Account Manager Tips

JULY 13, 2022

You win some, you lose some Why do we lose sales opportunities? Where to find it : Apple Podcasts | Google Podcasts | Spotify | Stitcher You win some, you lose some Not every deal will go your way. I guess that's why they say, "you win some, you lose some!" Why do we lose sales opportunities?

Key Account Management 130

Key Account Management Sales Account Management B2B 130

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Are you ready for a shocking, next-level revelation that's going to turn your world upside down? That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby.

Decision-making 103

Decision-making Sales Finance Prioritization 103

Hubspot Sales

JANUARY 14, 2021

As The Office ’s Michael Scott famously noted, it was Wayne Gretzky who said, "You miss 100% of the shots you don't take." In other words, you can't succeed unless you try. Are more likely to meet or exceed their sales goals. Buyers Want to Hear from Sellers. Buyers want to hear from you.

Sales 131

Sales Decision-making Meetings Account Management 131

Hubspot Sales

OCTOBER 3, 2021

LinkedIn is one of the most straightforward, accessible forums for effective sales prospecting. It gives you immediate access to millions of potential customers with needs and interests that align with your offering and sales process. But how can you make the most of the platform? Where should you be looking?

Sales 114

Sales Software Software Digitalization 114

Hubspot Sales

JUNE 21, 2023

An objection is a legitimate concern that could threaten a deal, while a brush-off comes from a less genuine place — it's a knee-jerk reaction prospects raise when they want to quickly and abruptly end a sales call. So don’t be surprised when you hear a hasty “Now’s not a good time,” as soon as the buyer realizes this is a sales call.

Decision-making 107

Decision-making Meetings Sales Organization 107

Mike Kunkle

JUNE 12, 2022

Now, facing a blossoming recession, we’re hearing of layoffs, downsizing, cost-cutting, and new hires being told their positions have vaporized. If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

JANUARY 15, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Things were looking good. Even though you might use tools like Spiro to remind yourself to follow up with prospects, sometimes they just stop getting back to you. The timing isn’t right.

Stakeholders 115

Stakeholders Sales Communication Meetings 115

Hubspot Sales

APRIL 26, 2023

After all, you've spent time, energy, and resources building a relationship — and giving up means you have nothing to show for it. But in the long run, having a pulse on when to walk away and disqualify leads will help you refine your efforts and make you a much more efficient, effective salesperson.

Decision-making 113

Decision-making Value Proposition Negotiation Stakeholders 113

Hubspot Sales

DECEMBER 28, 2020

If you’ve ever been in an argument with your significant other, you’ve probably figured out that the way you say something is often more important than what you say. Did you ever consider that the same principle applies to sales? It’s true; the tone of your voice might actually be jeopardizing your sales success.

Sales 139

Sales Communication Decision-making Meetings 139

Arpedio

FEBRUARY 26, 2024

careers Office Assistant in an accelerating software and consulting business ← Back to careers Do you thrive in keeping order, welcoming guests, and helping your colleagues with diverse practical tasks? Are you accommodating and do you have a proactive approach to your own tasks? Then you might be our new Office Assistant.

B2B 52

B2B Innovation Sales Training Account Planning 52

Hubspot Sales

SEPTEMBER 6, 2023

How do you go from putting out fires to running like a well-oiled machine? If you’re rolling your eyes at your screen right now, just hear us out. Read on to find out how Teamwork.com increased sales efficiency by 50% when they ditched "more is better" in favor of "better is better." So, they decided to build one.

Sales 109

Sales Onboarding Prioritization Profitability 109

Brooks Group

DECEMBER 14, 2022

“The secret to selling is to be in front of qualified prospects when they’re ready to buy, not when you need to make a sale.”. Bill Brooks, Sales Techniques. That makes right now the perfect time for managers to evaluate their sales funnel. Your CRM should be an easy-to-use tool that mirrors your sales process.

CRM 88

CRM Sales Sales Training Decision-making 88

Xant

MARCH 3, 2021

Our customer conference—NEXT 2021 is just around the corner and we think you should be there. NEXT is a free 2-day virtual event designed to give your sales team practical insights to succeed in 2021, and a vision for where the market is going. How have the events of 2020 changed the world of sales? Or after a pandemic?

Digital Transformation 94

Digital Transformation Digitalization Marketing Sales 94

Arpedio

FEBRUARY 22, 2024

In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. Consultative selling is more than just a sales technique; it’s a philosophy centered around empathy, collaboration, and problem-solving. What is Consultative Selling?

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. See what they said. Be a voracious learner.

Sales 105

Sales Insurance Decision-making Transportation 105

Mike Kunkle

OCTOBER 24, 2021

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. And for sales enablement leaders who are integrated into the sales force they serve, it’s no different.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Account Manager Tips

NOVEMBER 22, 2022

As a supplier you need to adjust fast and build a foundation of trust. The working environment will undoubtedly change from what you were used to with the previous procurement team. What are the best practices to build relationships and ensure they are not bringing their suppliers in replacing you?" Table of Contents.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 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

Revenue Storm

OCTOBER 26, 2021

We acknowledge most good sales coaches generally have a background of real sales experience. Just as in sports, where the best coaches were typically good (not necessarily great) players in that sport previously, the same is true with sales coaching. So, how can you tell if you are delivering valuable sales coaching?

Value Proposition 78

Value Proposition Brainstorming Sales Communication 78

Hubspot Sales

JANUARY 27, 2021

Navigating rejection and helping your potential customers move through their objections and reservations are the name of the game when working in sales. What are the most common objections you get during the sales process? Do you find you get the same objections over and over? How do you handle them?

