Force Management

JANUARY 18, 2024

Many companies mistake sales negotiation as a function conducted exclusively by sellers. In a complex B2B sales environment, it is rare for an individual seller to negotiate an entire deal on his/her own without the support, guidance and active participation from the rest of the organization.

Negotiation 136

Negotiation Sales Environment Sales B2B 136

Software Sales Guru

AUGUST 15, 2022

No is Not a Loss Sales environments that suggest every opportunity is “won” or “lost” do not recognize that NO is a good outcome. A consultative seller creates value by helping the buyer understand what merits action, and what does not. It’s also important to recognize.

Sales Environment 130

Sales Environment Software Software Sales 130

The Center for Sales Strategy

JUNE 15, 2021

To avoid this trap and maximize every opportunity in today's challenging sales environment, you'll need a workable sales strategy and viable methods of researching prospects. Being a decision-maker in today’s business world makes them a target for every over-enthusiastic salesperson with their landline number.

Sales Environment 130

Sales Environment Decision-making Sales 130

The Center for Sales Strategy

AUGUST 7, 2023

In today's competitive B2B sales environment, it's more important than ever to have a strong sales team that can close deals quickly. But hiring and training new salespeople can be a costly and time-consuming process. That's why getting new salespeople up and running quickly is so important.

B2B 117

B2B Sales Environment Sales Onboarding 117

Force Management

JUNE 9, 2021

Enable your sales team to pick up the pace this year, particularly if they’re in a competitive sales environment. In a competitive market, the best sales leaders are the ones who enable their teams to differentiate based on buyer needs.

Marketing 120

Marketing Sales Environment Sales 120

Force Management

MARCH 9, 2023

Today's sales environment is highly competitive. Rising economic headwinds mean that many buyers are adopting more complex purchasing processes, and sales organizations are looking for any way to preserve vital margins. As a sales leader, you don't want your sellers resorting to discounting to close deals in this environment.

Negotiation 112

Negotiation Sales Environment Organization Sales 112

Upland

AUGUST 24, 2020

The reality of today’s highly competitive sales environment and COVID-19 restrictions means that our relationships and connections are our most critical success factor. It’s a big blind spot to have.

Decision-making 195

Decision-making B2B Sales Environment Digitalization 195

Upland

MARCH 24, 2021

The reality of today’s highly competitive sales environment means that our relationships and connections are our most critical success factor. For all the rigor put into deal probabilities, analytics, and forecast accuracy, in-depth understanding of relationship strength and influence remains a blind spot for most organizations.

Management 195

Management Decision-making B2B Sales Environment 195

Sales Gravy

JUNE 1, 2012

Hiring the right people will solve most, if not all, of the new business production problems that you have today. If you have people today that are underperforming, you have to ask yourself this question: Did I hire them this way or did I make them

Sales Environment 40

Sales Environment Sales 40

The Center for Sales Strategy

APRIL 11, 2023

Not only does it help your sales reps close more deals, but it also improves communication, builds confidence, and enhances teamwork. With so many different coaching styles and techniques, how do you know what's effective in today's fast-paced, ever-evolving sales environment?

Sales Environment 103

Sales Environment Sales Communication Sales Management 103

RAIN Group

DECEMBER 30, 2021

For most sellers, the focus of 2021 has been about adapting to the new sales environment. For many, this meant excelling in a virtual environment. Fundamental relationship-building skills and mastery of sales conversations, among many other factors, allowed savvy sellers to gain an edge.

Virtual Selling 103

Virtual Selling Sales Environment Sales 103

Force Management

MAY 4, 2023

Our esteemed guests shared expert insights on core sales fundamentals as well as emerging strategies in the market. From nailing negotiations and upselling to converting champions and CFOs, this month's episodes are a masterclass on how to maximize your impact in a challenging sales environment.

