Upland

JULY 12, 2023

MEDDIC is not actually a healthcare term. It’s a sales acronym. And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Hubspot Sales

JANUARY 29, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sometimes, the insight you get can help you shape more sound, thoughtful sales efforts — giving you a framework to help you better understand your prospects and how to cater to them.

Sales 82

Sales Publishing Software Software 82

Brooks Group

FEBRUARY 16, 2024

Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. When this is the case, the most important thing you can do is differentiate yourself. You need to stand out to make buyers want to do business with you. If you don’t think that’s true, why even be a seller?

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Hubspot Sales

OCTOBER 23, 2023

Welcome to “The Pipeline” — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders Top salespeople are successful because they sweat the details. They probe for pain, help their prospects, and run effective sales calls. Your prospects will think, “Wait, what?

Sales 108

Sales Value Proposition Decision-making Communication 108

Hubspot Sales

APRIL 1, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. You can bet their answer will be “no.” It won’t matter who they work for or what industry they’re in. It’s kind of a running joke that no seller will ever get enough leads.

CRM 85

CRM Sales Environment Leadership B2B 85

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. Let's take a look. Let's take a look.

Value Proposition 87

Value Proposition Decision-making Stakeholders Sales 87

Hubspot Sales

SEPTEMBER 22, 2022

In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts. Sales Leaders' Primary Coaching Goals.

Sales 120

Sales Sales Training Negotiation Facilitation 120

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. 3 Types Of Sales Coaching Sales coaching generally falls into one of three main categories: tactical, strategic, and personal.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Hubspot Sales

DECEMBER 4, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Some deals hit walls — that‘s just an unfortunate fact of sales life. As a salesperson, you‘re almost guaranteed to have to handle this kind of situation at some point in your professional life.

Sales 88

Sales Stakeholders B2B Software 88

Hubspot Sales

AUGUST 9, 2022

Most salespeople aren't born ready to take on the field — with no need for guidance or insight. That's why leaders need to leverage effective sales training techniques to set reps on the right course and facilitate their professional growth. Let's take a look at what they had to say. Then, you move onto 'showing.'

Sales Training 102

Sales Training Sales Decision-making Facilitation 102

Planview

MARCH 8, 2024

Here’s what they said. The group that Zetkin rallied in Copenhagen then — about 100 passionate women from 17 countries — has grown exponentially. In fact, International Women’s Day (IWD) is now an official holiday in more than 25 countries, with thousands of marches, debates, concerts, and talks taking place each year.

Banking 105

Banking Government Innovation Leadership 105

Hubspot Sales

SEPTEMBER 18, 2023

Timing is everything in sales. 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. Broadly speaking, any industry change can be considered a trigger event and indicate a channel for making a sale.

Media 104

Media Investors Insurance Leadership 104

Hubspot Sales

OCTOBER 3, 2021

LinkedIn is one of the most straightforward, accessible forums for effective sales prospecting. It gives you immediate access to millions of potential customers with needs and interests that align with your offering and sales process. But how can you make the most of the platform? Where should you be looking?

Sales 116

Sales Software Software Digitalization 116

Hubspot Sales

NOVEMBER 14, 2023

Did you know NASA plans to build houses on the moon by 2040 ? This means that in 17 years, you might be selling space voyages. Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Sales professionals need to become influencers — kind of.

Energy and Utilities 98

Energy and Utilities Media Sales Publishing 98

Arpedio

OCTOBER 11, 2021

Key Account Manager or Strategic Ecosystem Leader? Key Account Manager or Strategic Ecosystem Leader? ? What are the top challenges for KAM programs in Europe, and how can the industry association Strategic Account Management Association (SAMA) provide resources and best practices to support success? October 11, 2021.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Hubspot Sales

NOVEMBER 6, 2020

A lot of the tactics and responsibilities effective sales leaders need to understand and fulfill aren't exactly intuitive. While there's no be-all-end-all playbook for effective sales leadership, there are some tricks and strategies you can employ early on to set yourself on the right track.

Management 98

Management Sales Leadership Leadership Sales 98

Jermaine Edwards

MAY 27, 2020

Are you really THE expert? When I started out in sales I was told to do customer research. No one told me what I should be researching, why and how I should use it. No one told me what I should be researching, why and how I should use it. You can’t be the expert in your customer’s business.

Key Account Management 195

Key Account Management Account Management Innovation Financial Services 195

Revenue Storm

FEBRUARY 14, 2023

As the sales world gets smaller, it is imperative that good salespeople consider how they communicate, present, and establish themselves with their clients and prospects. Are you using language that is universal or local to your heritage? Let us take this to an actual sales meeting. Take note of this for your presentation.

Meetings 78

Meetings Finance Leadership Business Growth 78

Hubspot Sales

OCTOBER 27, 2020

Sales leadership roles are some of the most lucrative, challenging, engaging positions sales professionals can pursue. But nailing one of these roles is anything but easy, and not every sales professional is equipped to handle one. Being an exceptional rep doesn't always translate to being an exemplary sales leader.

Sales Leadership 92

Sales Leadership Leadership Sales Management 92

Hubspot Sales

MAY 7, 2024

No matter your niche, product, or service, and no matter how prepared you are, your business will throw you a curveball. I tell you this from experience. Overnight (or at least that’s what it felt like), I suddenly wondered whether AI would wipe out my entire business. Table of Contents What is Entrepreneurial Competency?

