Brooks Group

SEPTEMBER 26, 2023

Sales kickoff season is here. It’s time to plan your sales strategy, train your sales professionals, crank up the energy, and motivate everyone for the next year. But in this unpredictable economy, sales organizations must be more agile and resilient than ever. But coordinating all the right elements can be tricky.

Sales 76

Sales Meetings Sales Training Prioritization 76

Brooks Group

FEBRUARY 1, 2024

Ramping new sales reps quickly is a pivotal factor separating successful sales organizations from those that underperform. Data from our 2024 Sales Leader Trend Report shows that 87% of successful teams have extensive, structured onboarding. Here are 4 ways a common language helps get new sales reps up to speed quickly.

Onboarding 77

Onboarding Sales Sales Training Communication 77

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sales force. Inventory levels are still high.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. Sales Productivity Tools. HubSpot Sales Platform. Gamifier makes sales performance fun.

Account Planning 116

Account Planning Sales CRM Prioritization 116

Sales Outcomes

MARCH 6, 2023

Sales Effectiveness and Sales Efficiency are not interchangeable. The differences are subtle, but they significantly impact sales strategy execution. ” What is Sales Effectiveness and why it matters Sales effectiveness measures your sales team’s success in achieving its goals. .”

Prioritization 52

Prioritization Sales Negotiation Meetings 52

Brooks Group

JULY 14, 2023

Now, instead of focusing on transactional sales, salespeople must be capable of building long-term relationships beyond the initial sale and maintain their standing as trusted business advisors to your customers. A consultative sales approach is the skill they need in order to do that. What Is a Consultative Sales Approach?

Sales 72

Sales Sales Training Brainstorming Communication 72

Hubspot Sales

SEPTEMBER 29, 2023

Every winning sales team has an excellent coach guiding them. This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support. Pricing is available upon request. Source Chorus.ai

Software 92

Software Software Sales Remote Working 92

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Mike Kunkle

MAY 30, 2023

The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

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%. Focus on specifics.

Sales Management 79

Sales Management Management Sales Meetings 79

Hubspot Sales

FEBRUARY 22, 2021

Having a bank of solid sales enablement content is more of a need-to-have than a nice-to-have for remote sales efforts. In HubSpot's recently published Sales Enablement Report , we explored the subject a bit further. In HubSpot's recently published Sales Enablement Report , we explored the subject a bit further.

Logistics 97

Logistics Sales Banking Publishing 97

Insightly

AUGUST 23, 2023

A sales blitz, also known as a sales call or a sales campaign, is an intense and focused effort by a sales team to reach out to potential customers within a specified period of time. The main objective of a sales blitz is to generate leads, build brand awareness, and increase sales opportunities.

Sales 52

Sales Manufacturing CRM Digitalization 52

Brooks Group

DECEMBER 27, 2022

What Are Sales Goals? While there may be more elegant and creative definitions for a sales goal, let us define a sales goal as the total number of sales your team is responsible for obtaining within a fiscal period. For our purposes, we will be discussing sales goals as they relate to the sales manager.

Sales 77

Sales Sales Leadership Leadership CRM 77

Upland

MARCH 2, 2023

Sold on account planning but don’t know where to start? For many, account planning in Salesforce is a logical next step. Crafting structured account plans complete with vital data from Salesforce makes it easier for sellers to get the full benefit of account planning methodologies and build better relationships.

Account Planning 195

Account Planning CRM Account Strategy B2B 195

Sales Gravy

APRIL 23, 2021

On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss why sales is a process. You will learn about pre-call planning, the science of selling and why winging it on sales calls is wickedly stupid. Listen to Part One - Selling Without Selling.

Sales 63

Sales 63

Hubspot Sales

JUNE 8, 2022

Calls go unanswered. How will this summer compare to past, pre-pandemic summers? To find out, HubSpot surveyed 100,000+ customers around the globe and compared their summer results to pre-pandemic benchmarks. Good news first: In 2021, businesses saw a higher rate of deal closings than they did in pre-pandemic years.

Construction 124

Construction Manufacturing Transportation Profitability 124

Hubspot Sales

OCTOBER 18, 2023

It was around Christmas time — he and I were on a Zoom call with some other writers for the HubSpot Blog, discussing our holiday plans. And five days away from his ham-distribution deadline, Dan said he didn't have a plan yet. So I told him, “Dan, I don't think distributing 500 hams is something you should wing.”

Prioritization 99

Prioritization Sales Management Management Marketing 99

Brooks Group

SEPTEMBER 27, 2023

Your sales kickoff – that annual team get-together that is equal parts goal-setting and pep-rally – remains critical and relevant in an uncertain sales climate. There are two main reasons a sales kickoff is more important in 2024 than ever: changing buyer behavior and a tightening economy.

Brainstorming 52

Brainstorming Sales Meetings Prioritization 52

Brooks Group

JUNE 2, 2023

Action Plan for Sales Target Achievement – 4 Steps As we round out the first half of the year, it’s a great time to regroup, recalibrate, and prepare our sales teams to hit the year-end sales goals we’ve set for them. Maybe your sales team has veered slightly off track since the target was set?

Sales Training 70

Sales Training Sales Negotiation Meetings 70

Miller Heiman Group

DECEMBER 16, 2020

Korn Ferry surveyed sales organizations around the world to find out, uncovering how companies are working to achieve stability in the midst of ongoing crisis. Accurate forecasting is even more significant when each sale counts. Working in a remote environment has changed sales manager engagement levels with sellers.

