Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 211

B2B Decision-making Sales Stakeholders 211

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

Arpedio

FEBRUARY 26, 2021

Change Management Consultant for an accelerating Consulting business. Change Management Consultant for an accelerating Consulting business. ? We are right now looking for a Change Management Consultant eager to be part of an amazing growth adventure in the Salesforce Consulting community. What do we offer.

Management 52

Management B2B Account Management Innovation 52

Hubspot Sales

FEBRUARY 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! A compelling or high-value offer. Social proof or case studies.

Sales 97

Sales Marketing B2B Digitalization 97

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.

Sales 52

Sales CRM B2B Decision-making 52

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Brooks Group

NOVEMBER 10, 2023

Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. At the same time, deals take longer to make their way through the sales process than they used to. In a dynamic and competitive world, sales efficiency is paramount. That’s true in any sales landscape.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Arpedio

MARCH 7, 2022

For key or strategic accounts, does it matter if marketing works with sales? We cover how and why ABM and KAM/SAM integration improves results, the common blockers preventing sales/marketing collaboration, best practices and tactics for increasing pipeline and sales velocity, and finally some first steps to enact ABM and KAM/SAM integration.

Co-Creation 52

Co-Creation Account Management Account Planning Key Account Management 52

Zendesk

FEBRUARY 21, 2024

These convenient online shopping options breed fierce competition between brands and create pressure for sales teams. Though the sales landscape has changed drastically over the years, the fundamentals of sales remain the same. Table of contents What is inside sales? What is outside sales? What is outside sales?

Sales 52

Sales Computers and Electronics Decision-making Software 52

Hubspot Sales

NOVEMBER 1, 2017

What are the sales trends of 2018? Messaging and chat. Sales automation. And if history repeats itself, just like 2017 we’ll see major developments in the sales world. To find out what’s coming, I asked sales leaders, experts, and reps to predict the top sales trends of 2018. 3) Messaging.

Sales 137

Sales B2C Decision-making Account Management 137

Nutshell

OCTOBER 2, 2020

B2B brands either understand the importance of content planning, or they struggle to generate leads. B2B vs. B2C. First, it’s important to differentiate between B2B and B2C: B2B stands for business to business , meaning you are a business selling your product or service to another business. What are their hobbies?

B2B 99

B2B B2C Media Software 99

Zendesk

APRIL 3, 2023

It’s no longer enough to simply offer a great product—your customers demand much more. It’s no longer enough to offer great products—customers demand great experiences on every channel, on their own terms. Offer omnichannel customer support Shoppers want to shop on their own terms. The world of retail is in a time of change.

Retail 98

Retail eCommerce Digitalization Artificial Intelligence 98

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. Sales Productivity Tools. HubSpot Sales Platform. Gamifier makes sales performance fun.

Account Planning 118

Account Planning Sales CRM Prioritization 118

Scovel

OCTOBER 18, 2021

SEO consultants are an expert on search engine optimization and are paid by businesses and site owners to give them advice on how to get higher rankings, more targeted traffic, and ultimately more profits for their websites. You will need to build a good number of high-quality backlinks. REPORTING ON KPIS. SEARCH ENGINE ADVERTISING.

Internet 83

Internet Advertising Media B2B 83

PandaDoc

FEBRUARY 24, 2023

In order to develop an efficient sales process, every company must develop a sales prospecting strategy as a priority. Thus, successful commercial prospecting will allow your company to increase sales, revenue, and customer lifetime value. According to Hubspot, 75% of sales reps use Facebook to find new leads.

Advertising 52

Advertising Media Communication Marketing 52

PandaDoc

FEBRUARY 24, 2023

In order to develop an efficient sales process, every company must develop a sales prospecting strategy as a priority. Thus, successful commercial prospecting will allow your company to increase sales, revenue, and customer lifetime value. According to Hubspot, 75% of sales reps use Facebook to find new leads.

Advertising 52

Advertising Media Communication Marketing 52

Strategic Communications

DECEMBER 7, 2021

As we work with clients who are new to LinkedIn we tend to see a lot of the same issues that are hindering their ability to use this powerful business-to-business (B2B) social media channel most effectively. The more cohesive and consistent your messaging, the better your odds of building and engaging an audience.

Media 52

Media Communication Digitalization Publishing 52

Hubspot Sales

FEBRUARY 13, 2018

Offer consultations via LinkedIn. It mirrors the way people buy in today’s digital environment and works in both B2B and B2C situations. Many sales professionals don’t have the marketing support to rely on a steady flow of inbound leads, but still have to hit their quotas. Get on social media and offer to help someone.

Marketing 111

Marketing Media B2C Digitalization 111

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. Sometimes, it seems to me as if critical thinking is at an all-time low right now, especially in the sales profession. Reengineering Sales Performance.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Arpedio

NOVEMBER 30, 2021

In fact, more than three-quarters of the customers within the B2B digital product space described their purchase as difficult to navigate. The typical buying group for a complex B2B solution involves 5 to 10 decision makers‚ each equipped with varied information they’ve gathered independently and often alignment is necessary.

Digitalization 52

Digitalization Account Management B2B Decision-making 52

Insightly

APRIL 4, 2023

End-to-end lifecycle management is a focused service that these companies offer in the consulting field. Deloitte data digitization lifecycle: This firm models the risk management lifecycle, and provides consulting in a number of areas, helping companies manage online and offline (physical and digital) elements of their business.

