Upland

JULY 12, 2023

MEDDIC is not actually a healthcare term. It’s a sales acronym. And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Red Star Kim

DECEMBER 18, 2023

From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. The result was that often leads generated by marketing were not tracked through the pipeline and sales process managed by fee-earners. Top-down or Bottom-Up Strategy?

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Red Star Kim

JUNE 1, 2023

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. Some delegates were highly experienced in pitching (and their roles focused on pitching and tenders), whereas others were at the start of their journey and/or had only occasional exposure to pitches.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Hubspot Sales

JANUARY 30, 2024

Sales trends come and go. In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. 6 Sales Trends That Could Fizzle This Year 1. 6 Sales Trends That Could Fizzle This Year 1. Prioritizing virtual selling. Why the change?

Virtual Selling 92

Virtual Selling Media Sales Decision-making 92

Brooks Group

FEBRUARY 16, 2024

Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. EI is also the foundation of sales, and the gateway to all of that is empathy.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

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 101

Sales Decision-making Meetings Insurance 101

Hubspot Sales

JUNE 9, 2021

In fact, the only people that buyers trust less than sales reps are car salespeople, politicians, and lobbiers. Sales tie downs are here to help fix that. It’s a great way to slow down your conversation, and speed up the sales process. What are sales tie downs? Sales tie downs don’t have to be long, elaborate sentences.

Sales 114

Sales Software Software Management 114

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

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

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

Brooks Group

FEBRUARY 12, 2024

When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. Yet many sales professionals overlook these opportunities, either preferring to stay in “hunter” mode or because they lack the sales training , skills, and coaching to get it done.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Hubspot Sales

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more.

Negotiation 99

Negotiation Telecommunications Sales Software 99

Hubspot Sales

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. It also has the potential to rewrite it for the better. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. Generative AI has two sides: input and output.

Co-Creation 103

Co-Creation CRM Sales Value Proposition 103

Hubspot Sales

JUNE 28, 2022

There are a few major benefits of hybrid selling. It also has major economic benefits from a cost of sales perspective — for instance, rather than paying for each sales rep to travel to meet in-person with buyers, plenty of selling can now be done virtually. But the biggest benefit of hybrid selling?

Sales 109

Sales Brainstorming Leadership CRM 109

Hubspot Sales

MARCH 18, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable insight from real sales leaders. Research shows there is a weapon you can use to increase your sales performance — a sales strategy that's effective no matter where you work or what you sell. What is this sales strategy, you ask?

Advertising 106

Advertising Sales Marketing 106

Arpedio

OCTOBER 31, 2023

How to dress for (sales) success this Halloween ← Back to blooooog Who says you can’t have a little fun while closing deals? This Halloween season, picture the sales floor coming alive with spooky costumes and enchantment. When you feel good, you perform well – also in sales. ARPEDIO is here for all of it! But fear not!

Sales 52

Sales Decision-making Account Planning Stakeholders 52

Red Star Kim

SEPTEMBER 29, 2023

And also to support cross-selling and enhance the client experience. And the value of tapping into the “hive mind” to find solutions to common challenges and collaborate for pitches. Interesting points about how to integrate marketing and selling where the face of individual professionals became associated with the brand name.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Hubspot Sales

AUGUST 30, 2023

But what changes will it bring to the sales industry? Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? Furthermore, we’ve interviewed leading sales teams to collect 11 AI sales predictions that you should watch in 2023. Let’s jump to the nitty-gritty.

Decision-making 88

Decision-making Sales Profitability Artificial Intelligence 88

Hubspot Sales

FEBRUARY 7, 2023

“I hate sales.” That puts sales in the bottom 5% of careers. This isn’t a complete surprise, however — while sales reps are often paid well, the work isn’t easy. From tracking down new prospects to qualifying leads, sales requires ongoing and concerted efforts to see success. Salespeople rate their job satisfaction as 2.5

Sales 107

Sales Value Proposition Decision-making Communication 107

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.

Sales Training 142

Sales Training e-Learning Onboarding Sales 142

Red Star Kim

DECEMBER 5, 2023

These sessions are experiential – with much use of social learning so many insights are generated during group discussions. Proactive marketing and business development executives – CRM, internal engagement and career insights. Sometimes marketing and sales system are not integrated. What CRM/systems would people recommend?

