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

Upland

APRIL 20, 2023

There are plenty of sellers out there waiting for the slightest chance to jump in and take your hard-earned relationships away from you. Here’s where having a sales account management strategy becomes indispensable. Sellers can take these lessons and use them to land new, key accounts, but also grow revenue in all accounts.

Account Management 195

Account Management Management Account Planning Decision-making 195

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. Rainmaking best practice in professional services firms (Selling behaviours).

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Showpad

FEBRUARY 16, 2024

Sellers are the closest to your buyers. Sales takes one look at it, gripes that it won’t work with their buyers, and never touches it again. The challenge becomes clear: your sales team is not bought in on your messaging and doesn’t believe it will help them succeed. How to get sellers to buy your messaging.

Marketing 52

Marketing Sales Leadership Leadership Sales 52

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 211

B2B Decision-making Sales Stakeholders 211

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

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 92

Sales Decision-making Sales Training Sales Management 92

RAIN Group

FEBRUARY 8, 2023

Given the investment companies make in hiring, training, and managing their sales force to get maximum results, it’s imperative sales and enablement leaders understand how they can make the most of that investment and retain the best sellers once hired.

Onboarding 58

Onboarding Organization Management Sales 58

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

Hubspot Sales

JANUARY 30, 2024

Sales trends come and go. In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. 6 Sales Trends That Could Fizzle This Year 1. They prefer to gather information themselves before speaking to a human when researching a brand or product.

Virtual Selling 88

Virtual Selling Media Sales Decision-making 88

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

Miller Heiman Group

DECEMBER 16, 2020

Korn Ferry surveyed sales organizations around the world to find out, uncovering how companies are working to achieve stability in the midst of ongoing crisis. More difficult economic times require additional scrutiny on pipeline accuracy, pushing sellers to be more diligent about what, how, and to whom they are selling.

Virtual Selling 109

Virtual Selling Prioritization Sales Organization 109

Miller Heiman Group

FEBRUARY 25, 2020

Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. Poor hiring practices prove costly to sales organizations in many ways. How Sales Organizations Can Improve Hiring Decisions.

Sales Management 97

Sales Management Management Emotional Intelligence Sales 97

Hubspot Sales

AUGUST 30, 2023

But what changes will it bring to the sales industry? Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? HubSpot conducted research on the “State of AI,” with over 1,350+ specialists reporting on how AI affects their business. Let’s jump to the nitty-gritty.

Decision-making 84

Decision-making Sales Profitability Artificial Intelligence 84

RAIN Group

AUGUST 29, 2018

Technology sellers lament how impossible it is to get their buyers on the phone more than any other industry. Phone is one of the top ways sellers say they connect with buyers, yet sellers in the technology industry report extreme difficulty using it to reach their buyers.

Sales 96

Sales 96

Hubspot Sales

MARCH 15, 2021

Sellers must then submit a compelling RFP response to be selected as the winner. According to new data in Loopio’s 2021 RFP Response Benchmarks & Trends Report , which surveyed 650+ teams across North America, RFPs account for a whopping average of 35% of an organization’s annual sales revenue. Take your time writing RFP responses.

Stakeholders 112

Stakeholders Software Software Organization 112

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. Sales experts set off the common seven: 1. Get Pipeline Management in Sales Hub free 2.

Sales 104

Sales Management Sales Management Marketing 104

PandaDoc

MARCH 11, 2020

Our sales team faces the same pressure to hit quota month over month as our customers do, and with each month that passes the relationship between buyer and seller evolves. This ever-changing dynamic demands a fresh perspective on the way deals get done in order for our sales team to consistently produce.

Sales 81

Sales Onboarding Media Organization 81

PartnerTap

FEBRUARY 12, 2024

2024 is the year companies admit the old sales playbook is broken and invest in sales transformation. Selling to the modern buyer in this more complex environment requires a seismic shift in how companies sell and empower their sellers. Companies that don’t modernize their sales playbooks won’t survive.

Sales 52

Sales Decision-making B2B Suppliers 52

PartnerTap

JANUARY 10, 2024

TLDR:Traditional B2B sales is broken. Deal dynamics today are exponentially more complex and sales reps have less influence and control over the sales process today than they did ten years ago. I bet most people reading this have played this painful game of telephone and unanswered emails.

B2B 52

B2B CRM Suppliers Sales 52

Janek Performance Group: Account Planning

JULY 25, 2023

All sales organizations need new business to thrive and grow. For salespeople, this means tighter budgets, more decision makers, and longer sales cycles. Rather than wait on fickle buyers, sellers do more for the customers they have. However, if your sales team isn’t fully engaged, there’s a lot they can miss.

