Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Because getting these right, having them support each other, and fostering adoption and mastery, improves revenue plan attainment, individual rep quota attainment rates, and win rates.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Brooks Group

FEBRUARY 1, 2024

Ramping new sales reps quickly is a pivotal factor separating successful sales organizations from those that underperform. Data from our 2024 Sales Leader Trend Report shows that 87% of successful teams have extensive, structured onboarding. Here are 4 ways a common language helps get new sales reps up to speed quickly.

Onboarding 77

Onboarding Sales Sales Training Communication 77

Hubspot Sales

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. If you're in sales, this result shouldn't be a big surprise. As part of our 2024 State of Sales Series , our Sr.

CRM 90

CRM Decision-making Sales B2C 90

Showpad

NOVEMBER 7, 2023

Becoming a top-performing seller doesn’t simply happen after accepting the role. It requires a drive to try new methods and learn from previous mistakes. While every seller aspires to be a high performer, they can’t do it alone. While every seller aspires to be a high performer, they can’t do it alone.

Negotiation 52

Negotiation Organization Prioritization Sales Training 52

Arpedio

MARCH 20, 2024

Account-Based Selling (ABS) has emerged as a potent strategy for businesses aiming to target high-value accounts strategically. Take a closer look into the common hurdles you may encounter in your ABS implementation, and explore effective strategies to overcome them. Are you already using Salesforce?

Government 52

Government Innovation Prioritization Facilitation 52

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on strategic account planning – a vital practice for businesses looking to achieve long-term success and foster strong customer relationships. In today’s competitive landscape, having a well-defined account plan is essential to effectively manage key accounts and drive growth.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on strategic account planning – a vital practice for businesses looking to achieve long-term success and foster strong customer relationships. In today’s competitive landscape, having a well-defined account plan is essential to effectively manage key accounts and drive growth.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 15, 2024

In the fast-paced world of sales and marketing, success hinges not only on closing deals but also on the groundwork laid long before a transaction takes place. Definition of Pre-Sales In the realm of business, particularly in sales and marketing, the term “pre-sales” holds significant weight.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

Arpedio

DECEMBER 20, 2023

Sales forecasting is a critical process that enables businesses to project future sales activity and streamline their business strategy for better results and profitability. Whether you are a small business owner or a large corporation, sales forecasting can help you make informed decisions that improve your bottom line.

Decision-making 52

Decision-making Profitability Procurement Sales 52

Sales Management Plus -- SMP

DECEMBER 5, 2023

Regularly reviewing branch performance is essential for a distribution company for several reasons. This can help in identifying best practices that can be replicated across branches, as well as areas that need improvement. Where to Start in Your Branch Review Every distributor is different. This ensures continuous improvement.

CRM 52

CRM Profitability Decision-making Software 52

Arpedio

FEBRUARY 19, 2024

One such technology that has revolutionized sales practices is Artificial Intelligence (AI). AI in sales refers to the application of advanced algorithms and machine learning techniques to streamline sales processes, gain actionable insights, and deliver personalized experiences to customers and prospects.

Artificial Intelligence 52

Artificial Intelligence Sales Government Decision-making 52

Hubspot Sales

JANUARY 4, 2024

Having a bad sales month? 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%. What makes a bad sales month? Sales experts set off the common seven: 1. We’ve all been there.

Sales 104

Sales Management Sales Management Marketing 104

Flevy

FEBRUARY 20, 2024

Competitive Benchmarking involves the comparison of an organization’s processes, performance metrics, and products against industry bests or best practices from other industries. It is a strategic tool that highlights gaps, uncovers opportunities, and drives an organization’s approach to market leadership.

Management 52

Management Digital Transformation Profitability Decision-making 52

Hubspot Sales

SEPTEMBER 29, 2023

Every winning sales team has an excellent coach guiding them. This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support. Source Chorus.ai

Software 85

Software Software Sales Remote Working 85

Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. It serves as the foundation for establishing strong customer relationships, understanding market dynamics, and ultimately closing deals that drive revenue growth. What is a Pre-Sales Strategy?

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Motivate your team in personalized and culture-wise ways.

Sales Management 93

Sales Management Management Energy and Utilities Emotional Intelligence 93

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? After you choose the date and venue, your next question may be who you should ask to deliver the keynote—and what you want them to talk about. Your sales keynote speaker will set the tone for the rest of the event.

Sales 92

Sales Sales Training Meetings Media 92

OnStrategyHQ

DECEMBER 20, 2023

The Strategic Planning Process in 4 Steps To help you throughout our strategic planning framework, we have created a how-to guide on the basics of a strategic plan, which we will take you through step-by-step. Free Strategic Planning Guide What is Strategic Planning? Questions to Ask: Who is on your Planning Team?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Flevy

FEBRUARY 17, 2024

In today’s digital world, understanding your customer base is more crucial than ever. This functional group is essential for organizations aiming to improve customer satisfaction , increase customer loyalty , and drive revenue growth.

Management 52

Management Digital Transformation e-Learning Acquisition 52

ACT

DECEMBER 18, 2023

What digital marketing channel has an ROI of 3500% , is entirely under your control, and can be leveraged whenever you want to drive sales? Unlike SEO or social media , your email marketing success doesn’t rely on automated algorithms or ever-changing content policies. Email marketing, of course.

