Upland

JUNE 30, 2023

Enterprise sales is going through a rapid evolution. One groundbreaking development on the horizon is the convergence of Natural Language Processing (NLP) AI technology and enterprise sales methodology. Personalized Customer Experiences Modern enterprise sales methodology thrives on data-driven decision-making.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Nutshell

MARCH 28, 2024

As a startup, having a well-running sales pipeline is vital to facilitate sales actions and help your team close deals faster. Read on to learn more about the importance of sales pipelines for your business and how to manage a sales pipeline for your startup. What is a sales pipeline?

Management 71

Management Prioritization CRM Sales 71

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

PartnerTap

FEBRUARY 12, 2024

2024 is the year companies admit the old sales playbook is broken and invest in sales transformation. Companies that don’t modernize their sales playbooks won’t survive. These are just the start of a tidal wave of sales transformation initiatives that CROs are undertaking across all industries.

Sales 52

Sales Decision-making B2B Suppliers 52

Brooks Group

JANUARY 8, 2024

This is especially true for sales performance. Tracking key sales metrics and knowing how to influence them is critical. Leading and lagging indicators reveal how well your team is navigating the complex B2B sales cycle. Core sales metrics are important to the strategic goals of an organization.

Sales 97

Sales Sales Training B2B Organization 97

Hubspot Sales

JUNE 22, 2023

You see, it's not really a matter of if you should scale your business — it's more a question of when. Instead, what we need to focus on is not only how fast to scale but when to scale. Welcome to the Science of Scaling , a new podcast from the HubSpot Podcast Network, all about how to scale your revenue and sales.

Organization 114

Organization Sales 114

Arpedio

FEBRUARY 26, 2024

If you find yourself in a competitive business landscape, then you probably also know that sales teams are constantly on the lookout for innovative strategies to enhance their effectiveness and drive revenue growth. Leverage data analytics tools and customer feedback to refine and update your ICPs regularly.

Advertising 52

Advertising Sales CRM Media 52

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 92

Sales Sales Training Meetings Media 92

The Center for Sales Strategy

MARCH 2, 2022

Are you looking to expand your sales team? There's no doubting that more sales, scales, and finding the right people are essential to a successful business. Don’t waste time and money on the wrong sales reps. Use this guide to find the best ones for your business.

Sales 116

Sales 116

Nutshell

APRIL 3, 2024

Startup management used to be complicated and time-consuming for companies wanting to scale. But nowadays, with modern software for startups, getting your small business off the ground is easier than ever. Whether you want to sell or scale your business, here are the software tools to make a productive tech stack for your startup.

Software 71

Software Software CRM Communication 71

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. It’s been a game changer in how my team operates on a day-to-day basis."

Energy and Utilities 96

Energy and Utilities Media Sales Publishing 96

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? We'll review use cases of AI emails, their pros and cons, and the tools you should consider when adding this tech to your arsenal. Here are three examples of how teams use AI to generate sales emails.

Sales 102

Sales Emotional Intelligence CRM Decision-making 102

Hubspot Sales

SEPTEMBER 20, 2023

Conversational AI for sales teams can eliminate a lot of repetitive tasks such as follow-up emails and customer queries and even generate sales collateral. Operationally, conversational AI speeds up processes within tools like your CRM or CMS, makes reporting easier, decision-making more effective, and so much more.

Artificial Intelligence 110

Artificial Intelligence Sales Prioritization Meetings 110

ACT

APRIL 25, 2024

You’re taking a break for lunch in the middle of a busy workday and open your inbox, only to find two new sales emails from unknown senders. The first one starts with a run-of-the-mill promotional sales pitch. That’s what adding personalisation to your sales outreach efforts can do.

Sales 52

Sales Decision-making Media CRM 52

Force Management

APRIL 4, 2024

John McMahon and John Kaplan were joined by guests experienced in building and scaling elite sales teams, who shared insights on hiring great sales teams, leading them to success, and helping them execute next-level go-to-market strategy.

Publishing 84

Publishing Leadership Marketing Sales 84

Arpedio

APRIL 15, 2024

In today’s rapidly evolving business landscape, artificial intelligence (AI) has emerged as a pivotal tool in revolutionizing the sales domain. Importance of AI in the Sales Domain The importance of AI in the sales domain cannot be overstated, particularly in today’s fast-paced and data-driven business landscape.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Prioritization 52

Showpad

AUGUST 4, 2020

How do you scale sales enablement? And what’s your role as an executive? First, we talked about how enablement could be your engine to drive digital transformation. Scalability is the ability to expand sales enablement services to a broader audience without adding more resources to the enablement system.