Account Planning 52

Account Planning Prioritization Decision-making Organization 52

Hubspot Sales

AUGUST 5, 2019

Delivering value, making the ROI case, retaining customers, growing accounts, recruiting top talent, forecasting, implementing a sales process, using sales technologies, winning against the competition, developing sales managers, coaching sales teams, generating leads, onboarding, productivity, compensation.

Procurement 88

Procurement Sales Sales Management Negotiation 88

Hubspot Sales

SEPTEMBER 16, 2020

If you ask most executives if they have a sales process , they’ll immediately say yes. But when you ask them to describe their sales process, their descriptions vary wildly. To some, a sales process means milestones in their sales pipeline. Having clear definitions for your sales process matters a lot.

Account Management 124

Account Management Sales Account Planning CRM 124

Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals. Finance, operations, and management, oh my!

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Hubspot Sales

JUNE 9, 2020

Question for you — what makes someone a good seller? Is it their ability to prospect, how they can deliver a sales pitch, or being a master at the upsell? One way salespeople can strive to be more effective sellers is to avoid falling into the trap of being an order taker. Order Taker vs. Order Getter.

Decision-making 91

Decision-making Retail Media Facilitation 91

RAIN Group

SEPTEMBER 19, 2018

To find and win business consistently, your sellers need to have the right mix of sales skills across the sales process, from filling the front-end of the pipeline to growing accounts. Too many sales teams have significant skill deficits preventing them from turning their potential for sales growth into reality.

Sales 84

Sales Organization 84

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

Miller Heiman Group

MAY 21, 2019

It takes time to get comfortable with allowing space for silence in your sales conversations. So how can sellers get buyers to listen to a sales pitch? World-class sellers are masters at asking the right questions and helping customers articulate their needs. This doesn’t always come easily; silence can feel awkward.

Communication 92

Communication Organization Sales Meetings 92

Miller Heiman Group

FEBRUARY 11, 2020

In the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them. Seller performance has stagnated, as they struggle to adopt perspective-based selling methodologies. Coaching Sellers.

Sales Management 65

Sales Management Management Sales Sales Leadership 65

RAIN Group

APRIL 24, 2018

In our new benchmark report, Top Performance in Sales Prospecting , the RAIN Group Center for Sales Research uncovered the answers to these critical prospecting questions. With data from 488 B2B buyers and 489 sellers, we've cracked the code on what works in prospecting today.

B2B 85

B2B Sales Meetings 85

Hubspot Sales

MARCH 15, 2018

These days, almost every new hire in sales is told to read " The Challenger Sale.". It's a great book based off one of the largest studies ever done in sales. Download more free summaries of top sales books here. That's why this post is a five-minute review of the Challenger Sales Approach. Grab it here.).

Sales 136

Sales Sales Training B2B Organization 136

RAIN Group

MAY 23, 2018

To succeed in sales, you need to have the right skills. You must be able to lead masterful sales conversations, manage opportunities, uncover needs, negotiate the best deals, fill the pipeline, develop relationships, manage sellers, and the list goes on.

Negotiation 81

Negotiation Sales Organization Management 81

Miller Heiman Group

MAY 1, 2019

Hosted by sales leader Greg Moore, our first episode features the CEO of Miller Heiman Group, Byron Matthews. The two discuss the evolution and new era of CRMs, and how it has resulted in a sales shift. Today, many organizations struggle to get sellers to use their CRM. Behavior drives seller results. Why is that though?

CRM 95

CRM Facilitation Prioritization Organization 95

Miller Heiman Group

JULY 8, 2019

Recent research by Bain and McKinsey, both published in the Harvard Business Review, analyzed companies that came out strongest in this century’s prior recessions. Last year, the average sales organization saw revenue attainment of 101%, according to CSO Insights, the research division of Miller Heiman Group.

Sales Management 82

Sales Management Management Sales Sales Training 82

Hubspot Sales

APRIL 19, 2021

Choosing the right sales methodology sets the foundation for how you and your teams approach your sales process. In this post, we’ll discuss critical stats to know about five sales methodologies you may already be familiar with and their implications for the businesses that choose to use them. As there are over 3.96

Media 116

Media Sales Decision-making Meetings 116

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. The good news?

Sales 68

Sales CRM Communication Sales Environment 68

RAIN Group

APRIL 11, 2018

Challenges abound when it comes to sales prospecting. Download: 5 Sales Prospecting Myths Debunked. For our Top Performance in Sales Prospecting research, we asked 489 sellers who outbound prospect about the biggest prospecting issues they face.

Sales 83

Sales 83