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.

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B2B Decision-making Sales Stakeholders 211

PandaDoc

SEPTEMBER 6, 2023

The sales landscape is evolving rapidly, with sales apps playing a pivotal role in shaping the future of sales. We were recently recognized as an “Essential App for Sales 2023” by HubSpot. Let’s chat about why we earned this prestigious title and how it can revolutionize your sales process.

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Sales CRM Customer Experience Business Growth 78

Upland

JUNE 1, 2023

In this article, we’re going to explore best practices of land and expand from an account planning perspective and share real life examples and stories from sellers who have used this strategy to succeed. What is land and expand in sales? After all, before an illustrious career in sales he served in the U.S.

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Account Planning Sales Customer Knowledge Account Management 195

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms.

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Value Proposition Key Account Management Digitalization Sales 130

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.

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Value Proposition Prioritization Sales Organization 52

Account Manager Tips

JUNE 29, 2021

Create sustained value. Create contact plans to keep in touch with key stakeholders in your company and your client's. Create capture plans. Create a plan that outlines the steps that will lead to customer renewal. Create a plan that outlines the steps that will lead to customer renewal. Define price strategy.

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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?

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Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Download Now Here are a few things to consider as you write an email that’d help you with sales prospecting. Check out our post about the best sales email subject lines if you want to see some of these tips in action.

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PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? Lead management focuses on achieving sales goals in the short to medium term, while opportunity management is more about leveraging strategic relationships to achieve long-term growth goals. But opportunities can be much more than that.

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Management CRM Sales Decision-making 52

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.

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Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. How to Handle Them: Create urgency. Clearly articulate the problem or opportunity, the proposed solution, and the expected benefits and outcomes. Want more content like this? Subscribe to our newsletter!

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Hubspot Sales

AUGUST 21, 2023

That's where business proposals come in. A solid proposal can outline your value proposition and persuade a company or organization to do business with you. Here, we'll take a look at the various kinds of business proposals and go over how to write one. Jump to one of the following sections: What is a business proposal?

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Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity? What is sales productivity?

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PandaDoc

MARCH 29, 2024

This article outlines steps to establish and optimize a deal desk process flow with your team to help advance your sales strategy. Key takeaways A deal desk is a cross-functional team assembled to oversee opportunity qualification, solution and proposal development, and negotiation stages of a sales process.

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Negotiation Stakeholders Profitability Government 52

Nutshell

APRIL 22, 2024

Love Nutshell’s ability to send templated sales emails to your prospects and customers so you can type less and sell more? Plus, with updates to Nutshell’s Chrome extension , you’ll be able to track email opens and clicks, create Nutshell contacts and tasks from inside your inbox, and more. What can I do with Email Booster?

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The Center for Sales Strategy

MAY 16, 2023

As a Senior Consultant with The Center for Sales Strategy, I’ve reviewed a lot of proposals from salespeople over the years. As I analyze the ideas sellers plan to present to clients, I often push them to make their proposals stronger by asking, “Where’s the plan to achieve the desired business results?

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Marketing Sales Media 94

Nutshell

SEPTEMBER 18, 2023

When you’re running a business, no matter which industry it’s in, the endgame is always sales and revenue. Ultimately, your company’s success is measured by how many sales you drive and how great your return on investment (ROI) is. Keep reading to learn how to manage a sales pipeline for an industrial company.

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Management CRM Sales Prioritization 62

PandaDoc

JANUARY 10, 2023

Effective sales proposals are data-driven and essential for closing deals faster. Prospects only make purchase decisions after evaluating a sales proposal document ; hence, the proposal should be crafted according to the customer’s requirements in order to provide complete solutions. The Zoho CRM sales process.

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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.

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PandaDoc

JANUARY 29, 2024

Hopefully, the start of the new year has you super jazzed about what your sales organization will achieve in 2024. We know we’re excited about the potential our sales team has at PandaDoc. A sales team is the powerhouse behind any thriving software company. It’s no secret that tech has revolutionized the sales process.

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CRM Decision-making Sales Software 52

Revenue Storm

APRIL 12, 2022

If you are not in a new sales role, you can benefit from this article too! In my many years of engaging global sales teams, I am now seeing the most fluid market of sales talent I have ever seen. What do they like most or least about us post sale? What is the average client tenure with us? Look for Low Hanging Fruit.

