Upland

OCTOBER 17, 2023

And now, savvy sales leaders are using generative AI , too. All you need is the right sales enablement AI tool. Ready to dive into sales enablement AI? What is sales enablement AI? Like other forms of AI, sales enablement AI helps sales teams automate everyday tasks… tasks that take away from the actual selling.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Red Star Kim

DECEMBER 5, 2023

Sometimes marketing and sales system are not integrated. And there was the added complication of long sales cycles. However, some lack systems and data for monitoring activities once leads are passed to fee-earners for follow up and nurturing.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

JUNE 15, 2023

One of the questions asked was what tools and systems are used by M&BD people to support research into sectors and client organisations. Case studies on how law firms use the information to support attorney discussions with clients. Others may find that the M&BD team is responsible for research.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Sales effectiveness is the domain where enablement collaborates with sales management to translate enablement efforts into tangible sales results.

Sales 96

Sales Prioritization Onboarding Sales Management 96

Hubspot Sales

FEBRUARY 9, 2021

2021 will bring sales professionals a host of new challenges and trends to consider, and it could be tricky to adapt. Several salespeople are coming into this new year holding onto some dead weight — outdated strategies that are bound to undermine sales efforts instead of enhancing them. Holding Onto Outdated Positioning Statements.

Sales 135

Sales Decision-making Prioritization Account Management 135

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. In many cases, just initiating the first contact doesn’t deliver any business growth. B2B sales prospecting in a nutshell.

B2B 98

B2B Sales Decision-making Publishing 98

Miller Heiman Group

MARCH 3, 2020

Sales organizations always look to gain a competitive advantage. Despite these unsettled times, one thing remains constant: every organization wants to improve its sales performance. Despite these unsettled times, one thing remains constant: every organization wants to improve its sales performance.

Sales 88

Sales Strategic Thinking Decision-making Organization 88

Hubspot Sales

SEPTEMBER 26, 2023

However, if I ask them the same question (e.g., What is the most important soft skill to have in sales?”), they arrive at different answers. There's also the case of feedback. Which AI Tool is the Best Sales Writer? This is a great starting point for salespeople to elevate with actual stats, testimonials, or case studies.

Value Proposition 96

Value Proposition Sales Artificial Intelligence Management 96

Hubspot Sales

APRIL 19, 2019

There's nothing worse than getting through an entire sales presentation only to hear, "That was great, but I just need some time to think this over." As a result, many presentations are met with wishy-washy responses that drag along the sales process and waste valuable time. But, what does a great sales deck look like?

Value Proposition 142

Value Proposition Sales Software Software 142

Nutshell

JUNE 5, 2020

This phenomenon is known as the “ Curse of Knowledge ”: When you encounter information that you’re familiar with—like a beaten-to-death professional title ( *cough* self-described “thought leaders” *cough* ), or a scripted sales message—your brain instinctively “doesn’t wanna know,” because you’ve encountered the same data before.

Procurement 96

Procurement Value Proposition B2B Decision-making 96

Hubspot Sales

AUGUST 24, 2020

The landscape of sales has shifted radically over the past decade or so. While phone calls, meetings, and other familiar sales staples still have a place in the field, digital sales tactics — techniques conducted through virtual channels — have emerged and started taking up some serious space. Leverage social media.

Digitalization 129

Digitalization Media Sales Digital Transformation 129

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 103

Marketing Sales Decision-making Prioritization 103

Hubspot Sales

JULY 22, 2018

Do these questions run through your mind on a regular basis? In order to answer these questions and find out what separates sales winners from second-place finishers, RAIN Group, a sales training company , studied over 700 B2B purchases from the buyer’s perspective to find out what really happened in their buying experiences.

Sales 144

Sales Manufacturing Decision-making Software 144

Hubspot Sales

JUNE 8, 2020

As a sales leader, you've probably wondered what impacts your prospects and potential customers. According to Demand Gen’s 2020 Content Preferences Study , 67% of B2B companies said they’re leaning more on content to research and inform decisions. By creating and equipping your sales team with sales collateral content and materials.

e-Learning 103

e-Learning Sales Decision-making B2B 103

Hubspot Sales

APRIL 25, 2023

Here's the burning question: Does AI have a place in sales, and how does it affect our current sales processes? We'll review use cases of AI emails, their pros and cons, and the tools you should consider when adding this tech to your arsenal. Here are three examples of how teams use AI to generate sales emails.

Sales 102

Sales Emotional Intelligence CRM Decision-making 102

Hubspot Sales

JULY 7, 2020

As the field of sales changes to meet the needs of our evolving business landscape, data becomes even more prevalent. Having access to relevant sales data can be a true differentiator for a successful sales team. In fact, high-performing sales reps are more likely to use data to guide their sales process.

