Corporate Visions

MARCH 28, 2023

Use these sales tips and tricks to guide your selling conversations more confidently, avoid potential roadblocks, shorten the sales cycle, and win more revenue.

Sales 59

Sales 59

Hubspot Sales

JUNE 29, 2018

What Is a Sales Cycle? Sales Cycle” refers to the specific actions salespeople follow to close a new customer. Sales cycles are often confused with sales methodologies. A sales methodology, such as the “ inbound methodology ,” refers to the framework for implementing the sales cycle.

Logistics 131

Logistics Sales Decision-making Stakeholders 131

Scovel

MAY 14, 2021

Sales Prospecting: Everything you need to know . Prospecting is very important in the sales cycle that is many times ignored by multiple sales people. Prospecting is the first stage in the sales funnel. Sales prospecting is a technique of building business relationships with potential prospects.

Prioritization 96

Prioritization Sales Media 96

ProlifIQ

NOVEMBER 3, 2021

That saying doesn’t just apply to trekking through the wilderness or leading a military campaign; it applies to sales – specifically, what steps in opportunity planning that you’re taking. The cycle continues. Once you start the sales process for an account, you’ll have a roadmap to follow.

Profitability 98

Profitability Account Planning Sales Key Account Management 98

ProlifIQ

OCTOBER 21, 2021

In sales, opportunities don’t just fall from the sky. . Hence, opportunity planning: the process by which a sales team targets, finds, pursues, and closes potential deals in (hopefully) an efficient and streamlined manner. Ask ten sales reps “What is opportunity planning?” It’d be great if they did.

Sales 98

Sales Key Account Management Banking CRM 98

Hubspot Sales

JANUARY 3, 2022

If you’re a HubSpot user , your CRM is also connected with your sales, service, marketing, and operations software. sales, marketing, and service) with the contact and payment data they need about every customer (including purchase history and payment activity). Zoho offers a cloud-based sales CRM with subscription billing software.

CRM 98

CRM eCommerce Sales Software 98

The Center for Sales Strategy

OCTOBER 18, 2017

I have been doing sales training and consulting for nearly 20 years and I always get a chuckle when salespeople tell me they need to find ways to close business in two calls. It’s not about the number of calls—it’s about the length of the sales cycle. And the sales cycle doesn’t start until the buyer is ready for it to start.

Sales 77

Sales Sales Training Marketing 77

SBI Growth

JUNE 28, 2023

For salespeople, it has led to significant challenges in sales productivity. Uncertainty still prevails in today’s business environment. The results from our recent research illustrate the problem clearly.

Sales 54

Sales Marketing 54

Engage Selling

JUNE 14, 2019

????????????????????Today, I will be exploring how you can improve the metric of sales cycle length: how many days it takes to close a piece of business. If you can move that, for example, from 90 days to 80 days or … Read More »

Sales 71

Sales Sales Training 71

Hubspot Sales

APRIL 12, 2018

Ahh, the never-ending quest to create the perfect, predictable sales cycle. To figure it out would be like discovering the holy grail of sales. But -- as you know -- the insane number of variables and blockers in each sale makes it near impossible to fool-proof the system entirely. How to Speed Up Your Sales Cycle.

Sales 111

Sales Procurement Meetings Advertising 111

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.

Sales 258

Sales Finance Decision-making Profitability 258

Upland

MAY 3, 2023

As you are developing your sales strategy for 2023, one of the critical elements in determining your sales velocity is your Win Rate. It is hard to build a sales strategy or know what marketing needs to deliver into the funnel. Let’s say I am working the four deals listed here. Time itself is the added dimension.

Sales 195

Sales Marketing 195

Hubspot Sales

DECEMBER 13, 2019

Once complete, the order continues processing, or working its way through the order to cash cycle, while I go about my daily activities. Why is the order to cash cycle important? Here are some specific examples that explain the importance of the order to cash cycle. Order to Cash Cycle Steps. Create the Invoice.

eCommerce 76

eCommerce Sales Software Software 76

Engage Selling

OCTOBER 11, 2018

The weakest part of the sales cycle can create havoc in a sales rep’s short-term and long-term sales success. It’s even more confusing when these very sales reps can deliver knock-out presentations, … Read More » The good news? It can easily be fixed too.

