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

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

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

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. LinkedIn as ruler of the prospect research process. Why the change?

Virtual Selling 88

Virtual Selling Media Sales Decision-making 88

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

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

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. Nate Gilmore, PandaDoc’s CRO, explains the new State of Deals 2020 report. Download the entire report here.

Sales 81

Sales Onboarding Media Organization 81

Miller Heiman Group

OCTOBER 28, 2020

Sales organizations that consider their CRM as the anchor (as opposed to point solutions) have 6.8% On average, organizations use 10 different sales tech tools , yet all that technology isn’t necessarily producing better sales outcomes. One way to do this is through sales technology powered by predictive analytics or AI.

Sales Technology 111

Sales Technology CRM Sales Sales Analytics 111

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

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

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

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. Image Source. Image Source.

Stakeholders 112

Stakeholders Software Software Organization 112

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

Mike Kunkle

OCTOBER 8, 2023

At the core of this synergy lies a concept that wields immense influence in driving revenue and ensuring organizational performance – cross-functional Commercial Effectiveness. I’m not saying it should report elsewhere, just that it is critical to commercial success. Nowhere is this truer than with the commercial organization.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Miller Heiman Group

AUGUST 25, 2020

Consider these two statistics: Less than a quarter of B2B buyers think sellers are a resource for solving their business problems or see differences among sellers, according to our 2018 Buyer Preferences Study. Both share a skeptical view of sales talent. The Phases of Sales Talent Development.

Organization 75

Organization Sales Sales Management Profitability 75

Hubspot Sales

MAY 4, 2020

Not only has personal social media usage been on the rise, but professional social media usage has become more prevalent as well — and the field of sales is no exception. Not only has personal social media usage been on the rise, but professional social media usage has become more prevalent as well — and the field of sales is no exception.

Media 115

Media B2B Decision-making Financial Services 115

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 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

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

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

Strategic Communications

OCTOBER 3, 2023

AI is clearly top of mind for marketers. It can also analyze and optimize content for search engines, surfacing high-performing keywords and phrases and positioning them within content for maximum exposure. When it comes to trend spotting in the marketing space, there’s a bright, shiny thing in the room: artificial intelligence.

Marketing 80

Marketing Advertising Co-Creation Digitalization 80

RAIN Group

MAY 30, 2018

Sales prospecting has changed more than any other facet of sales in the last 10 years. There are a lot of clickbait articles with radical advice popping up and leading sellers astray. In this infographic, we contrast 5 popular assumptions about prospecting with facts from the RAIN Group Center for Sales Research.

Sales 68

Sales B2B 68

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

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. And poorly managed prospecting lists will result in seller fatigue. B2B sales prospecting in a nutshell.

B2B 98

B2B Sales Decision-making Publishing 98

Hubspot Sales

MARCH 21, 2018

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. New research has those answers. New research has those answers.

Sales 126

Sales Decision-making Digitalization Organization 126

Miller Heiman Group

JUNE 25, 2019

On the surface, sales organizations seem to be flying high: enjoying a third year of some notably good numbers, their revenue attainment is up to 101%, more than half of sellers made goal and win rates are on the rise. As the study found, customer retention is down 3%, while seller attrition has reached 18% per year.

Sales 75

Sales Prioritization Organization Sales Training 75

Brooks Group

FEBRUARY 12, 2024

When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. Yet many sales professionals overlook these opportunities, either preferring to stay in “hunter” mode or because they lack the sales training , skills, and coaching to get it done.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Miller Heiman Group

AUGUST 19, 2019

As you decide how and where to invest your resources for 2020, think about what changes you want to make to improve performance at your sales organization. That data is hard to come by, but we have a solution that puts it at your fingertips: the Sales Performance Meter. Take the Sales Performance Meter.

Prioritization 57

Prioritization Client Relationships Organization Sales Training 57

Miller Heiman Group

OCTOBER 23, 2019

Yuri Dekiba, research director and sales operations expert at CSO Insights, the research division of Miller Heiman Group, joins host Greg Moore this week to discuss all things data strategy and sales technology. Defining a Clear Sales Data Strategy. The Exploding Sales Technology Landscape .

Sales Technology 52

Sales Technology Sales Leadership Leadership Sales 52

Hubspot Sales

AUGUST 10, 2020

What does it really take to be successful in sales? Though one’s idea of success can vary from person to person, there are some core proficiencies top reps and sales organizations have in common. Core Competencies in Sales. At a high level, there are core skills that are a must for a career in sales.

Sales 142

Sales Negotiation Communication Leadership 142

Miller Heiman Group

JULY 25, 2019

Seller performance is down, yet revenue attainment is up, according to the latest research from CSO Insights in “All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study.” Ask yourself these questions: How strong is the adoption of your sales technology stack or other sales operations tools?

Artificial Intelligence 68

Artificial Intelligence Sales Sales Technology Organization 68

Zendesk

JANUARY 26, 2022

When you think of sales, the first thing that pops into your mind is probably chasing profits—followed closely by how to chase those profits. That’s perfectly normal, but the truth is that sales is more than tactics. To truly understand and succeed in the sales industry, you have to know the whole industry. Categories of sales.

B2C 52

B2C Account Management B2B Sales 52

Miller Heiman Group

MAY 14, 2019

Sales managers influence what salespeople sell, where they sell, who they sell to and even how they sell. These factors make the sales manager role one of the most influential and demanding jobs in any company engaged in complex B2B sales. How many direct reports do sales managers have in your company? Maybe more?

Sales Management 73

Sales Management Management Sales Decision-making 73

Miller Heiman Group

JULY 16, 2019

Traditionally, manufacturers have turned technical experts like engineers into sellers because of their in-depth product knowledge. But according to CSO Insights’ Sales Performance Report only 32% of manufacturing organizations believe they have a sales team that’s built to succeed. Win More With Your Sales Team.

Manufacturing 58

Manufacturing Government Procurement Decision-making 58

Miller Heiman Group

MAY 7, 2019

In fact, the 2018-2019 Sales Performance Report from CSO Insights showed that only slightly more than half of sales representatives (54.3%) are meeting or exceeding their quotas. What can help sellers hit their sales targets? The importance of perspective. The VBR’s role in offering perspective.

Meetings 81

Meetings Stakeholders Sales Organization 81

Hubspot Sales

JANUARY 31, 2018

Every year at InsideSales.com Labs, we dig through thousands of data points to identify how the world of sales has changed. Sales Org Structures Are Changing. Sales organizations are restructuring themselves to reflect the growing trend of buyers doing their own research before connecting with sellers.

CRM 97

CRM Sales B2B Organization 97