Upland

JUNE 1, 2023

A land and expand sales strategy is all about landing a deal with a new customer, and then providing excellent service and value with the goal of growing with your customer into new opportunities as they arise. At the end of the day, a land and expand sales strategy is all about putting the relationship ahead of all other aspects of the sale.

Account Planning 195

Account Planning Sales Customer Knowledge Account Management 195

Hubspot Sales

DECEMBER 4, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Some deals hit walls — that‘s just an unfortunate fact of sales life. As a salesperson, you‘re almost guaranteed to have to handle this kind of situation at some point in your professional life.

Sales 81

Sales Stakeholders B2B Software 81

Red Star Kim

MAY 9, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. But first you need to develop your sense of self – your mission in life and your values – and be authentic. I’m often asked to provide training in conversation skills.

Emotional Intelligence 130

Emotional Intelligence e-Learning Communication Finance 130

Showpad

JANUARY 8, 2021

Does sales enablement as a discipline also need to shift to virtual enablement? You may be thinking, “We run all our meetings online and provide almost every enablement service in a digital way. Most enablement services were already digital. The real challenge for enablement is often elsewhere.

Virtual Selling 144

Virtual Selling Finance Digitalization Digital Transformation 144

Strategic Account Management Association

APRIL 5, 2021

By Jacques Sciammas, President, Selling to Executives. In the age of convenience, where same-day deliveries have become the gold standard and news articles are now conveniently timed down to the second, our need for accurate and concise information has never been more pressing. The 10-K report: Why bother? But very few bother with the 10-K.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. Enablement is Booming. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. And today, even functions entitled sales training are doing some enablement work.

Sales 130

Sales Sales Training Leadership Decision-making 130

KAM With Passion

JUNE 20, 2021

In all articles, with Skills, we mean a combination of knowledge and mastery of techniques which enables people to perform specific tasks. It provides you with a precise description of the skills and competencies required from a true Key Account Manager (not a plain entreprise customers sales rep). Defining Skills & Competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Showpad

JANUARY 15, 2021

As Forbes notes, there’s no “if” or “when” to B2B sales transformation anymore. After the events of Q1 2020 — and the year overall — sales transformation is no longer an option. The phrase “sales transformation” has been discussed before. Above all, a sales enablement platform is key here.

B2B 83

B2B Artificial Intelligence Sales Digitalization 83

Apptivo

SEPTEMBER 13, 2023

What is Outbound Sales? What is an Outbound Sales tool? Why use Outbound Sales CRM? Advantages of Outbound Sales 5. How to find the best CRM for Outbound Sales? So, why not take a technologically smart approach to their sales outreach, thereby decreasing their sales cycles? What is Outbound Sales?

CRM 52

CRM Sales Decision-making Software 52

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on achieving sales excellence and driving business growth. In today’s competitive business landscape, sales performance and effectiveness are crucial to the success of any organization. Sales performance is the measurement of the results achieved by the sales team and individuals.

Business Growth 52

Business Growth Sales Sales Training Decision-making 52

CoSell

SEPTEMBER 18, 2020

The role used to be focused on enabling partners to be better prepared to sell independently. These days, we’re hearing how many partner/channel managers feel pressure to drive sales directly. He or she worked with a facilitative approach to enable, motivate, and train partners. Are you noticing this shift in your network?

Management 52

Management Finance Business Planning Facilitation 52

Brooks Group

SEPTEMBER 26, 2023

Sales kickoff season is here. It’s time to plan your sales strategy, train your sales professionals, crank up the energy, and motivate everyone for the next year. But in this unpredictable economy, sales organizations must be more agile and resilient than ever. But coordinating all the right elements can be tricky.

Sales 76

Sales Meetings Sales Training Prioritization 76

Insightly

DECEMBER 10, 2021

The tools and data integration that it provides enable all of the company’s teams to seamlessly achieve synergy. The tools and data integration that it provides enable all of the company’s teams to seamlessly achieve synergy. They enable you to gain more insights and deliver a better experience.

