Account Manager Tips

JULY 5, 2022

Here's are the selections for July 2022, and a sample from last month's winner, Elite Sales Strategies by Anthony Iannarino. The One-Up Sales Conversation. The Stress Code: From Surviving to Thriving Why this book? The Stress Code is a response to the global call for stress management solutions. Table of Contents.

B2B 130

B2B Key Account Management Healthcare Account Management 130

Nutshell

MARCH 28, 2024

Consulting firms need a great sales pipeline to attract leads and close deals, as well as generate recurring revenue from clients and referrals. Read on to learn tips and best practices for managing an optimized sales pipeline for consulting firms. What is the typical sales process for consulting firms?

Management 71

Management CRM Sales Negotiation 71

Hubspot Sales

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. Table of Contents What is door-to-door sales?

Sales 103

Sales Decision-making Meetings Insurance 103

Hubspot Sales

AUGUST 25, 2022

As anyone in sales knows, there is nothing worse than a sales slump. You check your email to find out that a deal you were dedicated to just fell through. Experiencing a sales slump can make you question your ability, or worse, your entire career. But those deals don’t tell the whole story. Shift your focus.

Sales 118

Sales Meetings CRM Publishing 118

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units. Why do sales teams experience high turnover? In short, yes.

Sales 120

Sales Brainstorming Leadership Insurance 120

Hubspot Sales

DECEMBER 14, 2021

It's a beautiful story — Aaron Ross transformed the Salesforce.com sales team without any traditional cold calling and scaled the business into a $100 million sales machine. But the truth is that most sales reps still don't have time to sit and read the best practices he developed in his award-winning book, Predictable Revenue.

Sales 111

Sales Decision-making Facilitation Marketing 111

Hubspot Sales

AUGUST 8, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sales is, in large part, the art of establishing trust in a tight window. And how, exactly, do you build it with your prospects? What is authority in sales? Sales is a consultative practice.

Sales 93

Sales Decision-making Stakeholders Organization 93

Hubspot Sales

SEPTEMBER 13, 2018

Kelly McGonigal: How to Make Stress Your Friend. Lera Boroditsky: How Language Shapes the Way We Think. Sheena Iyengar: How to Make Choosing Easier. Rocio Lorenzo: How Diversity Makes Teams More Innovative. TED Talks for Sales. Kelly McGonigal: How to Make Stress Your Friend. Tweet This Quote.

Innovation 145

Innovation Sales Internet Management 145

Hubspot Sales

MAY 24, 2021

Having conversations with prospects is baked into sales — in a lot of ways, it's the basis of the whole concept. You need to be able to successfully initiate and conduct productive sales conversations if you really want to thrive in a sales role. Prepare, prepare, and prepare some more. Have a strong feel for their pain points.

Value Proposition 135

Value Proposition Sales Communication Organization 135

Hubspot Sales

MARCH 15, 2021

Motivation is a key factor of sales success. Besides simply being motivated to do their job, sales professionals also need to be motivated to push past rejections, deals that fall through, and pipelines that are hard to manage. What is sales gamification? The Psychology Behind Sales Gamification. Image Source.

Sales 133

Sales Co-Creation Construction Meetings 133

Hubspot Sales

FEBRUARY 9, 2021

2021 will bring sales professionals a host of new challenges and trends to consider, and it could be tricky to adapt. Several salespeople are coming into this new year holding onto some dead weight — outdated strategies that are bound to undermine sales efforts instead of enhancing them. Holding Onto Outdated Positioning Statements.

Sales 135

Sales Decision-making Prioritization Account Management 135

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. 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.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Apptivo

DECEMBER 21, 2022

Best sales automation examples. How does Sales automation help the sales team to boost sales? How does Marketing automation help the business? Creating efficient sales and marketing workflows eliminates the need for repetitive tasks. Best sales automation examples. Deal management.

Marketing 98

Marketing Sales Media Software 98

Hubspot Sales

AUGUST 21, 2023

Price negotiation is central to virtually every sales process, and understanding how to properly prepare for one can be a big help in reducing stress and improving results — especially if you're new to the process. Confirm that there is actually a deal to negotiate. How will you make this decision together?

Negotiation 84

Negotiation Decision-making Sales Management 84

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%. Anticipate nerves.

Sales Management 79

Sales Management Management Sales Meetings 79

Hubspot Sales

SEPTEMBER 8, 2020

When deals are closing left and right, your salespeople want to keep winning. Just as Mario shrinks back down to his normal size, your sales team's motivation can shrink, too (especially if your people are money-motivated ). It's your job as the sales leader to motivate your sales reps in good times and in bad.

Sales 117

Sales Brainstorming Communication Decision-making 117

Miller Heiman Group

APRIL 13, 2020

Sales managers normally face a trifecta of shifting demands from buyers, their direct reports and their organization. The COVID-19 pandemic gives sales managers the perfect opportunity to work toward transforming into more capable leaders. Shift From a Sales Manager’s Mindset to Sales Leader’s Mindset. Get the Study.

Sales Management 110

Sales Management Management Sales Decision-making 110

Hubspot Sales

JANUARY 17, 2023

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. Here, we'll cover the basics of tech sales, the pros and cons of working in this industry, and how you can kickstart a career in tech sales in 2023. What is tech sales? Table of Contents.

Sales 116

Sales Software Software Negotiation 116

Hubspot Sales

DECEMBER 22, 2020

Working in sales isn’t easy, and I’m sure that isn’t news to you. That’s why as a sales professional you need a suite of practices you can rely on to keep you feeling calm, motivated, and ready to take on your next challenge. If your sales self-care toolkit is empty, affirmations are a great place to start. I deliver results.

