Hubspot Sales

MAY 31, 2020

Without tracking their sales and pipeline activity, in addition to results at both an individual and company-wide level, it’s impossible for sales leaders to pinpoint weak areas. Opportunity to Deal Ratio. Call to Deal Ratio. Sales Activity Metrics. Call to Connect Ratio. Connect to Opportunity Ratio.

Sales 98

Sales Advertising Prioritization Meetings 98

OnStrategyHQ

DECEMBER 2, 2022

In this article, we’ll dig into what is a PESTLE analysis, what each factor covers, and how to use it in tandem with your SWOT. Organizations have faced a great deal related to external market factors directly impacting their organizations. What is a PESTLE Analysis. Watch the video. So why do I need to conduct a PESTLE Analysis?

Supply Chain 98

Supply Chain Government Facilitation Organization 98

Hubspot Sales

MAY 5, 2020

Your sales reps have a deep knowledge of how prospects can leverage your product, and they can craft customized plans about the best ways to do so. As a sales leader, you need to know exactly which deals are sure things, which might push, which you could lose altogether, and how much of an impact each deal has on your bottom line.

Sales 120

Sales Publishing Marketing Management 120

Hubspot Sales

MAY 7, 2024

No matter your niche, product, or service, and no matter how prepared you are, your business will throw you a curveball. Competencies That Every Entrepreneur Needs How to Build Competency What is Entrepreneurial Competency? This skill helps you understand your core strengths and weaknesses. Sometimes, life just happens.

Interpersonal Skills 90

Interpersonal Skills Decision-making eCommerce Prioritization 90

Flevy

NOVEMBER 12, 2023

On the contrary, organizations with a weak or toxic organizational culture tend to have unproductive, disengaged, and disgruntled employees. The model helps individuals and organizations identify the underlying beliefs, values, and assumptions that shape how people behave and interact within a company.

Digital Transformation 104

Digital Transformation Leadership Construction Organization 104

Hubspot Sales

DECEMBER 31, 2020

In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year. Great sales teams are always striving to grow.

Decision-making 131

Decision-making Remote Working Profitability Sales 131

Hubspot Sales

MAY 17, 2023

The questions let teams understand how executives think, where they take action, and what they see as their role within the company. What are your strengths and weaknesses? What a good answer looks like: A good answer includes specific strengths and specific weaknesses. How would you describe your communication style?

Decision-making 90

Decision-making Finance Leadership Profitability 90

Hubspot Sales

DECEMBER 28, 2020

Prevents deals from falling through the cracks by creating ownership across the team. When you start to think about how to create a sales territory map, there are a few different things that are important to conceptualize first: Think about your team and your company's long-term goals. How to Create a Sales Territory Map.

Sales 137

Sales Software Software Remote Working 137

Strategic Communications

DECEMBER 20, 2022

A SWOT can help you gain clarity around the strengths and opportunities you can leverage and the weaknesses and threats you need to overcome. Let’s take a look at how this might work. Weaknesses: 1. There’s a great deal on rooms at a wonderful hotel in your destination city. Opportunities: 1. Threats: 1.

Brainstorming 52

Brainstorming Communication Decision-making Small Business 52

Hubspot Sales

JUNE 7, 2023

Winding up on the wrong side of a slanted deal or losing out on a potential agreement entirely are possibilities in every negotiation — and you need to know how to steer clear of those outcomes. Landing on agreeable terms that sufficiently suit your interests is a finicky, often frustrating process that can go south on a dime.

Negotiation 113

Negotiation Sales 113

Arpedio

APRIL 29, 2024

Implementing the BANT methodology in your sales process can help you qualify leads more efficiently, focus your efforts on high-potential prospects, and ultimately close more deals. What is the BANT Methodology? The first component of the BANT methodology is Budget. The second component is Authority. The fourth component is Timeline.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Brooks Group

JANUARY 8, 2024

Tracking key sales metrics and knowing how to influence them is critical. Leading and lagging indicators reveal how well your team is navigating the complex B2B sales cycle. But how can you tell it’s time to scale back on your metrics? But how can you tell it’s time to scale back on your metrics? This is great, right?