CRM 98

CRM Software Software Marketing 98

Insightly

MARCH 11, 2021

There has been an upward tick of CRM integrations with IoT tech to make life a little easier. . . There has been an upward tick of CRM integrations with IoT tech to make life a little easier. . . Automation-enabled self-service is another emerging trend in 2021. The global CRM market was valued at $47.79 IoT technologies.

CRM 98

CRM Artificial Intelligence Cybersecurity Internet 98

Showpad

MARCH 17, 2021

Sales reps take quote attainment seriously, but the tips, tricks and best practices used to achieve it aren’t always obvious. One of the most popular ways to grow in the industry is by attending sales enablement events and conferences. Tenbound Sales Development Conference. AA-ISP Virtual Sales Summit.

Sales 52

Sales B2B Virtual Selling Key Account Management 52

Hubspot Sales

JANUARY 23, 2024

Sleazy sales reps will try to upsell everyone and anyone, regardless of whether or not the customer actually needs the additional service. Check out these ten strategies for identifying upselling opportunities that are mutually beneficial below to help get you started — before you pass a customer over to a sales rep.

Media 85

Media Decision-making Customer Experience Marketing 85

Red Star Kim

JUNE 7, 2023

This enables early action to position your firm appropriately. Funnels for target client segments Another approach considered was to focus on the customer journey (marketing) and buyer funnels (sales) for a few selected segments (or personas). Being more strategic – Case studies and insights.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly?

Procurement 130

Procurement Stakeholders CRM Government 130

KAM With Passion

JUNE 23, 2021

This is the third and last post of our series on KAM Training & Competencies Development. In the first post we have explored a few guiding principles to build a solid KAM Training & Competencies Development approach. In the second post, we have looked at how to define an adequate KAM Training Path. Modularity and format flexibility.

Digitalization 130

Digitalization Acquisition Key Account Management Account Management 130

ProlifIQ

JANUARY 7, 2022

Partnership enhances the rollout of account planning and bringing strategic account execution to life with seamless collaboration through Slack and Salesforce. a leader in sales enablement and revenue optimization technology, has partnered with Centro to enhance how account planning is executed through Slack, Prolifiq CRUSH and Salesforce. .

Account Planning 52

Account Planning Innovation Account Management Communication 52

Hubspot Sales

JANUARY 6, 2020

If you’re trying to optimize your sales process and empower your sales team to achieve better results, the answer lies in frictionless selling. Simply put, frictionless selling is a way of rethinking sales to effectively reduce friction and create more convenient experiences for both buyers and sellers. Image Source.

B2C 90

B2C Prioritization B2B Sales 90

Arpedio

JULY 9, 2023

How to Achieve Sales Success with Accurate Sales Forecasting ← Back to blog Is it possible to achieve unprecedented growth by making data-driven decisions through sales forecasting? Sales Forecast: An Introduction 2. Why You Should Rely on Sales Forecasting Software​ 3. Forecasting Sales: Are You Convinced Yet?​

Sales 52

Sales Decision-making Software Software 52

DemandFarm

APRIL 28, 2023

The world of sales is evolving at a breakneck pace. A recent Salesforce study revealed that over 95% of sales operations professionals and sales leaders believe that Artificial Intelligence (AI) coupled with automation gives sales reps more time to focus on selling. This number is growing every day.

Artificial Intelligence 52

Artificial Intelligence Key Account Management Decision-making Account Management 52

CMOE

FEBRUARY 24, 2023

Building Champions Building Champions offers podcasts, books, and a leadership blog to enable professionals to be educated and motivated to consistently improve. We encourage you to bookmark these as a resource to help yourself, team, and business move forward.

Small Business 52

Small Business Leadership Profitability Publishing 52

Hubspot Sales

JULY 27, 2023

This is a significant drop from just a year before when sales success reached around 26%. They need to achieve more with less, making sales enablement more important than ever. Companies have access to AI tools to support their sales efforts. Companies have access to AI tools to support their sales efforts.