Interpersonal Skills 88

Interpersonal Skills Decision-making eCommerce Prioritization 88

Hubspot Sales

FEBRUARY 22, 2023

Many headlines throw the term around, claiming that employees are doing it — but do we really know what that means? And if so, what does it look like to sales professionals? Signs of Quiet Quitting in Sales Alessandro Marrarosa , an entrepreneur in Gruppo Raiffeisen, shared four behavioral signs of quiet quitters in sales.

Sales 94

Sales Meetings Sales Management Marketing 94

Account Manager Tips

JULY 27, 2020

Now, if there’s one thing that I know it’s when you are a small business, your priority is survival. So organizational design and formal systems, you know, well, that can wait. But what happens when things take off? You can’t run an account management team like that, let alone a business. Time Stamps. Time Stamps.

Account Management 130

Account Management Business Growth Management Account Planning 130

Red Star Kim

DECEMBER 14, 2022

Early in December we enjoyed an interactive and productive day at Taylor Wessing (Thank you for hosting!) We discussed various models to support the development of your personal brand e.g. PIA (Presence, Impact and Authority) How do you make a personal impact – Make a difference (kimtasso.com). Delegate aims. Network with peers.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Hubspot Sales

JUNE 26, 2023

So if you want to thrive in the ever-changing, AI-influenced sales landscape, you're going to exhibit some key traits and abilities. To help you out, I‘ve put together a list of five of those crucial qualities with some context about the "why" and "how" behind each one. Let’s take a look. Let’s take a look.

Artificial Intelligence 85

Artificial Intelligence Banking Sales Construction 85

Hubspot Sales

JUNE 7, 2021

Sales is rarely directionless. Every aspect of the practice requires established expectations and some degree of guidance — and in many cases, "expectations and guidance" amount to firm predictions of a sales org's performance. Sales budgets are often conflated with sales forecasts — and that kind of mix-up makes sense.

Sales 108

Sales Profitability Marketing Communication 108

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds. The result?

Marketing 105

Marketing Sales Decision-making Prioritization 105

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. What changes in that example is the value. Buyer sentiments change as markets change.

Sales Training 81

Sales Training Decision-making Marketing Leadership 81

Account Manager Tips

JUNE 29, 2021

Invite subject matter experts from your company to help you develop a renewal strategy. Don't assume because you have the business, you'll keep it. Demonstrate that you value your client's business. Let's talk about the client lifecycle The sales cycle attracts qualified leads, engages and converts them to clients.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

FEBRUARY 22, 2021

Having a bank of solid sales enablement content is more of a need-to-have than a nice-to-have for remote sales efforts. Salespeople often lean on resources that streamline and enhance their ability to effectively sell from anywhere, so it's no surprise that several businesses are prioritizing this kind of content creation.

Logistics 97

Logistics Sales Banking Publishing 97

Strategic Communications

JANUARY 12, 2024

But what do we mean when we say “user-generated” content, and how can you incorporate that kind of content into your marketing efforts in a way that’s brand supportive? What is User-Generated Content? Their positive word-of-mouth can help you build a larger audience, and more sales.

Digitalization 59

Digitalization Advertising B2B Publishing 59

Account Manager Tips

OCTOBER 13, 2020

Do you feel like you're always playing catch-up and never have time for important projects, like developing processes that drive business growth or creating career paths for your key account managers? Getting started in key account management Warwick: Hi, Laura, how did you get your start in account management?

Key Account Management 130

Key Account Management Account Management Management Decision-making 130

QYMATIX

JANUARY 4, 2022

With predictive analytics, big data becomes a big opportunity for B2B sales managers. This significant opportunity requires, however, a profound understanding of the sales situation, coupled with an understanding of big data mining models available. Do you need some examples or ideas on where to being?

B2B 98

B2B Sales Management Sales Analytics Management 98

CoSell

JANUARY 21, 2021

How can you optimize your virtual sales performance in the face of ongoing surges and restrictions with COVID-19? How can you focus your efforts of this time period to boost sales — during the pandemic and beyond? If you’ve been in sales over the last years, you know this to be true. It inspired this post.

Sales 97

Sales Virtual Selling Meetings Communication 97

Luminas Strategy

NOVEMBER 1, 2022

I f you’re a B2B company leader, you know how important face time is. Sales visits, trade shows, and demonstrations present opportunities to engage with customers and highlight your knowledge, experience, and the ability to solve problems at scale are key differentiating factors that can make or break your growth curve.

Supply Chain 52

Supply Chain B2B Marketing Digitalization 52

Hubspot Sales

AUGUST 2, 2021

For many newer customers, this might be their first time getting to spend time with you — especially as conferences have moved online. But before you book that plane ticket, it’s essential to create a plan. Planning the perfect customer visit will ensure that you meet your goals and that your customer meeting will be successful.

Meetings 131

Meetings Leadership Software Software 131

Hubspot Sales

JULY 6, 2021

As a growth-focused company, you want to ensure that all elements of your business are ready and able to support your scaling, especially those that impact revenue generation. This team responsible for aligning activities and supporting sales, marketing, and service departments — all of which contribute to revenue growth.

Decision-making 123

Decision-making Value Proposition Stakeholders Advertising 123