Account Manager Tips

JUNE 29, 2021

How a capture strategy helps avoid competitive bidding Is your client due for renewal? Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Don't assume because you have the business, you'll keep it.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Revenue Storm

APRIL 12, 2022

If you are not in a new sales role, you can benefit from this article too! In my many years of engaging global sales teams, I am now seeing the most fluid market of sales talent I have ever seen. But that is not how it felt in the first week or two in the new role. The sense of anticipation was palpable!

Sales 78

Sales Value Proposition Decision-making Management 78

Nutshell

MARCH 25, 2024

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. And you wouldn’t be alone—this is how many businesses introduce their clients to their products and services. DOWNLOAD Is your business ready for a CRM? Find out here.

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127

Hubspot Sales

DECEMBER 29, 2020

Sales is a critical function – without it, your company wouldn’t bring in revenue. While every member of your staff carries out an essential function, none of them would have jobs if your sales team isn’t closing deals. The leads for potential customers start out great, yet they aren’t making it through the sales process.

Sales 135

Sales Facilitation Communication Organization 135

PandaDoc

JANUARY 10, 2023

Effective sales proposals are data-driven and essential for closing deals faster. Prospects only make purchase decisions after evaluating a sales proposal document ; hence, the proposal should be crafted according to the customer’s requirements in order to provide complete solutions. The Zoho CRM sales process.

e-Learning 52

e-Learning CRM Sales Media 52

Account Manager Tips

MAY 1, 2021

A simple sales negotiation tactic. To do that, you need sales negotiation skills to convince them to buy more and, when the time comes, to renew. Sales and key account management Too often, key account managers retreat from sales-focused conversations because it feels manipulative. What is a sales negotiation?

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

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

OCTOBER 25, 2018

When you have a great lead, your sales proposal is the best tool at your disposal for landing new business. But how do you craft a document that hits the right tone and will be authentically convincing to your client ? Each proposal must be unique to your client. Sales Proposal Writing Tips.

Sales 93

Sales Decision-making 93

Insightly

JANUARY 25, 2024

What are some key new years resolutions for sales people in 2024? As the year kicks off, what should sales people focus on to improve their craft and maximize their results? Insightly CMO Chip House tackled this topic in a recent webinar with sales consultant and keynote speaker Jen Allen-Knuth. This will carry over into 2024.

Sales 52

Sales CRM B2B Decision-making 52

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 115

Sales Software Software Negotiation 115

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Today, 68% of business leaders we surveyed believe it will help them scale in a way that would otherwise be impossible.

Co-Creation 85

Co-Creation Artificial Intelligence Sales Onboarding 85

Hubspot Sales

FEBRUARY 18, 2019

They just want a final proposal that lays out the terms and conditions of working together, how much the agreement will cost, and what services they should expect from your company. No problem -- until you create the proposal document, that is. You just need to pull up a previous proposal. Sales Proposal Templates.

Construction 96

Construction Logistics Sales Software 96

Red Star Kim

JUNE 1, 2023

A key theme that often arises in pitching is how to differentiate. Whilst there are many ways to differentiate (see below) it does imply that you will consider – from the client’s perspective – how your firm’s offering or value proposition is different from the competitors.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Account Manager Tips

AUGUST 9, 2022

How do you get your client to move forward when the deal stalls? What to do when a sales deal stalls? Sales process checklist Establish the next commitment The Thermometer Technique Favourite podcast: How to Succeed Just for fun Quote of the week. What to do when a sales deal stalls? not you) to solve the problem.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Account Manager Tips

MAY 1, 2021

Successful Sales Negotiation Strategy. But there's a simple sales negotiation strategy that works which is. Schedule them around your business reviews. As an Account Manager, there's always something to negotiate. Whether it's setting expectations or upselling a new product, a commercial discussion is inevitable.

Negotiation 130

Negotiation Suppliers Decision-making Sales 130

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. The five rainmaker profiles Expert – Reluctant business developers.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Hubspot Sales

DECEMBER 19, 2019

If you’ve found your way to this blog post, it’s safe to assume you now need to develop a consulting proposal for this client — and you need help doing so. Many prospective clients request proposals before officially signing on the dotted line. How to Write a Consulting Proposal. Congratulations!

Client Relationships 103

Client Relationships Meetings Marketing 103

Hubspot Sales

JUNE 17, 2019

You’d even be forgiven if you thought it was just another convoluted business term with an accompanying three-letter acronym (Why are the acronyms always three letters long?). Many business owners, managers, and sales reps think contract management is just a matter of getting a signature and storing the contract away in a CRM.

Sales 97

Sales Software Software Government 97

Hubspot Sales

MAY 24, 2023

You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process. In this article, you'll find what you can control and exactly how to do it. How to Prepare for a Closing Call Preparation is key. Whether your prospect says yes or no is up to them.

Decision-making 109

Decision-making Meetings Negotiation B2C 109

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In this article, you’ll find some valuable advice on how to seal the deal faster, as well as how to close the deal with an undecided customer. How to seal the deal: two different goals. Submission of a proposal.

Negotiation 98

Negotiation Decision-making Stakeholders e-Learning 98

Revenue Storm

JANUARY 12, 2021

How many times has your boss said that? So, I thought we could look at 2020 and consider four practical sales habits we, as sales professionals, could implement in 2021 to take ownership of and accelerate our path to success. We all know hope is not a strategy. Get Good at Virtual Selling.

