Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

JUNE 12, 2023

It’s hard to find valuable and reliable sources of information so I wanted to share some insights from some excellent webinars I recently attended. Things continue to move at pace in the world of digital marketing and marketing automation (MarTech). Digital Marketing update webinars (June 2023). Adopt a “ You ask, we answer” strategy.

Digitalization 130

Digitalization Marketing Advertising B2C 130

Red Star Kim

MAY 15, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of relationship building or sales conversations. Helpfully, after each there’s a short summary making it easy to remember and apply the technique. There are a few tricks that made me cringe.

e-Learning 130

e-Learning Communication Meetings Digitalization 130

Strategic Account Management Association

JUNE 30, 2021

First, there is how SAMs communicate, articulate and exchange their expertise based on their sales and professional experience. First, there is how SAMs communicate, articulate and exchange their expertise based on their sales and professional experience. Michael Thomas is the founder of Magnetic Services.

Digitalization 520

Digitalization Organization Account Management Management 520

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. It's the jumping-off point for every closable deal — and doing it effectively can be the difference between maintaining a steady stream of productive opportunities and your sales process never getting off the ground.

B2B 97

B2B Decision-making CRM Communication 97

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 104

Negotiation Sales Leadership CRM 104

Showpad

DECEMBER 16, 2021

Meet Pedro Correia, Sales Enablement Lead at IFF. In this interview, Pedro shares the innovative ways IFF is integrating technology into the sales training and content process , from information tagging to augmented reality and AI. Tell us about your current role as Sales Enablement Lead at IFF and how it’s changed in the last year.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

Zendesk

FEBRUARY 17, 2022

It can take days, weeks, or even months of careful thought before they commit to buying. And if you wait to interact with them until the end of their decision-making process, you’re missing out on profitable sales opportunities. Essentially, it’s what a sales funnel looks like from a prospect’s perspective.

Decision-making 98

Decision-making Media CRM Software 98

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy? You’ve come to the right place!

Sales 52

Sales e-Learning Onboarding Software 52

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. So, sales organizations need focus on improving their sellers’ sales skills and strategic thinking abilities. Customers today have more information, more choices, and freedom.

Sales 61

Sales Suppliers Decision-making Sales Training 61

Hubspot Sales

SEPTEMBER 10, 2018

When you've been in sales a while, it's easy to develop bad habits. Seemingly innocuous phrases like, " Sorry to bother you, " sneak into our regular sales emails and phone calls and poison our relationships without us even realizing it. All it takes is one cringeworthy phrase to kill a sales follow-up email.

Decision-making 110

Decision-making CRM Sales Communication 110

Hubspot Sales

DECEMBER 31, 2020

This is why most businesses have a sales funnel — a way of bringing in potential customers and working with them until they become buyers. This is where your marketing team and your sales team work together to create success for the company. Focusing on pre qualified leads is one way to take an active approach to your sales process.

Publishing 136

Publishing Marketing Sales Communication 136

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. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker? Why is selling to the C-suite so critical? You get stuck in the weeds.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Hubspot Sales

JANUARY 31, 2018

I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. 18 Outdated Sales Tactics to Kick to the Curb in 2018. Cold calling.

Sales 145

Sales Media Meetings Brainstorming 145

Hubspot Sales

FEBRUARY 25, 2019

As a sales educator, I've watched a great number of salespeople set goals and succeed -- and an even greater number set goals and fail. 5 Characteristics of Successful Sales Reps. If the professionals you call are busy, out of the office, or uninterested, you'll miss your goal. All you need to do is sit down and make the calls.

Meetings 104

Meetings Sales Negotiation CRM 104

PandaDoc

APRIL 6, 2023

VoIP (Voice over Internet Protocol) is a good friend of sales agents. The technology allows you to call prospects and clients using just an Internet connection. While VoIP software is utilized for making calls, CRM is used for storing customer data. But this is not all.

CRM 52

CRM Sales Software Software 52

Brooks Group

FEBRUARY 12, 2024

When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue.

Sales Training 74

Sales Training Sales Account Management Profitability 74

PandaDoc

JULY 1, 2020

Creating new sales opportunities and achieving stable growth is the goal of every company. Prospecting is the process of searching for potential buyers (the prospects) that are good fits for your service or product and then communicating with them in a way that moves them to the next stage of a sales pipeline. Be relentless.

Media 98

Media B2B Decision-making Software 98

Brooks Group

MARCH 27, 2023

From prospecting to closing, sales calls are an integral part of the sales process that can make or break an entire deal. Recording these calls can provide essential and accurate insights into how your sales team is performing while helping you identify areas for improvement. For example, Revenue.io

Sales 52

Sales Sales Training Software Software 52

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. B2B sales prospecting in a nutshell. The more detailed and accurate your ICP is, the more resultative your sales will be.

B2B 98

B2B Sales Decision-making Publishing 98

Hubspot Sales

MAY 19, 2020

In fact, equipped with the right approach, marketing and sales teams can pick their accounts together in as little as an hour. In fact, equipped with the right approach, marketing and sales teams can pick their accounts together in as little as an hour. Because companies get stuck. But, it doesn’t have to be hard. What’s not to like?

