Red Star Kim

DECEMBER 18, 2023

From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. The result was that often leads generated by marketing were not tracked through the pipeline and sales process managed by fee-earners. Top-down or Bottom-Up Strategy?

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. In plain English, this is a way to look at a whole situation in context – the root cause of the problem and possible solutions – and to come at the problem from different directions at the same time.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

PandaDoc

MAY 16, 2024

In this article, we’ll cover how you can measure indirect sales success and discuss the four main types of indirect sales strategies: distribution , dealership , franchising , and merchandising. In addition, we’ll give some examples of companies using this sales method and offer tips for successful indirect sales.

Retail 52

Retail Manufacturing Profitability Sales 52

The Center for Sales Strategy

SEPTEMBER 21, 2020

Sales leaders that commit to growing and developing their people through effective feedback boost sales performance, attract and retain top talent, and outperform other organizations that fail to make feedback and coaching a priority.

Sales 128

Sales Organization 128

Brooks Group

MAY 9, 2024

Is your sales team leaving opportunities on the table because of poor questioning? Asking consultative sales questions is a critical skill many sellers overlook in their rush to close. When you understand your customers better, you can offer solutions that meet their needs, making it more likely to close a sale.

Sales 52

Sales Decision-making Sales Training Facilitation 52

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Hubspot Sales

FEBRUARY 21, 2023

The same is true in sales. An uncoachable sales team is easy to spot — they lack direction, motivation, and cohesion. But when sales reps embrace coaching, they invest in their success — and the success of their entire team. We don't like our weaknesses pointed out, and we often confuse feedback with critiques.

Sales 99

Sales Prioritization Management 99

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! Gaudio’s sales emails receive: 36.3% click-through.

Sales 94

Sales Marketing B2B Digitalization 94

Red Star Kim

FEBRUARY 15, 2024

It is considered non-directive because the coach does not tell the person what to do, they guide the person to find their own solutions. It can be more directive than coaching. .” Coaching is a structured process where the coach asks a series of questions in a particular order. But coaches resist the temptation to tell.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Hubspot Sales

OCTOBER 19, 2020

Having talented sales reps is often a result of investing in effective sales coaching. According to research conducted by ValueSelling Associates , over half of high-performing businesses that have had sales coaching programs in place for three years or more experience high growth. A stellar sales coach must be results-oriented.

Construction 131

Construction Sales Sales Training Communication 131

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

Showpad

MAY 25, 2023

Delivering the perfect sales pitch is one of the most challenging sales skills to master—both for inside and field sellers. A sales pitch must be confident, impactful, and quick. A great pitch doesn’t happen by accident—it takes practice, preparation, and feedback.

Sales 52

Sales Sales Management Decision-making Onboarding 52

Hubspot Sales

MAY 5, 2020

For many leaders, when we hear the term remote sales management, our blood pressure starts to rise. Sales teams are hard enough to manage already, let alone remotely.". Let’s explore some crucial components you can keep in mind when constructing your own sales enablement strategy. Weekly feedback from direct management.

Sales 105

Sales Sales Leadership Leadership Remote Working 105

Brooks Group

APRIL 4, 2023

Required Skills For Sales Associates Sales associates work in fast-paced environments that are full of retail environment customers. The sales career is vast and contains many sales positions which require strong organizational and complementary skills. What is a sales associate?

B2C 52

B2C Interpersonal Skills Retail Sales 52

Hubspot Sales

DECEMBER 19, 2019

Do you think top sales leaders are just good sales reps who got promoted? While a successful track record driving sales can be a qualifier, being a high-performing sales rep does not necessarily equate to being an effective sales leader. A lot has changed in the time I’ve been working with sales leaders.

Leadership 110

Leadership Sales Sales Leadership Decision-making 110

Hubspot Sales

JUNE 16, 2022

The role of a sales team is to sell. The sales manager is responsible for creating, advancing, and managing the people, processes, and systems for their team to be successful. While this job routinely requires setting goals for the team, sales managers must set goals for themselves as well. Sales goals are often specific.

Sales Management 84

Sales Management Management Sales Construction 84

Arpedio

JANUARY 5, 2024

In the dynamic terrain of sales, forging a path to success is an intricate dance of strategy, customer insight, and relentless pursuit of growth. Central to this quest is the art of strategic account planning , a methodical approach that marries sales strategy with customer relationship management to foster business growth.

Account Planning 52

Account Planning Value Proposition Account Management Sales 52

Sales Outcomes

AUGUST 14, 2023

If you are a salesperson or sales leader and aren’t doing this, you’re missing an opportunity to improve sales performance. Sales leaders can significantly improve sales coaching outcomes by reviewing call transcripts as part of their coaching process. We recommend starting with 1 hour per salesperson.

