Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Support your recommendations with firsthand or industry data that demonstrates the feasibility and potential impact of the investment.” Want more content like this? Subscribe to our newsletter!

Decision-making 106

Decision-making Sales Finance Prioritization 106

Hubspot Sales

OCTOBER 4, 2023

When I think of sales, I picture friendly handshakes, lively chatter, and the spark of human connection. Here, I spoke with top sales leaders to learn how to AI to better understand your prospects, lead more effective conversations, and drive more results. AI can measure buyer intent and motivation.

Communication 103

Communication B2B Artificial Intelligence Sales 103

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. But first, we’ll dive into the benefits sales prospecting tools have for your organization.

Artificial Intelligence 112

Artificial Intelligence Sales CRM Decision-making 112

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. On top of that, shifts in buyer expectations continue to redefine our strategies year after year. On top of that, shifts in buyer expectations continue to redefine our strategies year after year. Let's dive in.

Sales 107

Sales Investors Prioritization Innovation 107

SmartKarrot

SEPTEMBER 14, 2021

Buyer Intent Data tools help deliver a context when your customers are interfacing with a brand. In simpler words, buyer intent data tools research into the actual buyer journeys and delve into the signs of their purchase intents. Getting your hands on the right tool is the key here.

B2B 10

B2B Digitalization Decision-making Software 10

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 93

Sales Decision-making Sales Training Sales Management 93

SmartKarrot

SEPTEMBER 13, 2021

A recent report by Think with Google confirms that 89% of the people rely on research before making a particular purchase, thus, making them a potential buyer. That is when the concept of buyer intent data comes into picture. Eventually, this helps in boosting sales and leveraging more profits. Table of Contents.

Customer Success 10

Customer Success Sales Decision-making Profitability 10

PartnerTap

SEPTEMBER 26, 2023

Have you ever noticed how the sales reps and deals that get called out for praise usually sound like a superhero storyline? And then there’s the heroic save by the lone-ranger sales rep who pulls off a miracle, wins the big prize, and is now glorified like a superhero. This changes the balance of power between vendors and buyers.

Sales 75

Sales Decision-making Suppliers Marketing 75

Hubspot Sales

JANUARY 5, 2023

The software buyer's journey has shifted dramatically over the past few years. As G2's Director of SMBs, Mike Buscemi , puts it: "Software buyers today act like B2C consumers because they have so many options. Buyers have an abundance to pick and choose from.". In 2022, many buyers don't trust sales.

Stakeholders 111

Stakeholders Software Software Decision-making 111

Hubspot Sales

DECEMBER 4, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Some deals hit walls — that‘s just an unfortunate fact of sales life. Sell based on your buyer's self-proclaimed reasons for their timeline — not your own interests.

Sales 90

Sales Stakeholders B2B Software 90

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds.

Marketing 106

Marketing Sales Decision-making Prioritization 106

Strategic Communications

SEPTEMBER 27, 2023

C ustomer or buyer intent refers to the motivations that drive consumer behaviors—not simply what they want, but why they want it. But intent data is just as elusive today as it has been all along. Marketers have been attempting for decades to understand buyer motivations. The language used has changed, though.

Banking 52

Banking B2C Decision-making B2B 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. Communication Skills.

Sales 143

Sales Negotiation Communication Leadership 143

Nutshell

FEBRUARY 28, 2024

Website visitor tracking aims to convert visitors into customers by getting them into your sales pipeline. It’s simpler for these businesses to focus on their website performance using web analytics data, determine which traffic sources and content work best for conversions, and then adjust accordingly.

B2B 71

B2B CRM Software Software 71

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? Furthermore, we’ve interviewed leading sales teams to collect 11 AI sales predictions that you should watch in 2023. Let’s jump to the nitty-gritty.

Decision-making 92

Decision-making Sales Profitability Artificial Intelligence 92

Zendesk

MAY 19, 2022

If you’ve ever taken sales training of any kind, you know that mastering sales vocabulary is shockingly difficult. Many sales terms sound interchangeable when, in fact, they mean drastically different things. That’s why we compiled a list of the 100 most useful sales terms every salesperson needs to know. Sales job terms.

B2C 98

B2C Sales CRM Profitability 98

Xant

JUNE 16, 2021

Revenue operations are the behind-the-scenes happenings in a sales org. Operations (ops) define processes, implement strategies, enable sales teams to do their work, and ultimately drive results. Without a revenue operations role, marketing and sales teams would have no strategy and no process. What is Rev Ops? Random outreach.

