Red Star Kim

OCTOBER 19, 2023

You need to have a deep knowledge of all the different issues clients may have and examples and stories of how your firm has helped people in similar situations.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Brooks Group

JUNE 2, 2023

Action Plan for Sales Target Achievement – 4 Steps As we round out the first half of the year, it’s a great time to regroup, recalibrate, and prepare our sales teams to hit the year-end sales goals we’ve set for them. Maybe your sales team has veered slightly off track since the target was set?

Sales Training 70

Sales Training Sales Negotiation Meetings 70

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. Read on to find out how Teamwork.com increased sales efficiency by 50% when they ditched "more is better" in favor of "better is better." What’s the backstory?

Sales 107

Sales Onboarding Prioritization Profitability 107

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Brooks Group

DECEMBER 1, 2023

Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish account management KPIs to measure performance and effectiveness. Those objectives will help you decide which metrics make the most sense for your team to track.

Account Management 93

Account Management Management Account Planning Sales Training 93

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. By accessing this level, you position your solution more strategically and reduce the risk of being viewed as just another vendor or commodity supplier.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Account Manager Tips

JULY 22, 2022

If you think your job is harder than it should be. 25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Table of Contents. you're right. you're right.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Brooks Group

JUNE 28, 2023

Marines conduct a great exercise to demonstrate how simple it is to tie up a sale (or in their case, gain commitment for enlisting). On the surface, this may seem like an open-ended question where there is no wrong answer—but the instructors are listening for the magic phrase, “Are you ready to become a United States Marine?”

Negotiation 78

Negotiation Sales Training Sales Management 78

Brooks Group

APRIL 19, 2023

How Is Your Team Perceived? How busy are they right now? What kind of relationship are they looking for from your salesperson? What kind of relationship are they looking for from your salesperson? In short, what do they truly want from your salespeople? Now think about each of your salespeople.

Decision-making 82

Decision-making Sales Training Media Publishing 82

Strategic Planning and Management Insights

MARCH 6, 2023

SME Strategy is a strategy consulting firm that specializes in helping organizations align their teams and operations around a shared vision, mission, values, goals, and action plans. The success of your organization is heavily reliant on its ability to effectively implement its strategic plan.

Management 98

Management Decision-making Facilitation Software 98

Hubspot Sales

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. Get to know your team.

Management 101

Management Construction Sales Sales Leadership 101

PandaDoc

MARCH 29, 2024

This article outlines steps to establish and optimize a deal desk process flow with your team to help advance your sales strategy. Key takeaways A deal desk is a cross-functional team assembled to oversee opportunity qualification, solution and proposal development, and negotiation stages of a sales process.

Negotiation 52

Negotiation Stakeholders Profitability Government 52

Account Manager Tips

JUNE 29, 2021

How a capture strategy helps avoid competitive bidding Is your client due for renewal? Avoid a bidding war and follow these 10 capture strategy tips to keep your client long before they think of going to RFP. Build relationships with decision-makers and expand your network. Assemble the win team.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Negotiation 102

Negotiation Sales Leadership CRM 102

Nutshell

JUNE 7, 2023

When your company invests in new software or equipment, you want to be sure that it functions as it should and brings value over time. The same is true for your customer relationship management platform (CRM). A CRM is an essential business tool for making more sales and improving customer relationships.

CRM 62

CRM Software Software Acquisition 62

Arpedio

JANUARY 31, 2024

When it comes to digital marketing, where trends and tactics evolve rapidly, the pursuit of strategies that consistently yield impactful results is both a challenge and a necessity. In the following, we’ll uncover the intricacies of ABM by answering all your most essential questions.

Marketing 52

Marketing Facilitation Digitalization Acquisition 52

Arpedio

DECEMBER 20, 2023

One of the greatest challenges facing sales teams today is refining their strategies for optimal performance. This is where Win-Loss Analysis comes in handy. By examining the reasons behind won and lost deals, sales teams can derive valuable insights into their performance and areas for improvement.

Decision-making 52

Decision-making Sales Value Proposition Stakeholders 52

Nutshell

DECEMBER 7, 2023

In this article, we’ll explain how artificial intelligence software can enhance productivity and provide a comprehensive list of the best AI productivity tools. In this article, we’ll explain how artificial intelligence software can enhance productivity and provide a comprehensive list of the best AI productivity tools.

Artificial Intelligence 100

Artificial Intelligence Software Software Meetings 100

Hubspot Sales

SEPTEMBER 27, 2023

But I‘ve hit a point recently where I realized that AI might be a little too sophisticated and ever-adapting for my holding out to make a difference. But I‘ve hit a point recently where I realized that AI might be a little too sophisticated and ever-adapting for my holding out to make a difference. I‘m late to the game on AI.

