Apptivo

OCTOBER 8, 2021

Companies across the world, irrespective of their industry type, often have a defined sales process. The concept of sales process came into existence after considering the redundancies faced by sales teams due to unstructured sales management. This applies to sales concepts and definitions as well.

Sales 98

Sales Decision-making Advertising Value Proposition 98

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

Miller Heiman Group

JUNE 4, 2019

It’s a buyers market, even in B2B sales. One way that sellers can work on improving buyer perception and exceeding those expectations is to consider the role that service plays in B2B sales. Let’s start by considering how customer perception has evolved in the past few years. Customer Loyalty: The Secret to Success.

eCommerce 96

eCommerce Sales B2B Prioritization 96

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

JULY 6, 2022

Sales people may not know it, but they have a lot in common with recruiters working for the United States Air Force, Air Force Reserve, and Air National Guard. Those are common challenges facing many salespeople today, and they’re the same ones the Air Force (and all Departments of Defense) are overcoming.

Sales 87

Sales Sales Training Retail Advertising 87

Showpad

AUGUST 18, 2020

Sales enablement shouldn’t automate bad practices. What are “bad” sales practices? Automating those only amplifies the problem. The worst of bad sales practices happens in the prospecting phase, sometimes processed by marketing, sometimes by sales. This is where sales enablement comes into play.

Digital Transformation 127

Digital Transformation Sales e-Learning Digitalization 127

Hubspot Sales

DECEMBER 9, 2020

It's a sales methodology that became popular in the 1980s, and it's based on a pretty simple premise: A salesperson diagnoses their prospect’s needs, then recommends the right products and or services to accommodate them. Solution selling is one of the best ways salespeople can sell with empathy. Let's take a closer at those elements.

Cybersecurity 136

Cybersecurity Retail Decision-making Procurement 136

Hubspot Sales

MARCH 4, 2019

Representations of salespeople in popular culture (and frankly, the personality profile we've been taught to associate with a "typical " salesperson) haven't always fit this mold. The best salespeople have always been subject matter experts, put the customer first, and led with their authentic selves. I think of a star salesperson.

Sales Training 104

Sales Training Sales Onboarding Sales Management 104

Hubspot Sales

JUNE 29, 2022

A team effectiveness assessment represents a solid starting point for pinning down both general concerns and specific problems your team might be facing. You can't gauge all of your problems by answering 20-or-so questions. Problem-solving. Rate the quality of your sales training program. Team chemistry. Motivation.

Construction 84

Construction Decision-making Facilitation Prioritization 84

Hubspot Sales

MAY 22, 2018

What's the business problem you're seeking to fix with this offering? What has prevented you from trying to solve the problem until now? Have you tried to solve this problem in the past? What happens if you do nothing about the problem? What does solving this problem mean to you personally? Qualifying Questions.

Decision-making 145

Decision-making Sales Stakeholders Meetings 145

Account Manager Tips

AUGUST 10, 2021

But, for B2B companies, it falls to the sales team or the key account management team to ask. Fear of asking for referrals Despite their effectiveness at lead generation, salespeople are reluctant to ask for referrals. Sales Insights Lab surveyed 400 salespeople to gain insights into today's selling world. Only 18.6%

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Aptology

FEBRUARY 19, 2021

Harnessing Behavioral Assessment To Hire Sales Reps That Hit High Quotas. The lifeblood of every sales organization is their sales team. That’s why hiring sales reps is a top focus for Chief Revenue Officers in 2021. There are several ways to measure a sales rep’s performance.

Sales 52

Sales Decision-making Organization Meetings 52

SalesPop

APRIL 23, 2021

Another important foundational aspect of account management—and sales itself—is the handling of quotas and forecasting. From my observation, only a few companies manage the problems for quotas and forecasting well. To start with, it doesn’t work to push quotas and targets onto salespeople without their agreement.

Account Management 98

Account Management Management Investors CRM 98

Hubspot Sales

JULY 12, 2018

Sales Interview Questions and Answers. How do you generate, develop, and close sales opportunities?". What do you consider your most significant sales achievement to date?". How do you keep up with the latest industry trends in sales?". Sales Interview Tips. Sales Representative Interview Questions and Answers.

