Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. But even throughout this tough period, some sales organizations have found a way to meet or exceed targets—and feel confident in their ability to do it again this year.

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Brooks Group

APRIL 10, 2024

In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. But it’s tough.

Sales 88

Sales Media B2B Publishing 88

Hubspot Sales

JANUARY 7, 2024

But when an inside sales professional wants to establish their authority over the phone, they need to use their voice tone and pacing to get the point across. What Not to Say Unless you remove the following problematic soundbites from your vocabulary, you won’t be able to fully achieve the authority you need.

Sales 121

Sales Decision-making Onboarding Communication 121

Hubspot Sales

FEBRUARY 12, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. But in the modern sales landscape, more and more salespeople have started reforming their behavior. Identify In this stage, salespeople do research to start the sales process with prospects who seem like good fits.

Sales 120

Sales Decision-making Facilitation Marketing 120

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 211

B2B Decision-making Sales Stakeholders 211

Hubspot Sales

MARCH 4, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week‘s post comes from five winners of HubSpot’s Modern Sales Leader 25 award. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1.

Leadership 112

Leadership Construction Prioritization Sales 112

Hubspot Sales

OCTOBER 23, 2023

Welcome to “The Pipeline” — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders Top salespeople are successful because they sweat the details. They probe for pain, help their prospects, and run effective sales calls. Honesty should be a given in any sales conversation. To be honest.

Sales 110

Sales Value Proposition Decision-making Communication 110

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. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.

Negotiation 105

Negotiation Telecommunications Sales Software 105

Nutshell

MARCH 28, 2024

Consulting firms need a great sales pipeline to attract leads and close deals, as well as generate recurring revenue from clients and referrals. Read on to learn tips and best practices for managing an optimized sales pipeline for consulting firms. What is the typical sales process for consulting firms?

Management 71

Management CRM Sales Negotiation 71

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Brooks Group

MAY 2, 2024

Sales and emotional intelligence go together like skiing and snow. Yet many sales leaders focus on building their team’s hard skills and neglect sales emotional intelligence or “ soft skills.” Yet many sales leaders focus on building their team’s hard skills and neglect sales emotional intelligence or “ soft skills.”

Emotional Intelligence 84

Emotional Intelligence Sales Decision-making Sales Training 84

RAIN Group

APRIL 19, 2023

How is the current state of the sales environment impacting sales organizations? Which sales and enablement issues are most challenging for leaders to tackle? What are the top sales priorities for the next 12 months? How should they be addressed to ensure they're achieved?

Sales Environment 98

Sales Environment Sales Organization Sales Management 98

Hubspot Sales

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Sales pros spend hours a day on manual and administrative tasks. Luckily, AI is paving the way to reduce or even eliminate the time you spend on routine sales tasks. How much time?

Artificial Intelligence 111

Artificial Intelligence CRM Sales Meetings 111

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

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 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Gaudio’s sales emails receive: 36.3% click-through.

Sales 97

Sales Marketing B2B Digitalization 97

PandaDoc

MAY 13, 2024

The psychology of sales can reveal all this and more. There’s no doubt about it: understanding customer behaviors and the reasons behind them can not only help you close deals but is a surefire way to keep buyers happy and fulfill the dreams of every sales lead. What is sales psychology? But even here, nuances pop up.

Emotional Intelligence 52

Emotional Intelligence Decision-making Sales e-Learning 52

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. He says, "As a sales leader, I think one of the most difficult types of prospects is the people pleaser. For instance, the customer may avoid answering your questions directly or giving concrete timelines.

Decision-making 106

Decision-making Sales Finance Prioritization 106

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 103

Sales Decision-making Meetings Insurance 103

Hubspot Sales

DECEMBER 26, 2023

And, as a result, it’s a valuable channel for businesses and entrepreneurs looking to increase sales, if you know how to optimize your profile and posts. Table of Contents How X Can Boost Your Sales 15 Optimization Tips to Boost Your Sales How X Can Boost Your Sales Like most social platforms, X offers advertising and promotional programs.

