KAM With Passion

NOVEMBER 3, 2020

You are a sales or company leader and you see the consequences of the sanitary crisis: a very tough sales environment. Sales and company leaders, imagine you are a ship captain. Back to being a sales leader. Now, let’s go back to your real life as a sales leader. Take care of and work with your sales reps.

Account Planning 130

Account Planning Sales Value Proposition Sales Management 130

Account Manager Tips

AUGUST 4, 2022

Every month inside The KAM Club , members vote for a book of the month. The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results Why this book? Sales training and enablement is focused on the sales team, not the leaders. No formal training.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

SBI Growth

NOVEMBER 17, 2021

CEOs are increasing sales and marketing investment more than any other functional area in 2022, and most GTM leaders are funneling a significant portion of that investment to quota-carrying reps.

Digitalization 117

Digitalization Marketing Sales 117

Hubspot Sales

NOVEMBER 17, 2020

Sales leaders in charge of new revenue growth have felt this change in their core. Teams that traditionally sold in person had to pivot to an inside sales model. That has led to a progressive trend for sales models: next year, 68% of sales leaders say they plan to keep or implement a hybrid or fully remote sales model.

Virtual Selling 125

Virtual Selling Shareholders Decision-making Communication 125

Showpad

MAY 25, 2023

Delivering the perfect sales pitch is one of the most challenging sales skills to master—both for inside and field sellers. A sales pitch must be confident, impactful, and quick. So why is sales coaching and training difficult to get right?

Sales 52

Sales Sales Management Decision-making Onboarding 52

SBI Growth

AUGUST 18, 2021

While we all know the last 18 months have presented innumerable challenges, they have also highlighted how some individuals can thrive in digital or remote environments, flipping the script on the competencies many sales leaders thought were tried-and-true in their world.

eCommerce 117

eCommerce Digitalization Customer Success Sales 117

PartnerTap

JUNE 23, 2021

Whether your company has acquired three companies, or 300 companies, you know how hard it is to get sales teams working and selling together. Many acquisitions fail to generate the expected revenue growth because they can’t operationalize a joint sales motion. Here’s what Sales Reps need to Drive more Revenue post M&A.

Procurement 85

Procurement Acquisition Sales CRM 85

Xant

MAY 13, 2021

of sales reps that operated as outside sales reps went from working in the Delta lounge to working in their home offices. Sales teams navigated unexpected changes to their processes and motions and are still learning how to adapt today. The true risk for sales leaders is believing they have it all figured out.

Sales 52

Sales Stakeholders Digitalization Construction 52

PartnerTap

JANUARY 10, 2024

TLDR:Traditional B2B sales is broken. Deal dynamics today are exponentially more complex and sales reps have less influence and control over the sales process today than they did ten years ago. I bet most people reading this have played this painful game of telephone and unanswered emails. I know I have many times.

B2B 52

B2B CRM Suppliers Sales 52

Showpad

JULY 7, 2020

In this edition, I’ll be discussing the three most critical success factors when it comes to sales enablement. Did sales enablement success factors change during COVID-19? . Think about ineffective sales processes, inconsistent messaging, insufficient customer experiences and the need for strategic integration. .

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Arpedio

JANUARY 5, 2024

In the competitive world of sales, the art of relationship management is a pivotal factor that drives success. Effective relationship management in sales is not just about making connections; it’s about building and maintaining long-term partnerships that benefit both parties.

Management 52

Management Emotional Intelligence Client Relationships Sales 52

Zendesk

MAY 19, 2022

If you’ve ever taken sales training of any kind, you know that mastering sales vocabulary is shockingly difficult. Many sales terms sound interchangeable when, in fact, they mean drastically different things. That’s why we compiled a list of the 100 most useful sales terms every salesperson needs to know. Sales job terms.

B2C 98

B2C Sales CRM Profitability 98

Planview

JUNE 6, 2022

Our goal is not only to empower our customers to focus on the work that matters most, but also our own teams and there is no denying that when working within a sales organization, collaboration, focus, and communication is crucial to success. Today we are learning more about Dave Frechette, a Senior Vice President of Sales at Planview.