Marketing 52

Marketing CRM Digitalization Profitability 52

Arpedio

FEBRUARY 26, 2024

In today’s hyper-competitive business landscape, the traditional sales approach of casting a wide net and hoping for the best no longer suffices. Enter Target Account Selling (TAS) – a meticulously crafted approach that focuses on precision rather than volume, quality over quantity, and personalization above all else.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

ProlifIQ

JUNE 21, 2023

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. One such strategy that has proven to deliver impressive returns is account planning. What is an Account Plan?

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

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?

Sales 52

Sales Account Management Stakeholders CRM 52

Flevy

MARCH 26, 2024

Based on sales and downloads of the FlevyPro frameworks , here is what we found to be the top 10 Customer-centric Design (CCD) frameworks used by management consultants. Each FlevyPro consulting framework presentation follows the standard “headline-body-bumper” design structure that is utilized by all the global strategy consulting firms.

Customer Experience 52

Customer Experience Digitalization Digital Transformation Organization 52

Hubspot Sales

APRIL 25, 2023

Here's the burning question: Does AI have a place in sales, and how does it affect our current sales processes? We'll review use cases of AI emails, their pros and cons, and the tools you should consider when adding this tech to your arsenal. Here are three examples of how teams use AI to generate sales emails.

Sales 97

Sales Emotional Intelligence CRM Decision-making 97

Flevy

FEBRUARY 19, 2024

Thus, it’s critical leaders select appropriate Key Performance Indicators (KPIs) designed to translate growth efforts into measurable outcomes. The purpose of this article is to explore the critical Business Growth Metrics that serve as signposts on the journey of sales growth and organizational maturity.

Business Growth 52

Business Growth Management Digital Transformation Profitability 52

Arpedio

DECEMBER 4, 2023

Measuring the Success of Account-Based Selling Explore the ARPEDIO platform ← Back to blog Account-based selling (ABS) is becoming increasingly popular in the B2B software industry as it allows businesses to target specific high-value accounts and personalize their marketing and sales efforts.

Decision-making 52

Decision-making Prioritization Media Marketing 52

Arpedio

DECEMBER 19, 2023

In this comprehensive guide, we delve into the nuts and bolts of Account-Based Selling, a strategy that has revolutionized the sales process for countless businesses. We’ll also highlight the tangible benefits of adopting an ABS approach, from enhanced customer engagement to improved sales outcomes.

Decision-making 52

Decision-making Account Planning CRM Marketing 52

Mike Kunkle

JUNE 12, 2022

If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. People should always come first, but for this post, from your company’s perspective, let’s start with the business stuff. You won’t hit a target you can’t see.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Arpedio

SEPTEMBER 25, 2023

Key account management vs. traditional sales ← Back to blog The game of sales and customer relations has changed – staying competitive is no longer just about making the sale; it’s about nurturing valuable, long-lasting relationships with your top-tier clients. What is traditional sales?

Key Account Management 52

Key Account Management Account Management Management Sales 52

Mike Kunkle

AUGUST 27, 2019

Development: Development is a targeted form of personalized learning to foster career growth. In this post, I’ll share strategies for organizational learning that utilize training, development, and education to create a learning culture, close identified competency gaps, and improve sales results. Ongoing product updates.

Sales 130

Sales Onboarding Leadership Sales Training 130

OnStrategyHQ

MAY 18, 2021

Download the Complete Guide to Strategic Planning today. Phase 3: Strategic Plan Development. Use your SWOT to stay grounded and realistic as you build a roadmap from where you are today to where you want to be. As you develop your strategy and set your goals, make strategic choices about what to do and not to do.

Organization 96

Organization Facilitation Small Business Marketing 96

Arpedio

MARCH 13, 2024

In the ever-evolving landscape of sales and marketing, one term that has been gaining significant traction is “product-led sales.” ” This approach represents a fundamental shift in how businesses engage with their customers, placing the product itself at the forefront of the sales process.

Acquisition 52

Acquisition Prioritization Onboarding Sales 52

Nutshell

APRIL 17, 2023

For today’s sales teams, using data to inform sales strategies is essential. Data enables you to make better-informed decisions, stay on track toward goals, and ultimately, win more sales. How can you use data when creating your sales strategy? Table of Contents What is a data-driven sales strategy?

Sales 62

Sales CRM Decision-making Government 62

Arpedio

FEBRUARY 27, 2024

In today’s rapidly evolving business landscape, sales strategies that focus solely on transactions are becoming increasingly outdated. As businesses strive to differentiate themselves and establish long-term success, the concept of relationship selling has emerged as a critical component of sales excellence.

Prioritization 52

Prioritization Communication Software Software 52

Arpedio

OCTOBER 10, 2023

And at the very heart of ABS lies the concept of personalization, a practice that has become increasingly vital for businesses aiming to forge strong, lasting relationships with their target accounts. Personalization allows you to tailor your messaging and outreach to the specific needs, pain points, and preferences of each target account.

Decision-making 52

Decision-making Account Planning Marketing Stakeholders 52