Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue.

Sales 258

Sales Finance Decision-making Profitability 258

Account Manager Tips

JULY 13, 2022

You win some, you lose some Why do we lose sales opportunities? Win/loss reviews: 10 questions to ask Favourite podcast In other news Quote of the week. But, it's also why we need to keep a close eye on our sales process to identify where we might be falling short and to keep doing what works. Table of Contents.

Key Account Management 130

Key Account Management Sales Account Management B2B 130

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 94

Sales Decision-making Sales Training Sales Management 94

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 94

Sales Sales Training Meetings Media 94

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

Hubspot Sales

JUNE 13, 2023

As prospecting is an extremely critical step in the sales process , adopting AI to help with your processes is worth considering. Read on to learn more about using AI for sales prospecting and specific use cases for generative AI. I want to email a sales director to introduce my company, Field.

Artificial Intelligence 121

Artificial Intelligence Value Proposition Sales B2C 121

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%.

Sales Management 80

Sales Management Management Sales Meetings 80

Hubspot Sales

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Sales pros spend hours a day on manual and administrative tasks. Luckily, AI is paving the way to reduce or even eliminate the time you spend on routine sales tasks. How much time?

Artificial Intelligence 109

Artificial Intelligence CRM Sales Meetings 109

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 102

Sales Training Sales Decision-making Facilitation 102

Hubspot Sales

MARCH 27, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sales is an increasingly consultative profession. The sales rep-prospect relationship cuts both ways — as your prospects qualify you, you need to qualify them back. Keep this question vague.

Decision-making 108

Decision-making Sales Stakeholders Leadership 108

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 84

Artificial Intelligence Insurance Sales Small Business 84

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

Hubspot Sales

MAY 17, 2023

That makes establishing credibility central to the success of any sales effort. But maintaining that kind of trustworthiness and legitimacy over multiple sales conversations can be easier said than done — a lot of reps run into hitches, hiccups, and human errors that undermine their credibility with prospects.

Value Proposition 129

Value Proposition Stakeholders Facilitation Communication 129

Hubspot Sales

FEBRUARY 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! A focus on user benefits over product or service features.

Sales 94

Sales Marketing B2B Digitalization 94

Insightly

MAY 18, 2021

Sales qualification is the process that a company goes through to determine a prospect’s likelihood of becoming a paying customer. . While sales is still the driving force behind most qualification efforts, organizations today need to work closely with marketing in order to properly qualify leads. Sales qualification terminology.

Sales 93

Sales Advertising Decision-making CRM 93

Hubspot Sales

MAY 21, 2021

Motivation is more than Vince Lombardi quotes and quirky posters on the wall. It’s one of the most important components of sustained sales success over time. In my decades as a sales leader, I’ve used the following strategies to successfully motivate my team and drive motivation through the roof.

Sales 137

Sales Leadership Communication Meetings 137

Hubspot Sales

SEPTEMBER 20, 2023

Conversational AI for sales teams can eliminate a lot of repetitive tasks such as follow-up emails and customer queries and even generate sales collateral. Here are the best ten conversational AI tools for sales. How Conversational AI Can Benefit Sales The Best Conversational AI Tools for Sales Teams What is conversational AI?

Artificial Intelligence 111

Artificial Intelligence Sales Prioritization Meetings 111

Hubspot Sales

MARCH 7, 2022

If you Google "How to close a deal", you'll quickly stumble across some tried-and-true best practices for sealing a sales deal. But, in reality, sales deals can be unpredictable and often require sales reps to think on their feet. Read on to learn the wildest ways five HubSpot sales experts have closed deals.

Sales 92

Sales Small Business Stakeholders Meetings 92

PandaDoc

MAY 16, 2024

Leads may be qualified by your marketing or sales team. Reps should ask qualifying questions about the lead’s budget, goals, and challenges. This process ensures you don’t waste time on leads that aren’t a good fit for your business. It’s not just about getting as many leads into the sales funnel as possible.

Decision-making 52

Decision-making Prioritization CRM Marketing 52

Nutshell

MARCH 25, 2024

Through this process, your clients will learn more about the features on offer and how to use them. They should also have the chance to ask questions and enlist your help to get them set up. DOWNLOAD Ready to become a better sales leader? DOWNLOAD Ready to become a better sales leader?

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127

Brooks Group

JULY 14, 2023

Now, instead of focusing on transactional sales, salespeople must be capable of building long-term relationships beyond the initial sale and maintain their standing as trusted business advisors to your customers. A consultative sales approach is the skill they need in order to do that. This is a mistake.