Leadership 98

Leadership Sales Sales Leadership Meetings 98

Nutshell

AUGUST 24, 2018

Inside sales refers to any form of selling that isn’t done face-to-face. Unlike outside sales (or field sales ) reps, inside sales reps connect with potential customers remotely through phone, email , and web conferencing. Among B2B companies, the use of inside sales reps has exploded in popularity.

Sales 91

Sales Co-Creation Publishing Sales Technology 91

Sales Outcomes

SEPTEMBER 6, 2021

Earlier this year, I wrote a post titled There Is No More Inside Sales to highlight that outside sales teams need to develop or strengthen their inside selling skills to succeed in virtual selling. . Tools: The use and adoption of sales and marketing technology (e.g., Then move on to Research as step two.

Virtual Selling 52

Virtual Selling CRM Sales Prioritization 52

Apptivo

MAY 26, 2023

What is a sales target? The benefits of setting a sales target 3. Things to consider before placing a sales goal 4. How to set realistic sales targets for your sales team? Tips to effectively communicate sales targets to your team 6. How to track sales targets with the help of tools Apptivo Sales CRM?

CRM 52

CRM Sales Profitability 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. Table of Contents What does it mean to work in sales?

Sales 105

Sales Insurance Decision-making Transportation 105

Arpedio

JANUARY 5, 2024

In the dynamic terrain of sales, forging a path to success is an intricate dance of strategy, customer insight, and relentless pursuit of growth. Central to this quest is the art of strategic account planning , a methodical approach that marries sales strategy with customer relationship management to foster business growth.

Account Planning 52

Account Planning Value Proposition Account Management Sales 52

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

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. What is Sales Coaching? Table of Contents 1.

Sales 52

Sales Account Management Stakeholders CRM 52

Sales Outcomes

MARCH 15, 2021

Rethink Sales Enablement. Rethink Sales Competencies. Clarify the Lead Generation Sales Role. Sales Leaders Need Enablement Help. Now, and forever it will be just Sales. With everyone remote for long periods, Inside Sales became the only option. Rethink Sales Enablement.

B2B 40

B2B Logistics Sales Global Accounts 40

Zendesk

MAY 3, 2021

Sales organizations are increasingly turning to digital and remote-enablement technologies to deal with a shift in the market, comprised of both generational and situational changes that favor the technologically savvy. What’s inside. The Zendesk Sales Trends Report 2021 is now available to download.

Sales 52

Sales Digitalization Organization Marketing 52

Apptivo

MAY 20, 2023

Tips to convert hot leads effectively for sales using Apptivo CRM 5. Summary Hot leads glitter like valuable gemstones in the sales environment, offering enormous potential for conversion and revenue production. They’re ready to take the next step and finalize the sale now that they have decision-making authority.

CRM 52

CRM Sales Prioritization Decision-making 52

Mike Kunkle

FEBRUARY 27, 2023

.” Nowhere is this more out of control than in the sales profession and our very own subset of sales enablement. For example, I see a lot of advice recommending what enablers should do. Not All Sales Enablement is the Same Sales enablement is not the same everywhere. (For

Sales 56

Sales Onboarding Publishing Transportation 56

Apptivo

AUGUST 25, 2023

How CRM-enabled POS systems can help your business? They work together to enable the chef to create delighted consumers and smooth transactions. Let’s break it down in simpler terms: Point of Sale (POS) System In a retail context, a Point of Sale (POS) system resembles an intelligent cash register.

Small Business 52

Small Business CRM Retail Sales 52

Hubspot Sales

MAY 2, 2019

In many ways, technology, like Google Maps, is similar to sales management software. Sales management software provides streamlined tools for data entry and management to speed up this process. And they often include some of the most popular sales tools (e.g., Ready to find out which sales management software is right for you?

