Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

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 102

Decision-making Sales Finance Prioritization 102

Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. Some are influencers that speak to the decision-makers and convince them to go in either direction, while others hold the final say on decisions. Identifying Sales Leads.

Stakeholders 113

Stakeholders Decision-making Sales B2B 113

Hubspot Sales

OCTOBER 14, 2019

When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding. As a B2B sales professional, it is important to develop a sales process that works for your business, prospects, and overall goals. Here are key steps you may want to include in your B2B sales process. Qualify leads.

B2B 135

B2B Value Proposition Decision-making Sales 135

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

Hubspot Sales

DECEMBER 21, 2020

Properly qualifying prospective customers is tough. If your sales team is struggling to speak to the right customers or close deals, try the MEDDIC sales qualification process. If your sales team is struggling to speak to the right customers or close deals, try the MEDDIC sales qualification process.

Decision-making 123

Decision-making Sales Onboarding CRM 123

Customer Think

SEPTEMBER 22, 2023

They need to be better at the discovery call and qualifying. They need to improve their listening and questioning skills. They need to improve their ability to reach and build stronger relationships with decision makers. They need to improve their ability to sell value.

Sales Leadership 40

Sales Leadership Leadership Sales 40

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

Hubspot Sales

MARCH 27, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sales is an increasingly consultative profession. The sales rep-prospect relationship cuts both ways — as your prospects qualify you, you need to qualify them back. But be careful here.

Decision-making 104

Decision-making Sales Stakeholders Leadership 104

SuperOffice

OCTOBER 11, 2021

46% of sales representatives say lead quantity and quality is their top challenge, which is hardly surprising. While generating a thousand leads with a targeted campaign isn’t a big deal, generating a thousand qualified leads is quite another matter. How do you know whether a lead is qualified or not?

Decision-making 63

Decision-making Prioritization Stakeholders Sales 63

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

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

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

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. B2B sales prospecting in a nutshell. The more detailed and accurate your ICP is, the more resultative your sales will be.

B2B 98

B2B Sales Decision-making Publishing 98

Hubspot Sales

OCTOBER 23, 2017

That’s where sales qualification comes in. By asking the right questions, you’ll be able to determine whether the relationship should continue, and if so, what next steps are appropriate. Use the table of contents below to navigate through the guide: What Is a Qualified Prospect? What Is a Qualifying Question?

Sales 144

Sales Decision-making Stakeholders Value Proposition 144

Hubspot Sales

MAY 22, 2018

Qualifying Questions. How would the decision process work with an offering like this? During sales qualification, salespeople can't simply focus on establishing a fit on one of these criteria. 21 Sales Qualification Questions. 21 Sales Qualification Questions.

Decision-making 145

Decision-making Sales Stakeholders Meetings 145

Zendesk

FEBRUARY 24, 2022

If you’re reading this, you probably have a solid idea of what’s required for a strong sales team: Lead generation. Consistent sales messaging. Personalized sales styles. Intelligently utilized sales software. The question is: which members of your team are handling all of this? SDR sales meaning.

Sales 98

Sales Sales Analytics Procurement Software 98

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 126

Account Management Sales Account Planning CRM 126

Xant

FEBRUARY 26, 2021

Part of sales is thinking about your pipeline, your process, and how you can optimize or improve it. Qualifying more leads and closing more deals requires you to assess the black holes in your process, where it breaks down how it creates friction with customers. Sales reps should think about decision makers’ needs above all else.

Sales 101

Sales Prioritization Meetings Organization 101

Upland

APRIL 20, 2023

Here’s where having a sales account management strategy becomes indispensable. Traditionally, account management has often been seen as a post-sales role. In fact, many successful sales teams have a robust qualifying process to ensure they are going after the deals that matter.

Account Management 195

Account Management Management Account Planning Decision-making 195

Account Manager Tips

AUGUST 10, 2021

They're a cheap way to attract qualified leads that are a good fit for your business. 84% of B2B decision-makers start the buying process with a referral. But, for B2B companies, it falls to the sales team or the key account management team to ask. Open-ended questions or statements. Why are referrals so powerful?

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Zendesk

FEBRUARY 21, 2024

These convenient online shopping options breed fierce competition between brands and create pressure for sales teams. Though the sales landscape has changed drastically over the years, the fundamentals of sales remain the same. Table of contents What is inside sales? What is outside sales?