Sales 140

Sales Digital Transformation Onboarding Government 140

Hubspot Sales

APRIL 12, 2023

When assessing your team’s performance, sales activities offer crucial metrics. That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. With proper sales activity management, you can influence sales objectives and business results.

Management 119

Management CRM Sales Software 119

Hubspot Sales

SEPTEMBER 29, 2023

Every winning sales team has an excellent coach guiding them. This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support. Source Chorus.ai

Software 90

Software Software Sales Remote Working 90

PartnerTap

JANUARY 17, 2024

As I mentioned in Sales Is Broken Part 1 , traditional B2B sales is broken. Most sales reps didn’t hit their quota in 2023 and sales leaders were uniformly thrashed for failing to hit their targets. But there’s a more fundamental change causing the quota shortfall: buyers no longer want to talk with sales reps.

Procurement 59

Procurement Suppliers Sales B2B 59

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%. Anticipate nerves.

Sales Management 79

Sales Management Management Sales Meetings 79

PartnerTap

FEBRUARY 20, 2024

We know that the old sales playbook no longer works and sales transformation is a top priority in 2024. Companies have changed how they buy products and services for their companies, and sales deals today are exponentially more complex than they were 10 years ago. This is co-selling.

Leadership 52

Leadership Suppliers Sales CRM 52

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. Your seasoned, super-star reps lead the way. If any of your top salespeople leave your company, you may fall behind. So should you be worried about churn in your sales department?

Sales 118

Sales Brainstorming Leadership Insurance 118

Brooks Group

APRIL 4, 2023

Sales Leadership: Qualities Of A Sales Leader To be an effective leader, you need to make appropriate strategic decisions that fit within your organization’s vision and goals. You must inspire and motivate your team members so that they perform at their best. Sales is a mentoring-based career.

Sales Leadership 52

Sales Leadership Leadership Emotional Intelligence Sales 52

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024. John Barrows , CEO at JB Sales , recommends being selective in how you use AI. Let's dive in.

Sales 103

Sales Investors Prioritization Innovation 103

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Today, 68% of business leaders we surveyed believe it will help them scale in a way that would otherwise be impossible.

Co-Creation 84

Co-Creation Artificial Intelligence Sales Onboarding 84

Nutshell

MARCH 7, 2023

Before you can start closing deals and bringing in new customers, you’ve got to assemble a team of capable individuals. but rather a capable and dependable sales time. In this article, we’re breaking down some key tips on how to build a sales team that’s successful, reliable, and just maybe rivals Earth’s Mightiest Heroes.

Sales 62

Sales CRM Small Business Software 62

Sales Outcomes

DECEMBER 4, 2023

Until then, I wish you and yours a happy, safe, and restful holiday season. If your company is on a calendar year-end, there are 18 working days left before we head out for the holidays and close the books in 2023. What are the 3-5 critical success factors will increase your ability to achieve your goals?

Sales 52

Sales Prioritization Decision-making Marketing 52

Hubspot Sales

NOVEMBER 3, 2023

Sales teams dedicate a lot of their time to forecasting. Yet, over 50% of sales leaders question the accuracy of their sales forecasting efforts. Getting your estimates right is vital to your future business decisions. In today’s article, we’re going to focus on machine learning sales forecasting.

Artificial Intelligence 81

Artificial Intelligence Supply Chain Sales Decision-making 81

Showpad

FEBRUARY 9, 2024

It’s a must-have — because 57% of B2B customers expect content that is tailored to their unique needs (Forrester Personalization At Scale 2022 ). Sales, marketing, and account management teams must demonstrate a deep understanding of a buyer’s unique business needs by tailoring information to build trust and add value.

Account Management 52

Account Management Decision-making B2B Marketing 52

Arpedio

MARCH 20, 2024

Take a closer look into the common hurdles you may encounter in your ABS implementation, and explore effective strategies to overcome them. Securing buy-in from key stakeholders , including sales, marketing, and leadership teams, is crucial for the success of ABS initiatives. Are you already using Salesforce?

Government 52

Government Innovation Prioritization Facilitation 52

Hubspot Sales

AUGUST 30, 2023

But what changes will it bring to the sales industry? Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? Furthermore, we’ve interviewed leading sales teams to collect 11 AI sales predictions that you should watch in 2023. Let’s jump to the nitty-gritty.

Decision-making 89

Decision-making Sales Profitability Artificial Intelligence 89

PartnerTap

FEBRUARY 27, 2023

Channel and sales leaders are facing a tough market in 2023. Every team is expected to hit higher targets, but with fewer resources. Quotas are going up while teams are shrinking due to hiring freezes and attrition. Focus on your best partners Not every partner is equal.

Marketing 98

Marketing CRM Management Sales 98