Revenue Storm

MARCH 23, 2023

What new sales manager competency is creeping onto the scene? The competency is leading sales technology adoption. This responsibility was floating around and has now found its home with sales leaders. The great reckoning is on our doorstep. Are they maximizing the use of technology to increase sales?

Sales Technology 78

Sales Technology Sales Leadership Sales Leadership 78

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. 3 Types Of Sales Coaching Sales coaching generally falls into one of three main categories: tactical, strategic, and personal.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Whetstone

MARCH 14, 2024

In the dynamic realm of high-end selling and strategic account management, the role of coaching often takes a back seat. Let’s shed some light on the transformative power of managers as proactive coaches. The Coaching Gap: Many change initiatives for sales and SAM teams sound exciting. They promise tremendous results.

Management 52

Management Account Management Meetings Sales 52

Brooks Group

JANUARY 8, 2024

You can’t manage what you don’t measure. This is especially true for sales performance. Tracking key sales metrics and knowing how to influence them is critical. Leading and lagging indicators reveal how well your team is navigating the complex B2B sales cycle. This is great, right?

Sales 97

Sales Sales Training B2B Organization 97

Revenue Storm

MAY 18, 2021

Sales leaders have heard for years that we need to be great coaches… and that our primary role is to advance both the talent of our team and our sales opportunities to ensure organizational success. Many sales leaders have salespeople communicating randomly during their day (phone, text, IM, video, and email!) The result?

Sales 78

Sales Meetings Communication Prioritization 78

Apptivo

JANUARY 27, 2022

The best sales team knows when to stop selling. Have you ever wondered what are some of the successful habits of an effective sales team? The most common answer is they have a definite sales plan and also, they know when to stop selling. Sales Plan. Sales Mistakes – Example.

CRM 98

CRM Sales Sales Management Financial Services 98

Brooks Group

JULY 20, 2023

Warmer weather, long weekends, and kids out of school likely means vacation mode for your sales team and, unfortunately, your prospects. It’s no surprise that many sales professionals find it challenging to stay motivated in the summer. But lower productivity has a big downside—slowed sales growth for your company.

Sales Training 86

Sales Training Brainstorming Sales Negotiation 86

Mike Kunkle

JUNE 12, 2022

While I personally believe this is a time when well-managed, profitable firms should double-down on investing in their employees to gain competitive advantage in difficult times (I wrote about this recently on LinkedIn, as well ), I know that may not be possible for everyone. This is a post I never wanted to write. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

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 79

Sales Management Management Sales Meetings 79

Account Manager Tips

AUGUST 10, 2021

But, for B2B companies, it falls to the sales team or the key account management team to ask. Sales Insights Lab surveyed 400 salespeople to gain insights into today's selling world. Sales Insights Lab surveyed 400 salespeople to gain insights into today's selling world. Warwick Brown // Account Manager Tips.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Hubspot Sales

JANUARY 13, 2021

Why Confidence Is Critical in Sales. If salespeople want to gain the buyer’s trust, they should avoid these seven habits. This habit also lessens the impact and weight of a real apology. Do: When he accidentally gives the prospect false information that hurts their credibility with their manager. Over-apologizing.

Sales 123

Sales Meetings Publishing Leadership 123

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Too reactive A bad key account manager responds to situations instead of controlling them.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Account Manager Tips

AUGUST 3, 2022

When to give up Forms of communication (from most to least effective) Favourite book on follow up In other news Have your say on the future of key account management Quote of the week. We follow up with clients for to close a sale, to ask a question, to get a decision, to share information or reminders. Make follow up a habit.

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

Nutshell

JUNE 12, 2020

Promoting a sales manager internally is tricky, but hiring an outsider might be even trickier. Current sales reps can make great candidates for open positions within the company. Effective managers enable effective teams. Myths about promoting sales reps to managers.

Interpersonal Skills 98

Interpersonal Skills Management Decision-making Sales 98

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 Management 84

Sales Management Management Sales Construction 84

Hubspot Sales

NOVEMBER 2, 2017

If you’re in sales, and this is your first year on the job, you should make it a priority to read the following 12 books. Best Books for New Sales Reps. The 7 Habits of Highly Effective People. The 25 Sales Habits of Highly Successful People. The Sales Acceleration Formula. Secrets of Closing the Sale.

Sales 105

Sales Publishing Decision-making Communication 105

Upland

OCTOBER 21, 2022

When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . In addition to identifying key challenges, account planning helps establish sales leaders as trusted advisors to their customers. What is Account Planning? Who is Account Planning For? .

Account Planning 195

Account Planning Leadership Software Software 195

DemandFarm

JULY 26, 2023

Automate to Accelerate: Streamlining Sales Processes for Greater Efficiency and Productivity Automation of standard and routine tasks is one of the biggest trends that is shaping the modern business landscape. Top companies and organizations are keenly embracing automation to drive cost efficiency and improved sales.

Artificial Intelligence 52

Artificial Intelligence Energy and Utilities CRM Sales 52

Hubspot Sales

JANUARY 21, 2021

Many salespeople don't plan on going into sales. They're entrepreneurs, and sales is a great way to learn the ins and outs of business. In this book, he outlines a step-by-step approach to creating and managing successful startups, along with helpful anecdotes and stories from companies you respect.