Negotiation 106

Negotiation Sales Environment Marketing Sales 106

Sales Gravy

DECEMBER 6, 2013

This stress-free and mature way of doing business will create an environment where sales people can be more honest, prospects will share authentic feedback and there will be no disappointment because honesty results in good relationships and good

Sales Environment 40

Sales Environment Sales 40

Upland

MARCH 23, 2023

Sandbagging in Sales is a Relationship Problem Despite the considerable focus placed on deal probabilities, analytics, and forecast accuracy, building a holistic understanding of the relationships and influence within accounts remains a blind spot for many organizations.

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

Upland

MARCH 19, 2021

Those sales leaders and teams who can track, monitor, and clearly articulate potential pipeline as a KPI are on the right track to deliver revenue growth in any sales environment. That’s how to visualize whitespace and use it to shape upsell and cross-sell opportunities.

Account Planning 195

Account Planning B2B Sales Sales Environment 195

RAIN Group

MARCH 8, 2023

For their new report, Future of B2B Sales: The Big Reframe , authors at McKinsey & Company spoke to more than 50 heads of sales across a range of industries and geographies to better understand the shift in the B2B sales environment. They identified 5 key themes:

B2B 97

B2B Sales Environment Sales 97

Brooks Group

FEBRUARY 10, 2025

Patience and Persistence Lastly, it takes fortitude to manage extended sales cycles, maintain momentum, and stay responsive to evolving requirements of corporate decision makers. Training Best Practices for Complex B2B Sales Sales leaders must equip sellers with deep industry knowledge and the skills to navigate complex sales environments.

B2B 75

B2B Emotional Intelligence Value Proposition Stakeholders 75

FinListics Solutions

SEPTEMBER 18, 2024

The pressure is mounting for B2B sales teams. It’s no longer just about selling well—today’s sales environment demands more. Sales organizations must not only close critical competency gaps in selling skill sets but also must leverage the right solutions and form smart partnerships to stay competitive.

B2B 85

B2B Organization Sales Environment Sales 85

The SAMA Podcast

OCTOBER 10, 2023

On today’s blockbuster episode, host Denise Freier, President and CEO of SAMA, welcomes Davis to talk about his new book, “Heroes, Villains, and the Thrill of Professional Selling,” where he applies the hero’s journey to real-life examples, captivating stories, and templates to guide sales professionals like you.

Sales Environment 104

Sales Environment Account Management Management Sales 104

Hubspot Sales

MAY 14, 2019

Sell the post-sale environment. Great salespeople don't sell just a product or service -- they sell the post sales environment. But when you give your unique selling proposition you need to communicate the pride you have in telling it. Hyperbole is an appropriate communication device in this situation.

Value Proposition 144

Value Proposition Sales Environment Communication Sales Training 144

SBI Growth

SEPTEMBER 5, 2013

Sales Leader—what do ‘A’ players need from their boss to maximize performance. Sales Environment—what do ‘A’ players need from the company to maximize performance. Sales Leader. Sales Environment. New Skills —‘A’ players are constantly trying to get better.

Sales Environment 120

Sales Environment Decision-making Acquisition Stakeholders 120

Hubspot Sales

OCTOBER 2, 2017

It’s about sourcing leads who can then be qualified and entered into the sales funnel. If you want to be successful in today's sales environment, you need to focus on building relationships while prospecting. Only once these steps have taken place can selling begin.

Sales 145

Sales Sales Environment Media 145

Hubspot Sales

JANUARY 8, 2025

If youre an emerging sales professional, developing the confidence and expertise may take a few attempts to execute this method effectively. Con #2: Gap selling doesnt always work for every sales environment. This approach can feel overly involved or unnecessary for quick, low-cost sales with minimal decision-making.

Sales 113

Sales Decision-making Negotiation Sales Environment 113

Hubspot Sales

JANUARY 7, 2019

In this rapidly changing sales environment, there is often a stark disconnect between what management sees or does and what reps want or need. While sales productivity is a key revenue driver, higher activity volume doesn't always mean that key metrics like close rate or average selling price goes up.

Performance Review 144

Performance Review Sales Management Management Sales 144

Clarity Engagement Solutions

NOVEMBER 9, 2020

Sometimes the complexity of our sales environments makes us forget that the simplest approach is often the most effective. Our Objections Handling and Commitment cards address 5 common objection techniques from Key Decision Makers and outlines methods to gain commitment from KDMs.

