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. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1.

Leadership 107

Leadership Construction Prioritization Sales 107

Upland

JULY 12, 2023

Deal qualification refers to the rigorous process of determining whether a lead or prospect is a good fit for the product or service you have to offer. More on that in the next section. Deal qualification can have an outsized, positive impact on your business. It’s not that building that culture is an easy thing to do.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Upland

MARCH 13, 2023

In fact, having the right methodologies and best practices in place throughout the entire sales process, married with the right technology, can make sales forecasting look a lot more like an exact science. It can be articulated effectively and used to make the most important and business critical decisions. What is a Sales Forecast?

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. Solution: To overcome this barrier, sales leaders must champion a culture of cross-functional collaboration. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

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 102

Negotiation Sales Leadership CRM 102

Mike Kunkle

FEBRUARY 5, 2023

increase in the win rates So, let me ask you… What CEO or senior sales/revenue leader doesn’t want to report increases like these? .” increase in the win rates So, let me ask you… What CEO or senior sales/revenue leader doesn’t want to report increases like these?

B2B 198

B2B Sales Decision-making Negotiation 198

CMOE

DECEMBER 21, 2022

Many things can feel outside of our control or reach. For instance, a person can ask for a raise or promotion, but whether they receive the advancement is not a decision they directly get to make and is ultimately beyond their control. This lack of control over situations and circumstances can be frustrating.

Decision-making 142

Decision-making Prioritization Innovation Digitalization 142

Account Manager Tips

NOVEMBER 29, 2022

Become known for knowing something 3. Take on some extra-curricular projects 4. Become well read 8. Working in the same job for a long time can cause you to feel uninspired. To keep yourself motivated and happy in your work, it’s important to switch things up every now and then. First things first.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

Jermaine Edwards

DECEMBER 6, 2023

If you were to read some of the findings from Edelman’s trust barometer you might become depressed. In fact, I take the position of behavioral economist Dan Ariely that we can find moments of trust in everyday interactions if we’re willing to look for it. How can we avoid that happening?

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Nutshell

MARCH 25, 2024

You may think that your welcome and monthly check-in emails are enough to keep your clients satisfied. You may think that your welcome and monthly check-in emails are enough to keep your clients satisfied. And you wouldn’t be alone—this is how many businesses introduce their clients to their products and services. Find out here.

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127

Brooks Group

JANUARY 8, 2024

You can’t manage what you don’t measure. As a sales leader , your role is clear: manage your sales process and sales professionals to get the job done. As a sales leader , your role is clear: manage your sales process and sales professionals to get the job done. But what happens when measurement becomes unmanageable?

Sales 96

Sales Sales Training B2B Organization 96

Hubspot Sales

DECEMBER 5, 2023

As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. When I surveyed 1,477 global sales professionals to determine the top trends and challenges that teams were facing , one key finding became apparent.

Decision-making 105

Decision-making Sales Prioritization 105

Hubspot Sales

JANUARY 4, 2024

You can’t seem to get into a groove, and frustration is becoming all too familiar of an emotion. However, it's not the slump itself that really matters, but what we do to address it. A bad sales month can be attributed to a variety of factors, ranging from internal processes to external market conditions.

Sales 108

Sales Management Sales Management Marketing 108

MDI Training

FEBRUARY 27, 2023

Sometimes it can be difficult when different generations work together. Differing values, work styles, and life experiences can lead to misunderstandings, conflicts, and negative stereotyping in the workplace. How do generational biases impact employee engagement and employee retention?

Leadership 97

Leadership Digital Transformation Meetings Innovation 97

CMOE

MARCH 25, 2024

We’ve all heard the phrase “Sticks and stones can break my bones, but words will never hurt me,” but that’s just simply not true. Words can and do hurt, especially when someone criticizes something you’ve created or a talent that you’ve worked hard to develop and view as a personal strength, like the skills required in your role.

Construction 52

Construction Digitalization Organization Meetings 52

MDI Training

DECEMBER 4, 2023

Do you prefer to listen to this article? In an exclusive interview with Niels Cimpa , learning coach and AI expert, we explore how AI can be integrated into leadership development and what new skills will become increasingly important in an AI-driven world.

Leadership 104

Leadership Artificial Intelligence Digital Transformation Digitalization 104

Brooks Group

MARCH 21, 2024

Asking the right questions is better. That means sales organizations are leaving a ton of potential on the table when it comes to questioning. 4 Types of Sales Discovery Questions There are four main types of discovery call questions sales professionals can use to understand prospective buyers. But some are better than others.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

MDI Training

MARCH 14, 2024

However, if you want to read it as usual, keep scrolling. Creating Connectedness in a Hybrid Environment In his new Rise Course, our trainer and partner Peter Grabuschnig shares all his knowledge on Hybrid Leadership. Generally speaking, a distinction can be made between two different areas of belonging. Enjoy reading!

Digital Transformation 97

Digital Transformation Leadership Digitalization Artificial Intelligence 97

Sales Gravy

DECEMBER 7, 2021

This is another episode of #AskJeb where Jeb answers a question, from Justin, a sales leader based in Dallas. Justin asked: "What's the best predictive indicator of a person becoming a sales champion." The answer is relatively simple, and it's based on studies that have come from numerous places. It comes down to optimism.

Sales 92

Sales Leadership 92

MDI Training

JULY 26, 2023

What Leaders Need to Consider When Implementing AI A New Step into the World of Technologies – Artificial Intelligence for Leaders Alexa, Chat-GPT, and Co – Artificial Intelligence (AI) is gaining more and more significance. Leaders are also increasingly relying on AI systems in their companies.

