Upland

MARCH 23, 2023

Having trouble setting accurate sales forecasts or seeing close dates consistently sandbagged to next quarter? Regardless of the size of your company, the sales leader gathers sellers and runs them through the standard set of questions. Ultimately, the challenge of sandbagging is that of unreliable sales forecasts.

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

The Center for Sales Strategy

OCTOBER 26, 2023

Discovery meetings are a vital tool for uncovering new business opportunities. In these conversations, sales managers and sellers have a unique chance to learn about potential clients, understand their challenges, and present solutions tailored to their needs.

Meetings 87

Meetings Sales Management Management Sales 87

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? After you choose the date and venue, your next question may be who you should ask to deliver the keynote—and what you want them to talk about. Your sales keynote speaker will set the tone for the rest of the event.

Sales 92

Sales Sales Training Meetings Media 92

Hubspot Sales

DECEMBER 11, 2023

However, questions about effectiveness remain. Sales is a famously extroverted job. You can do synchronous or asynchronous training sessions, some of which are live video or recorded presentations. Here, participants can ask questions and meet others in their cohort. So, what type of training makes sense?

Brainstorming 104

Brainstorming Onboarding Internet Communication 104

Hubspot Sales

AUGUST 14, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. In worst-case scenarios, you can lose the sale completely if the buyer’s concerns reach a level that you can’t overcome. An outreach email sets the tone for your entire sales process.

Negotiation 125

Negotiation Value Proposition Meetings Procurement 125

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

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

Revenue Storm

APRIL 18, 2023

The multitude of changes that COVID-19 has created within the sales profession has been well documented. Sales organizations have lost their “magic.” Many sales organizations are filling their pipelines under a less than rigorous qualification standard, rushing towards solutions, and working towards becoming a “proposal mill.”

Brainstorming 78

Brainstorming Remote Working Meetings Leadership 78

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Brooks Group

MAY 24, 2023

Time To Persuade The first three steps of the IMPACT Selling ® System (Investigate, Meet, and Probe) revolve around understanding the customer. They wind up not asking enough of the right questions. Yet, when I ask salespeople, “What is your customer going to do with all the money you save them?”

Value Proposition 80

Value Proposition Sales Training Construction Negotiation 80

Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Producing a great looking document or presentation really quickly is not a great strategy if the win rate isn’t improving.

Government 130

Government Innovation Meetings Finance 130

Sales Gravy

MARCH 28, 2023

On this special episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee's for Closers, Tony Morris, dive into the art of great discovery, how to ask questions that build rapport and create engagement, and why better questions set the groundwork for better results.

Negotiation 83

Negotiation Decision-making Stakeholders Meetings 83

Red Star Kim

AUGUST 1, 2023

It’s rare to have a sales team in professional services as they do in other sectors. Have empathy – Most fee-earners are really stretched to meet their targets, serve their clients and manage their teams. Ask questions that will guide them through the planning process. The company might submit a brief. Avoid jargon.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Red Star Kim

FEBRUARY 14, 2023

One of most common is that of Socratic questioning which is used by counsellors and therapists in Cognitive-Based Therapy (CBT). Whereas in consulting the helper initially asks questions but is more likely to contribute content and their own ideas.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Revenue Storm

APRIL 11, 2023

The first call, whether face-to-face or virtual, with ANY new contact, regardless of where you are in the sales cycle, is the most important because it determines if there will be a second. the typical 50-slide capabilities presentation boiled down to seven slides. In the First Meeting, There Is Only One Thing You Are Selling: YOU!

Sales 78

Sales Leadership Meetings Media 78

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 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

DECEMBER 7, 2023

At Nutshell, we build artificial intelligence into our software to help your sales reps accomplish more in less time. You ask questions or make requests, and the software will provide an answer, solution, or example. AI task management and scheduling Planning meetings and scheduling tasks is time-consuming and complicated.

Artificial Intelligence 100

Artificial Intelligence Software Software Meetings 100

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Focus on specifics.

Sales Management 78

Sales Management Management Sales Meetings 78

Brooks Group

APRIL 19, 2023

The first key fundamental that IMPACT Selling ® teaches is how sales reps can make their first impression a good one. There are plenty of things a sales professional can do to position themselves as a strategic resource and trusted advisor. Social Media How professionally present are you on social media?

Decision-making 82

Decision-making Sales Training Media Publishing 82

Brooks Group

JULY 27, 2023

Most sales professionals today are spending much more time prospecting than they ever have before – and it’s not an easy task. According to research , 40% of sales professionals say that prospecting is the most challenging part of the sales process. Your sellers should quickly be able to qualify sales prospects.

