Hubspot Sales

DECEMBER 13, 2023

These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs.

Negotiation 96

Negotiation Telecommunications Sales Software 96

Brooks Group

APRIL 9, 2024

Their choices directly shape the direction of the procurement process and determine which solutions are selected. Department heads: Leaders of specific departments or teams who are accountable for the success of the purchased solution in their areas. They play a crucial role in securing buy-in and consensus among stakeholders.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Brooks Group

APRIL 18, 2024

When used correctly, it can be an incredibly powerful way to convince your prospects of the value of your solution. In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier.

Sales 75

Sales Decision-making Sales Training Communication 75

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. Account management is vital because retaining an existing customer is often more cost-effective than acquiring a new one.

Account Management 89

Account Management Management Client Relationships Business Growth 89

Brooks Group

MARCH 28, 2024

By accessing this level, you position your solution more strategically and reduce the risk of being viewed as just another vendor or commodity supplier. If you only engage with lower-level employees, you may get bogged down discussing product features, technical requirements, etc. Your solution gets commoditized.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Brooks Group

JANUARY 2, 2024

Creating Differential Through Understanding Good salespeople know their products or services, but great ones understand the intricacies of their customers. Focusing on the Right Things – Customer Needs and Wants The art of discovery is at the heart of great sales.

Sales Training 91

Sales Training Decision-making Sales Communication 91

Brooks Group

MARCH 21, 2024

By continuously improving your team’s discovery questioning skills, your sales professionals will be better equipped to uncover valuable insights, build stronger rapport with prospects, position your solutions more effectively, and close more deals. Here’s why this approach is so effective and how you can leverage it.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Hubspot Sales

MARCH 18, 2024

It doesn’t matter if you're operating in the luxury market or if your product is as cheap as chips — it’s how you frame those prices that will influence prospects and accelerate your close rate. The “time” sign attracted twice as many people as the “money” sign — these customers also spent twice as much. Let’s take a look.

Advertising 103

Advertising Sales Marketing 103

Sales Gravy

JANUARY 23, 2024

It's about understanding the customer's journey, their challenges, and what they truly value. It's a step towards a solution that's not just a product but a tailored answer to their unique problem. It's about seeing the world from the customer's perspective, feeling what they feel.

Emotional Intelligence 91

Emotional Intelligence Decision-making Sales Training Sales 91

Hubspot Sales

APRIL 1, 2024

They have access to a wealth of information online, from product reviews and customer feedback to detailed product specifications and pricing information. Skip the cookie-cutter opening about “being a big fan” of your prospect’s company or product. We all know buyer research is changing. They may reach out to you.

CRM 80

CRM Sales Environment Leadership B2B 80

ACT

APRIL 22, 2024

Given that most small businesses are already cash-strapped, it becomes even more challenging to cater to changing customer needs and drive sales. There are ways to build your customer base and generate revenue despite an economic slowdown. You can use detailed customer profiles available on Act!

Supply Chain 52

Supply Chain Small Business Investors Sales 52

Nutshell

MAY 3, 2023

If your company has a unique sales process or sells a variety of products and services, it can be tempting to build a CRM from scratch. In this article, we’ll dig into the nitty-gritty surrounding homegrown CRMs, including what a custom CRM is and the potential benefits and drawbacks of building your own. What is a custom CRM?

CRM 127

CRM Software Software B2C 127

Nutshell

AUGUST 28, 2023

A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. These potential buyers can be people who have expressed interest in the product or service that you’re selling, or who might reasonably have interest based on their demographics, industry, or other factors.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Zendesk

MARCH 18, 2024

Delivering superior service experiences requires organizations to improve their internal service operations first.

Artificial Intelligence 52

Artificial Intelligence Management Meetings Organization 52

Hubspot Sales

OCTOBER 9, 2023

In many cases, a salesperson in that position panics and starts spewing out product features that don’t match the need and are inappropriate in that conversation. That means not all customers need or want your products in the way you might want to sell them. Grow revenue from new products? Increase profit? Reduce costs?

Shareholders 101

Shareholders Value Proposition Profitability Decision-making 101

Arpedio

MARCH 13, 2024

In the ever-evolving landscape of sales and marketing, one term that has been gaining significant traction is “product-led sales.” ” This approach represents a fundamental shift in how businesses engage with their customers, placing the product itself at the forefront of the sales process.

Acquisition 52

Acquisition Prioritization Onboarding Sales 52

Flevy

MARCH 25, 2024

The presentation delves deeper into each phase of the Business Model Journey, offering insights into: Elements of a Business Model : Understanding the components that constitute a business model, including the Profit Formula and Customer Value Proposition, is crucial for crafting effective Innovation Strategies.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52

Flevy

FEBRUARY 28, 2023

It is a user-centric approach that involves understanding the needs, wants, and behaviors of users to create innovative solutions that are both practical and feasible. It is a way of thinking that focuses on understanding the needs of users and creating solutions that meet those needs. Creativity: Generating new ideas and solutions.

Innovation 111

Innovation Brainstorming Healthcare Banking 111

Arpedio

FEBRUARY 22, 2024

This framework provides a structured methodology for understanding customer needs, identifying key decision-makers, and ultimately closing deals with precision and efficiency. Economic Buyer The economic buyer is the individual within the customer organization who holds the purse strings.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Arpedio

FEBRUARY 22, 2024

As businesses strive to differentiate themselves and capture the attention of increasingly discerning consumers, traditional sales approaches centered solely on product features and pricing often fall short. Understanding Value Selling Value selling is rooted in a deep understanding of your customers’ needs, desires, and pain points.