Sales Management 136

Sales Management Software Software Management 136

Hubspot Sales

SEPTEMBER 16, 2020

If you ask most executives if they have a sales process , they’ll immediately say yes. But when you ask them to describe their sales process, their descriptions vary wildly. To some, a sales process means milestones in their sales pipeline. Having clear definitions for your sales process matters a lot.

Account Management 127

Account Management Sales Account Planning CRM 127

SalesGlobe

NOVEMBER 10, 2023

And it’s the same for sales. As I was preparing to speak at a conference on “Building a Modern Sales Structure, from KPIs and What Matters Most” I kept shifting my thinking to “what matters most”. I continue to engage with our clients, who are mostly focused on solving their greatest sales challenges centered around growth.

Sales 52

Sales Account Planning B2C Organization 52

Brooks Group

SEPTEMBER 8, 2022

I continue to read in surveys from The Wall Street Journal and other places, that companies are still struggling with sales. One is that sales teams need to be agile – not fragile. It’s not just one person inside of an organization that are making the buying decisions. Marketing and sales need to be aligned.

Procurement 52

Procurement Decision-making Sales Sales Training 52

Nutshell

JANUARY 16, 2024

The drag-and-drop editor makes customization a breeze, and once your page goes live you’ll be able to track engagement from inside Nutshell. Email templates in Gmail We’ll also be rolling out Email Booster, a feature for Revenue Booster customers that lets you use your Nutshell email templates right from inside Gmail.

Artificial Intelligence 71

Artificial Intelligence CRM Meetings Marketing 71

Nutshell

JANUARY 16, 2024

The drag-and-drop editor makes customization a breeze, and once your page goes live you’ll be able to track engagement from inside Nutshell. Email templates in Gmail We’ll also be rolling out Email Booster, a feature for Revenue Booster customers that lets you use your Nutshell email templates right from inside Gmail.

Artificial Intelligence 71

Artificial Intelligence CRM Meetings Marketing 71

Apptivo

JULY 11, 2023

What is a sales forecast? Why are sales forecasting essential for a business? How to create a sales forecast? Benefits of having an accurate sales forecast like Apptivo 5. Sales forecasting software and tools 6. What is a sales forecast? Why are sales forecasting essential for a business?

Computers and Electronics 40

Computers and Electronics Decision-making Sales B2B 40

Openview

DECEMBER 12, 2018

Over the past few weeks, myself and Jeff Rosset have seen our fair share of sales trends for 2019. But, we’ve found that there are some trends that haven’t made headlines, but require the attention of tech sales leaders in the coming year. The Rise of Feedback.

Sales 100

Sales Decision-making Leadership Financial Services 100

DemandFarm

JULY 14, 2023

New York, 14th July 2023, DemandFarm, a leading player in account-based sales solutions, is proud to announce its recognition in the Forrester Research report “ The Account-Based Selling Technologies Landscape, Q2 2023.” About DemandFarm: DemandFarm helps companies visualize, plan and grow Key Account Sales.

Artificial Intelligence 52

Artificial Intelligence Account Planning Government Stakeholders 52

Hubspot Sales

DECEMBER 21, 2020

If your sales team is struggling to speak to the right customers or close deals, try the MEDDIC sales qualification process. What is the MEDDIC sales qualification? The MEDDIC sales qualification process is a framework of questions used to qualify prospects and potential buyers. Why is MEDDIC so powerful?

Decision-making 125

Decision-making Sales Onboarding CRM 125

CoSell

JANUARY 28, 2021

Shift to Virtual Selling As sales experts point out, the new economy is virtual. The McKinsey survey of 3,600 B2B decision-makers found that 96% of B2B sales teams have fully or partially shifted to remote selling. Your sales staff doesn’t need to travel across town or the country. The true inside is in our brains.

Virtual Selling 72

Virtual Selling B2B Digitalization Sales 72

SBI Growth

JANUARY 7, 2014

Leading a large sales organization is becoming more challenging each year. With all of these changes, it complicates how you organize your sales resources. In the form of inside sales. Get a jump on this by downloading the Inside Sales Sniff Test. It will help determine if you should consider inside sales.

Investors 115

Investors Sales Acquisition B2B 115