Decision-making 86

Decision-making Sales Training Sales Meetings 86

Arpedio

FEBRUARY 22, 2024

In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. Consultative selling is more than just a sales technique; it’s a philosophy centered around empathy, collaboration, and problem-solving.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively.

Software 52

Software Software Decision-making Performance Review 52

Hubspot Sales

JANUARY 15, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. I like to call this “ghosting” — when a sales process is chugging along smoothly with a client, you feel positive that the deal will close, and then your prospect disappears without a trace. The timing isn’t right.

Stakeholders 118

Stakeholders Sales Communication Meetings 118

Hubspot Sales

AUGUST 31, 2022

Whether working in sales or support, the best reps know how to be charismatic. When these team members walk into a meeting or join a call, they immediately put customers at ease with their conversational tone and genuine demeanor. Research from TalentSmart EQ found that 90% of top sales performers are high in emotional intelligence.

Emotional Intelligence 145

Emotional Intelligence Publishing Communication Management 145

Hubspot Sales

AUGUST 2, 2023

Sending cold emails, leading prospects through sales calls, and following up all take time and articulation. Sales teams everywhere are starting to use AI to streamline these processes and craft better pitches. If you’ve been hearing about the iconic ChatGPT platform for sales and want to give it a spin, look no further.

Artificial Intelligence 87

Artificial Intelligence Insurance Sales Small Business 87

Brooks Group

MAY 2, 2023

Opening the Meeting Is More Important Than You Know Our culture seems to underemphasize the importance of starting off strong. The process of tying up a sale doesn’t begin at the negotiation table after all the meetings have been had and solutions have been presented, but rather at the beginning of the sales process.

Negotiation 80

Negotiation Sales Training Meetings Decision-making 80

Hubspot Sales

AUGUST 9, 2022

That's why leaders need to leverage effective sales training techniques to set reps on the right course and facilitate their professional growth. When we reached out to Sunny Sandhu — Director of Sales Development at Guru — for his insight, he stressed the importance of covering the "why" behind a topic. Start with "why.".

Sales Training 104

Sales Training Sales Decision-making Facilitation 104

Corporate Visions

APRIL 30, 2020

The post Remote Sales 101: Ten Easy Tips to Improve Your Online Meetings by Anton Rius appeared first on Corporate Visions. Remote sales are the only kind of sales these days. Sales reps told us that remote selling is more challenging than in-person meetings because: Your audience is multi-tasking.

Meetings 95

Meetings Sales B2B Software 95

Nutshell

AUGUST 22, 2023

Since AI is revolutionizing sales , marketing, and many other aspects of business, it’s no surprise that many CRM providers are also using the technology to enhance customer relationship management. The 6 best CRMs using AI Frequently asked questions about AI in CRM software How are CRMs using AI?

Artificial Intelligence 114

Artificial Intelligence CRM Management Decision-making 114

Hubspot Sales

OCTOBER 24, 2023

Research relevant questions and practice answers. However, preparing answers for role-specific questions can amp up your readiness for such a conversation. Prepare a list of potential questions they can ask related to the position you’ve applied for. You can also include a few questions about your past experiences.

Internet 96

Internet Meetings Communication Prioritization 96

Hubspot Sales

MAY 24, 2023

You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process. The sales process usually involves meeting the client, understanding their needs, scoping the project, and sending the quote. Whether your prospect says yes or no is up to them.

Decision-making 110

Decision-making Meetings Negotiation B2C 110

PandaDoc

AUGUST 18, 2020

Physical events and face-to-face meetings are still on hold in many places around the world and will be for an unspecified length of time. . However, if you want to meet your business goals, it’s essential to adjust and adapt to the new reality. Read on, and I’ll show you how to conduct the perfect virtual pitch meeting.

Meetings 98

Meetings B2B Software Software 98

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. We arranged to meet at the store. If you don’t think that’s true, why even be a seller?

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Download Now Here are a few things to consider as you write an email that’d help you with sales prospecting. Pose a compelling question. No one wants to read a sales email. Leverage scarcity and exclusivity.

Sales 98

Sales Decision-making Value Proposition Meetings 98

Brooks Group

JANUARY 10, 2023

One of the most common requests we receive at The Brooks Group is for sales negotiation training on closing techniques. Too many sales managers think their team has a closing problem, when in reality, they have a prospecting problem. Until a person meets all the above criteria, they are still a suspect. A willingness to listen.

Negotiation 76

Negotiation Sales Training Profitability Construction 76

Hubspot Sales

AUGUST 12, 2018

Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. Sales Closing Techniques. The Question Close. Traditional sales closing techniques. Traditional sales closing techniques usually employ some psychological tricks designed to give that final nudge.

Sales 145

Sales Onboarding Meetings Communication 145