Upland

FEBRUARY 29, 2024

However, that doesn’t mean that there shouldn’t be a firm strategy in place to help guide sales leaders and teams towards a fruitful change that lasts. How important is this commitment to ongoing, lasting change? People who have picked it up haven’t stopped using it,” he says. “We

Account Planning 195

Account Planning Management Leadership Organization 195

Upland

MAY 18, 2023

First, what is a key account? However, there is one commonality between the terms, no matter what you call them. As you can see, buying groups are larger in key accounts and often require more members and attention from the entire revenue team – especially at the executive level. Attracting them is an entire process.

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

Upland

MAY 5, 2023

It’s all about putting your strategy for an account first, and everything else will fall in place. We’re glad you asked. In the words of Aaron Burr from the hit Musical Hamilton, you need to be in the room where it happens, the room where it happens. From my perspective, I figured, well, they’re buying from me, right?

Account Planning 195

Account Planning Healthcare Decision-making Stakeholders 195

Mike Kunkle

NOVEMBER 21, 2023

The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sales force. No identification with actual persons (living or deceased), companies, places, buildings, and products is intended or should be inferred.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Upland

JANUARY 29, 2024

Winning sales teams know strong leads must be converted into successful sales transactions. Sales productivity involves how efficiently and effectively a sales team can generate revenue—while managing costs and resources, building customer relationships, and staying competitive in the market. Rather, it’s about people.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Mike Kunkle

MAY 30, 2023

The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. Career Musings I’ve been thinking about this a lot lately, due to the many downsizings and layoffs that have occurred, and how many good enablers are in the job market right now.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. What do you think the answer was? If you said “NO” then you were right. All eyes are on you - including your boss and a handful of your client's senior executives. How do you feel?

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Account Manager Tips

OCTOBER 6, 2022

Still, it doesn't have to be like this. Sure you'll still have your bad days, but follow even a handful of these tips and I promise you'll be in charge of your schedule, manage your time and smash your goals. Ask yourself if you really need to meet? Schedule your meeting right, the first time 21. Schedule meetings ASAP 4.

Management 246

Management Meetings Decision-making Brainstorming 246

Account Manager Tips

NOVEMBER 19, 2022

How many times have you been in a presentation and drifted into a daydream? Thinking about what you'll do when you get back to your desk or what you'll have for lunch? Because we got bored listening to someone drone on about a topic we already know (or didn't care) about. We've all been there. The report.

Value Proposition 246

Value Proposition Decision-making Shareholders Government 246

Red Star Kim

FEBRUARY 21, 2024

Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. In this post I explore different types of questions and how they can be used in various business scenarios. And they can help you foster collaboration. “He

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Account Manager Tips

OCTOBER 16, 2021

Top 10 LinkedIn Hashtags Every Key Account Manager Should Follow Now You may not know it, but LinkedIn hashtags are an excellent tool for staying up-to-date in your industry, finding relevant and useful information, and expanding your network. Here are ten hashtags that will help you thrive as a key account manager.

Key Account Management 244

Key Account Management Account Management Management Media 244

Red Star Kim

JULY 25, 2023

Yet organisations are collections of wonderfully-diverse people. To help free people experiencing mental anguish and allow them the space to develop and fulfil their potential. Naturally, I have studied many books on counselling and therapy over the years. On dark places – Dealing with low mood People often mask low mood.

Decision-making 246

Decision-making Emotional Intelligence Management Construction 246

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue.

Sales 258

Sales Finance Decision-making Profitability 258

Hubspot Sales

DECEMBER 26, 2023

With all the changes to X (formerly Twitter) over the last few years, you’re not alone if you’ve been looking for Twitter optimization tips so you can use it more effectively for social selling. So today, I’m showing you what you need to know about optimizing X to help you present a trustworthy and knowledgeable front to your audience.

Sales 96

Sales Media Value Proposition Logistics 96

Hubspot Sales

JANUARY 29, 2024

As a salesperson, you've probably gotten your fair share of career advice — and it goes without saying that some of those tidbits have definitely been more valuable than others. Some insight you get winds up being dated, disjointed, or detrimental to your overall sales acumen. Haven't you seen Glengarry Glen Ross?

Sales 84

Sales Publishing Software Software 84

Hubspot Sales

JUNE 21, 2023

An objection is a legitimate concern that could threaten a deal, while a brush-off comes from a less genuine place — it's a knee-jerk reaction prospects raise when they want to quickly and abruptly end a sales call. And if you want to consistently engage in meaningful conversations with prospects, you need to know how to work past them.

Decision-making 110

Decision-making Meetings Sales Organization 110

Hubspot Sales

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” If so, you’ve come to the right place. Reviewing a sales rep’s performance data won’t help if they don’t know how to improve in the areas where they’re lacking.

Meetings 104

Meetings Construction Sales Management Management 104

SalesGlobe

FEBRUARY 21, 2024

Reinventing Sales: Outbound Selling, Incentive Compensation, Tech Innovations & Why You Should Care Michelle Seger Welcome to the Rethink Sales Podcast. And today, we have with us an expert in sales performance management technologies, Edward Moss, who works with OpenSymmetry. I’m your host, Michelle Seger.

Innovation 52

Innovation Sales Retail B2C 52

SalesGlobe

FEBRUARY 21, 2024

And today, we have with us an expert in sales performance management technologies, Edward Moss, who works with Open Symmetry. Michelle Seger Once an investment has been made today, we’re going to have a great conversation with Edward about the continuously sales landscape and the interaction between buyers and sellers.