Virtual Selling 78

Virtual Selling Value Proposition Sales Communication 78

PandaDoc

APRIL 25, 2023

A sales plan is a roadmap that outlines your business’s strategy for selling its products or services. Acting as an essential tool for businesses of all sizes and in all industries, a robust sales plan helps to identify sales goals, target markets, and sales tactics to achieve those goals.

Sales 52

Sales Government Business Planning CRM 52

PandaDoc

NOVEMBER 9, 2020

The Scientific Method introduced a framework that has direct applications to the sales world I now call home. If you’re still reading, wondering why this sounds more like a memoir than a business blog, prepare yourself to be disappointed again. All this to say, science is a pretty big deal in Oak Ridge. More on this later.

Construction 78

Construction Sales Decision-making Leadership 78

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. But how do you decide which ones make the most sense for your business? Prospecting is the process of finding and reaching out to potential customers for your business. Finding Qualified Leads.

Sales 126

Sales Decision-making B2B Marketing 126

Jeffrey Gitomer

MARCH 19, 2019

Sales games are no different than sports games. You win more sales when you sell them at home. How many of your prospects, who you want to become customers, get an invitation to play the championship game (the sale) at your ball park? The customer has a better feel for doing business with you. There are 10.5

Sales 100

Sales Decision-making Meetings 100

Jermaine Edwards

DECEMBER 6, 2023

The speed of innovation, technology and a customer that needs to remain competitive just as much as us, has forced every business to raise the quality of their products and take serving their customers more seriously. How does trust show up in our everyday communication and engagement? How can we avoid that happening?

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Hubspot Sales

SEPTEMBER 30, 2019

Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. That’s why we’ve made a list of the best sales training ideas, activities, and games. Use a sales training template. Download This Template for Free. Get certified.

Sales Training 143

Sales Training e-Learning Onboarding Sales 143

PandaDoc

DECEMBER 22, 2017

Any successful and well-structured business proposal or business plan should include an executive summary. This section can take many forms, lengths, and writing styles. In an average proposal, the executive summary only offers short information in a rote manner. What is an executive summary? This is not the case.

Business Planning 72

Business Planning Investors Internet Small Business 72

Red Star Kim

JUNE 12, 2023

Digital marketing update – How to Get 100 Sales Leads in 90 Days On 20 th April there was an information-rich and insightful webinar by Steve Pailthorpe, the CEO of Iconic Digital who I had the good fortune of meeting through the Worshipful Company of Marketors. Digital Marketing update webinars (June 2023).

Digitalization 130

Digitalization Marketing Advertising B2C 130

Nutshell

FEBRUARY 6, 2024

When you’re in the depths of the sales process, how do you know what step to take next? How do you know what action will be most effective for moving a lead toward becoming a loyal customer? Just focusing on the desired outcome—a new sale—won’t get you there. Read on to learn more about the next-action approach to sales.

CRM 62

CRM Sales Prioritization Decision-making 62

Hubspot Sales

JULY 13, 2023

AI is increasingly becoming a natural addition to daily workflows across sales and revenue departments. 79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. But what brings about these AI concerns in sales?

Leadership 80

Leadership Sales Cybersecurity Government 80

CMOE

MARCH 5, 2024

In this article, let’s explore how leaders can effectively balance recognition and accountability to enhance team dynamics and organizational success. It ensures that each member of the sales team understands their role and the expectations placed upon them. What is recognition and accountability in leadership?

Leadership 52

Leadership Construction Innovation eCommerce 52

Hubspot Sales

JANUARY 15, 2020

However, many reps leave their summaries blank for a very simple reason: They don’t know what to write. The most successful reps know that sales isn’t about them — it’s about the prospect. In the past X years, I’ve helped Y [vertical/sector] businesses [accomplish X results] by [short description of product features].

Sales 123

Sales Retail Profitability Banking 123

PandaDoc

MAY 26, 2022

Is my sales strategy clear? It’s a vital question that all business owners, entrepreneurs, and marketers should be asking themselves on a regular basis. Here’s a closer look at how to write a sales strategy that works. How to write a sales strategy that actually works. What is a sales strategy?

Sales 52

Sales Business Planning Acquisition Small Business 52

Jermaine Edwards

MARCH 26, 2020

The phone began to ring from my customers around the world, business partners and team members. Everyone was looking for answers on how to solve their problems, and also how best to help their customers. Everyone was looking for answers on how to solve their problems, and also how best to help their customers.

Key Account Management 130

Key Account Management Marketing Meetings Account Strategy 130

PandaDoc

APRIL 14, 2022

Managing a sales team requires many complex skills. How we sourced our data. One of the most commonly encountered situations is related to document tracking. Picture this: you send a document to one of your colleagues which essentially informs them they have to come to a meeting. Who is at fault? Who is at fault? ClearSlide.

Sales 52

Sales Software Software Digitalization 52

Hubspot Sales

JULY 27, 2023

Some of its most powerful capabilities are visible in business. In fact, it’s practically impossible to find a department that wasn’t affected by AI, with sales being no exception. According to HubSpot’s 2023 State of AI survey, 24% of sales professionals use AI in their daily work. Drafting up sales reports.

Leadership 89

Leadership Artificial Intelligence Decision-making Healthcare 89