Sales 96

Sales Sales Training B2B Organization 96

Hubspot Sales

FEBRUARY 1, 2018

In addition, this isn’t an optimal time to try a new technique -- if it doesn’t work and things go south, you could lose the deal. In addition, this isn’t an optimal time to try a new technique -- if it doesn’t work and things go south, you could lose the deal. Practice Dealing with Extreme Situations. Sales Role Plays.

Negotiation 137

Negotiation Sales Sales Training Sales Management 137

Account Manager Tips

JUNE 29, 2021

How a capture strategy helps avoid competitive bidding Is your client due for renewal? Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Develop the right relationships with the right people. Define price strategy.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

MARCH 27, 2018

Strengths and Weaknesses of a Sales Executive. Money Weakness vs. Budget Directness. Just this past month, we released a full, free sales training course that features the framework prominently, as well as how to identify, connect, and advise contacts into customers. Money weakness. Self-Limiting Beliefs vs. Confidence.

Sales 108

Sales Decision-making Negotiation Publishing 108

Arpedio

DECEMBER 20, 2023

By examining the reasons behind won and lost deals, sales teams can derive valuable insights into their performance and areas for improvement. Through Win-Loss Analysis , sales teams can refine their tactics and benefit from the insights gained from both won and lost deals. Look for consistent feedback across multiple deals.

Decision-making 52

Decision-making Sales Value Proposition Stakeholders 52

Brooks Group

SEPTEMBER 14, 2023

Personalized Sales Coaching Each individual has specific strengths and weaknesses that may help or hinder their success. Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. Tactical Sales Coaching This is data-backed coaching that focuses on sales tactics.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Hubspot Sales

MARCH 16, 2023

How did you find out about this company? How would your previous supervisor describe your work ethic? As an account executive, what are your greatest weaknesses? How has your educational background prepared you for this position? How is your success measured in your current position? Why do you want this role?

Negotiation 100

Negotiation Prioritization Media CRM 100

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. At the same time, deals take longer to make their way through the sales process than they used to. For cash-starved companies in an uncertain economy, new deals can’t be closed fast enough.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Arpedio

DECEMBER 14, 2023

That’s where sales enablement comes in – a strategic approach that equips your sales team with the right resources, tools, and skills to boost their productivity, close deals faster, and drive revenue growth.

Sales 52

Sales Software Software Account Planning 52

Brooks Group

JUNE 26, 2023

Deals are more complicated and often take longer to close. But how can you deliver sales training at scale that leverages the strengths and addresses the skill gaps of each sales professional on your team? Today’s competitive threats are evolving. Sales training pays off in many ways. return, generating an ROI of 353%.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Hubspot Sales

MARCH 7, 2023

Of course, you’ll want to prepare for standard interview questions, such as “What is your greatest weakness?” (Be Be sure to spin your weakness into a positive!) Account managers are the liaison between a company and its clients. Finding the right person to fill this role is essential. Let’s get started!

Account Management 87

Account Management Management Onboarding Prioritization 87

Showpad

NOVEMBER 7, 2023

Reps should be confident, adept at recognizing a buyer’s challenges, and quick on their feet—along with a long checklist of other sales skills that help them build relationships and close deals. Yet, all too often the urgency of the present—including deal pursuits, forecasting, and quarterly goals—gets in the way.

