Mike Kunkle

NOVEMBER 21, 2023

Focus most on the Current State Situation below that, and the subsequent analysis. Custom System Design: Engineering tailored filtration systems to meet the unique requirements of each client. Just as with a complex sales opportunity, the real-world is rarely that single-threaded. ” Let’s dig in, with a simulated scenario.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Nutshell

MAY 20, 2024

The lousiest part is that it could all have been avoided with a simple call or meeting and a series of sales discovery questions at the start. That’s not to say that setting up a meeting with your new prospect and firing away with a list of questions about their business is necessarily the answer.

Sales 62

Sales Decision-making Meetings CRM 62

Brooks Group

APRIL 10, 2024

In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. Here’s how sales teams can improve their prospecting efforts.

Sales 88

Sales Media B2B Publishing 88

Red Star Kim

NOVEMBER 2, 2023

As rainmakers, they must build awareness of their expertise in the market to generate demand, identify and close new client business, deliver the work, and then renew and expand the relationship over time. The article What Today’s Rainmakers Do Differently (hbr.org) was published in Nov-Dec 2023.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Mike Kunkle

APRIL 8, 2023

Qualification First up, is qualification. The first step is to determine the level of early lead qualification that’s required, to continue talking and exploring. My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. Let’s dig in.

B2B 211

B2B Decision-making Sales Stakeholders 211

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Mike Kunkle

OCTOBER 8, 2023

Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. This unified effort propels businesses to new heights of success. Despite a few differences and some distinct lexicon, this isn’t a completely new concept.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Q4 sales are often the most lucrative of the year, but successful sales don’t come simply because of the season. 15 Tips to Score More Deals in Q4 1.

B2C 121

B2C Transportation Decision-making Logistics 121

Hubspot Sales

FEBRUARY 12, 2024

Old-school salespeople often used aggressive and selfish tactics to win business and then disappeared like Sasquatch in the Canadian mountains, so savvy buyers knew they had to do due diligence to make sure they weren’t being scammed. Seller beware” is becoming the new norm. Buyer beware.”

Sales 120

Sales Decision-making Facilitation Marketing 120

Brooks Group

MARCH 6, 2024

It encompasses various aspects of the sales process, including lead generation, prospecting, qualifying, presenting solutions, overcoming objections, negotiating terms, closing deals, and ultimately retaining customers for repeat business. But improving sales effectiveness is a complex task that few organizations do well.

Organization 85

Organization Account Management Sales Sales Training 85

Hubspot Sales

JANUARY 30, 2024

Since we just started a new year, is it time for some goodbyes? They’ll have personalized conversations about a prospect's specific needs and why their product or service is the best-fit solution. They’ll have personalized conversations about a prospect's specific needs and why their product or service is the best-fit solution.

Virtual Selling 96

Virtual Selling Media Sales Decision-making 96

Hubspot Sales

SEPTEMBER 19, 2023

If these tasks make you groan inside (or out loud), you aren’t alone. These functions are important for your company to operate, but they aren’t the most important or enjoyable parts of your job. That doesn’t mean they’re ducking out of the office early — most re-invest that time into selling so they can meet or exceed their targets.

Artificial Intelligence 110

Artificial Intelligence CRM Sales Meetings 110

Nutshell

MAY 7, 2024

Trade shows can be powerful platforms for showcasing your products, growing your brand, and winning new customers. However, figuring out how much your business actually benefits from attending trade shows can be challenging. It tells you how much profit your business gained from something and helps you evaluate whether it’s worthwhile.

CRM 71

CRM Media Advertising Marketing 71

Hubspot Sales

AUGUST 14, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. So when they're presenting to a prospect, they hastily speed through the support slide in their presentation deck. Buyers will request concessions to address their concerns about perceived shortcomings.

Negotiation 125

Negotiation Value Proposition Meetings Procurement 125

Hubspot Sales

NOVEMBER 9, 2022

But before you have a minute to relax, a new year starts. You get brand new goals to meet, and they’re significantly higher than last year's. It’s no wonder that a new year can make sales reps feel exhausted. These are the six steps to tackle at the beginning of the new year to set yourself up for success.

Value Proposition 88

Value Proposition Sales Meetings Account Development 88

Hubspot Sales

APRIL 5, 2023

Choosing the right position based on your personality, likes, and dislikes can ensure you thrive in your new career. Table of Contents Sales Career and Salary Stats The Buyer’s Journey Lead Generation Stats Sales Software Stats Sales Careers and Salary Stats Practically every business in every industry needs salespeople.

Software 119

Software Software Sales Meetings 119

Brooks Group

FEBRUARY 16, 2024

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. Don’t Forfeit Your True Differentiator First, a quick story: Three years ago, I bought a refrigerator from someone who worked at one of the big home improvement stores.

Emotional Intelligence 83

Emotional Intelligence Sales Sales Training Decision-making 83

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. 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.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

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 9, 2024

Field sales executives, charity fundraisers, and business development reps are roles that often include door-to-door sales. Field sales executives, charity fundraisers, and business development reps are roles that often include door-to-door sales. There’s no two ways about it: D2D sales can be tricky. But that’s not all.