Sales 62

Sales Client Relationships Communication Management 62

Sandler Training

APRIL 17, 2019

Watch Brian Sullivan, Vice President of Sandler Enterprise Selling, describe how the Sandler Enterprise Selling Program addresses one of the most common enterprise sales challenges, extended sales cycles. Watch Time: 3 Minutes.

Sales 54

Sales 54

Upland

JUNE 7, 2023

I’ve lost count of how many times I’ve heard sales and revenue leaders use the terms, “sales process” and “sales methodology” interchangeably and incorrectly. What is a sales process? A sales process is a flow, and it is usually brand-free. A goal of reducing cycle time and increasing win rate.

Sales 195

Sales Negotiation Decision-making CRM 195

PandaDoc

MAY 30, 2019

A slow sales cycle is kryptonite to good sales teams. So, to be the best, you need to speed up your sales cycle. So, to be the best, you need to speed up your sales cycle. Hire better sales reps. Automate your sales process. Make the sales cycle dream work with teamwork.

Sales 75

Sales Negotiation Software Software 75

Upland

JANUARY 29, 2024

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Hubspot Sales

JUNE 17, 2019

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. Lost leads, sales, and revenue. The reality is that contract management is a fundamental part of the sales cycle. 5 Proven Tips for Writing Better Sales Contracts.

Sales 97

Sales Software Software Government 97

Crank Wheel

MAY 5, 2021

Taking too long to get deals through the sales cycle? Take a look how companies use CrankWheel to convert more leads faster.

Sales 52

Sales 52

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

RAIN Group

MARCH 20, 2024

What’s more, the best sellers tend to have strong skills across the sale cycle. The best sellers strive to deliver value in each interaction, leaving the buyer wanting more and turning to them for advice.

Sales 105

Sales 105

RAIN Group

DECEMBER 20, 2023

2023 has seen sellers and sales organizations adapting to longer sales cycles and more deals lost to no decision. Sales managers had to be proactive in supporting and coaching their teams. And sales enablement was tasked with ramping up new hires and boosting sales force productivity.

Sales 108

Sales Sales Management Organization Management 108

Engage Selling

SEPTEMBER 8, 2017

This is the most often missed part of the sales cycle and it’s critical that you ask for the sale to close. Today, we’re going to focus on closing. When I’m working with salespeople and listening to their calls, I … Read More »

Sales 48

Sales Communication 48

Software Sales Guru

NOVEMBER 8, 2021

The Cost of Sales Discussing costs is a part of every sales cycle, and many sellers bring in the cost of the status quo to help justify the price. The post The Cost of Sales appeared first on Software Sales Gurus. Yet we rarely look at our own costs to pursue leads that may never close. Pursuing them.

Sales 147

Sales Software Software Management 147

Software Sales Guru

OCTOBER 25, 2021

The Cost of Sales Discussing costs is a part of every sales cycle, and many sellers bring in the cost of the status quo to help justify the price. The post The Cost of Sales appeared first on Software Sales Gurus. Yet we rarely look at our own costs to pursue leads that may never close. Pursuing them.

Sales 147

Sales Software Software Management 147

The Center for Sales Strategy

NOVEMBER 27, 2019

Studies show that reaching out to leads within an hour of them contacting you makes you seven times likelier to have meaningful conversations, and up to 50% of sales go to the vendor who responded first.

Sales 78

Sales Management 78

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Sales 113

Sales Prioritization CRM Communication 113

RAIN Group

SEPTEMBER 20, 2023

Assume you’re a sales manager for a mid-sized enterprise. Sales have been consistent, but there are so many variables at play and it’s hard to predict what the future holds. Sales have been consistent, but there are so many variables at play and it’s hard to predict what the future holds.

Management 124

Management Sales Sales Management Marketing 124

SBI

NOVEMBER 13, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? This week I interview Lauren Mead , CMO of Timetrade.

Onboarding 55

Onboarding Meetings Sales Financial Services 55