Stakeholders 99

Stakeholders Sales Prioritization Communication 99

Hubspot Sales

JUNE 29, 2023

Insurance sales is a highly lucrative industry. In this guide, we’ll explore everything about starting a career in insurance sales, including the pros, cons, and tips to help you succeed. Table of Contents What is insurance sales? Limitless Earning Potential Many insurance sales agents get commission-based income.

Insurance 99

Insurance Sales Interpersonal Skills Decision-making 99

Arpedio

FEBRUARY 22, 2024

In the dynamic landscape of modern business, sales strategy stands as a cornerstone of success. Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. What is MEDDPICC?

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

PandaDoc

APRIL 8, 2024

This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. Key takeaways One of the primary functions of a deal desk is to bring together decision-makers from sales, legal, financial, and marketing departments to optimize the deal creation and execution process.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

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

Force Management

DECEMBER 14, 2023

When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. Increasing Channel Partner Productivity When it comes to channel sales, your ability to control the sales process is limited. What is our proof?

Value Proposition 91

Value Proposition Negotiation Decision-making Leadership 91

Miller Heiman Group

JUNE 24, 2020

Sales organizations always look to gain a competitive advantage. Despite these unsettled times, one thing remains constant: every organization wants to improve its sales performance. Despite these unsettled times, one thing remains constant: every organization wants to improve its sales performance.

Strategic Thinking 65

Strategic Thinking Sales Decision-making Organization 65

Hubspot Sales

SEPTEMBER 13, 2022

How working remotely impacts employee productivity has been the subject of several studies — many of which appear to lean in remote work's favor. But where does sales, as a field, stand in the context of that debate? Is remote sales more effective than in-house sales? How are sales orgs operating?

Remote Working 82

Remote Working Sales Sales Leadership Leadership 82

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.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

SalesGlobe

OCTOBER 10, 2023

In this article, I will touch on reasons why B2B sales teams can benefit from AI and some of the challenges teams may encounter. How AI Can Benefit the Sales Team B2B sales are often complex, with many stakeholders, intricate decision processes, and high-stakes negotiations. Below are a few of these challenges.

B2B 52

B2B Artificial Intelligence Sales Decision-making 52

Hubspot Sales

AUGUST 25, 2022

As anyone in sales knows, there is nothing worse than a sales slump. Experiencing a sales slump can make you question your ability, or worse, your entire career. Experiencing a sales slump can make you question your ability, or worse, your entire career. Shift your focus. What was the conversion rate?

Sales 115

Sales Meetings CRM Publishing 115

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024. John Barrows , CEO at JB Sales , recommends being selective in how you use AI. Let's dive in.

Sales 103

Sales Investors Prioritization Innovation 103

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. It can also offer insight into automating sales processes to free up more of your team’s time.

Sales Training 98

Sales Training Management e-Learning Construction 98

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 128

Value Proposition Stakeholders Facilitation Communication 128

Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. Let’s delve into the importance of pre-sales strategy and its impact on overall business success. Let’s delve into the importance of pre-sales strategy and its impact on overall business success.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy? You’ve come to the right place!

Sales 52

Sales e-Learning Onboarding Software 52

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% Attend sales training.

Sales Training 137

Sales Training Sales Decision-making Communication 137

Hubspot Sales

APRIL 9, 2018

Sales Objection Responses. “If Is it safe for me to assume that's the case here?". Is there anything I can give you to make a stronger case to [decision maker]?". Prospects commonly use the sales timing objection to stall or force you to walk away. 22 Sales Timing Objection Responses. What’s holding you back?”.

Decision-making 145

Decision-making Sales Logistics Construction 145

Hubspot Sales

APRIL 6, 2020

That graphic is an example of bad sales content — one of the easiest ways to lose a prospect's trust and interest. Here, we'll learn more about what sales content is, how it differs from marketing content, some of its different forms, and how to do it well. If marketing content "lines them up," sales content "knocks them down."

Sales 74

Sales Decision-making Facilitation Communication 74

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Sales professionals need to become influencers — kind of. Let's dive in.

Energy and Utilities 96

Energy and Utilities Media Sales Publishing 96

SuperOffice

AUGUST 1, 2022

Interestingly, the same report shows that only 21% of underperforming organizations are aiming to increase the average sale price for deals. To close larger deals, you need to revisit and adjust the whole business strategy – from brand positioning to marketing and sales campaigns. Another way is to share case studies.

Decision-making 117

Decision-making Prioritization B2B Marketing 117

Hubspot Sales

NOVEMBER 30, 2020

If you’re an introvert , you may feel like if you could force yourself to be more extroverted, sales and marketing would be a breeze. Sales were about "closing deals.". And if you can help people with your marketing and sales, not only will it feel more comfortable — you'll win more business. Image Source.

Advertising 110

Advertising Sales Decision-making Insurance 110