Sales 103

Sales Decision-making Meetings Insurance 103

Brooks Group

MARCH 25, 2024

Sales teams that don’t follow their sales process find it difficult to meet sales goals. Sales teams that don’t follow their sales process find it difficult to meet sales goals. IMPACT is a straightforward acronym representing the core stages of the sales process : Investigate, Meet, Probe, Apply, Convince, Tie-It-Up.

Negotiation 81

Negotiation Sales Training Decision-making Sales 81

Hubspot Sales

JUNE 9, 2023

Whether you're just starting out or want to switch careers, this guide will give you expert insights to land your first sales job. Working as a salesperson makes you accountable for identifying , qualifying , closing , maintaining , and growing new and existing business opportunities. See what they said.

Sales 108

Sales Insurance Decision-making Transportation 108

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Even if you do get your prospect’s attention, you can’t expect them to read your long, fluffy emails filled with the buzzwords of the day when they have many other emails to open. Spend some time on the subject line.

Sales 98

Sales Decision-making Value Proposition Meetings 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. When you can pinpoint dips in productivity and identify the elements that contribute to slower workflows, you can make the changes needed to support your sales team. What is sales productivity?

CRM 71

CRM Sales Software Software 71

Sales Gravy

AUGUST 27, 2022

If you want to succeed at any job, make yourself invaluable. Go the extra mile; make them never be able to imagine what life without you there would be like. No Mercy for Anchors The good news for you and sales professionals everywhere is that most organizations and their leaders are smart.

Decision-making 115

Decision-making Profitability Leadership Meetings 115

Hubspot Sales

MAY 24, 2023

It’s nerve-wracking for you and your prospect. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process.

Decision-making 109

Decision-making Meetings Negotiation B2C 109

Hubspot Sales

JUNE 26, 2023

Not only do they prospect for new business, but they help bring them into the sales funnel during the early stages. Alead generation specialist is one of the first people a prospect interacts with. Identifying Quality Leads A major part of lead generation is prospecting.

CRM 96

CRM Communication Account Management Leadership 96

Hubspot Sales

JUNE 8, 2022

Even the most prolific salespeople aren't immune to the summer slump. Prospects are on vacation. Good news first: In 2021, businesses saw a higher rate of deal closings than they did in pre-pandemic years. Good news first: In 2021, businesses saw a higher rate of deal closings than they did in pre-pandemic years.

Construction 126

Construction Manufacturing Transportation Profitability 126

Sales Gravy

NOVEMBER 20, 2023

Why Account Management Matters In sales, closing deals and prospecting often steal the spotlight from account management and customer retention. Why Account Management Matters In sales, closing deals and prospecting often steal the spotlight from account management and customer retention.

Account Management 89

Account Management Management Client Relationships Business Growth 89

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. In this article, we discuss how sales and marketing collaboration makes a difference and provide tips and tools for making this collaboration more efficient. Collaboration makes it possible for messaging to evolve based on real-time feedback.

Marketing 106

Marketing Sales Decision-making Prioritization 106

SuperOffice

JUNE 14, 2022

I know – prospecting is hard. In fact, more than 40% of sales reps consider prospecting the most challenging stage of the sales process. At the same time, prospecting is one of the most important parts of sales. Luckily, Thibaut kindly agreed to share his successful prospecting framework with me.

Decision-making 118

Decision-making B2B Digitalization Meetings 118

Zendesk

FEBRUARY 21, 2024

Buyers are just a few clicks away from purchasing a product from a small business on the other side of the globe. In today’s virtual world, inside and outside sales teams play crucial roles—making it important for your business to incorporate them into your modern sales strategy. Table of contents What is inside sales?

Sales 52

Sales Computers and Electronics Decision-making Software 52

Hubspot Sales

JANUARY 9, 2023

How many times have you had this exchange with prospects? They also require your prospect’s full attention to answer — which means they’ll be focusing on the interaction from the get-go. In addition, asking about your prospect’s current workload gives you the chance to learn more about them. What’s new in your world?”.

Media 113

Media Publishing Meetings Communication 113

PandaDoc

MAY 16, 2024

Generating leads is vital, but it’s only half the battle — you also need to figure out which leads are most likely to become paying customers. This process ensures you don’t waste time on leads that aren’t a good fit for your business. That’s where lead qualification comes in. What is lead qualification?

Decision-making 52

Decision-making Prioritization CRM Marketing 52

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 104

Negotiation Telecommunications Sales Software 104

Brooks Group

APRIL 23, 2024

This blog post takes a deep dive into the key benefits and drawbacks of the sales profession to help you make an informed decision. At the same time, sales roles often come with demanding expectations, unpredictable schedules, and the constant pressure to find new leads and opportunities.

Sales Training 68

Sales Training Sales Decision-making Negotiation 68

Hubspot Sales

AUGUST 3, 2023

Prospective buyers don’t always understand the landscape, prospects under (or over) estimate AI’s capabilities, and worries that AI could drive humans out of their role puts business leaders off AI. Everyone’s talking about AI and ChatGPT, but despite the buzz, selling AI products presents challenges for salespeople.

Artificial Intelligence 91

Artificial Intelligence Sales CRM Meetings 91