Sales 68

Sales CRM Communication Sales Environment 68

Showpad

JUNE 27, 2022

So you’ve hired a killer sales team. Have you heard of this thing called sales readiness? Sales readiness is entirely different to sales training, and you need to know the difference between the two, or your highly-trained team might not be as ready to hit the ground running as you think they are. They’re sharp.

Sales 52

Sales Decision-making Sales Training Account Management 52

KAM With Passion

NOVEMBER 3, 2020

You are a sales or company leader and you see the consequences of the sanitary crisis: a very tough sales environment. Sales and company leaders, imagine you are a ship captain. Back to being a sales leader. Now, let’s go back to your real life as a sales leader. So, what do you plan to do about it?

Account Planning 130

Account Planning Sales Value Proposition Sales Management 130

Nutshell

MARCH 17, 2023

It’s not necessarily your “first impression” with a buyer, since the recipient has already engaged with your sales team or marketing content. That’s just as true for a website visitor who subscribes to your newsletter or other marketing content. Only 57.7% Only 57.7% Stay away from all capital letters and avoid using spam keywords.

B2C 154

B2C Onboarding Decision-making B2B 154

Showpad

MAY 30, 2022

Call it flattery if you want but we’re not kidding: enablement is one of the toughest jobs in sales. Some enablement organizations solve the problem by reporting on narrow metrics—but easily trackable—metrics like training completion and satisfaction. And most enablement suites aren’t set up to do it.

Sales 52

Sales Onboarding Meetings Organization 52

Hubspot Sales

FEBRUARY 16, 2022

In sales, it's no different. A good sales hook can prevent your prospect from hanging up the phone, or deleting your email entirely. And a great sales hook can start your entire conversation off on the right foot. Here, we asked six sales reps their tips for creating a convincing sales hook to turn prospects into customers.

Sales 129

Sales e-Learning Media B2C 129

Revenue Storm

OCTOBER 26, 2021

We acknowledge most good sales coaches generally have a background of real sales experience. Just as in sports, where the best coaches were typically good (not necessarily great) players in that sport previously, the same is true with sales coaching. So, how can you tell if you are delivering valuable sales coaching?

Value Proposition 78

Value Proposition Brainstorming Sales Communication 78

DemandFarm

APRIL 11, 2023

It is essential for Sales Enablement , as it enables businesses to manage their key accounts more efficiently and effectively. Challenges in adopting Digital Key Account Management for Sales Enablement 1. Finding a solution that can integrate well into your existing sales tech stack is thus essential.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Revenue Storm

MARCH 9, 2021

While we have a course and webinar to help people sell better virtually, I wanted to share some tips on the number one sales skill salespeople have stated in our surveys they are finding the most challenging when selling virtually… building rapport. Keep the atmosphere casual, less formal than a sales presentation would be.

Brainstorming 78

Brainstorming Meetings Sales Virtual Selling 78

Showpad

MARCH 4, 2020

SKOs keep sales leaders up at night. the checklist for a sales kickoff can rival a royal wedding. Two members of the Sitecore team, Vice President of Sales Enablement Katie Musselbrook and Senior Manager of Sales Enablement Stacey Box, shared why at TRANSFORM 2019 , the world’s largest sales enablement conference.

Sales 72

Sales Logistics Stakeholders Decision-making 72

Mike Kunkle

JUNE 12, 2022

If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. Sometimes, it seems to me as if critical thinking is at an all-time low right now, especially in the sales profession. Reengineering Sales Performance.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Showpad

DECEMBER 16, 2021

Meet Pedro Correia, Sales Enablement Lead at IFF. In this interview, Pedro shares the innovative ways IFF is integrating technology into the sales training and content process , from information tagging to augmented reality and AI. We need to provide our sales teams with different ways to engage their customers remotely.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

Showpad

MAY 16, 2022

And that’s unfortunate, because for most big B2B purchases—mind-numbingly complex as they are—buyers could really use the help of a competent, prepared sales rep. . Unfortunately, many sales organizations are fighting attrition while scrambling to catch up in a universe that changed very quickly (and was pushed into a black hole by COVID).

B2B 52

B2B Procurement Finance Digitalization 52