Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Sales 114

Sales Prioritization CRM Communication 114

Brooks Group

APRIL 10, 2024

In sales, it means staying focused. 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. But it’s tough.

Sales 88

Sales Media B2B Publishing 88

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. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity?

CRM 71

CRM Sales Software Software 71

Hubspot Sales

FEBRUARY 12, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. But in the modern sales landscape, more and more salespeople have started reforming their behavior. Identify In this stage, salespeople do research to start the sales process with prospects who seem like good fits.

Sales 120

Sales Decision-making Facilitation Marketing 120

Nutshell

AUGUST 3, 2023

Every business’s sales pipeline is different, but one thing they all have in common is that they take people from prospective leads to paying customers. As a manufacturing company, a steady customer base is key to your business’s growth, and the best way to maintain that customer base is through sales pipeline management.

Manufacturing 118

Manufacturing Management CRM Sales 118

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds.

Marketing 106

Marketing Sales Decision-making Prioritization 106

Sales Gravy

MAY 2, 2024

On this episode of the Sales Gravy podcast, Jeb Blount sits down with sales coach Cheryl Parks to discuss why modern sales professionals need to shift from traditional selling to a more consultative and insightful approach that leverages business acumen, industry knowledge, and the right questions.

Sales 83

Sales Stakeholders Meetings Marketing 83

Brooks Group

MAY 9, 2024

Is your sales team leaving opportunities on the table because of poor questioning? Asking consultative sales questions is a critical skill many sellers overlook in their rush to close. When you understand your customers better, you can offer solutions that meet their needs, making it more likely to close a sale.

Sales 52

Sales Decision-making Sales Training Facilitation 52

Brooks Group

APRIL 18, 2024

Storytelling in sales is a skill. 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. But for storytelling to be truly effective in sales, your sales professionals have to nail both the timing and the delivery.

Sales 96

Sales Decision-making Sales Training Communication 96

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 112

Leadership Construction Prioritization Sales 112

Brooks Group

MARCH 6, 2024

Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well.

Organization 84

Organization Account Management Sales Sales Training 84

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

Nutshell

MAY 11, 2023

You might be wondering, can you use AI for sales? Sales is a field that relies heavily on human interaction, but technology has always played a significant role in enhancing its efficiency and effectiveness. AI is one of the latest technologies that’s making a big impact on the world of sales. How can sales teams use AI?

Artificial Intelligence 118

Artificial Intelligence Sales Decision-making CRM 118

Hubspot Sales

JUNE 13, 2023

As prospecting is an extremely critical step in the sales process , adopting AI to help with your processes is worth considering. Read on to learn more about using AI for sales prospecting and specific use cases for generative AI. Lead scoring and qualifying leads. Image Source 2. Personalizing your prospecting efforts.

Artificial Intelligence 123

Artificial Intelligence Value Proposition Sales B2C 123

The Center for Sales Strategy

APRIL 29, 2024

When selling a product or service, not all outreach efforts should be directed directly at the decision maker, who has the final word on what will be bought. This is an even more vital strategy in B2B sales efforts.

B2B 107

B2B Sales 107

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning. Asking questions is good.

Sales 91

Sales Sales Training Decision-making Value Proposition 91

Nutshell

MARCH 28, 2024

As a startup, having a well-running sales pipeline is vital to facilitate sales actions and help your team close deals faster. Read on to learn more about the importance of sales pipelines for your business and how to manage a sales pipeline for your startup. What is a sales pipeline?

Management 71

Management Prioritization CRM Sales 71

Brooks Group

FEBRUARY 23, 2024

Qualifying prospects is one of the selling skills every great sales professional relies on. That’s because filling your sales pipeline is a numbers game. Buyers leave the funnel for many reasons as they progress through the sales process : lack of budget, timing, or wrong fit to name a few.

Prioritization 81

Prioritization Sales Training Sales Construction 81

Brooks Group

MAY 2, 2024

Sales and emotional intelligence go together like skiing and snow. Yet many sales leaders focus on building their team’s hard skills and neglect sales emotional intelligence or “ soft skills.” Yet many sales leaders focus on building their team’s hard skills and neglect sales emotional intelligence or “ soft skills.”