Sales Environment 91

Sales Environment Decision-making Stakeholders Healthcare 91

SBI Growth

MARCH 31, 2025

Companies selling into a complex B-to-B sales environment are shifting away from traditional, stage-based forecasting models in favor of more dynamic approaches, such as Commit/Upside. This shift reflects a broader realization: rigid, probability-based models often fail to capture the nuance of complex selling.

Sales Environment 62

Sales Environment Sales 62

SBI Growth

DECEMBER 25, 2012

Follow the steps below to improve your sales environment. Interview 5-7 of your current sales people. Does this person have the potential to be better than my best rep? Expect turnover if you aren't confident about the 3 indicators listed above. What can you do about it? Analyze the root causes of turnover.

Sales 129

Sales Sales Environment Sales Management Marketing 129

RAIN Group

APRIL 19, 2023

How is the current state of the sales environment impacting sales organizations? Which sales and enablement issues are most challenging for leaders to tackle? What are the top sales priorities for the next 12 months? How should they be addressed to ensure they're achieved?

Sales Environment 81

Sales Environment Sales Organization Sales Management 81

Customer Think

APRIL 30, 2024

The latest edition of the International Journal of Sales Transformation focuses on the critical role that trust plays in sales. Here’s my contribution: Trust is an essential foundational element in any sales environment – and it can (and must) take many forms.

Sales Environment 72

Sales Environment Sales 72

Force Management

FEBRUARY 17, 2021

This year, company leaders are getting strategic with how they’re planning to maintain SKO momentum, adapting their reinforcement efforts to drive success in the increasingly remote sales environment.

Sales Environment 79

Sales Environment Sales 79

Hubspot Sales

APRIL 12, 2018

In an effort to understand the sales development function and its role in the sales process, InsideSales.com Labs conducted a study of over 1,000 companies showing how companies build, scale, and execute strong sales development teams. The Sales Development Role and Daily Activities.

Sales 110

Sales Sales Environment Communication Media 110

Force Management

MARCH 30, 2020

Our focus is to provide short episodes that give you tangible tips you can use in your sales environments. We recently launched our new Audible-Ready podcast with four new episodes focused on how you can impact your numbers right now. Below is a rundown of our most recent episodes.

Sales Environment 78

Sales Environment Sales 78

SBI Growth

JANUARY 29, 2014

Here is a 30 minute webcast called Building Inside Sales for Growth. It provides 9 tips for building a successful inside sales force. The Advantages of Inside Sales. Deploying inside sales in a B2B sales environment is a best practice.

Sales 116

Sales Acquisition Sales Environment Decision-making 116

SBI Growth

MARCH 11, 2013

This article is for B2B Sales Reps who work in complex sales environments. Then I provide a Buyer Alignment Tool to enable success in these environments. But the transition from a virtual conversation to a real opportunity is complex. During this transition, Reps are met with a wall of bureaucratic process and resistance.

B2B 133

B2B Decision-making Leadership Sales Environment 133

Corporate Visions

MARCH 19, 2020

If your sales reps aren’t prepared with skills and techniques suited for the virtual sales environment, you risk losing the attention and engagement that’s so critical to winning complex deals. Make Sure You’re Ready for the Virtual Selling Moment. Virtual selling is now the new norm.

Virtual Selling 120

Virtual Selling e-Learning Decision-making Sales Environment 120

SBI Growth

JULY 8, 2024

In today's fast-paced sales environment, technology significantly enhances prospecting capabilities. Thanks to auto-dialing technology and advanced software managing complex outreach sequences, sales teams can now make 100, 150, or even 200 calls per day.

Sales Environment 62

Sales Environment Software Software Management 62

Hubspot Sales

OCTOBER 8, 2021

Study sales strategies — particularly value-based selling. A retail sales environment is exactly that — a sales environment. That's why understanding certain selling strategies (typically associated with conventional sales) can provide a major boost for sales associates looking to step their games up.

Retail 137

Retail Sales Communication Sales Environment 137