them across the top.

Key Account Management 98

Key Account Management Prioritization Account Management CRM 98