Sales 142

Sales Communication 142

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 142

Sales Negotiation Communication Leadership 142

Insightly

NOVEMBER 20, 2023

Coming up with gift ideas for salespeople and gift ideas for sales teams can be difficult. Well, a good sales person can probably buy whatever they want for themselves! Seriously, though, whether you are looking for gift ideas during the holiday season or just to reward someone for a job well done, you’ve come to the right place.

Negotiation 52

Negotiation Sales CRM Prioritization 52

Insightly

NOVEMBER 20, 2023

Coming up with gift ideas for salespeople and gift ideas for sales teams can be difficult. Well, a good sales person can probably buy whatever they want for themselves! Seriously, though, whether you are looking for gift ideas during the holiday season or just to reward someone for a job well done, you’ve come to the right place.

Negotiation 52

Negotiation Sales CRM Prioritization 52

Showpad

DECEMBER 12, 2023

Leading sales enablement initiatives effectively in a turbulent world is not an easy task Staying relevant and ensuring a steady flow of revenue are key challenges for every business these days. Let me ask you this: Have you derived your sales enablement initiative directly from the business goals? business case)? But we don’t.

Sales 52

Sales Onboarding Communication Negotiation 52

Brooks Group

JULY 27, 2022

As we pass the half-way point of the year, sales managers may start to hear a few grumblings that quotas are too high. While it’s wise to reassess sales targets to make sure they are realistic, assuming they are too high might be a mistake. Forbes reported that in 2017 that 57% of sales reps failed to meet quota.

Supply Chain 75

Supply Chain Sales Sales Training Negotiation 75

Hubspot Sales

JANUARY 5, 2021

The most important skill for sales professionals? RAIN Group recently found that 82% of buyers say cold calls were the impetus for eventual meetings, but 63% of sales reps say they don’t enjoy making cold calls. Precall planning offers the chance to both boost prospect receptivity and reduce sales stress. Making calls.

Brainstorming 135

Brainstorming Decision-making Meetings Media 135

Hubspot Sales

JUNE 5, 2018

Your sales pitch can make or break the deal, so it’s a good idea to have that nailed down before meeting with your customer. I’ve been in sales for 15 years and have heard some really great pitches and some really bad ones. I’ve been in sales for 15 years and have heard some really great pitches and some really bad ones.

Sales 144

Sales Artificial Intelligence Value Proposition Decision-making 144

Brooks Group

APRIL 5, 2023

As alarms blared throughout the cockpit, the computer issued automated commands on how to fix the issue. Using Mental Models To Snap Out of Cognitive Tunneling Cognitive tunneling is the psychological term that describes a person myopically turning their attention to one thing as a means of coping with a highly stressful situation.

Sales Training 86

Sales Training Decision-making Sales Environment Onboarding 86

Hubspot Sales

JULY 5, 2021

Exemplary sales managers don't just pop up out of nowhere. Even the most effective sales leader might struggle to turn a rep who seems like "management material" into a successful manager. Even the most effective sales leader might struggle to turn a rep who seems like "management material" into a successful manager.

Sales Management 114

Sales Management Management Sales Sales Training 114

Zendesk

SEPTEMBER 5, 2023

While going through your first round of funding after seed money can be exciting, many founders claim it’s a stressful experience—it’s fairly common for startups to go through numerous rejections before securing funds from an investor. “We It was definitely a moment of stress, but we got through it.” They just operate very differently.”

Investors 52

Investors Software Software Marketing 52

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. It can also offer insight into automating sales processes to free up more of your team’s time.

Sales Training 98

Sales Training Management e-Learning Sales 98

Hubspot Sales

JANUARY 26, 2022

Every person who has considered a career in sales has asked the following question: Is sales a good career? With high turnover rates and reports of burnout in sales floors, sales might not seem like a worthwhile career. In this post, we’ll cover what you need to know if you’re considering a career in sales.

Interpersonal Skills 102

Interpersonal Skills Sales Value Proposition Publishing 102

Scovel

MAY 24, 2021

One powerful tool that can make an organization stand out is by having a sound and successful sales team. Investing in sales training programs can earn more returns in the way of closing more sales deals. External sales training programs can help with all these challenges as they have vast expertise in the field.

Sales Training 98

Sales Training Communication Organization Meetings 98

Hubspot Sales

SEPTEMBER 9, 2020

And that concept is particularly pertinent in sales. That practice is known as sandbagging — a popular, controversial method for managing and exceeding expectations in sales. That practice is known as sandbagging — a popular, controversial method for managing and exceeding expectations in sales.

Sales 102

Sales Management Software Software 102

Hubspot Sales

APRIL 9, 2021

As a natural introvert, I had some trouble setting my sales career in motion. Along the way, I learned certain strategies to help me gain my composure and nail my sales calls — and now, as the Head of Sales Development at Skillz , I try to pass those techniques along to the org I manage. How to Get Fired Up for Your Sales Call.

Sales 127

Sales Meetings Communication Management 127

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! People love to play games.

Sales 52

Sales Software Software CRM 52

Mercuri International

MARCH 30, 2023

In our second, we take a look at the pressures facing HR – and how fresh thinking about the way we train may be part of the solution. 79% of those surveyed reported stress-related absences in their organization, with that figure rising to 90% in larger organizations with more than 250 employees. HR’s role is complex.

Remote Working 52

Remote Working Construction Onboarding Profitability 52

Hubspot Sales

DECEMBER 8, 2022

One of my first customer visits as a young sales manager was in support of a salesperson — with a client I hadn't met before. And while it wasn't the end of my career, I can reflect on how I handled the situation and know it wasn't the right course. 5 Traps to Avoid as a Sales Manager. Not Being Prepared.

Sales Management 85

Sales Management Management Decision-making Negotiation 85