Sales 137

Sales Communication Management Meetings 137

Miller Heiman Group

JUNE 13, 2018

In our last post , we explored data from the CSO Insights 2018 Buyer Preferences Study , which confirms that buyers are engaging salespeople later and later in the sales process. Thankfully, our data also shows that buyers don’t actually want to cut salespeople out of the buying cycle. What is the Buyer Apathy Loop?

Decision-making 63

Decision-making Sales Meetings Innovation 63

Hubspot Sales

NOVEMBER 30, 2018

This happens on sales floors around the world every day. But the truth is, salespeople are often more worried about the potential of p **g off prospects than the situation warrants. Many sales reps think aggressiveness is a voice tone issue. But there's a problem with this approach, and it has to do with expectation setting.

Procurement 103

Procurement Sales Communication 103

Corporate Visions

NOVEMBER 7, 2019

The post Are Buyer Personas Sabotaging Your Sales? One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. Because of this, salespeople are commonly pressured to get familiar with the personas of several different decision-makers, and tailor multiple messages to each person’s specific needs.

Sales 100

Sales Decision-making B2B Marketing 100

Hubspot Sales

AUGUST 25, 2018

A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. What if the biggest threat to sales teams isn't losing clients, but losing our teammates themselves?

Sales 111

Sales Acquisition Account Planning Sales Management 111

Sales Gravy

JANUARY 29, 2021

Salespeople and their leaders are asking this question. This season, the pandemic has canceled President's Club and moved Sales Kickoffs from physical meetings to virtual. Its left many sales professionals feeling that the work they did to reach the top is anti-climatic and empty. How to celebrate success during the pandemic?

Sales Management 55

Sales Management Meetings Sales Management 55

Scovel

SEPTEMBER 22, 2021

Salespeople have pressure to Sell their solutions because of their targets. consultativeselling” username=”csbalaji”] Knowledge The first step is the buyer beginning to believe that you have the knowledge about what their problems are and have the capacity to solve those at the scale they are expecting to solve. consultativeselling.”

Media 98

Media Decision-making B2B Organization 98

Miller Heiman Group

MAY 4, 2020

Instead of focusing on what financial institutions offer customers, such as a savings account, mortgage or investment portfolio, they need to reconsider how they help customers solve problems, such as managing their money better, buying a home affordably or saving for retirement. It doesn’t take much for these conversations to escalate.

Financial Services 64

Financial Services Banking Customer Experience Government 64

Hubspot Sales

JANUARY 2, 2018

That’s not because it can’t be done -- but because salespeople haven’t had the right process to follow. First, solve the immediate problem at hand: This means that you are maintaining focus on providing value to the prospect rather than the deal size. This includes Sales Ops, Marketing, Product, Sales Engineering, and the C-suite.

Logistics 107

Logistics Meetings Marketing Sales 107

Scovel

SEPTEMBER 22, 2021

Salespeople have pressure to Sell their solutions because of their targets. The first step is the buyer beginning to believe that you have the knowledge about what their problems are and have the capacity to solve those at the scale they are expecting to solve. Buyers have a point of view and Sellers have a point of view.

B2B 87

B2B Media Decision-making Digitalization 87

Brooks Group

FEBRUARY 21, 2023

View this week's video Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify offering discounts, reducing margin, and for the sake of the sale, giving away most of the company’s profit. Your sellers will not succeed in sales if… They believe your price is unfair.

Negotiation 72

Negotiation Sales Training Value Proposition Retail 72

Miller Heiman Group

AUGUST 1, 2019

Almost half of organizations report having a weak relationship between their sales and customer success teams; and a third report that service plays no role in generating sales. For companies that have prioritized customer success, they know that service teams touch existing customers 10 times more than salespeople.

