Upland

APRIL 20, 2023

Here’s where having a sales account management strategy becomes indispensable. Sellers can take these lessons and use them to land new, key accounts, but also grow revenue in all accounts. Traditionally, account management has often been seen as a post-sales role. First, a quick primer – what is account management?

Account Management 195

Account Management Management Account Planning Decision-making 195

Hubspot Sales

MARCH 4, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week‘s post comes from five winners of HubSpot’s Modern Sales Leader 25 award. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1. Create a sales process you enjoy buying from.

Leadership 108

Leadership Construction Prioritization Sales 108

Hubspot Sales

FEBRUARY 7, 2023

“I hate sales.” If you find yourself saying this every morning before work, you’re not alone. That puts sales in the bottom 5% of careers. This isn’t a complete surprise, however — while sales reps are often paid well, the work isn’t easy. So you might just hate sales, but it’s not all bad news.

Sales 108

Sales Value Proposition Decision-making Communication 108

Hubspot Sales

SEPTEMBER 18, 2023

Timing is everything in sales. That is why recognizing trigger events is key to being successful. In this article, we’ll cover what a trigger event is, why they’re important and provide examples you can apply to your own sales strategy. Why Trigger Events are Important Sales is a time-sensitive profession.

Media 104

Media Investors Insurance Leadership 104

Hubspot Sales

MAY 20, 2022

The demand for sales roles only keeps growing. According to research published by HireDNA, sales roles shot up by 65% in 2021, totaling around 700,000 positions in the US alone. READY TO START A CAREER IN SALES? Be a Certified Professional HubSpot Sales Representative. Inbound Sales.

Sales 117

Sales Client Relationships Publishing Management 117

Hubspot Sales

JUNE 1, 2023

Smaller tech companies followed suit, and now, thousands of people are looking for new jobs. You're still running on adrenaline and, if you're anything like me, you’ll be so focused on finding a new job that it won’t hit you until later that this is actually a really traumatic event. “In And that’s okay. Rebounding After a Layoff 1.

Negotiation 97

Negotiation Publishing eCommerce Banking 97

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. Senior leaders control budgets, set strategy, and have the authority to champion major initiatives across the organization. You get stuck in the weeds.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Account Manager Tips

OCTOBER 11, 2021

Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. You need to take charge, make decisions and set goals for your customers so they can achieve success. Where are we?

Account Management 246

Account Management Key Account Management Management Suppliers 246

Hubspot Sales

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. Table of Contents What is door-to-door sales?

Sales 101

Sales Decision-making Meetings Insurance 101

Red Star Kim

MARCH 1, 2024

One delegate reported on the success of their firm’s “Next generation” programme. A plan sets out the steps or actions that must be taken to achieve the desired engagement and buy-in. And – with data and analytics – we can track progress and success. We can research their professional and personal interests.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

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 84

Co-Creation Artificial Intelligence Sales Onboarding 84

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Sales 105

Sales Insurance Decision-making Transportation 105

Arpedio

FEBRUARY 22, 2024

In the dynamic landscape of modern business, sales strategy stands as a cornerstone of success. Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. What is MEDDPICC?

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Hubspot Sales

AUGUST 1, 2022

A sales operator works to enable your salespeople to focus on selling. Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. Several organizations realize the importance of this role.

Sales 111

Sales Stakeholders Communication CRM 111

Hubspot Sales

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.

Negotiation 100

Negotiation Telecommunications Sales Software 100

Hubspot Sales

AUGUST 28, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Before you ever pick up the phone for prospecting , you have to determine whether the person you’re calling fits your ideal prospect profile. 7 Questions to Ask Yourself Before You Call a New Prospect 1.

Value Proposition 85

Value Proposition Decision-making Stakeholders Sales 85

Hubspot Sales

OCTOBER 24, 2023

These six essential guidelines will prepare you for any interview scenario and set you up for continued success. Take the time to truly understand the role. However, preparing answers for role-specific questions can amp up your readiness for such a conversation. Research the organizational structure.

Internet 91

Internet Meetings Communication Prioritization 91

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. It can also offer insight into automating sales processes to free up more of your team’s time.

Sales Training 98

Sales Training Management e-Learning Construction 98

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? What is sales productivity?

CRM 71

CRM Sales Software Software 71

PandaDoc

JANUARY 29, 2024

Hopefully, the start of the new year has you super jazzed about what your sales organization will achieve in 2024. We know we’re excited about the potential our sales team has at PandaDoc. A sales team is the powerhouse behind any thriving software company. They’re like the cherry on top of the goal-setting cake.

CRM 52

CRM Decision-making Sales Software 52

Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. A 30 60 90 day success plan is essential to help transition from your old job to your new one. Along with your resume and cover letters, you need a 90 day success plan ready before you even start your job search.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Red Star Kim

AUGUST 1, 2023

Delegates were from law and accounting firms with a variety of reasons for attending: a new role or career change, approaching the annual planning cycle, creating a M&BD function scratch, convincing the board to plan, expanding into new territories and the desire for fresh ideas. The company might submit a brief.