Customer Life Cycle 52

Customer Life Cycle CRM Manufacturing Advertising 52

Hubspot Sales

JUNE 5, 2019

What is channel sales? In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. The Definition of Channel Sales.

Sales 102

Sales Retail Stakeholders Onboarding 102

DemandFarm

MAY 12, 2023

This approach offered a comprehensive framework that would help WorldWideTech tackle its challenges head-on and achieve its growth objectives. By adopting a strategic approach, they hoped WorldWideTech would be able to build stronger customer relationships, increase sales, and ultimately strengthen their business.

Global Accounts 52

Global Accounts Account Management Management Logistics 52

Strategic Communications

AUGUST 1, 2023

In fact, as today’s marketers think about the traditional funnel, they’re increasingly becoming aware that this linear model simply isn’t sufficient to offer relevant and reliable insights into the purchase process. A New View of the Sales Funnel The dark funnel is a concept that has been making the rounds for some time now in sales circles.

Digitalization 52

Digitalization Decision-making Marketing Communication 52

Strategic Communications

MAY 9, 2023

Interestingly, they report, even “companies that earn 100% of their sales through the internet are leading this inflection.” And, as Bennett suggests, understanding how and where your audience is likely to engage with marketing messages is important. They’re predicting an 11.7% increase in spending on traditional advertising.

Communication 52

Communication Marketing Advertising B2C 52

PandaDoc

AUGUST 9, 2023

It’s another channel to sell your message to prospects. Headline Sales professionals know all about the power of a headline. Use the profile headline to your advantage and get the most relevant message across to your audience. However, don’t oversell with pushy ‘sales talk’ and gimmicky buzzwords. No sombreros.

Value Proposition 83

Value Proposition e-Learning Government Marketing 83

Hubspot Sales

NOVEMBER 12, 2019

In a world filled with sales reps trying to make quota, the same goal remains: close the sale. Yes, as a sales professional, your job is ultimately to sell. For many prospects, they are bombarded with messages pressuring them to buy. Don’t jump into your sales pitch too early. Enter value-based selling.

Decision-making 115

Decision-making Media CRM Meetings 115

Arpedio

NOVEMBER 7, 2022

The Sales MBA at a glance – How to Educate B2B Sales Reps for Maximum Success. ? In today’s modern economy, we see a great demand for highly skilled sales professionals – and knowing how to influence key decision makers can determine whether you make it or break it. B2B Sales: A Combination of Psychology and Strategy.

B2B 52

B2B Sales Decision-making Account Management 52

Arpedio

NOVEMBER 7, 2022

The Sales MBA at a glance – How to Educate B2B Sales Reps for Maximum Success. ? In today’s modern economy, we see a great demand for highly skilled sales professionals – and knowing how to influence key decision makers can determine whether you make it or break it. B2B Sales: A Combination of Psychology and Strategy.

B2B 52

B2B Sales Decision-making Account Management 52

Scovel

OCTOBER 18, 2021

SEO consultants are an expert on search engine optimization and are paid by businesses and site owners to give them advice on how to get higher rankings, more targeted traffic, and ultimately more profits for their websites. You will need to build a good number of high-quality backlinks. REPORTING ON KPIS. SEARCH ENGINE ADVERTISING.

Internet 52

Internet Advertising Media B2B 52

Scovel

OCTOBER 18, 2021

SEO consultants are an expert on search engine optimization and are paid by businesses and site owners to give them advice on how to get higher rankings, more targeted traffic, and ultimately more profits for their websites. You will need to build a good number of high-quality backlinks. REPORTING ON KPIS. SEARCH ENGINE ADVERTISING.

Internet 52

Internet Advertising Media B2B 52

SBI

AUGUST 6, 2019

Transforming Sales: Why B2B Sellers & Marketers Need to Add Value to Each Buyer Interaction. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. NANCY: HOW SHOULD COMPANIES DECIDE WHICH APPROACHES TO SALES TRANSFORMATION ARE RIGHT FOR THEM?

B2B 37

B2B Marketing B2C Facilitation 37

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

Tenfold

SEPTEMBER 19, 2017

Remember this Sales 101 basic: be where your market is. According to a May 2017 Forrester Consulting survey (done for Hootsuite), there is a general discontent with how typical salespeople conduct selling. Traditional sales strategies, such as outbound B2B sales, have become less effective because of this shift.

Media 71

Media B2B Decision-making Digitalization 71

Nutshell

AUGUST 21, 2020

Before you jump up and say, “marketing is marketing…all I have to do is find potential customers,” know this: If you use the same techniques to market your SaaS software as you do for a physical product or consulting service, you’re going to wind up burning money. Nutshell is a cloud-based CRM and sales automation tool for small businesses.

Marketing 142

Marketing Onboarding Media B2C 142

Hubspot Sales

JUNE 5, 2018

Your sales pitch can make or break the deal, so it’s a good idea to have that nailed down before meeting with your customer. I’ve been in sales for 15 years and have heard some really great pitches and some really bad ones. I’ve been in sales for 15 years and have heard some really great pitches and some really bad ones.

Sales 144

Sales Artificial Intelligence Value Proposition Decision-making 144

SBI Growth

JULY 3, 2013

World class B2B marketing organizations actively engage in Quarterly Business Review (QBR) meetings. For many marketing leaders the sales team’s QBR is an afterthought. Tenured B2B Marketing CMO''s look forward to the mid-year QBR like one desires a root canal. This is in sharp contrast to World Class B2B Marketing engagement.

Construction 120

Construction Sales B2B Decision-making 120