Negotiation 52

Negotiation Organization Prioritization Sales Training 52

Account Manager Tips

AUGUST 14, 2022

Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? But don't ignore your weaknesses. 21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Table Of Contents. Creativity 2. Persuasion 3.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Brooks Group

FEBRUARY 16, 2024

This blog post dives into how you can develop these three sales differentiation skills to set yourself apart. It’s not your IQ, but rather it’s how you manage yourself and your relationships with others.” — Daniel Goleman , psychologist and author of Emotional Intelligence. We arranged to meet at the store. EI is a perishable skill.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Nutshell

APRIL 18, 2023

To create an effective sales strategy, you need to know who your competitors are and how you stand out from them. In this post, we’ll discuss competitive and marketing analyses and how to conduct them to help with creating your sales strategy. Table of Contents What is a competitive market analysis?

Marketing 48

Marketing Supply Chain Sales Value Proposition 48

Hubspot Sales

JUNE 12, 2020

Here are some pointers on how to master the art of selling. Selling is a lot like interpretive dance or improv comedy — a free-flowing art form that requires tact and charisma. Maybe that particular situation was specific to me, but you get my point. Selling is a delicate but structured art with a lot of room for things to go wrong.

Profitability 101

Profitability Sales Meetings Management 101

Hubspot Sales

JANUARY 14, 2020

Excel: the software that literally everyone totally knows how to use … according to their resumes. How is Excel used in business? In this article, I’ll discuss some of those applications and give a high-level overview of how to create a business model in Excel. How to use Excel for Business. Accounting. Visualizations.

CRM 103

CRM Investors Construction Acquisition 103

Hubspot Sales

JUNE 16, 2020

How to Improve Your Sales Performance. Your mindset as you approach a deal can greatly impact the final outcome. Business acumen, or the level of understanding you have in regards to how a business runs, gives you credibility and trust when you are positioning your product or services. Start with the right mindset.

Sales 118

Sales Sales Management Negotiation Meetings 118

Hubspot Sales

JANUARY 4, 2021

Create a checklist of the critical steps and the clarity needed for each deal, and ask your reps to check it every time. Here are a few things to include: Is the deal moving forward, and is your contact responsive? Go through this list and any other questions you might uncover to assess if a deal is at risk of falling through.

Management 131

Management Sales Decision-making Profitability 131

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 41% of underperforming teams are effective at sales discovery and questioning.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Arpedio

DECEMBER 18, 2023

But what is Sales Enablement , and how can it help businesses achieve their goals? At its core, Sales Enablement aims to optimize the sales process by providing reps with the tools and knowledge they need to engage effectively with prospects and close deals. What is Sales Enablement?

Sales 52

Sales Business Growth Organization Marketing 52

Red Star Kim

FEBRUARY 14, 2023

This suggests that rather than focusing on weaknesses, you focus on strengths. So, for example, rather than thinking “ I am no good at business development” think about how to see this more positively – such as “I am really good at forming relationships with clients and delivering great service”.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Brooks Group

MARCH 6, 2023

In this article, we will discuss the benefits of role-specific sales training and how it can help your organization. We will also discuss how it can be a valuable investment and how you can make the most of role-specific sales training. There are no one-fits-all solutions for sales training.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Brooks Group

SEPTEMBER 15, 2022

However, many teams struggle to close deals and meet their quotas. Sales teams are the backbone of any company. They are responsible for bringing in new business and helping grow the company. This is often due to a lack of training in areas that sales professionals need to succeed. 1) Stronger Team Relationships. Create a Middle Ground.

Sales Training 52

Sales Training Sales Negotiation Communication 52

Arpedio

FEBRUARY 22, 2024

This framework provides a structured methodology for understanding customer needs, identifying key decision-makers, and ultimately closing deals with precision and efficiency. From metrics to competition, we’ll explore how MEDDPICC can revolutionize your sales strategy and propel your business toward unparalleled success.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Hubspot Sales

FEBRUARY 25, 2019

Most people choose goals based on their weaknesses or failures. For example, a rep who struggles to stay firm on their price during negotiation might say to himself, "I won't drop my price by more than 5% for the next 10 deals.". Anyone can set a goal. But meeting your goal is far harder. Not very high.

Meetings 104

Meetings Sales Negotiation CRM 104