Sales 52

Sales Retail B2C Management 52

Planview

SEPTEMBER 26, 2023

Definitely, the biggest lesson I’ve learned is you have to be true to yourself. If you are genuine and uphold your beliefs—like empathy, respect, and empowering others—the rest kind of falls into place. Are there any experiences in your life that you feel contributed to your professional success?

Management 105

Management Meetings Innovation Communication 105

Envisio

DECEMBER 19, 2023

Next, you’ll need to develop and set SMART goals and relevant KPIs to help you move from strategy to action. Next, you’ll need to develop and set SMART goals and relevant KPIs to help you move from strategy to action. Put simply, SMART goals, actions, and KPIs have a much higher likelihood of being achieved!

Stakeholders 98

Stakeholders Construction Government Organization 98

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. Teamwork.com's Sales Story Who are you and what is Teamwork.com all about?

Sales 112

Sales Onboarding Prioritization Profitability 112

Nutshell

MAY 18, 2023

A CRM can help you gather, store, organize, and analyze data about your customers, which then helps you improve your sales and marketing efforts. How to integrate a CRM with social media platforms 3 benefits of integrating with social media and advertising platforms What is CRM social media and advertising integration?

Advertising 118

Advertising Media CRM Software 118

Hubspot Sales

FEBRUARY 15, 2023

Strong networking skills are one of the most useful abilities you can have. Unfortunately, it’s usually not something we’re born with – you’ll have to practice to improve. In this piece, you’ll learn how to improve your networking skills. How to Improve Your Networking Skills 1. Give more than you take.

Meetings 115

Meetings Digitalization Communication Organization 115

Brooks Group

JANUARY 8, 2024

You can’t manage what you don’t measure. 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. This is great, right? But how can you tell it’s time to scale back on your metrics?

Sales 97

Sales Sales Training B2B Organization 97

Nutshell

APRIL 3, 2024

When your customers are frustrated with the quality of your products, services, or support team, they’re likely to ditch your company for a competitor — unless you can help resolve their issues satisfactorily. But how do you even know if your customers are happy or not? That’s just what we’ll be discussing on this page.

Media 71

Media CRM Marketing Meetings 71

Nutshell

MARCH 20, 2024

Without leads, you can’t make sales, and if you can’t make sales, you won’t generate revenue. So, how do you ensure you’re always bringing in fresh leads for your business? How do you know which one is right for your business? How do you know which one is right for your business?

Software 77

Software Software CRM Management 77

Hubspot Sales

NOVEMBER 8, 2023

If you can refine your process and strategy and present that to your team from the beginning — you're sure to start off on the right foot. If you can refine your process and strategy and present that to your team from the beginning — you're sure to start off on the right foot. really takes a toll on you.

Sales Management 101

Sales Management Management Energy and Utilities Emotional Intelligence 101

Nutshell

MAY 7, 2024

However, figuring out how much your business actually benefits from attending trade shows can be challenging. To make the most of these events, you’ll need to measure the return on investment, or ROI, of the trade shows you attend. ROO measures how well participating in a trade show helped your company meet its non-sales objectives.

CRM 71

CRM Media Advertising Marketing 71

OnStrategyHQ

APRIL 25, 2024

This post is part of a series that will help you articulate distinct and actionable guiding principles for responsible AI in your organization. This post is part of a series that will help you articulate distinct and actionable guiding principles for responsible AI in your organization. My name is Erica Olsen.

Artificial Intelligence 52

Artificial Intelligence Government Energy and Utilities Healthcare 52

Hubspot Sales

JUNE 7, 2023

Every step of your sales process is a struggle in its own right, so by the time you reach the negotiation stage, it can feel like you've run a marathon — but you still have a ways to go. So in the interest of showing you exactly what not to do, we've put together a handy, seven-step action plan for losing a negotiation.

Negotiation 112

Negotiation Sales 112

Hubspot Sales

MAY 17, 2023

The average buyer in this day and age is shrewd — naturally skeptical of salespeople and having certain standards reps have to measure up to. To help you avoid those pitfalls, we've put together a list of eight of the main mistakes reps make that make them seem less credible to potential buyers. Let's dive in.

Value Proposition 129

Value Proposition Stakeholders Facilitation Communication 129

Hubspot Sales

MARCH 7, 2023

Let's dive into some of the biggest missteps she sees RevOps teams making, and how you can avoid them. You've explored your tech stack independently, but you haven't looked at all of your business capabilities as a whole. But it's never going to be like 'We have a problem, let's plug in some technology.'

Publishing 103

Publishing Customer Experience e-Learning Software 103

Hubspot Sales

MAY 26, 2023

Your phone rings and you decide to pick this one up instead of letting it go to voicemail. You are greeted with a pitch from a pushy sales rep. Odds are, if you don’t want what they’re selling, you’ll hang up immediately. How to Make Effective Outbound Calls 1. That’s why mastering an outbound call is so important.

Emotional Intelligence 104

Emotional Intelligence Software Software Communication 104

Nutshell

AUGUST 28, 2023

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. Why is it important to have a structured sales process? Why is it important to have a structured sales process?

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Hubspot Sales

DECEMBER 12, 2023

There's AI — obviously — and all the ways it's changing how we sell. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024. But how can salespeople leverage AI without losing that human connection? Let's dive in. Use AI to augment, not automate.

Sales 106

Sales Investors Prioritization Innovation 106

Planview

APRIL 20, 2023

With nearly two decades at Planview, Paula is passionate about the company, its people, and its impact for good. Let’s get to know Paula Lina. I went to school to be an elementary teacher but learned during my student teaching that it wasn’t the right fit. You help champion Planview’s “Force for Good.” ”). .”).

Meetings 98

Meetings Profitability Banking Software 98