Sales 116

Sales Prioritization 116

Hubspot Sales

JANUARY 9, 2023

How many times have you had this exchange with prospects? You say, “Hey there, how are you?” You say, “I’m good too, thanks for asking.”. When you’ve only got a couple minutes to build rapport with someone, you don’t want to waste time on conversational fluff. How to answer “How are you?”. How did it go?”.

Media 111

Media Publishing Meetings Communication 111

Hubspot Sales

AUGUST 2, 2023

Whether you sell furniture or enterprise software, you face the same challenge: finding the right words to say. Sending cold emails, leading prospects through sales calls, and following up all take time and articulation. Sales teams everywhere are starting to use AI to streamline these processes and craft better pitches.

Artificial Intelligence 83

Artificial Intelligence Insurance Sales Small Business 83

Hubspot Sales

JANUARY 11, 2023

When it comes to events, many small business owners and sales reps struggle with the same challenge: Getting prospects and customers to attend. Yet, in-person or virtual event participation is often a critical component of networking, building relationships, and offering value to prospects ahead of a sale.

Marketing 120

Marketing Transportation Small Business Value Proposition 120

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

JANUARY 4, 2019

No matter how impressed they seemed during your demo or how enthusiastic your champion is, there's always a chance you'll lose to the competition, they'll decide to postpone their decision until next quarter, or they'll ask for a price you can't deliver. Read on to learn the closing phrases you should (and shouldn't) use.

Sales 145

Sales Decision-making Meetings Communication 145

Hubspot Sales

NOVEMBER 22, 2021

Prospecting on the network is every bit as tricky as it is potentially productive, and if you want to do it effectively, you need to master the art of the LinkedIn sales message. Whether you're sending an InMail or a good old-fashioned message, look to the following template as a guide. Effective LinkedIn Messages.

Publishing 120

Publishing Leadership Media Sales 120

Hubspot Sales

JANUARY 2, 2018

However, the ubiquity of boring email sign offs is actually a great opportunity for sales reps. Closing with something memorable and personalized won’t just make you stand out -- it’ll also give you one last chance to connect with your prospect. 1) "Looking forward to learning more about your [challenge]".

Media 145

Media Sales Meetings Organization 145

Arpedio

MARCH 15, 2024

In today’s competitive business landscape, mastering the art of strategic selling is essential for sales professionals looking to drive revenue growth and outperform their competition. But what exactly is strategic selling, and why is it so critical in modern sales? What is Strategic Selling?

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

MTD Sales Training

JANUARY 21, 2020

Do you often hear people say ‘Oh, I’m not in sales…I can’t sell anything!’. If you do, and they work in your company, you’re letting go of many opportunities for successfully creating a great image for your brand. I say this because everyone, from the CEO to the janitor , creates an image for what you do.

Sales Training 112

Sales Training Sales Communication Meetings 112

Hubspot Sales

SEPTEMBER 14, 2018

When it comes to sales prospecting , it’s more important than ever that you write concise, effective communication. So, the communication you send needs to be clear, to-the-point, and relevant. I’ve given you some examples of different language you can use as a guide.). No one wants to read a sales email.

Sales 145

Sales Meetings Communication Leadership 145

Hubspot Sales

JANUARY 4, 2021

This task gets even easier when you know how to properly plan and execute a calling campaign for your business. This task gets even easier when you know how to properly plan and execute a calling campaign for your business. It's not as difficult as you think. Keep your sales database up-to-date.

Energy and Utilities 117

Energy and Utilities Sales Decision-making Media 117

Sales Gravy

JANUARY 19, 2021

Coronavirus is Testing Mental Resilience The Coronavirus third wave is putting a strain on the mental resilience of sales professionals and impacting performance. From New Possibilities to Managing Mental Resilience The last time I came to you with the coronavirus talk was back in July. Salespeople are beginning to wear out.

Sales 101

Sales Management 101

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

Hubspot Sales

AUGUST 11, 2019

It’s often the most critical barrier to meeting quota, and the ability to prospect effectively and bring in qualified leads is what will help reps move forward and succeed. Sourcing B2B leads requires you to understand a company’s goals as well as the individual’s. How to Generate Leads for B2B Sales. Find your favorites below.

B2B 102

B2B Sales Meetings Marketing 102

Hubspot Sales

SEPTEMBER 15, 2020

As a sales rep, one of your main responsibilities is building credibility with your prospects so they trust you. In fact, 82% of B2B decision-makers think sales reps are unprepared. We decided to talk to expert sales reps, both from HubSpot and from external companies, to teach us how to increase credibility with your prospects.

Decision-making 104

Decision-making Sales B2B Account Management 104

Showpad

AUGUST 18, 2020

Sales enablement shouldn’t automate bad practices. You learned three critical success factors , enablement’s role when it comes to digital transformation , the role of change management and why you should lead this change process and how to scale your enablement efforts. I hear you. What are “bad” sales practices?

Digital Transformation 127

Digital Transformation Sales e-Learning Digitalization 127

Hubspot Sales

DECEMBER 10, 2019

They believe the more prospects, the better — but pursuing the wrong types of prospects wastes precious time, cash, and sales resources. All the while, your competitors are entering the market and getting to large and enterprise clients more quickly than you. more than $200 million in annual sales). Employee count (e.g.

Manufacturing 105

Manufacturing Media Prioritization Sales 105