Customer Success 63

Customer Success Organization Sales CRM 63

Hubspot Sales

NOVEMBER 11, 2019

As a sales professional, how would you describe yourself? Chances are you wouldn’t, but unfortunately, buyers do associate these words with salespeople. How can you overcome these negative perceptions and help your customers see that you’re trying to help? Sales Ethics. Foster trust and credibility with the customer.

Sales 86

Sales Suppliers Communication B2B 86

Hubspot Sales

SEPTEMBER 18, 2023

Timing is everything in sales. In this article, we’ll cover what a trigger event is, why they’re important and provide examples you can apply to your own sales strategy. Broadly speaking, any industry change can be considered a trigger event and indicate a channel for making a sale. So what do sales trigger events look like?

Media 105

Media Investors Insurance Leadership 105

Brooks Group

MARCH 7, 2024

Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Sales professionals who practice consultative selling are more like trusted advisors than traditional salespeople. This makes it far more likely they will listen to you—and that you’ll make the sale.

Procurement 68

Procurement Management Decision-making Sales Training 68

Hubspot Sales

DECEMBER 21, 2017

Advancements in sales and marketing automation are making inside selling more effective than ever before. In some industries , 55% of sales now come from inside sales teams. At the same time, Gallup reports less than half of customers believe sellers adequately address their problems. Consultative selling tips.

Sales 132

Sales Meetings Marketing 132

Hubspot Sales

MAY 25, 2018

Sales leaders and businesses are paying a hefty price for not developing the selling skills of their people. There are so few in sales who are truly professional sellers. Probably the most common and damaging driver of salespeople being perceived and treated simply as vendors is being late to a sales opportunity.

Publishing 111

Publishing Decision-making Sales Management Sales Environment 111

Corporate Visions

APRIL 25, 2019

The Five Best Sales Techniques… And Five of The Least Effective. But there is a lot of “conventional wisdom” out there that, in reality, doesn’t help you make the sale. Here are five of the best sales techniques that really work, as well as five classic go-to selling techniques that may, in fact, be hurting your sales.

Value Proposition 111

Value Proposition Decision-making B2B Profitability 111

Corporate Visions

NOVEMBER 24, 2017

When you think about it, an effective sales strategy is all about making sure that your reps hit their quota, right? Consider the following insights: Research performed by SiriusDecisions shows that the number-one inhibitor to sales achieving quota is “inability to communicate value message.”

Sales 53

Sales Decision-making Communication Customer Value 53

MTD Sales Training

FEBRUARY 24, 2017

At some point in the sales process we need to make our pitch. This is an area where most salespeople could do a lot better. Most people in sales present a standard pitch that all their customers get to hear. There are many safety features that could be integrated to form a sales pitch to a safety minded Mercedes customer.

Finance 53

Finance Suppliers Decision-making Sales 53

Hubspot Sales

AUGUST 25, 2020

Personal motivation is a powerful foundation of sales success. Sales has one of the highest voluntary turnover rates compared to other industries. By 2018, the average sales rep tenure was 1.5 Keeping reps focused: A sales manager has to manage salespeople who can be highly competitive and sensitive to outside distraction.

Management 98

Management Sales Sales Management Meetings 98

Miller Heiman Group

MARCH 26, 2018

Although there’s a frenzy of investment happening in the sales enablement technology space right now, there is still a disconnect between the excitement for innovation and the efficacy of the software. Why is there such a disconnect between sales enablement investment and business results?

Innovation 50

Innovation Sales Technology Sales Software 50

SBI

AUGUST 1, 2019

Sales Enablement: Marketing and Sales Alignment by Design. Marketing and sales both work to drive demand and grow revenues. The problem is that they each focus on different areas of the buying process. Buyers taking control of the purchasing process in a complex sale creates a quandary for both marketers and salespeople.

Marketing 37

Marketing Sales Decision-making Facilitation 37

MTD Sales Training

JANUARY 18, 2017

At some point in the sales process we need to make our pitch. This is an area where most salespeople could do a lot better. Most people in sales present a standard pitch that all their customers get to hear. There are many safety features that could be integrated to form a sales pitch to a safety minded Mercedes customer.

Finance 48

Finance Suppliers Decision-making Sales 48