Value Proposition 52

Value Proposition Sales Meetings Prioritization 52

Hubspot Sales

SEPTEMBER 22, 2022

In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts. Sales Leaders' Primary Coaching Goals. Let's dive in.

Sales 118

Sales Sales Training Negotiation Facilitation 118

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 129

Sales Leadership Sales Management Decision-making 129

Arpedio

MARCH 13, 2024

In the ever-evolving landscape of sales and marketing, one term that has been gaining significant traction is “product-led sales.” ” This approach represents a fundamental shift in how businesses engage with their customers, placing the product itself at the forefront of the sales process.

Acquisition 52

Acquisition Prioritization Onboarding Sales 52

Showpad

OCTOBER 16, 2023

For companies that offer products or services, sales success is central to business success. This coincides with a significant shift in the business of sales, sparked by recent steps forward in the field of Artificial Intelligence (AI). Improving Pitches AI can even help when it comes to delivering the all important business pitch.

Artificial Intelligence 52

Artificial Intelligence Sales Banking Finance 52

Brooks Group

OCTOBER 25, 2023

Exceptional sales management is key to an organization’s success—yet the role of a sales manager is one of the most challenging. Leading a sales team has become more difficult due to an evolving business landscape, technological advancements, changing customer expectations, and a host of other factors.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

PandaDoc

OCTOBER 30, 2023

Gamification took the sales industry by storm in the latter half of the previous decade — and with good reason. Research has shown that there are huge benefits to gamifying your sales process, including better worker productivity and retention when it comes to learning new things. Let’s jump in!

Sales 52

Sales Software Software CRM 52

Showpad

FEBRUARY 16, 2024

Sales takes one look at it, gripes that it won’t work with their buyers, and never touches it again. The challenge becomes clear: your sales team is not bought in on your messaging and doesn’t believe it will help them succeed. Invite sales leaders to provide feedback on early iterations.

Marketing 52

Marketing Sales Leadership Leadership Sales 52

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on achieving sales excellence and driving business growth. In today’s competitive business landscape, sales performance and effectiveness are crucial to the success of any organization. Sales performance is the measurement of the results achieved by the sales team and individuals.

Business Growth 52

Business Growth Sales Sales Training Decision-making 52

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. There’s the big opportunity.

Sales 75

Sales Decision-making Suppliers Marketing 75

Arpedio

APRIL 15, 2024

What is Sales Enablement? In order to improve sales effectiveness and drive revenue growth, it is crucial to have a clear understanding of sales enablement. This strategic approach aligns marketing and sales efforts, enhances buyer interactions, and optimizes the sales process.

Sales Training 52

Sales Training Sales Decision-making Account Planning 52

Hubspot Sales

MAY 21, 2021

It’s one of the most important components of sustained sales success over time. As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it). How do you want me to give you feedback?

Sales 137

Sales Leadership Communication Meetings 137

Hubspot Sales

SEPTEMBER 25, 2019

Transitioning to a career in sales can happen in a variety of ways, however, few roles can set you up for a successful career in sales like a sales associate role can. Here are the key skills every sales associate needs to crush it at their job. Sales Associate Skills. Good communication skills.

Retail 127

Retail Sales CRM Prioritization 127

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

Sales Outcomes

FEBRUARY 5, 2024

Effectively targeting and pursuing segments of customers or prospects is foundational to salesperson and sales organization success. Targeting is simple and based on equally simply “sales math” – focus selling efforts on the segments that will provide the best return on investment and opportunity for revenue and profit growth.

Marketing 52

Marketing B2B Construction Sales 52

Miller Heiman Group

JUNE 25, 2020

Even before the rise of COVID-19, sales managers had what’s known as the “hardest job in sales.” As the rest of their organization pivots to manage the challenges of the coronavirus and establish strategies for rebounding from the crisis, sales managers also must shift.

Leadership 90

Leadership Sales Management Sales Leadership Management 90

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

Sales Management 100

Sales Management Management Energy and Utilities Emotional Intelligence 100

Hubspot Sales

AUGUST 1, 2022

A sales operator works to enable your salespeople to focus on selling. Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. 30 Interview Questions and Answers for Sales Ops. Optimization.

Sales 113

Sales Stakeholders Communication CRM 113

Hubspot Sales

NOVEMBER 26, 2020

Every sales manager has some degree of legitimate dedication to both their company and professional development. Those qualities are almost a given in sales management, but the very best managers don't stop there — they exhibit some other key traits and behaviors that take their management skills from good to great.

Sales Management 122

Sales Management Management Construction Sales 122

Brooks Group

MAY 17, 2022

Any one of these events would be difficult to manage on its own, but since they’re all happening simultaneously, sales leaders are feeling like they were two years ago: isolated, unsure of what to do and how to direct their teams. Michelle and Russ created a “sentiment survey” that was distributed weekly to sales leaders.

Supply Chain 88

Supply Chain Co-Creation Facilitation Sales 88