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 90

Sales Sales Training Decision-making Value Proposition 90

Brooks Group

DECEMBER 13, 2023

Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number. Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team.

Sales 93

Sales Sales Training Communication Meetings 93

PandaDoc

MARCH 29, 2024

This article outlines steps to establish and optimize a deal desk process flow with your team to help advance your sales strategy. Key takeaways A deal desk is a cross-functional team assembled to oversee opportunity qualification, solution and proposal development, and negotiation stages of a sales process.

Negotiation 52

Negotiation Stakeholders Profitability Government 52

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Hubspot Sales

JUNE 15, 2023

As with all fields, AI is transforming sales. Salespeople are leveraging tools that streamline processes, save time, and create a more personalized experience for leads. Top Ways B2B Sales Teams Are Using AI/automation Tips for Building a B2B Sales AI Strategy The Future of AI in B2B Sales How do B2B salespeople feel about AI?

B2B 103

B2B Artificial Intelligence Decision-making Value Proposition 103

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Arpedio

APRIL 15, 2024

As the tapestry of sales continues to evolve, the incorporation of artificial intelligence in sales stands out as a transformative force. To remain competitive and forward-thinking, companies are increasingly looking towards an AI sales strategy that not only augments human capabilities but reshapes them.

Artificial Intelligence 52

Artificial Intelligence Decision-making Sales Sales Environment 52

Sales Outcomes

FEBRUARY 19, 2024

An experienced B2B salesperson will tell you that the sales cycle is a critical factor to success. So, how do you shorten the B2B sales cycle? There are many factors to consider, but here are four tips four tips that are sure to make an impact in shortening the sales cycle. So read on only if you want to close deals faster!

B2B 52

B2B Value Proposition Suppliers Sales 52

Brooks Group

AUGUST 8, 2023

The DISC personality assessment has become a popular tool for understanding behavior and communication styles. For sales teams, understanding each sales professional’s personality can help align strengths and weaknesses to create a high-performing sales force. How does DISC help sales professionals?

Sales Management 71

Sales Management Management Sales Sales Training 71

Arpedio

DECEMBER 14, 2023

Maximize Your Team with Sales Enablement Tools Explore the ARPEDIO platform ← Back to blog Table of Contents In the ever-evolving world of sales, staying ahead of the curve is key to success.

Sales 52

Sales Software Software Account Planning 52

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Hubspot Sales

OCTOBER 4, 2023

In sales, where every conversation counts and every opportunity demands precision, your team needs more than just the ordinary training programs. Without sales training software, it would be very difficult to ensure reps are applying best practices, staying up-to-date with the products and services they’re selling, and closing deals.

Sales Training 74

Sales Training Software Software Sales 74

Brooks Group

AUGUST 2, 2023

As we round out the dog days of summer, most of us have two things on our minds: Getting our sales force back on track from the summertime lull, and The start of the football season These two things might seem unrelated at first glance. We can go on the joint sales calls, give the correct feedback, and coach until we’re blue in the face.

Sales 69

Sales Sales Training Leadership Sales Leadership 69

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

PandaDoc

APRIL 8, 2024

This is done by forming a team of stakeholders and decision-makers, establishing approval workflows, and effectively integrating automation tools. This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. See also How to close the sales cycle with sales battle cards 2.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Arpedio

JUNE 20, 2023

Client Case study Rethinking Customer Success and Sales: A Collaborative Powerhouse in the SaaS industry Download full case study About The Case Study Due to pre-IPO considerations, the following case study has been anonymized to protect the identity of the company involved. Assess client health based on their own customized best practices.

Customer Success 52

Customer Success Account Management Facilitation Stakeholders 52

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? What is sales productivity?

CRM 71

CRM Sales Software Software 71

Brooks Group

MAY 18, 2022

So how do you as a hiring manager or sales leader know that you’ve got the right people in the right roles? The answer is: personal assessments. For this reason, we favor the DiSC ® personal assessment tool. Using DiSC ® assessments for hiring. Can people change? Right person, wrong role.

Decision-making 89

Decision-making Sales Training Communication Organization 89

Nutshell

JUNE 26, 2023

In today’s hyper-connected business landscape, customer relationship management (CRM) systems have become indispensable tools for organizations of all sizes. It’s also become essential to integrate your CRM with your other software tools to improve efficiency, streamline data management, and enable new uses for your CRM data.

CRM 62

CRM Software Software Government 62

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

Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. Let’s delve into the importance of pre-sales strategy and its impact on overall business success. Let’s delve into the importance of pre-sales strategy and its impact on overall business success.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Insightly

JUNE 26, 2023

In general, CRM training refers to the process of educating the end-user individuals on how to effectively use customer relationship management (CRM) software and tools. Improved Sales and Marketing Performance: CRM systems are powerful tools for managing sales pipelines, tracking leads, and analyzing marketing campaigns.