Sales 73

Sales Sales Training Brainstorming Communication 73

Hubspot Sales

FEBRUARY 16, 2022

In sales, it's no different. A good sales hook can prevent your prospect from hanging up the phone, or deleting your email entirely. And a great sales hook can start your entire conversation off on the right foot. But first … what is a sales hook? (If What is a sales hook? Do your customer research.

Sales 131

Sales e-Learning Media B2C 131

Hubspot Sales

AUGUST 28, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. To help you get there, I‘ve compiled this list of key, guiding questions I use to get a sense of a prospect’s viability. 7 Questions to Ask Yourself Before You Call a New Prospect 1.

Value Proposition 85

Value Proposition Decision-making Stakeholders Sales 85

Hubspot Sales

AUGUST 21, 2023

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. If you're in a hurry, skip to the script , or download free sales call templates.) (If you're in a hurry, skip to the script , or download free sales call templates.) So, what does a typical cold call look like in sales?

Value Proposition 98

Value Proposition Decision-making Software Software 98

Hubspot Sales

DECEMBER 21, 2020

Sometimes, you may not discover a new lead is a poor fit until after you've spent hours on research and calls. If your sales team is struggling to speak to the right customers or close deals, try the MEDDIC sales qualification process. What is the MEDDIC sales qualification? Why is MEDDIC so powerful?

Decision-making 125

Decision-making Sales Onboarding CRM 125

Hubspot Sales

MARCH 19, 2022

The goal of any sales organization is, ultimately, to increase revenue. Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets. Creating a healthy, effective goal-driven sales environment is vital for long-term success and employee satisfaction.

Sales Environment 124

Sales Environment Sales Prioritization Organization 124

Hubspot Sales

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. Table of Contents What is door-to-door sales?

Sales 103

Sales Decision-making Meetings Insurance 103

Brooks Group

APRIL 1, 2022

Sales training that sticks, however, results in behavior change because it’s reinforced. That requires involvement and buy-in from both sales leaders and salespeople. You need to utilize change management thinking and help people imagine the possibilities as training is developed and implemented, and once it’s over.

Sales Training 91

Sales Training Sales Facilitation Meetings 91

Hubspot Sales

JANUARY 27, 2021

Navigating rejection and helping your potential customers move through their objections and reservations are the name of the game when working in sales. What are the most common objections you get during the sales process? Encourage and Question. Once you have asked one or two clarifying questions, restate the objection.

Sales 117

Sales Prioritization 117

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 88

Decision-making Sales Training Sales Meetings 88

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 124

Negotiation Value Proposition Meetings Procurement 124

Sales Outcomes

NOVEMBER 6, 2023

B2B Sales Discovery Calls done well can be the cornerstone for success in acquiring new clients. A Discovery Call with a prospect should not be a scripted effort or an attempt to get answers to a list of qualifying questions. ” Suppose there are multiple individuals from the prospect company on the call. Congratulations!

B2B 52

B2B Sales 52

Hubspot Sales

OCTOBER 5, 2021

Sales development representatives and gatekeepers. If you're in sales, chances are you've encountered plenty of situations in which you're trying to reach a CEO or C-level executive to pitch your product or service. But experienced sales reps know that gatekeepers don't have to be a roadblock in your sales process.

Decision-making 131

Decision-making Sales Stakeholders Software 131

Nutshell

MARCH 5, 2021

Having completed hundreds of successful sales calls, they have learned not to take the objection literally, and focus on the real cause behind the objection —i.e., To figure out how to handle the “I have no budget” objection, we asked eight leading sales professionals to share their best tips and tactics.

Decision-making 99

Decision-making Sales Brainstorming Small Business 99

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% So, how can you improve your sales skills?

Sales Training 137

Sales Training Sales Decision-making Communication 137

Revenue Storm

OCTOBER 26, 2021

We acknowledge most good sales coaches generally have a background of real sales experience. Just as in sports, where the best coaches were typically good (not necessarily great) players in that sport previously, the same is true with sales coaching. So, how can you tell if you are delivering valuable sales coaching?

Value Proposition 78

Value Proposition Brainstorming Sales Communication 78

Hubspot Sales

MARCH 22, 2021

Perfect sales calls don't happen by accident. And while you can't execute one without thinking on your feet, you can't just jump on a call blindly, banking on your improv skills and natural charm to get the job done. You need some direction — a general plan that keeps you on track. Do your research.

Sales 104

Sales Banking Decision-making Media 104