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 111

Sales Prioritization CRM Communication 111

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. It goes beyond profiling customers and is supported by tools such as interactive product recommendations, sales enablement resources, and data-driven insights.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Upland

MAY 5, 2023

Sales is all about kicking butt and taking names. Sales were good, but they weren’t great. Sales legend, Todd Adair – MHCL | GE Healthcare – wanted to know how to step things up. Trusted advisor status came indirectly for Todd Adair Some are born great, some achieve greatness, and some have greatness thrust upon them.

Account Planning 195

Account Planning Healthcare Decision-making Stakeholders 195

Upland

JANUARY 29, 2024

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Red Star Kim

OCTOBER 16, 2023

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. Time is precious. Encouraging them to devote time to a non-billable activity is even harder.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. But even throughout this tough period, some sales organizations have found a way to meet or exceed targets—and feel confident in their ability to do it again this year.

Supply Chain 96

Supply Chain Negotiation Sales CRM 96

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 100

Negotiation Sales Leadership CRM 100

Upland

NOVEMBER 27, 2023

But before you jump head-first into the sales process, there are four fundamental things you must know: 1. Serious goals will be both measurable and set against a particular time- frame. Notice that each one of these examples includes both a measurable result and a time in which that result needs to be achieved.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. It's about guiding teams through challenges and inspiring them to achieve collective success.

Sales Management 81

Sales Management Management Sales Leadership Leadership 81

Sales Gravy

NOVEMBER 1, 2022

Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than ever before to foster a sales culture and team environment that compels people to stay. Hiring the right salespeople is a huge challenge for sales leaders.

Sales Leadership 109

Sales Leadership Leadership Sales Innovation 109

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. This is challenging as everyone is time poor and most communications are digital.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Upland

APRIL 5, 2023

Relationship management has never been more important in sales, and it takes a revenue team to build vital relationships with the people that matter. What is a Revenue Operations Team? This includes, primarily, people in marketing, sales, and customer success teams. Do You Need a Revenue Team? That depends.

Account Planning 195

Account Planning Customer Success B2B Decision-making 195

Revenue Storm

JUNE 21, 2022

Have you stopped to consider, though, how it has changed how you manage and lead? It has become very obvious, as I work with global sales teams, everyone’s jobs have changed. Yet, I continue to see Leaders do what they have always done, only faster now. Running around and spending the majority of their time putting out fires.

Supply Chain 88

Supply Chain Negotiation Leadership Prioritization 88

ACT

APRIL 22, 2024

Business leaders also believe that there’s a 24 percent chance inflation will be a key threat to their companies during the same period. From the pandemic and supply chain issues to geopolitical conflicts, several factors have contributed to a feeling of uncertain times and a shaky economic climate. A CRM solution like Act!

Supply Chain 52

Supply Chain Small Business Investors Sales 52

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Need more help to improve your key account management skills? Table Of Contents.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. This year has been unconventional (to put it lightly) and leaders have been faced with challenges that they likely haven’t seen at other points in their careers. Sales Leadership Stats. Sales Performance. Sales Performance.

Sales Leadership 141

Sales Leadership Leadership B2B Sales 141

Mike Kunkle

OCTOBER 8, 2023

Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. It builds on the framework and systems that are already proven-effective in The Building Blocks of Sales Enablement.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Brooks Group

FEBRUARY 16, 2024

Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. These are both good strategies, but the true differentiator is the sales professional and their emotional intelligence. EI is also the foundation of sales, and the gateway to all of that is empathy.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Hubspot Sales

MARCH 11, 2024

Time is money, and that’s doubly true when you work with customers. For the last six years, I’ve been an avid user and champion of using async video in my day-to-day as a seller — well before joining Loom to lead its Sales and Customer Success teams. 5 Ways Sales Professionals Can Leverage Async Video to Crush Their Quota 1.

Sales 105

Sales Meetings Stakeholders Customer Success 105

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. “The 1980s called, and they want their sales approach back.”