Sales 52

Sales Computers and Electronics Decision-making Software 52

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 106

Decision-making Meetings Sales Organization 106

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

JUNE 15, 2023

As with all fields, AI is transforming sales. Top Ways B2B Sales Teams Are Using AI/automation Tips for Building a B2B Sales AI Strategy The Future of AI in B2B Sales How do B2B salespeople feel about AI? A majority of B2B sales pros say AI/automation is important to their role and has impacted how they plan to sell.

B2B 107

B2B Artificial Intelligence Decision-making Value Proposition 107

Brooks Group

MARCH 6, 2023

From negotiation to messaging personalization, sales managers and employees can improve their communication skills with anybody by taking enterprise sales training. Understanding your clients is essential to communication and sales in the business world. Here’s what you need to know about enterprise sales training.

Sales Training 52

Sales Training Sales Decision-making Stakeholders 52

ACT

OCTOBER 24, 2022

When prospecting, you may be ‘ actively working’ referrals from your center of influence, marketing qualified lead lists, opportunities with existing customers, or other self-sourced opportunities. Some of these prospects result in a sales-ready-opportunity (when an opportunity has been qualified and is ready to share financials).

Financial Services 52

Financial Services Sales Sales Training Software 52

Hubspot Sales

OCTOBER 26, 2020

Of the many sales metrics that businesses track, none is scrutinized more closely than the prized win rate. Companies use win rate to determine which time periods, sales reps, and win/loss reasons produce the strongest likelihood that a prospect will become a customer for the business. How to Calculate Your Sales Win Rate.

Sales 127

Sales Decision-making CRM Meetings 127

Nutshell

AUGUST 16, 2018

For outbound sales teams, cold calling is often the first—and arguably the most important—step towards creating sales opportunities. You can also browse through some of our past articles on the subject: 5 Things You Should Do Before Every Sales Call. Inside Sales” That Will Double Your Close Rate. Pre-call qualifying.

Decision-making 132

Decision-making Prioritization B2B Marketing 132

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. Here they are.

Sales 139

Sales Decision-making Software Software 139

DemandFarm

OCTOBER 12, 2023

The success of sales is intrinsic to the long-term health of any organization. One way to establish a roadmap for the sales team is to select and follow the right sales methodologies. Serving as a foundation for sales guidelines, they help sales reps understand their roles and perform well as a team.

Decision-making 52

Decision-making Sales B2B Key Account Management 52

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. Stages of a Sales Cycle.

Logistics 127

Logistics Sales Decision-making Stakeholders 127

Scovel

SEPTEMBER 22, 2021

Qualifying questions are targeted inquiries used to identify strong prospects based on your ideal candidate profile, so you can fastly determine whether or not continued pursuit of the lead is worth the necessary resource expenditure. Seven tips for qualifying prospects and leads. Who is the main decision-maker?

Decision-making 59

Decision-making CRM B2B Digitalization 59

Scovel

SEPTEMBER 22, 2021

Qualifying questions are targeted inquiries used to identify strong prospects based on your ideal candidate profile, so you can fastly determine whether or not continued pursuit of the lead is worth the necessary resource expenditure. Seven tips for qualifying prospects and leads. Who is the main decision-maker?

Decision-making 59

Decision-making CRM B2B Digitalization 59

Brooks Group

FEBRUARY 8, 2023

View this week's video The Key to Sales The key to sales is simply being in front of prospects when they’re ready to buy, not when you need to make a sale. Sales is one profession that is riddled with rejection. Here is a great question to help your reps know the difference.

Sales Training 72

Sales Training Decision-making Meetings Sales 72

Hubspot Sales

MARCH 1, 2019

The term, "sales", encompasses all activities involved in selling a product or service to a consumer or business. But "sales" means so much more for businesses. Companies have entire sales organizations comprised of employees that are dedicated to selling their products and services. What is sales? Marketing and Sales.

Sales 121

Sales Decision-making Organization Prioritization 121

Brooks Group

MARCH 29, 2023

If you’ve ever conducted a sales call, you know how anxiety-inducing it can be. For this reason, doing pre-sales call research is crucial. Before making a sales call, pre-sales call research involves gathering information about potential customers, their company, and their needs.

Decision-making 52

Decision-making Sales Sales Training Facilitation 52