Virtual Selling 109

Virtual Selling Prioritization Sales Organization 109

Revenue Storm

FEBRUARY 16, 2021

As a sales leader, have you ever asked one of your salespeople to do this? In today’s virtual world, the equivalent could be, “let’s have a quick call” the day before or just before the client call. Where we may ask how things are going for them, only to find out nothing changes to advance our sales opportunity.

Value Proposition 78

Value Proposition Sales Meetings Decision-making 78

Zendesk

JANUARY 25, 2022

seconds after walking into a store, you’ve experienced firsthand how poor sales engagement can tank a sale. Rather than calmly guiding you through the sales pipeline toward a purchase, a sudden, eager, and tone-deaf salesperson can send you running for the door. That is why a sales engagement plan is essential.

Sales 52

Sales CRM Communication Facilitation 52

Hubspot Sales

MARCH 19, 2022

The goal of any sales organization is, ultimately, to increase revenue. Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets. Creating a healthy, effective goal-driven sales environment is vital for long-term success and employee satisfaction.

Sales Environment 125

Sales Environment Sales Prioritization Organization 125

Hubspot Sales

JUNE 18, 2018

Closing calls are sexy. They’re the calls where a deal gets moved across the line, contracts get signed, and you earn your commission checks. But closing calls are a bit of a fait accompli. What is a discovery call? It sets the tone for the entire relationship, both pre- and post-sale. Discovery Questions.

Procurement 145

Procurement Sales Decision-making Prioritization 145

Sales Gravy

DECEMBER 19, 2019

Winging it in sales is stupid. For this reason you must always plan for each sales call. On this podcast, Jeb gives you the 4 pre-call questions you must answer before your next sales meeting. Winging it in sales is stupid. For this reason you must always plan for each sales call.

Meetings 57

Meetings Sales 57

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 74

Sales CRM Communication Sales Environment 74

Hubspot Sales

SEPTEMBER 8, 2020

You are so excited to get some business that your lips throb, but things don't according to plan. In week five, you're pushing so hard that you've considered calling your Mom and asking her to buy. You're making the calls to no avail. Come week seven, you start to question your basic sales abilities. Believe in yourself.

Sales 127

Sales Construction Management Organization 127

Brooks Group

SEPTEMBER 22, 2023

They have knowledge about competitors’ products and services at their fingertips, which means it’s critical that your salespeople can overcome sales objections quickly and confidently. It’s your sales team’s job to bring value to a decision maker and help them make the decisions that are best for them and their company.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

Hubspot Sales

JANUARY 6, 2021

You've established the various stages of your sales process. The concept that underlies all those points is known as sales effectiveness. Here, we'll go over what that means, how to most aptly measure it, some steps you can take to improve yours, and some of the best resources available to get the most out of your sales process.

Sales 141

Sales CRM Banking Organization 141

Hubspot Sales

AUGUST 1, 2023

You can now more easily meet sales targets, close deals, and foster customer relationships. If you haven’t integrated AI into your sales processes, this article will give you all the reasons you should. We'll also recommend tools and offer insights from pros who made the leap into a more fulfilling sales career thanks to AI.

Artificial Intelligence 82

Artificial Intelligence CRM Sales Media 82

Force Management

DECEMBER 14, 2023

When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. Increasing Channel Partner Productivity When it comes to channel sales, your ability to control the sales process is limited.

Value Proposition 91

Value Proposition Negotiation Decision-making Leadership 91

Brooks Group

AUGUST 28, 2023

If you haven’t already, it’s time your sales team abandons outdated “used car sales” tactics to reach their quota. So, sales organizations need focus on improving their sellers’ sales skills and strategic thinking abilities. Customers today have more information, more choices, and freedom.

Sales 61

Sales Suppliers Decision-making Sales Training 61

Sales Outcomes

SEPTEMBER 12, 2022

It’s no secret that the first step of the sales process is often the most difficult – much of selling success hinges on a sales professional’s ability to lead an effective first conversation. Initial sales conversations can be stressful. For more B2B Sales Tips, Click Here to Subscribe to Two-Bullet-Tuesday.

Sales 52

Sales Meetings B2B Communication 52

SalesGlobe

FEBRUARY 21, 2024

The Future of Sales: Where Are We Heading? Michelle Seger Welcome to the Rethink Sales Podcast. And today, we have with us an expert in sales performance management technologies, Edward Moss, who works with Open Symmetry. We’ll also talk about sales performance management systems and how they can really enable the S.R.O.

Sales 52

Sales Retail B2C Management 52

Mike Kunkle

JULY 21, 2018

It’s unfortunate that role play has a low level of acceptance in many sales organizations. For that, see this post on why it’s time to get serious about purposeful practice in the sales profession. It’s often used in “on the fly” role play between a rep and their sales manager, and does excel for that purpose. Triad Role Play.

Construction 130

Construction Sales Onboarding Sales Management 130

ACT

OCTOBER 20, 2023

by affording you comprehensive insights you can use to develop targeted sales and marketing strategies and provide more personalized customer experiences. contracts, warranties, and service plans) sell and track products with serial numbers track software keys associated with software licenses track service engagements (e.g.

Insurance 52

Insurance Software Software Financial Services 52

Brooks Group

MARCH 27, 2023

You’re making your first sales call. This comprehensive guide will provide everything you need to know about the mock sales call, from defining it to describing why it’s essential to tips on how to conduct it. Keep reading, and you’ll confidently make real-world sales calls in no time.

Sales 52

Sales Sales Training Decision-making Negotiation 52