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Nutshell

MAY 11, 2023

Whether you’re an agent or broker working in residential, commercial, or industrial property real estate, you need to stay on top of your client’s needs, respond quickly, and anticipate trends. To succeed, you need the tools to help you increase efficiency and stay on top of your leads so you can close more deals.

CRM 134

CRM Client Relationships Communication Software 134

Brooks Group

FEBRUARY 1, 2024

Ramping new sales reps quickly is a pivotal factor separating successful sales organizations from those that underperform. Data from our 2024 Sales Leader Trend Report shows that 87% of successful teams have extensive, structured onboarding. Here are 4 ways a common language helps get new sales reps up to speed quickly.

Onboarding 76

Onboarding Sales Sales Training Communication 76

Hubspot Sales

MAY 18, 2021

Are there specific traits and habits that top-performing salespeople possess as compared to their peers? business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople. Top sales performers scored an average of 7.6 Communicate Value.

Value Proposition 117

Value Proposition Sales Communication Onboarding 117

DemandFarm

OCTOBER 25, 2023

In the ever-evolving sales landscape, organizations grapple with post-pandemic shifts. Efficient sales leadership becomes essential to navigate these challenges and remain competitive. Sales leaders not only set strategies and inspire teams to achieve results but also play a vital role beyond mere management.

Leadership 52

Leadership Sales Leadership Sales Negotiation 52

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

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. If any of your top salespeople leave your company, you may fall behind. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units.

Sales 114

Sales Brainstorming Leadership Insurance 114

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

Mike Kunkle

NOVEMBER 26, 2022

I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. Access to a Growing Library of 4+ Hours of Video Content , teaching the Building Blocks of Sales Enablement framework.

Sales 200

Sales Leadership Transportation Sales Training 200

Red Star Kim

DECEMBER 5, 2023

Sometimes marketing and sales system are not integrated. Microsoft Dynamics 365 CRM Software | Infor CRM SLX (In 2014, Infor acquired Saleslogix from Sage) What is Intapp CRM? Another delegate suggested using monday.com | A new way of working to integrate all action lists and help avoid being overwhelmed by so many tasks.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Hubspot Sales

SEPTEMBER 29, 2023

Every winning sales team has an excellent coach guiding them. This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support. Pricing: Essential, Plus, and Ultimate tiers are offered.

Software 85

Software Software Sales Remote Working 85

MDI Training

AUGUST 22, 2022

A leadership novel for the first-time leaders. that aims at coaching first-time leaders into effectiveness, through fictional situations and characters. Introduction: Luca is a sales representative in a company (Aurora Inc.) Every chapter offers a challenge and a solution, including its implementation.

Leadership 98

Leadership Digital Transformation Digitalization Stakeholders 98

Freshworks

FEBRUARY 6, 2023

In today’s challenging economic climate, business leaders face a complex challenge: cut costs wherever possible, yet continue to invest in areas that drive long-term sustainable growth and profitability. Leaders are scrutinizing those budget items like never before.

Software 98

Software Software Profitability Decision-making 98

Hubspot Sales

JANUARY 4, 2024

Having a bad sales month? What makes a bad sales month? A bad sales month can be attributed to a variety of factors, ranging from internal processes to external market conditions. Sales experts set off the common seven: 1. Get Pipeline Management in Sales Hub free 2. We’ve all been there.

Sales 104

Sales Management Sales Management Marketing 104

Red Star Kim

MAY 2, 2023

Traditional capabilities – notably the management of financial and operational resources—remain highly relevant. The top two skills UK employees would be interested in developing in the future are: Leadership and problem-solving (US Leadership, entrepreneurial skills and project management).

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

SalesGlobe

AUGUST 30, 2023

As sales roles change, so must total rewards. The modern sales organization is a hybrid one. Roles and responsibilities continue to evolve as sales professionals work and engage with customers in new ways. Sales aren’t conducted solely virtually or face-to-face anymore. It’s become a blend of both. It’s already here.

Organization 52

Organization Sales B2C Decision-making 52