Decision-making 134

Decision-making Investors Innovation Government 134

Account Manager Tips

SEPTEMBER 28, 2022

Speaking of books, if you struggle to get through a chapter before your mind wanders (guilty as charged) - this article has 14 practical ways to get back into the habit of reading. But getting too close to your clients can be problematic. Find out why. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents.

Key Account Management 130

Key Account Management Account Management Management Publishing 130

Hubspot Sales

MAY 24, 2021

Exceptional sales reps — the ones who are prepared to both dedicate and deliver — don't grow on trees. When you're interviewing for a sales role, you're bound to run into both kinds of candidates, so the question becomes, "How do I tell them apart?". Let's take a look! They don't demonstrate any evidence of a growth mindset.

Sales 136

Sales Decision-making Marketing B2B 136

Hubspot Sales

JUNE 17, 2020

According to LinkedIn’s 2020 State of Sales Report , buyers are becoming increasingly less responsive, with 44% of salespeople reporting a decrease in responsiveness to outreach. This research also indicates sales cycles are increasing, with 44% of salespeople saying their customers buying cycles have increased.

Sales 118

Sales Decision-making Leadership CRM 118

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion, you should understand the most difficult aspects of the transition.

Sales Management 116

Sales Management Management Sales Meetings 116

Hubspot Sales

JULY 28, 2021

One of the most lucrative ways to improve your bottom line is through boosting your sales team's effectiveness — yet many companies choose to focus on aspects of the business like product velocity or customer support costs rather than dialing in on their sales execution. That said, sales execution can be elusive.

Sales 117

Sales Advertising Decision-making Marketing 117

Red Star Kim

MAY 15, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of relationship building or sales conversations. But there are helpful ideas too – many of them based on managing your own and reading others’ body language (NVC) and simple psychology principles. Look at their face.

e-Learning 130

e-Learning Communication Meetings Digitalization 130

Revenue Storm

SEPTEMBER 21, 2021

Your top sales talent is being head hunted and after what everyone has been through, there are an increasing number of salespeople willing to listen to the pitch of greener pastures. It has been named “The Great Resignation Movement.” Anthony Klotz, Professor of Management, Texas A&M University, 2021). “I QUIT!”.

Leadership 78

Leadership Management Organization Sales 78

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 130

Construction Sales Sales Training Communication 130

ProlifIQ

OCTOBER 21, 2021

In sales, opportunities don’t just fall from the sky. . It’d be great if they did. But real life has a nasty habit of being harder than we want it to be. Hence, opportunity planning: the process by which a sales team targets, finds, pursues, and closes potential deals in (hopefully) an efficient and streamlined manner.

Sales 98

Sales Key Account Management Banking CRM 98

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 108

Leadership Sales Sales Leadership Decision-making 108

MTD Sales Training

OCTOBER 25, 2017

Sales Directors and Sales Managers rarely get to their positions simply through loyalty or length of time served. They’ve most likely been in the sales world themselves and been an excellent sales person. But this doesn’t mean they will necessarily make it as a manager or director of business.

Sales 72

Sales Leadership Sales Management Sales Training 72

DemandFarm

JULY 26, 2023

Automate to Accelerate: Streamlining Sales Processes for Greater Efficiency and Productivity Automation of standard and routine tasks is one of the biggest trends that is shaping the modern business landscape. Top companies and organizations are keenly embracing automation to drive cost efficiency and improved sales.

Artificial Intelligence 40

Artificial Intelligence Energy and Utilities CRM Sales 40

Hubspot Sales

OCTOBER 28, 2020

How has your sales leadership style changed this year? HubSpot recently surveyed over 500 sales leaders and found 40% of them have missed revenue targets this year — a significant trend that can’t continue if their businesses are going to survive. It’s time to rewrite the sales leadership rulebook.

Prioritization 103

Prioritization Leadership Sales Sales Leadership 103

MTD Sales Training

NOVEMBER 27, 2017

A habit can be defined as ‘any behaviour that is repeated regularly and tends to occur subconsciously’. So, what should a business development manager (BDM) develop as habits, the normal way of behaving? So, what should a business development manager (BDM) develop as habits, the normal way of behaving?

Management 106

Management Emotional Intelligence Profitability Sales Training 106

Hubspot Sales

AUGUST 31, 2022

Whether working in sales or support, the best reps know how to be charismatic. For the reps who are on the more introverted side or maybe even new to a management role, rest assured that charisma is something that can be learned, according to a study from the Academy of Management. They have positive and negative empathy.

Emotional Intelligence 145

Emotional Intelligence Publishing Communication Management 145

Showpad

AUGUST 9, 2019

Summer might be winding down, but we’ve still got hot Sales and Marketing tips, tricks, and news! 5 Biggest Sales Pitching Mistakes. Are you confident in your Sales pitching capabilities? You could be making one of these five mistakes that may result in losing a prospective sale. . How AI Enhances Sales .

Artificial Intelligence 61

Artificial Intelligence B2B Sales Sales Management 61

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 123

Negotiation Value Proposition Meetings Procurement 123

Hubspot Sales

MARCH 14, 2021

It's become a fact of professional life as well — particularly in the sales world. Solid social selling skills are transitioning from a nice-to-have to a need-to-have for sales professionals, but developing that kind of expertise is much easier said than done. Let's dive in.

Media 139

Media Manufacturing Account Management Sales 139