CRM 105

CRM Sales Prioritization Decision-making 105

Hubspot Sales

NOVEMBER 16, 2023

The only way companies can succeed is to proactively provide solutions by understanding not just customer intention, but the context of their pain points and goals. It goes beyond just analyzing old data; it uses the data to draft new content, reveal new paths forward, and provide new insights. I don’t disagree with Yamini.

CRM 82

CRM B2B Decision-making Business Growth 82

Arpedio

DECEMBER 20, 2023

As a savvy sales professional, you’re constantly on the lookout for ways to optimize your pipeline and drive revenue growth. One highly effective tool for achieving this goal is SQL ( Sales Qualified Lead ), which allows you to focus your efforts on the leads that are most likely to convert into paying customers.

Sales 52

Sales Prioritization Decision-making Communication 52

Zendesk

JANUARY 5, 2022

Every salesperson is eager to hit their monthly quota—the more sales, the better. But the road to that finish line is reliant on a set of key players: sales leads. Before sales reps can meet their targets, they need a clear understanding of what a sales lead is and how a lead is different from a prospect.

Publishing 105

Publishing Sales Media CRM 105

Hubspot Sales

MARCH 27, 2023

Selling services online means reaching a wider audience compared to selling services at a brick-and-mortar location, but marketing to everyone will not help you get the customers you need to drive sales. Purchase intention: Purchase intention means an audience that is looking for a specific product to address their needs.

Media 125

Media e-Learning Onboarding Marketing 125

Hubspot Sales

DECEMBER 29, 2020

Seller response time influences 57% of buyers' behavior. Luckily, with sales, quickness also happens to be the way to make your sales team happy. Sales acceleration helps you do both. What is sales acceleration? It's the best way to make the sales process streamlined for both your customers and your sales team.

Sales 120

Sales Decision-making Media CRM 120

Hubspot Sales

SEPTEMBER 24, 2020

Those tools are based on something called predictive sales analytics — a marvel of modern sales technology that can show you what to expect from prospects and customers. Let's dive into the topic a bit further, see how it can help with sales forecasting, and examine some other contexts where it can be employed. Lead Scoring.

Sales Analytics 96

Sales Analytics Sales Construction Decision-making 96

Nutshell

MARCH 20, 2024

Without leads, you can’t make sales, and if you can’t make sales, you won’t generate revenue. Benefits of lead generation software 10 best lead generation software How to choose lead generation software for your business Looking for an easy-to-use CRM with all the features you need to boost sales?

Software 77

Software Software CRM Management 77

Hubspot Sales

APRIL 1, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Preferably ones with a big budget and high intent to purchase. When salespeople rate their sales organizations on our site, we ask them to rate how they feel about inbound lead flow on a scale from 1–5.

CRM 87

CRM Sales Environment Leadership B2B 87

Apptivo

FEBRUARY 20, 2023

ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. However, inbound sales teams need a well-defined lead management system and the right tools to get the most value out of those leads. Overview 2.

Management 103

Management Sales Software Software 103

PandaDoc

MARCH 1, 2024

Mergers and acquisitions require buyers and sellers alike to enter in a vast amount of confidential company data. A virtual data room (VDR) solves this problem. What is a data room in M&A transactions? In the past, M&A data rooms used to be physical rooms in the seller’s office or on their business premises.

Acquisition 52

Acquisition Stakeholders Government Software 52

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 130

Account Management Sales Account Planning CRM 130

Hubspot Sales

DECEMBER 15, 2020

If you started paying more attention to the sales enablement needs of your organization, you’re not alone. For sales organizations that have been waiting to implement dedicated sales enablement measures — the time is now. In 2020, Crayon placed even greater emphasis on sales enablement to support their sales force.

Sales 131

Sales Leadership Sales Management Decision-making 131

Hubspot Sales

APRIL 20, 2020

Let’s get right to it — there are elements of the sales process that are wonderful on video and others that aren't. So the idea of doing an entire sales process from beginning to end while utilizing video may not be the best approach. As we move towards the end of the sales process, let’s discuss advancing opportunities.

Sales 118

Sales Communication Decision-making Meetings 118

Hubspot Sales

JUNE 7, 2021

Sales is rarely directionless. Every aspect of the practice requires established expectations and some degree of guidance — and in many cases, "expectations and guidance" amount to firm predictions of a sales org's performance. Sales budgets are often conflated with sales forecasts — and that kind of mix-up makes sense.

Sales 110

Sales Profitability Marketing Communication 110