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

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 143

Sales Artificial Intelligence Value Proposition Decision-making 143

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 115

Software Software Sales Meetings 115

Hubspot Sales

AUGUST 23, 2022

Having powerful software is an undeniably critical component of any strong sales strategy. Fortunately, we did some digging to determine which areas of the sales cycle leaders are investing in most heavily for 2022 and beyond. Pitching to prospects 35.50%. HubSpot and HelloSign customers can grow better together.

Sales 83

Sales Digitalization Prioritization CRM 83

Hubspot Sales

SEPTEMBER 6, 2022

Change is unavoidable in sales. HubSpot surveyed 1,000+ sales professionals to get a better picture of the sales landscape in 2022. These powerful insights can inform every aspect of your sales process — from pitching to customer retention. More interaction with prospects throughout the sales process.

CRM 79

CRM Sales Customer Experience Communication 79

Showpad

APRIL 19, 2022

In fact, your sales teams have a lot of control over this. It means you need a salesforce prepared to engage with buyers, a way to create and measure engaging content experiences, and a way to capture and use customer insights to continually guide the whole process. Sales readiness. Sales effectiveness. Buyer engagement.

Sales 52

Sales B2B Stakeholders Management 52

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 71

Sales CRM Communication Sales Environment 71

Hubspot Sales

SEPTEMBER 26, 2023

We've all heard how AI can help us write better, faster, and with more accuracy. What is the most important soft skill to have in sales?”), they arrive at different answers. Which AI Tool is the Best Sales Writer? While AI is great at collecting information about a product, it's not so great at "selling" that information.

Value Proposition 94

Value Proposition Sales Artificial Intelligence Management 94

Hubspot Sales

DECEMBER 28, 2021

Inbound salespeople see the need to personalize the sales experience to the buyer's context. Meanwhile, inbound sales teams recognize they must transform their entire sales strategy so they're serving the buyer. Inbound Sales Methodology. Use cold outreach and lead with a generic elevator pitch to qualify on budget.

Value Proposition 116

Value Proposition Sales Decision-making Prioritization 116

Hubspot Sales

OCTOBER 14, 2019

It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling. Before we dive into the insider tips, let’s get crystal clear on what B2B selling entails.

B2B 135

B2B Value Proposition Decision-making Sales 135

Brooks Group

DECEMBER 8, 2022

Improve Your Sales Process. In the sales process, it’s critical to concentrate on the customer. Solution selling is an art that considers the customer’s needs above all, putting the problem of the target audience first instead of focusing on the product or service. . What is the Solution Selling.

Sales Training 52

Sales Training Value Proposition Banking Internet 52

Brooks Group

JULY 14, 2023

I have been thinking a lot about sales questions lately also referred to as question-based selling. Overall, asking the right kind of sales questions empowers you to effectively understand your customers, tailor your approach, address objections, and guide the sales process.

Sales 52

Sales Sales Training Decision-making Prioritization 52

Brooks Group

AUGUST 16, 2022

And while there are a lot of different things that might go into making a sale go well, there are a few essential components that all effective sales presentations and pitches have in common. What really constitutes a sales pitch? Why are sales pitches important? .

Sales 52

Sales Energy and Utilities Decision-making Sales Training 52

Arpedio

JANUARY 3, 2024

When it comes to sales strategy , businesses must weigh the pros and cons of direct sales and channel sales to determine the best approach for achieving revenue growth. Therefore, it’s crucial to select the right sales strategy that aligns with your business goals and target market.

Sales 52

Sales Profitability Value Proposition Retail 52

Hubspot Sales

JANUARY 5, 2024

I’ve been in contact with sales experts about how AI has helped them. They’ve shared tips and AI hacks for inside sales reps, as well as tips for coping with — and bouncing back from — bad sales months. Personalization really does increase sales, but that’s not a boon if you lose the time and money to have people do it by hand.

Internet 90

Internet Sales Communication Media 90

Zendesk

OCTOBER 20, 2022

For sales reps, especially those new to the game, finding the right questions to ask is half the battle. Enter the probing question—a sales tactic that will help your team seal more deals. Types of sales probing questions. Sales probing questions examples. 35 additional probing sales questions. How can you learn?

Sales 52

Sales CRM Decision-making Value Proposition 52

Brooks Group

MARCH 29, 2023

If you’ve ever conducted a sales call, you know how anxiety-inducing it can be. For this reason, doing pre-sales call research is crucial. Before making a sales call, pre-sales call research involves gathering information about potential customers, their company, and their needs.

Decision-making 52

Decision-making Sales Sales Training Facilitation 52