Holden Advisors

SEPTEMBER 21, 2021

Imagine if you could banish “no-decision” from your sales funnel. More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. In essence, divergent thinking is the antidote to “no decision.”. What’s standing in your way?

Decision-making 435

Decision-making B2B Profitability Account Management 435

Upland

JANUARY 29, 2024

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

MTD Sales Training

APRIL 18, 2013

Buyer Types buyer facilitation process buyer''s mindset buyers make decisions' You need to quench your thirst and fill your stomach, as you inspect what’s. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Decision-making 109

Decision-making Facilitation 109

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. Invest in buyer persona and market research.

Sales 188

Sales Prioritization Innovation Leadership 188

Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Sales Process A sales process is a series of stages that an opportunity moves through. I can’t tell you how many times I see confusion about that. But they are not the same thing.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

MTD Sales Training

SEPTEMBER 17, 2013

Decisions, decisions… ah, there’s a dilemma inside every choice for everyone! The way decisions are made can tell you a lot about the personality of a person. The reason for this is that everyone has a short-cut to how they view the world. How do you know which is which?

Decision-making 48

Decision-making Suppliers Profitability Sales Training 48

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1. How to Handle Them: Create urgency. How to Handle Them: Guide them on how to present a business case.

Decision-making 107

Decision-making Sales Finance Prioritization 107

Hubspot Sales

DECEMBER 5, 2023

As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. When I surveyed 1,477 global sales professionals to determine the top trends and challenges that teams were facing , one key finding became apparent. They rely much less on sales pros to gather information.

Decision-making 112

Decision-making Sales Prioritization 112

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.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Hubspot Sales

JANUARY 7, 2024

No matter how much you know, if you don’t speak like an authority figure, you’ll never be treated like one. But when an inside sales professional wants to establish their authority over the phone, they need to use their voice tone and pacing to get the point across. And prospects don’t buy from salespeople they don’t trust.

Sales 122

Sales Decision-making Onboarding Communication 122

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

MTD Sales Training

SEPTEMBER 18, 2013

In Part One of this series, we identified a reason why your buyers make decisions, either by moving away from a painful scenario or by moving toward a beneficial one. In this section, we look at another way your buyers decide. Buyers make decisions based on a series of criteria that makes sense to them.

Decision-making 48

Decision-making Suppliers Sales Training Sales 48

Brooks Group

FEBRUARY 16, 2024

You need to stand out to make buyers want to do business with you. Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. These are both good strategies, but the true differentiator is the sales professional and their emotional intelligence.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning. Asking questions is good.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

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

ACT

APRIL 25, 2024

You’re taking a break for lunch in the middle of a busy workday and open your inbox, only to find two new sales emails from unknown senders. The first one starts with a run-of-the-mill promotional sales pitch. That’s what adding personalisation to your sales outreach efforts can do. The answer is personalisation.

Sales 52

Sales Decision-making Media CRM 52

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

MTD Sales Training

SEPTEMBER 25, 2013

Buyer Types buyers make decisions decision-making criteria decision-making process Necessity v Possibility' Visit my website for full links, other content, and more! ]].

Decision-making 111

Decision-making 111

MTD Sales Training

SEPTEMBER 23, 2013

In Part Two, we discussed Frames of Reference and how they are diagnosed. Part Three covered how people match or mismatch in their. [[ This is a content summary only. Buyer Types convincer strategy identifying how people buy selling to different buyer types'

Decision-making 111

Decision-making 111

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. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Hubspot Sales

DECEMBER 28, 2021

Due to the proliferation of marketing materials on the internet, the modern buyer is no longer dependent on salespeople for necessary purchasing decision information. Inbound salespeople see the need to personalize the sales experience to the buyer's context. Inbound Sales Methodology. Legacy Salespeople.

Value Proposition 119

Value Proposition Sales Decision-making Prioritization 119

Hubspot Sales

FEBRUARY 5, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Every time you use a selfish sales tactic, you’re destroying the trust between you and your buyer — but you’re not just hurting yourself. Don’t be this person. Can I help you with anything today?”

Sales 104

Sales Decision-making 104

Brooks Group

APRIL 25, 2024

You’ve got to keep plugging when you work in sales. But the most successful sales professionals understand the value of cultivating long-term relationships with their customers. Your customer service team and your sales team both serve the same purpose: to support customers and improve the bottom line.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

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

Brooks Group

APRIL 10, 2024

In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. But it’s tough.

Sales 87

Sales Media B2B Publishing 87

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Your prospect lacks budget authority.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

PartnerTap

FEBRUARY 12, 2024

2024 is the year companies admit the old sales playbook is broken and invest in sales transformation. Buyers have changed how they buy products and services for their companies and deal dynamics are exponentially more complex. Companies that don’t modernize their sales playbooks won’t survive.

Sales 52

Sales Decision-making B2B Suppliers 52

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

PartnerTap

JANUARY 17, 2024

As I mentioned in Sales Is Broken Part 1 , traditional B2B sales is broken. Most sales reps didn’t hit their quota in 2023 and sales leaders were uniformly thrashed for failing to hit their targets. But there’s a more fundamental change causing the quota shortfall: buyers no longer want to talk with sales reps.

Procurement 59

Procurement Suppliers Sales B2B 59

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. You’ll also find a roster of valuable prospecting techniques and an in-depth look into what makes for a good prospective customer.

B2B 98

B2B Sales Decision-making Publishing 98

Hubspot Sales

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. If you're in sales, this result shouldn't be a big surprise. As part of our 2024 State of Sales Series , our Sr.

CRM 101

CRM Decision-making Sales B2C 101

Hubspot Sales

DECEMBER 21, 2020

If your sales team is struggling to speak to the right customers or close deals, try the MEDDIC sales qualification process. What is the MEDDIC sales qualification? The MEDDIC sales qualification process is a framework of questions used to qualify prospects and potential buyers. Why is MEDDIC so powerful?

Decision-making 128

Decision-making Sales Onboarding CRM 128

Hubspot Sales

JANUARY 17, 2024

To find out, I surveyed 150+ consumers to get their take — and to learn how salespeople can best navigate these preferences. Still, there's no denying that the rise of self-service has challenged sales professionals to redefine their value proposition. Another driving factor is how confident the consumer feels in their purchase.

Value Proposition 92

Value Proposition Decision-making Sales Internet 92

Brooks Group

NOVEMBER 10, 2023

Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. At the same time, deals take longer to make their way through the sales process than they used to. In a dynamic and competitive world, sales efficiency is paramount. That’s true in any sales landscape.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Hubspot Sales

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. The power in the buying and selling process has shifted from the seller to the buyer. And that means to keep up with today’s empowered buyer, the sales process needs to transform too. What is inbound sales?

Sales 139

Sales Decision-making Healthcare Value Proposition 139

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