Upland

JUNE 1, 2023

This means looking beyond the transaction and seeing the opportunity in front of you as a long-term partnership and opportunity for continued growth. When approached correctly, your existing customer base can be your next growth engine. Have you considered a land and expand strategy for your business?

Account Planning 195

Account Planning Sales Customer Knowledge Account Management 195

Upland

SEPTEMBER 21, 2023

Nigel Cullington, VP of Marketing of Upland Software’s Sales Effectiveness Division, spoke with Alex Gluz on the Revenue Engine Podcast about the vital lessons outlined from real life sellers in his recent book, Not Just Another Vendor. This means having a defined sales process. Can we compete and win that deal?

Account Planning 195

Account Planning Account marketing Innovation Marketing 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

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 88

Sales Media B2B Publishing 88

Hubspot Sales

NOVEMBER 14, 2022

The HubSpot Blog’s Sales Strategy & Trends Report says that 42% of salespeople exceeded their goals in 2021, a similar amount simply met their goals, and 16% underperformed. Let’s go over how those top-performing sales reps met their goals. Let’s go over how those top-performing sales reps met their goals.

Value Proposition 110

Value Proposition CRM Media Sales 110

Arpedio

APRIL 11, 2024

Introduction to AI in Sales In the dynamic landscape of modern sales, Artificial Intelligence (AI) is revolutionizing traditional approaches and unlocking unprecedented opportunities for growth and efficiency. Let’s delve into the world of AI and discover how it’s reshaping the sales landscape.

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Hubspot Sales

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. You’ll also need a thorough knowledge of sales trends and stats to succeed. With a modest, go-get-'em attitude, you can learn the stats you need to know to anticipate what a career in sales has in store for you.

Software 120

Software Software Sales Meetings 120

Brooks Group

NOVEMBER 14, 2023

What is a sales strategy? Every sales leader understands there are pitfalls to building a sales strategy. Many sales teams engage in activities that are working against them, without even realizing it. This post walks you through the four pitfalls of sales strategy and provides best practices to avoid them.

Supply Chain 52

Supply Chain Sales Sales Training Meetings 52

Hubspot Sales

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career. So how do the two connect?

Finance 111

Finance Sales Account Management Leadership 111

Sales Readiness Group

JULY 31, 2020

The COVID-19 pandemic has been the ultimate validation of the importance of leadership abilities for sales managers. In addition to navigating their teams through incredibly challenging business conditions, many sales managers have had to almost overnight re-engineer how their sales teams sell to remote customers.

Leadership 87

Leadership Sales Sales Management Management 87

Arpedio

APRIL 15, 2024

As the tapestry of sales continues to evolve, the incorporation of artificial intelligence in sales stands out as a transformative force. To remain competitive and forward-thinking, companies are increasingly looking towards an AI sales strategy that not only augments human capabilities but reshapes them.

Artificial Intelligence 52

Artificial Intelligence Decision-making Sales Sales Environment 52

Customer Think

SEPTEMBER 24, 2021

Many people know I have a sales training background, but few know how I started in training. I’d recently left a 10-year civil engineering career to become a mortgage broker (about which I knew virtually nothing).

Sales 70

Sales Sales Training 70

Arpedio

APRIL 15, 2024

In today’s rapidly evolving business landscape, artificial intelligence (AI) has emerged as a pivotal tool in revolutionizing the sales domain. Importance of AI in the Sales Domain The importance of AI in the sales domain cannot be overstated, particularly in today’s fast-paced and data-driven business landscape.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Prioritization 52

Nutshell

SEPTEMBER 14, 2023

If you want to learn how to manage a sales pipeline for an IT company, you’ve come to the right place. That’s where a sales pipeline comes in. But your sales pipeline can’t run itself. That’s why we’re covering everything you need to know about sales pipeline management for IT companies in this blog post.

Management 62

Management Prioritization CRM Sales 62

Hubspot Sales

JULY 27, 2023

This is a significant drop from just a year before when sales success reached around 26%. They need to achieve more with less, making sales enablement more important than ever. Companies have access to AI tools to support their sales efforts. In this post, you'll learn how AI can power your sales enablement strategy.

Sales 75

Sales CRM Communication Sales Environment 75

Hubspot Sales

NOVEMBER 3, 2023

Sales teams dedicate a lot of their time to forecasting. Yet, over 50% of sales leaders question the accuracy of their sales forecasting efforts. Since sales forecasting is a rather complex and time-consuming process, organizations seek ways to improve it, with many turning to machine learning.

Artificial Intelligence 85

Artificial Intelligence Supply Chain Sales Decision-making 85

Insightly

MARCH 11, 2024

Let’s explore the different roles in an organization and how CRM looks to each. Sales teams and CRM This one is easy, because sales teams are typically closest to the CRM. Every day, the sales team leaders rely heavily on the CRM system to streamline their processes, organize their workflow , and ultimately drive sales success.

CRM 52

CRM Organization Decision-making Facilitation 52

Hubspot Sales

DECEMBER 26, 2023

Like the rest of the world, I’ve been paying close attention to how people are using Twitter since Elon Musk purchased the platform and rebranded it as X. And, as a result, it’s a valuable channel for businesses and entrepreneurs looking to increase sales, if you know how to optimize your profile and posts. compared with 31.9%

Sales 97

Sales Media Value Proposition Logistics 97

Nutshell

MAY 7, 2024

However, figuring out how much your business actually benefits from attending trade shows can be challenging. When you understand your ROI, you understand how much each trade show is worth to your business and get insights on how to improve your trade show performance and better allocate your marketing budget to drive optimal results.