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Brooks Group

MARCH 7, 2024

Each type of buyer may have very different reasons for purchasing the same product or service. Instead of pushing a specific product, sales professionals use a consultative sales process, ask open-ended questions , and actively listen to uncover needs and pain points before recommending a solution.

Procurement 68

Procurement Management Decision-making Sales Training 68

Apptivo

DECEMBER 12, 2022

Does your business require you to conduct transactions, use equipment, and provide services out in the field? If the answer is yes, one of the smartest investments you could make is in a Field Service Management system (FSM). What software to use for Field service management? Benefits to Customers. billion in 2021 to $8.06

Software 98

Software Software Management Decision-making 98

Luminas Strategy

APRIL 21, 2024

How should you be thinking about technology and how to use it to help your organization to differentiate – work smarter, faster, drive down cost and better serve customers. Adamczyk’s narrative underscores the imperative of aligning digital initiatives with customer-centricity, value-added services and innovative product development.

Innovation 52

Innovation Organization Digital Transformation Digitalization 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. But the most successful sales professionals understand the value of cultivating long-term relationships with their customers.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Brooks Group

FEBRUARY 16, 2024

Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. It has very little to do with the brand or the product. The middle 60% focus on three things: their product, their ego, and their income. They want to rep a good product, they think well of themselves, and they want to make money.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Brooks Group

APRIL 10, 2024

Prospecting Techniques: Before the Sales Call The right sales skills and a consistent set of best practices before sales calls will make prospecting time more productive. But it’s more important to show what you know about your industry, product, customers, and market. Here are some to focus on.

Sales 87

Sales Media B2B Publishing 87

Hubspot Sales

AUGUST 2, 2022

Given the ongoing nature of software-as-a-service (SaaS) investments and support, it’s possible for companies to turn initial sales into continual revenue streams that both boost customer satisfaction and pave the way for sustained success. Instead, services are accessed via the cloud anywhere, anytime, and on any device.

Software 93

Software Software Acquisition Decision-making 93

Hubspot Sales

DECEMBER 9, 2020

You've probably heard of solution selling — it might even be your strategy of choice. It's a sales methodology that became popular in the 1980s, and it's based on a pretty simple premise: A salesperson diagnoses their prospect’s needs, then recommends the right products and or services to accommodate them.

Cybersecurity 135

Cybersecurity Retail Decision-making Procurement 135

Sales Gravy

SEPTEMBER 16, 2023

Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. In a highly competitive market, differentiation is key.

Customer Experience 96

Customer Experience Marketing Prioritization Sales 96

Zendesk

FEBRUARY 6, 2024

Artificial intelligence has the potential to not only improve the customer experience but also drastically improve the admin and service operations experience. Tymeshift is the ideal workforce management solution, as it automatically schedules agents to meet AI-forecasted needs based on historical and real-time data.

Artificial Intelligence 59

Artificial Intelligence Finance Prioritization Innovation 59

Planview

JANUARY 17, 2024

However, despite the significant advancements brought about by Agile, there’s no denying that certain challenges continue to be at the forefront of ensuring optimal efficiency within tech teams, particularly in the financial services industry. They are the keystone to maintaining a seamless and productive workflow.

Financial Services 59

Financial Services Management Prioritization Facilitation 59

Planview

JANUARY 10, 2022

At Planview, we have two great products that meet the varying needs of Professional Services organizations—whether it be products for Professional Services companies, professional services groups embedded in product companies, or those providing Managed Services. Major Events. TSW Conference.

Energy and Utilities 98

Energy and Utilities Profitability Decision-making Acquisition 98

Arpedio

DECEMBER 20, 2023

Solution Selling is a customer-focused sales approach that prioritizes solving customer problems through tailored solutions. This approach entails active listening, strategic questioning, and solution development to craft personalized offerings that address specific customer needs.

Prioritization 52

Prioritization Decision-making Meetings Organization 52

SBI Growth

APRIL 26, 2019

Customer centricity and stiff competition in the tech industry are changing how sales enablement operate. Teams need to focus on sales reps solving customer challenges instead of simply selling products and services. Sell Solutions Instead of Products. Traditional sales enablement motions are.

Sales 119

Sales Supply Chain B2B Marketing 119

QYMATIX

MARCH 26, 2024

Successfully capturing markets and retaining customers is, therefore, central to the growth and stability of a wholesale business. Although the market is highly competitive, there are innovative strategies that companies can use to capture markets and retain customers for the long term.

Management 52

Management Artificial Intelligence CRM Software 52

Flevy

MARCH 26, 2024

Based on sales and downloads of the FlevyPro frameworks , here is what we found to be the top 10 Customer-centric Design (CCD) frameworks used by management consultants. Stage : Breaking down the customer journey into distinct stages (e.g., Stage : Breaking down the customer journey into distinct stages (e.g.,

Customer Experience 52

Customer Experience Digitalization Digital Transformation Organization 52

Nutshell

APRIL 3, 2024

When you’re running a consulting services business, a good CRM is a must to streamline your client acquisition process and keep a good balance between landing clients and delivering services. Consulting services-specific CRMs were built to help consulting firms create and optimize their sales process.

CRM 71

CRM Software Software Acquisition 71