Decision-making 130

Decision-making Marketing Business Planning Management 130

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. That’s why mastering an outbound call is so important.

Emotional Intelligence 100

Emotional Intelligence Software Software Communication 100

Hubspot Sales

MARCH 19, 2022

The goal of any sales organization is, ultimately, to increase revenue. Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets. Creating a healthy, effective goal-driven sales environment is vital for long-term success and employee satisfaction.

Sales Environment 123

Sales Environment Sales Prioritization Organization 123

Revenue Storm

APRIL 19, 2022

As Sales Leaders, our primary role remains to attract and retain the best sales talent we can. Further, to ensure the training program delivers a solid return, you may have invested in professional sales coaching training for yourself. So, what now? Sound familiar? Deliver the Core Message. Establish Credibility.

Procurement 78

Procurement Brainstorming Sales Training Suppliers 78

Jermaine Edwards

MAY 27, 2020

When I started out in sales I was told to do customer research. It requires you understanding the things that matter most and that influence your customers success. It requires you understanding the things that matter most and that influence your customers success. We know we’re supposed to do it.

Key Account Management 195

Key Account Management Account Management Innovation Financial Services 195

Arpedio

DECEMBER 20, 2023

In today’s competitive business landscape, outbound sales can be a game-changer. In this section, we will discuss what outbound sales is, and the benefits and challenges of outbound sales. However, effective outbound sales requires a sound strategy, tailored to the target audience and the market.

Sales 52

Sales Value Proposition Decision-making Communication 52

Brooks Group

NOVEMBER 14, 2023

What is a sales strategy? Every sales leader understands there are pitfalls to building a sales strategy. Many sales teams engage in activities that are working against them, without even realizing it. This post walks you through the four pitfalls of sales strategy and provides best practices to avoid them.

Supply Chain 52

Supply Chain Sales Sales Training Meetings 52

Insightly

JUNE 13, 2023

Decide if you are ready for your next position It’s not always easy to know when you are ‘finished’ with a current role. Decide if you are ready for your next position It’s not always easy to know when you are ‘finished’ with a current role. If your role has already moved beyond what it was, you are likely due for a new position.

Marketing 98

Marketing Remote Working Decision-making Meetings 98

Nutshell

APRIL 17, 2023

Sales is a people-focused, intuitive profession, but data is playing an increasingly important role in sales as well. Sales teams can use analytics to connect more effectively with the right leads in addition to making their processes more efficient and focused.

Energy and Utilities 62

Energy and Utilities Sales CRM Sales Analytics 62

Hubspot Sales

JULY 27, 2023

In fact, it’s practically impossible to find a department that wasn’t affected by AI, with sales being no exception. According to HubSpot’s 2023 State of AI survey, 24% of sales professionals use AI in their daily work. Let’s take a look at how it can help your sales team. Drafting up sales reports.

Leadership 88

Leadership Artificial Intelligence Decision-making Healthcare 88

Hubspot Sales

MAY 24, 2021

Having conversations with prospects is baked into sales — in a lot of ways, it's the basis of the whole concept. You need to be able to successfully initiate and conduct productive sales conversations if you really want to thrive in a sales role. A successful sales conversation is rooted in trust and comfort.

Value Proposition 135

Value Proposition Sales Communication Organization 135

Hubspot Sales

OCTOBER 4, 2023

In sales, where every conversation counts and every opportunity demands precision, your team needs more than just the ordinary training programs. Without sales training software, it would be very difficult to ensure reps are applying best practices, staying up-to-date with the products and services they’re selling, and closing deals.

Sales Training 78

Sales Training Software Software Sales 78

Hubspot Sales

JUNE 29, 2023

Insurance sales is a highly lucrative industry. The kicker: success in this industry doesn’t come easy. In this guide, we’ll explore everything about starting a career in insurance sales, including the pros, cons, and tips to help you succeed. Table of Contents What is insurance sales? Take Cody Askins , for instance.

Insurance 99

Insurance Sales Interpersonal Skills Decision-making 99

Arpedio

MARCH 13, 2024

In today’s competitive business landscape, having a well-defined and meticulously executed Go-to-Market (GTM) strategy is essential for success. It encompasses various elements, including market research, product positioning, sales channels, marketing tactics, and distribution methods.

Value Proposition 52

Value Proposition Marketing Media Retail 52

Hubspot Sales

NOVEMBER 6, 2020

A lot of the tactics and responsibilities effective sales leaders need to understand and fulfill aren't exactly intuitive. They can be tough to nail and navigate — especially if you're just settling into your role. That said, resources that cover that kind of insight can be hard to find. Here are the tips they came up with.

Management 96

Management Sales Leadership Leadership Sales 96

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130