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Sales Value Proposition Decision-making Management 78

Hubspot Sales

DECEMBER 29, 2020

Sales is a critical function – without it, your company wouldn’t bring in revenue. While every member of your staff carries out an essential function, none of them would have jobs if your sales team isn’t closing deals. The leads for potential customers start out great, yet they aren’t making it through the sales process.

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PandaDoc

MAY 15, 2024

Did you know that companies with a strong lead nurturing strategy generate 50% more sales-ready leads than companies that don’t do this? So, it’s clear that nurturing your leads and prospects is a great way to improve your sales and build lasting customer loyalty. Pushy sales tactics. What is lead nurturing? Engagement.

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Media Decision-making Software Software 52

Hubspot Sales

JUNE 28, 2022

It also has major economic benefits from a cost of sales perspective — for instance, rather than paying for each sales rep to travel to meet in-person with buyers, plenty of selling can now be done virtually. Companies can now hire from a wider talent pool without letting geography become a deterrent for hiring the best sales reps.

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Hubspot Sales

SEPTEMBER 23, 2020

The big-bang that created the Software as a Service (SaaS) model gave birth to a constellation of what seems like millions of software solutions. Among those are around 1,000 sales software solutions aimed at helping companies sell more, in less time, at the right price. How additional sales solutions are added matters.

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Software Software CRM Sales 132

Hubspot Sales

APRIL 30, 2020

The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. But although sales terminology might have changed, the basic principles of the selling process haven’t changed that much. While every business is different, most follow a progression with comparable sales stages.

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Hubspot Sales

JANUARY 14, 2021

In fact, in the RAIN Group Center for Sales Research’s study, Top Performance in Sales Prospecting , we found significant differences in how top performers generate conversations and the quality of those conversations compared to everyone else. Bring more opportunities to proposal. Have higher win rates on their proposals.

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Sales Decision-making Meetings Account Management 133

PandaDoc

APRIL 30, 2024

Regularly keeping track of incremental sales is one of the best ways of determining how best to allocate your marketing resources. In this article, you’ll find out how to calculate incremental sales for any given marketing campaign, as well as some useful tips and best practices on how to maximize this metric.

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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.

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Account Management Sales Account Planning CRM 129

Arpedio

MARCH 15, 2024

In today’s competitive business landscape, mastering the art of strategic selling is essential for sales professionals looking to drive revenue growth and outperform their competition. But what exactly is strategic selling, and why is it so critical in modern sales? What is Strategic Selling?

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Value Proposition Negotiation Sales Stakeholders 52

Nutshell

MARCH 25, 2024

We’ve created this customer onboarding guide to kickstart your onboarding strategy and create a process that reduces churn and delights customers. Creating a specialized customer onboarding process is essential because of the immense benefits you’ll enjoy. DOWNLOAD Ready to become a better sales leader? Find out here.

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Hubspot Sales

NOVEMBER 2, 2020

In fact, I think most sales reps enjoy a solid methodology even more than I do. A popular sales method, the Sandler methodology, has been around for over 50 years. As a sales rep, this is an important methodology to consider because 88% of salespeople with Sandler training said their sales strategy improved.

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Sales Decision-making Prioritization Communication 110

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.

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Sales Leadership Sales Management Decision-making 131

Hubspot Sales

JANUARY 17, 2023

In fact, the number of technology startups has increased by 47% in the last decade — creating a need for competent salespeople. If you have an interest in tech — and an even greater interest in helping people — a career in tech sales could be a smart move. What is tech sales? What is a tech sales rep? Table of Contents.

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Hubspot Sales

JANUARY 8, 2020

Every day you want to progress toward achieving positive sales performance. And they realize automation is the missing link in their proposal process. 68% of Salespeople Don’t Have Enough Time to Focus on Sales Activities. While sales proposals may seem like a formality, they are another sales tool for closing deals.

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Revenue Storm

APRIL 18, 2023

The multitude of changes that COVID-19 has created within the sales profession has been well documented. Sales organizations have lost their “magic.” They have lost the ability to create a sense of wonder within the client and the differentiation that results from a sense of showmanship. The job is not done, however.

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Hubspot Sales

FEBRUARY 18, 2019

They just want a final proposal that lays out the terms and conditions of working together, how much the agreement will cost, and what services they should expect from your company. No problem -- until you create the proposal document, that is. You just need to pull up a previous proposal. Sales Proposal Templates.

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