Artificial Intelligence 107

Artificial Intelligence Customer Success Sales Marketing 107

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. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity?

CRM 71

CRM Sales Software Software 71

Zendesk

APRIL 18, 2023

With a customer journey map, you can see how your storyline tends to play out—where you’re succeeding and where you’re losing customers. From there, you can identify opportunities for improvement and come to a better understanding of why customers choose your company in the first place.

Customer Experience 98

Customer Experience Advertising Media Brainstorming 98

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. 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.

B2C 118

B2C Transportation Decision-making Logistics 118

PartnerTap

JANUARY 10, 2024

TLDR:Traditional B2B sales is broken. Deal dynamics today are exponentially more complex and sales reps have less influence and control over the sales process today than they did ten years ago. I bet most people reading this have played this painful game of telephone and unanswered emails. I know I have many times.

B2B 52

B2B CRM Suppliers Sales 52

Hubspot Sales

DECEMBER 21, 2020

It takes a lot of energy to identify new leads and move them through the qualification process. If your sales team is struggling to speak to the right customers or close deals, try the MEDDIC sales qualification process. What is the MEDDIC sales qualification? Why is MEDDIC so powerful?

Decision-making 123

Decision-making Sales Onboarding CRM 123

Hubspot Sales

MAY 18, 2021

How do you win more consistently and more often? business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople. business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople. average rating.

Value Proposition 117

Value Proposition Sales Communication Onboarding 117

ACT

NOVEMBER 8, 2023

A sales funnel flooded with tons of leads—it’s a cherished dream that unites marketing and sales teams. The more leads in your sales pipeline, the higher the likelihood of closing deals and generating revenue. The more leads in your sales pipeline, the higher the likelihood of closing deals and generating revenue.

CRM 52

CRM Marketing Prioritization Media 52

Flevy

FEBRUARY 20, 2024

Our discussion will focus on how these KPIs can illuminate an organization’s competitive position, facilitate strategic formulation, and pinpoint areas for operational enhancements. This strategic imperative has become easier in the modern age where data has been ubiquitous.

Management 52

Management Digital Transformation Profitability Decision-making 52

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI.

Co-Creation 82

Co-Creation Artificial Intelligence Sales Onboarding 82

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. What is Sales Coaching? Table of Contents 1.

Sales 52

Sales Account Management Stakeholders CRM 52

Arpedio

FEBRUARY 15, 2024

In today’s fiercely competitive market, achieving sales excellence is paramount for business growth and success. One key aspect of this pursuit is understanding and effectively implementing sales methodologies that align with modern buyer behavior and preferences.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Hubspot Sales

MAY 31, 2020

Sales organizations that wait until a sale is won or lost to judge a playbook’s success only have one metric by which to measure their efficacy. 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.

Sales 92

Sales Advertising Prioritization Meetings 92

Planview

DECEMBER 8, 2021

If you’ve gotten approval from leadership to embark on an Agile transformation, you may be gaining momentum from Agile teams embracing new ways of working and benefits like faster delivery, better quality, and improved morale. Consider these eight tips to get senior leaders behind your Agile transformation and help them fully engage.

Government 111

Government Leadership Stakeholders Decision-making 111

Nutshell

JANUARY 30, 2023

If you want to increase your sales revenue, it’s a good idea to track sales performance. Want to learn how to track your sales performance? It discusses why businesses should track sales performance and how to evaluate sales performance. Think of it as your desired destination.

Sales 62

Sales CRM Acquisition Decision-making 62

Brooks Group

APRIL 23, 2024

A sales career can be exhilarating and rewarding—offering the potential for high earnings, flexible schedules, and the chance to work directly with a diverse range of customers. As you consider whether a sales career is the right fit for you, it’s crucial to understand both the upsides and the downsides.

Sales Training 52

Sales Training Sales Decision-making Negotiation 52

Miller Heiman Group

NOVEMBER 19, 2020

Buyer behaviors have undergone massive changes over the past year, forcing sales organizations to evolve their processes to meet new demands and overcome new challenges. When sales leaders use predictive analytics paired with a CRM , they’re more likely to guide sellers to success. Get Sellers Buy-In. Uncovering hidden stakeholders.

Sales Analytics 101

Sales Analytics CRM Stakeholders Sales 101

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. But first, we’ll dive into the benefits sales prospecting tools have for your organization.

Artificial Intelligence 106

Artificial Intelligence Sales CRM Decision-making 106

Hubspot Sales

AUGUST 21, 2023

You have your list of names and phone numbers. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. If you're in a hurry, skip to the script , or download free sales call templates.) So, what does a typical cold call look like in sales? What is a cold call?

Value Proposition 98

Value Proposition Decision-making Software Software 98