Decision-making 117

Decision-making Management Acquisition Value Proposition 117

Apptivo

DECEMBER 25, 2022

How to nurture sales lead to conversion? Businesses do follow one thumb rule of never leaving a potential customer hanging after they’ve expressed interest in their product or service. Lead nurturing generates revenue in turn! Every purchase, no matter how small or large, starts off on Google, Firefox, Microsoft Edge, or Safari.

Sales 98

Sales Media Construction Marketing 98

Agile CRM

DECEMBER 27, 2022

Sales tool is a type of software that helps sales teams manage and optimize their interactions with potential customers. It is designed to streamline the sales process and improve the efficiency of sales representatives by automating certain tasks and providing tools for managing customer relationships.

Sales 52

Sales Software Software CRM 52

Nutshell

SEPTEMBER 14, 2023

If you want to learn how to manage a sales pipeline for an IT company, you’ve come to the right place. That’s where a sales pipeline comes in. But your sales pipeline can’t run itself. That’s why we’re covering everything you need to know about sales pipeline management for IT companies in this blog post.

Management 62

Management Prioritization CRM Sales 62

Hubspot Sales

SEPTEMBER 30, 2019

Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. That’s why we’ve made a list of the best sales training ideas, activities, and games. Use a sales training template. Download This Template for Free.

Sales Training 143

Sales Training e-Learning Onboarding Sales 143

Hubspot Sales

JUNE 22, 2018

In fact, getting a response from prospects was identified as the hardest part of the sales process in the 2018 State of Inbound Sales Report. These 45 tips from three remarkably insightful sales experts should make it much easier for you. Set Yourself Up for Sales Prospecting Success. But, it doesn’t have to be.

Value Proposition 110

Value Proposition Sales Decision-making eCommerce 110

Brooks Group

MARCH 29, 2023

If you’ve ever conducted a sales call, you know how anxiety-inducing it can be. For this reason, doing pre-sales call research is crucial. Before making a sales call, pre-sales call research involves gathering information about potential customers, their company, and their needs.

Decision-making 52

Decision-making Sales Sales Training Facilitation 52

Brooks Group

MARCH 8, 2023

It’s not just something a sales rep deals with at the end of the sale. They may not happen in the same order with every sale, but if they don’t all occur, your sales reps will likely have to deal with some degree of pushback. View this week's video How Do I Help My Team Get the Pricing They Want?

Sales Training 82

Sales Training Decision-making Marketing Leadership 82

ACT

JANUARY 11, 2023

According to research, 67 percent of customers end a support call in frustration when they can’t reach a service representative. Did you know that 90 percent of customers regard issue resolution as the most important customer service factor? This isn’t surprising. What are customer pain points?

Small Business 52

Small Business Customer Experience CRM Communication 52

PandaDoc

OCTOBER 3, 2023

Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. As AI evolves, sales processes will become more predictive and proactive.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52

SuperOffice

MAY 3, 2021

Outbound sales often have a bad rep thanks to cold calling and aggressive sales scripts. This type of outbound sales is irritating, unsustainable, and results in a lot of dead ends and wasted efforts. Outbound sales efforts are meant to be a relationship-focused business activity. What is outbound sales?

Sales 69

Sales CRM Media Advertising 69

Showpad

AUGUST 18, 2020

Sales enablement shouldn’t automate bad practices. Before we go into that, let me summarize what we’ve covered so far in this series for executives. The blog post on digital transformation is a great foundation for our discussion here. What are “bad” sales practices? Isn’t this what I was told for many years? I hear you.

Digital Transformation 127

Digital Transformation Sales e-Learning Digitalization 127

Insightly

JANUARY 25, 2024

What are some key new years resolutions for sales people in 2024? As the year kicks off, what should sales people focus on to improve their craft and maximize their results? Insightly CMO Chip House tackled this topic in a recent webinar with sales consultant and keynote speaker Jen Allen-Knuth. This will carry over into 2024.

Sales 52

Sales CRM B2B Decision-making 52

DemandFarm

MAY 25, 2023

Consider these scenarios: Scenario 1: Before: “Good morning, Mr Brown. After: The phone dings and announces “You’ve got mail!” Scenario 2: Before: “Yes, Sarah! After: “Yes, they’ve been an important client for years. Scenario 3: Before: Brendon is trying to find the best contact within an important clients organization.

Account Management 52

Account Management Digitalization Key Account Management Digital Transformation 52

Brooks Group

SEPTEMBER 27, 2023

Your sales kickoff – that annual team get-together that is equal parts goal-setting and pep-rally – remains critical and relevant in an uncertain sales climate. There are two main reasons a sales kickoff is more important in 2024 than ever: changing buyer behavior and a tightening economy.

Brainstorming 52

Brainstorming Sales Meetings Prioritization 52

Zendesk

JUNE 11, 2021

The concept of a “sales funnel” is a little misleading. After all, a real funnel is designed to catch and pour out every ounce of liquid you put into it. But not every lead that enters the top of your sales funnel will come out the other end as a customer—there’s bound to be some pretty significant spillage along the way.

Sales 86

Sales B2B Advertising Media 86

Arpedio

DECEMBER 3, 2021

Back to blog. After the first project, many others followed, so my learning path continued. Finally, after 10 months of experience in implementations, I felt I had enough knowledge and decided to prepare for the Accreditation. ARPEDIO has a new Service Cloud Voice Accredited Professional. ? Meet Raquel.

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B2B Account Management Innovation Internet 52