Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Understand the difference between coaching and feedback.

Procurement 107

Procurement Sales Construction Negotiation 107

PandaDoc

NOVEMBER 25, 2022

Nurture a contact within the customer’s organization. Procurement departments are better at determining the company’s needs. Get a person from the client’s company, preferably a stakeholder, who will help you promote your service/product within. Learn the specific customer’s problems by asking open-ended questions.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Hubspot Sales

NOVEMBER 27, 2017

Ask them for introductions to the other stakeholders; forging multiple relationships means you’re less vulnerable if one of your contacts finds a new job, loses influence, or decides to focus on different priorities. You should also ask your champion or main contact for access to Procurement relatively early in the process.

Procurement 94

Procurement Decision-making Negotiation Value Proposition 94

Brooks Group

MARCH 28, 2024

Senior leaders control budgets, set strategy, and have the authority to champion major initiatives across the organization. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker? C-level roles can vary depending on the size and structure of the organization. Follow up and persist.

Decision-making 73

Decision-making Logistics Supply Chain Suppliers 73

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. A sales process is consultative when the stages and actions align with the customer’s buying experience and are defined in terms of the customer relationship. Skilled salespeople will have already involved procurement prior to this stage.

Procurement 107

Procurement Negotiation Sales Leadership Sales 107

SBI

JULY 15, 2021

The most critical factor in successful sales execution is having the right foundation. Your account team needs to have a common understand of an account or opportunity – the key stakeholders, their goals, and company objectives. According to the Pareto principle, 20% of your customers produce 80% of your sales.

Procurement 57

Procurement Account Planning Sales Stakeholders 57

Sales Management Matters

JULY 8, 2019

While it may result in some profit, it will not assist the company to achieve the growth expectations of its stakeholders and field salespeople. Here are the top questions to ask to determine whether a sales organization should measure sales performance by revenue or margin: How much can sales reps influence margin?

Profitability 69

Profitability Supply Chain Finance Sales 69