CRM 52

CRM Decision-making Software Software 52

Chally

OCTOBER 10, 2022

Talent assessments are an excellent tool for recruitment, hiring, or or identifying coaching and development opportunities. But, with thousands of options available, it might not be clear which assessment is suitable for your organization. Find out if Chally’s Talent Assessment Tools are right for you.

Organization 52

Organization Acquisition Decision-making Onboarding 52

Nutshell

APRIL 3, 2024

However, CRM is a helpful tool for businesses of all sizes. If you make sales, whether you sell products or services, an efficient sales pipeline will help you stay on track and manage your time and resources effectively. The features, integrations, and add-ons are specific to solving the sales issues of consulting firms.

CRM 71

CRM Software Software Acquisition 71

Nutshell

MARCH 25, 2024

DOWNLOAD Ready to become a better sales leader? Get 70+ expert strategies for sales management success in our Sales Manager’s Survival Guide. You can also leverage Nutshell’s email marketing tools to send automated welcome packets once you receive a signed agreement.

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127

OnStrategyHQ

DECEMBER 21, 2023

It is an effective tool to help organizations determine what they are doing well , what they need to improve on , and what they are missing or need to invest in to achieve their desired future state. Keep reading as we break down the various elements of a gap analysis report and outline how this tool is used in different sectors of business.

Software 52

Software Software Construction Organization 52

Insightly

DECEMBER 13, 2023

Questions may focus on features like customization, integration capabilities, database management, data security, analytical tools, and customer autoreactivity to the feedback. It adapts to the company’s environment rather than forcing it to accommodate the tool. The tool must be user-friendly, intuitive, and easy to navigate.

CRM 52

CRM Decision-making Software Software 52

Insightly

DECEMBER 13, 2023

Questions may focus on features like customization, integration capabilities, database management, data security, analytical tools, and customer autoreactivity to the feedback. It adapts to the company’s environment rather than forcing it to accommodate the tool. The tool must be user-friendly, intuitive, and easy to navigate.

CRM 52

CRM Decision-making Software Software 52

Nutshell

MARCH 8, 2023

As a sales manager, you want to make sure your team has everything they need to succeed. The answer is resource management skills—a crucial but often overlooked skill in the sales manager’s toolkit. Table of Contents What is resource management for sales?

Sales Management 62

Sales Management Management Sales CRM 62

SBI Growth

MAY 25, 2022

SBI wanted to help leaders assess the cost of sales rep turnover with greater accuracy and determine the best talent strategy for their businesses—build versus buy. We previously released a tool, the Turnover Calculator , which evaluates the total cost of replacing a sales rep with either an internal or external hire.

Sales 71

Sales 71

Arpedio

JANUARY 30, 2024

Sector Organic chemistry Website www.perstorp.com ← Back to case studies Discover the secrets behind Perstorp’s remarkable sales journey with ARPEDIO towards streamlined operations, Salesforce adoption, and amplified collaboration. For sales leaders, it’s an invaluable tool for conducting efficient Sales Reviews.

Key Account Management 52

Key Account Management Account Management Management Innovation 52

Hubspot Sales

OCTOBER 4, 2023

When I think of sales, I picture friendly handshakes, lively chatter, and the spark of human connection. Here, I spoke with top sales leaders to learn how to AI to better understand your prospects, lead more effective conversations, and drive more results. After all, it's a people-driven business. Not all leads are created equal.

Communication 93

Communication B2B Artificial Intelligence Sales 93

Miller Heiman Group

NOVEMBER 3, 2020

With rapidly shifting buyer expectations, sales teams and leaders have an unprecedented challenge to provide insight and value to customer in a strategic way. Artificial intelligence helps modern sales teams better understand customer needs and sell more effectively. Accurate sales forecasts are built on predictive data.

Artificial Intelligence 90

Artificial Intelligence CRM Sales Technology Decision-making 90

Apptivo

FEBRUARY 14, 2024

“Unlock sales Insights: Track Historical Weekly Opportunities with Apptivo’s Snapshot feature” Introducing the Snapshot feature by Apptivo, a powerful tool designed to revolutionize how businesses capture and analyze their sales cycle.

Decision-making 52

Decision-making Sales 52

Apptivo

FEBRUARY 14, 2024

“Unlock sales Insights: Track Historical Weekly Opportunities with Apptivo’s Snapshot feature” Introducing the Snapshot feature by Apptivo, a powerful tool designed to revolutionize how businesses capture and analyze their sales cycle.

Decision-making 52

Decision-making Sales 52

The Chapman Group

DECEMBER 8, 2020

Review and assess survey data with team. In summary, I recommend that any organization striving to be “best-in-class” review the following “best-in-class practices” checklist and assess their organizations against eight fundamental strategic account management guiding principles: What are some of these “Best-in-Class Practices”?

Account Management 133

Account Management Management Value Proposition Account Planning 133

DemandFarm

APRIL 11, 2023

Digital Key Account Management is the process of managing and growing a company’s most important customers using digital tools and technologies. It is essential for Sales Enablement , as it enables businesses to manage their key accounts more efficiently and effectively.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52