Emotional Intelligence 84

Emotional Intelligence Sales Decision-making Sales Training 84

Arpedio

APRIL 11, 2024

Introduction to AI in Sales In the dynamic landscape of modern sales, Artificial Intelligence (AI) is revolutionizing traditional approaches and unlocking unprecedented opportunities for growth and efficiency. Let’s delve into the world of AI and discover how it’s reshaping the sales landscape. What is AI for Sales?

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

QYMATIX

MAY 6, 2024

Five practical examples of Predictive Analytics that will make your sales team successful. For B2B companies, possessing the tools to explore customer behaviour and prioritise leads not only aids productivity but helps boost that all-important bottom line. Predictive sales analytics has come a long way in the last decade.

Sales Analytics 52

Sales Analytics Key Account Management B2B Sales 52

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. They rely much less on sales pros to gather information.

Decision-making 111

Decision-making Sales Prioritization 111

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Sales enablement tools like CRM platforms help increase sales velocity.

B2C 52

B2C Sales e-Learning Software 52

Hubspot Sales

JANUARY 30, 2024

Sales trends come and go. In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. 6 Sales Trends That Could Fizzle This Year 1. They prefer to gather information themselves before speaking to a human when researching a brand or product.

Virtual Selling 98

Virtual Selling Media Sales Decision-making 98

The Center for Sales Strategy

SEPTEMBER 8, 2022

Over 13 million workers hold sales or sales-related positions in the United States. Any experienced sales professional knows that the key to generating leads is sales prospecting. In sales, it's crucial to focus on potential customers that are likely to buy your product.

Sales 115

Sales 115

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 104

Negotiation Sales Leadership CRM 104

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. These convenient online shopping options breed fierce competition between brands and create pressure for sales teams. Table of contents What is inside sales? What is outside sales?

Sales 52

Sales Computers and Electronics Decision-making Software 52

Hubspot Sales

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. Table of Contents What is door-to-door sales?

Sales 103

Sales Decision-making Meetings Insurance 103

Brooks Group

JANUARY 8, 2024

This is especially true for sales performance. Tracking key sales metrics and knowing how to influence them is critical. Leading and lagging indicators reveal how well your team is navigating the complex B2B sales cycle. Core sales metrics are important to the strategic goals of an organization.

Sales 97

Sales Sales Training B2B Organization 97

Arpedio

APRIL 15, 2024

In today’s rapidly evolving business landscape, artificial intelligence (AI) has emerged as a pivotal tool in revolutionizing the sales domain. Importance of AI in the Sales Domain The importance of AI in the sales domain cannot be overstated, particularly in today’s fast-paced and data-driven business landscape.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Prioritization 52

Force Management

JANUARY 25, 2024

A sales training initiative is a big investment - one you want to ensure provides a long-term return. The key to ensuring a return on the investment is increasing the breadth and depth of your engagement, ensuring long-term adoption and extending training to all customer-facing professionals, not just the direct sales team.

Sales Training 76

Sales Training Sales Marketing 76

Hubspot Sales

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. You’ll also need a thorough knowledge of sales trends and stats to succeed. With a modest, go-get-'em attitude, you can learn the stats you need to know to anticipate what a career in sales has in store for you.

Software 120

Software Software Sales Meetings 120

Hubspot Sales

SEPTEMBER 6, 2023

Read on to find out how Teamwork.com increased sales efficiency by 50% when they ditched "more is better" in favor of "better is better." Teamwork.com's Sales Story Who are you and what is Teamwork.com all about? My name is Beau Brooks and I’m the Global VP of Sales at Teamwork.com, a project management tool for client work.

Sales 113

Sales Onboarding Prioritization Profitability 113

Hubspot Sales

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Sales pros spend hours a day on manual and administrative tasks. Luckily, AI is paving the way to reduce or even eliminate the time you spend on routine sales tasks. How much time?

Artificial Intelligence 111

Artificial Intelligence CRM Sales Meetings 111