CRM 71

CRM Media Advertising Marketing 71

Zendesk

JANUARY 5, 2022

Every salesperson is eager to hit their monthly quota—the more sales, the better. But the road to that finish line is reliant on a set of key players: sales leads. Before sales reps can meet their targets, they need a clear understanding of what a sales lead is and how a lead is different from a prospect.

Publishing 105

Publishing Sales Media CRM 105

Zendesk

FEBRUARY 21, 2024

These convenient online shopping options breed fierce competition between brands and create pressure for sales teams. Though the sales landscape has changed drastically over the years, the fundamentals of sales remain the same. Table of contents What is inside sales? What is outside sales?

Sales 52

Sales Computers and Electronics Decision-making Software 52

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. B2B sales prospecting in a nutshell. The more detailed and accurate your ICP is, the more resultative your sales will be.

B2B 98

B2B Sales Decision-making Publishing 98

Hubspot Sales

AUGUST 10, 2020

What does it really take to be successful in sales? Though one’s idea of success can vary from person to person, there are some core proficiencies top reps and sales organizations have in common. Core Competencies in Sales. At a high level, there are core skills that are a must for a career in sales. Communication Skills.

Sales 143

Sales Negotiation Communication Leadership 143

Planview

APRIL 20, 2023

Paula is Planview’s Director of Value Engineering & RFXIS and leads the Force for Good initiative. What is Director of Value Engineering & RFXIS? In Value Engineering, I help customers and prospects see the value Planview can bring to their businesses. A friend told me to try sales. Let’s get to know Paula Lina.

Meetings 98

Meetings Profitability Banking Software 98

Planview

MARCH 1, 2024

As a leader of a shared services or center of excellence team, you might wonder how to showcase your team’s business value as tangibly as sales figures do. How much your team costs can generally be calculated by answering two questions: How much is the combined burdened cost of your employees?

Value Proposition 59

Value Proposition Software Software Finance 59

Agile CRM

DECEMBER 13, 2022

The market for SEO tools has grown significantly in recent years, as more and more businesses have come to realize the importance of search engine optimization (SEO) for their online success. Another factor contributing to the growth of the SEO tools market is the increasing complexity of search engine algorithms.

Media 97

Media Internet Marketing Management 97

SalesGlobe

SEPTEMBER 13, 2023

AI and What It Means for Sales Arvind Malhotra Being early in that in a prompt engineering, I always tell everybody learn to be a prompt engineer. Engineering is about asking the right question. How long have you talked about that? It’s a perfect time to learn how to use it. It’s an and prompt.

Sales 52

Sales Decision-making Internet Emotional Intelligence 52

ProlifIQ

FEBRUARY 23, 2024

To better understand how teams are adapting to this new environment, we surveyed over 250 professionals across sales, customer success, account management, and more about their account planning processes, challenges, and priorities for 2024. The State of Account Planning in 2024 2023 was a challenging year for go-to-market teams.

Account Planning 52

Account Planning CRM Energy and Utilities Account Management 52

Showpad

JULY 7, 2020

In this edition, I’ll be discussing the three most critical success factors when it comes to sales enablement. Did sales enablement success factors change during COVID-19? . The essence is: Even if organizations achieved or grew their top level numbers, how these numbers were achieved did not improve. .

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Zendesk

OCTOBER 4, 2021

During the company’s all-hands meeting, you find out a sales manager role has opened up. As a seasoned sales rep, you naturally get excited—until you realize that you don’t know how to transition from a sales agent to a sales manager. What is a sales manager? What does a sales manager do?

Sales Management 98

Sales Management Management Sales Leadership 98

Apptivo

MAY 31, 2023

What is a sales funnel? Why is a sales funnel important? Sales funnel stages: understanding the customer journey 4. How to build an effective sales funnel for more sales? Optimizing and managing your sales funnel 6. Prepare for an energizing journey that will boost business’s sales efforts.

Sales 52

Sales Decision-making Advertising Media 52

Hubspot Sales

NOVEMBER 15, 2021

Let's learn more about side hustles, explore what makes a good one, and review the best side hustles for entrepreneurs and sales pros. Let's learn more about side hustles, explore what makes a good one, and review the best side hustles for entrepreneurs and sales pros. For many others, it's frightening. Enter the side hustle.

eCommerce 105

eCommerce Publishing Profitability Sales 105

Luminas Strategy

OCTOBER 16, 2023

Successfully targeting demanding business buyers has become an even more formidable task. B2B buying motions are becoming too difficult to predict, with longer sales cycles. How do you launch this B2B customer-obsessed growth engine? The result? The competition for growth is fiercer than ever. Don’t despair.

B2B 52

B2B Value Proposition Profitability Suppliers 52

SalesGlobe

SEPTEMBER 12, 2023

However, many sales and operations teams have lost the purpose and impact of account planning and have fallen into a rote process of filling out forms and creating slides, becoming jaded by the perfunctory procedures of the past. Thinking Bigger and Changing the Paradigm. Creating a Goal Build and Pursuit Pipeline.

Account Planning 52

Account Planning Procurement Decision-making Manufacturing 52

Hubspot Sales

MARCH 21, 2018

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside or inside sales? are inside sales professionals. Out of the 5.7

Sales 134

Sales Decision-making Digitalization Organization 134

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

Revenue Storm

MAY 10, 2022

A senior sales leader told me recently that in their weekly staff meetings the CEO went from talking to the CHRO last to addressing them first, recognizing that people were the company’s greatest risk. Which is why the CHRO and other senior HR Leaders are a great opportunity to become your Partner Ally and Executive Sponsor!

Supply Chain 78

Supply Chain Value Proposition Financial Services Finance 78