Artificial Intelligence 98

Artificial Intelligence Digital Transformation Leadership Digitalization 98

Planview

JANUARY 11, 2024

Elevate your Project Management Office (PMO) to become one of the most effective strategic partners in your organization. You have big plans for the new year. But how do you turn those plans into business outcomes while navigating the unexpected? It requires you to focus on outcome rather than output.

Government 72

Government Prioritization Management Organization 72

Luminas Strategy

JANUARY 15, 2024

The following Harvard Business Review article, “The Hard Questions to Ask When Planning Your Strategy” provides an interesting perspective on conventional strategic planning and the importance of being realistic about the value that your organization creates. Where do we want to go? What is a credible path to get there?

Customer Value 52

Customer Value Supply Chain Value Proposition Advertising 52

Brooks Group

APRIL 25, 2024

Your customer success team can be your best ally. When you have satisfied customers, they’re likely to buy from you again, refer you to others, and, over time, spend more. You’ve got to keep plugging when you work in sales. It can be tempting to focus on closing a deal and moving on to the next prospect.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

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. Now more than ever, you need your income. If you drain resources rather than generating sales and profits, you are gone. The optimum word here is productive.

Decision-making 115

Decision-making Profitability Leadership Meetings 115

Envisio

DECEMBER 19, 2023

As a local government leader or inspired public sector official, you’ve got ideas–big ones. Next, you’ll need to develop and set SMART goals and relevant KPIs to help you move from strategy to action. We’ll spend more time on the “family of measures” approach later! Why set SMART KPIs and goals?

Stakeholders 98

Stakeholders Construction Government Organization 98

MDI Training

APRIL 26, 2023

Successful instruments for Employee Retention Employer Branding: How to position your company sustainably as an attractive employer Today’s employers and leaders face several challenges. For some time now, the recruiting process has therefore become one of the most challenging tasks for companies.

Leadership 98

Leadership Transportation Remote Working Retail 98

Help Scout

SEPTEMBER 14, 2021

That’s not to say they can’t provide a top-notch experience — they absolutely can. Armed with those insights and learnings, you should be able to get started on — or refine — your own customer service program to start delivering consistently exceptional support. They just need to be a little more focused with their efforts.

Small Business 127

Small Business Energy and Utilities Decision-making Leadership 127

CMOE

JANUARY 29, 2024

To help curb turnover and retain talent, leaders need to prioritize employee engagement and show team members how essential they are to the overall success of the organization—and servant leadership may be the cure. Here are five things you can do to become a servant leader for your team members.

Prioritization 52

Prioritization Leadership Decision-making Organization 52

Strategic Communications

APRIL 11, 2024

I tend to be passionate about some odd things (I can tell by the way people look at me sometimes…) One of the things I’ve been passionate about for a number of years is effective branding. and how they should do this. Their audiences do. You have a brand, whether you know it or not.

Small Business 52

Small Business Prioritization Communication B2B 52

CMOE

SEPTEMBER 29, 2022

Did you know that 5 in 6 employees feel disconnected at work? The reality is that any employee can struggle with connecting with their work teams, no matter what their schedules, occupations, and backgrounds are and regardless of whether they are working remotely, in house, or on a hybrid model. Little To No Input.

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Remote Working Meetings Organization Communication 131

Hubspot Sales

MARCH 27, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. You could go so far as to say we're in the age of the "Always Be Helping" salesperson. The sales rep-prospect relationship cuts both ways — as your prospects qualify you, you need to qualify them back.

Decision-making 104

Decision-making Sales Stakeholders Leadership 104

Hubspot Sales

AUGUST 30, 2023

Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? HubSpot conducted research on the “State of AI,” with over 1,350+ specialists reporting on how AI affects their business. 85% claim their prospecting efforts have become more effective with AI.

Decision-making 88

Decision-making Sales Profitability Artificial Intelligence 88

MDI Training

MARCH 14, 2024

However, if you want to read it as usual, keep scrolling. In his new Rise Course, our MDI trainer and partner Peter Grabuschnig shares all his knowledge on Hybrid Leadership. In this blog article, he will introduce you to the third pillar of the 3P model – Performance and explain how you can improve the performance of your team.

Digital Transformation 52

Digital Transformation Leadership Digitalization Artificial Intelligence 52

MDI Training

FEBRUARY 14, 2023

Being a servant leader “Servant Leadership” is a concept by Robert Greenleaf that describes the manager as a servant to their employees. What this model is specifically about and what its strengths are, you can read in this article. To me, it seems more like a motivational ploy. ” Trick or mission?

Leadership 97

Leadership Shareholders Decision-making Digital Transformation 97

Strategic Communications

APRIL 29, 2024

The next thing you know, you’re seeing ads for Spain pop up in Google search and on Facebook. Marketers can use your interactions with voice assistants, such as Amazon’s Alexa, along with other factors—your search history, shopping activity, visited websites, etc. Voice search is on the rise. It’s not magic.

Digitalization 52

Digitalization Publishing Marketing Communication 52

Hubspot Sales

APRIL 15, 2020

However, when both sellers and customers hit rough times, the problems that we face can be a lot greater, and more complicated to deal with. When these situations happen, businesses need to figure out how they can survive. When these situations happen, businesses need to figure out how they can survive.

B2B 102

B2B Supply Chain Sales Digitalization 102

Zendesk

DECEMBER 6, 2021

The question is why , especially when so many companies are trying hard to meet customer needs on a variety of fronts. Customers have become much more critical of everything, whether it’s product quality, delivery, or customer service. But one study discovered there’s value beyond those metrics.

Meetings 118

Meetings Decision-making Media Software 118