Sales 97

Sales Media Value Proposition Logistics 97

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

Sales Gravy

OCTOBER 25, 2023

The Best Sales Leaders Share These 4 Traits On this episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams talks with Learnit CEO Damon Lembi about maintaining authenticity and integrity as a sales leader. This concept also applies to sales.

e-Learning 93

e-Learning Leadership Sales Innovation 93

Hubspot Sales

JANUARY 4, 2024

Having a bad sales month? What makes a bad sales month? A bad sales month can be attributed to a variety of factors, ranging from internal processes to external market conditions. Sales experts set off the common seven: 1. Get Pipeline Management in Sales Hub free 2. What happens when you have a bad month in sales?

Sales 113

Sales Management Sales Management Marketing 113

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Download Now Here are a few things to consider as you write an email that’d help you with sales prospecting. Pose a compelling question. No one wants to read a sales email. Leverage scarcity and exclusivity.

Sales 98

Sales Decision-making Value Proposition Meetings 98

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? After you choose the date and venue, your next question may be who you should ask to deliver the keynote—and what you want them to talk about. Your sales keynote speaker will set the tone for the rest of the event.

Sales 93

Sales Sales Training Meetings Media 93

Brooks Group

OCTOBER 24, 2023

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. The question is, will the training program result in permanent behavior change and lasting sales performance improvement, or will it be a “flavor of the month” that your sales team abandons a few weeks after the experience?

Sales Training 74

Sales Training Sales Decision-making Sales Management 74

Hubspot Sales

AUGUST 2, 2023

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. If you’ve been hearing about the iconic ChatGPT platform for sales and want to give it a spin, look no further.

Artificial Intelligence 87

Artificial Intelligence Insurance Sales Small Business 87

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? Lead management focuses on achieving sales goals in the short to medium term, while opportunity management is more about leveraging strategic relationships to achieve long-term growth goals. But opportunities can be much more than that.

Management 52

Management CRM Sales Decision-making 52

Hubspot Sales

JANUARY 17, 2024

Still, there's no denying that the rise of self-service has challenged sales professionals to redefine their value proposition. Fortunately, consumers are pretty clear about where they see the value: 62% of consumers are more inclined to seek out a salesperson when they have specific questions that remain unanswered after online research.

Value Proposition 91

Value Proposition Decision-making Sales Internet 91

Hubspot Sales

APRIL 25, 2023

Here's the burning question: Does AI have a place in sales, and how does it affect our current sales processes? Here are three examples of how teams use AI to generate sales emails. Mendes suggests prompting ChatGPT as follows: “I want to email [job title] and introduce [company].

Sales 106

Sales Emotional Intelligence CRM Decision-making 106

Hubspot Sales

FEBRUARY 16, 2022

In sales, it's no different. A good sales hook can prevent your prospect from hanging up the phone, or deleting your email entirely. And a great sales hook can start your entire conversation off on the right foot. But first … what is a sales hook? (If What is a sales hook? Do your customer research.

Sales 130

Sales e-Learning Media B2C 130

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 93

Sales Decision-making Sales Training Sales Management 93

Hubspot Sales

AUGUST 9, 2022

That's why leaders need to leverage effective sales training techniques to set reps on the right course and facilitate their professional growth. When we reached out to Sunny Sandhu — Director of Sales Development at Guru — for his insight, he stressed the importance of covering the "why" behind a topic. Start with "why.".

Sales Training 104

Sales Training Sales Decision-making Facilitation 104

Hubspot Sales

MAY 11, 2023

But what if we told you that sales can work together with your marketing team to boost your customer base? This is where the sales blitz comes into play. Through a sales blitz, your team can accelerate the time needed to convert leads into customers by adopting a tailored strategy. So, let's get started.

Sales 110

Sales Media Marketing Customer Success 110

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 120

Software Software Sales Meetings 120

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds.

Marketing 106

Marketing Sales Decision-making Prioritization 106

Hubspot Sales

AUGUST 25, 2022

As anyone in sales knows, there is nothing worse than a sales slump. You pick up the phone and no one is answering your calls. Experiencing a sales slump can make you question your ability, or worse, your entire career. Experiencing a sales slump can make you question your ability, or worse, your entire career.

Sales 119

Sales Meetings CRM Publishing 119