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

Arpedio

DECEMBER 5, 2023

Gross sales and net sales are two of the most critical metrics used in sales performance analysis and financial reporting. Gross sales refer to the total revenue generated from the sale of goods or services before any deductions, such as discounts, returns, or allowances, are made.

Profitability 52

Profitability Sales Decision-making Acquisition 52

Arpedio

JANUARY 3, 2024

When it comes to sales strategy , businesses must weigh the pros and cons of direct sales and channel sales to determine the best approach for achieving revenue growth. Therefore, it’s crucial to select the right sales strategy that aligns with your business goals and target market.

Sales 52

Sales Profitability Value Proposition Retail 52

Hubspot Sales

OCTOBER 9, 2023

Over the years, many organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to "challenging" prospects. There is nothing worse in the world of selling than asking an executive a great question and then not knowing what to do with the answer.

Shareholders 105

Shareholders Value Proposition Profitability Decision-making 105

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? Your sales keynote speaker will set the tone for the rest of the event. A great speaker can help motivate your sales team, elevate your mission, and drive results. Step 1: Ask Your Sales Team The ultimate goal of a sales kickoff is to improve sales performance.

Sales 92

Sales Sales Training Meetings Media 92

The Center for Sales Strategy

MARCH 12, 2021

> Five Reasons Companies Fail to Hire Top Sales Talent – Selling Power. We all know that hiring the wrong salesperson is expensive. Research shows that high-tech companies lose as much as $2 million per year on a bad sales hire. Stephen Covey. AROUND THE WEB -. >

Remote Working 114

Remote Working Sales Marketing 114

Hubspot Sales

SEPTEMBER 6, 2022

According to HubSpot’s 2022 Sales Strategy Report , the third most popular goal for sales professionals in 2022 is prioritizing relationships with existing customers over new ones, and they’ll do so through upselling and cross-selling. How are reps cross-selling? How are reps down-selling? How are reps upselling?

Prioritization 101

Prioritization Sales Communication 101

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity? What is sales productivity?

CRM 71

CRM Sales Software Software 71

Arpedio

JANUARY 3, 2024

Profit margin is a percentage that represents the amount of profit a business earns on each sale after deducting all expenses. On the other hand, markup refers to the amount added to the cost of a product to determine its selling price. Suppose Business A sells a product for $50 that costs $30 to produce.

Profitability 52

Profitability Decision-making Marketing Management 52

Sales Outcomes

FEBRUARY 19, 2024

An experienced B2B salesperson will tell you that the sales cycle is a critical factor to success. So, how do you shorten the B2B sales cycle? There are many factors to consider, but here are four tips four tips that are sure to make an impact in shortening the sales cycle. Good selling! Adopt one or more of these tips.

B2B 52

B2B Value Proposition Suppliers Sales 52

Zendesk

APRIL 11, 2022

By understanding your company’s break-even point (BEP), you’ll provide your sales team with crucial insights into quotas, pricing, and growth opportunities. This can inform not only your sales strategies but also your long-term business plan. What is the break-even point in sales? What is the break-even point in sales?

Insurance 98

Insurance Profitability Investors Manufacturing 98

Account Manager Tips

MAY 1, 2021

A simple sales negotiation tactic. To do that, you need sales negotiation skills to convince them to buy more and, when the time comes, to renew. Sales and key account management Too often, key account managers retreat from sales-focused conversations because it feels manipulative. What is a sales negotiation?

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Hubspot Sales

MAY 5, 2023

Sales is a tough job under normal circumstances, but throw in a recession and things get even more complicated. This means retiring the old playbook and getting creative with your sales strategies. Here, we cover the top consumer spending trends in 2023, along with five key strategies for selling during an economic downturn.

Decision-making 108

Decision-making Sales Stakeholders Prioritization 108

Zendesk

NOVEMBER 9, 2021

Every company needs a sales plan. Without a plan, it’s easy to lose track of sales goals, lose momentum, and ultimately, lose money. Sales budgets can help—they make it easier to form concrete sales plans and greatly simplify sales management. What is a sales budget? What is a sales budget used for?

Sales 93

Sales Profitability CRM Communication 93

Hubspot Sales

DECEMBER 3, 2021

It's the starting point for calculating profit, and generating enough of it means your business can cover operating expenses and stay afloat in the long run. It's what a company produces from its primary income-generating activities, most likely sales. Profit takes revenue and deducts any expenses from the same period.

Profitability 109

Profitability Construction Retail Sales 109

Hubspot Sales

FEBRUARY 16, 2022

Any functioning business needs to keep careful tabs on its expenses. Some expenses are relatively consistent — the ones that go into funding the organization's ongoing, day-to-day operations. Those are most commonly referred to as non-operating expenses. Operating vs Non-Operating Expenses. Legal Fees and Settlements.

Leadership 89

Leadership Organization Marketing Sales 89

Hubspot Sales

SEPTEMBER 22, 2022

In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts. Sales Leaders' Primary Coaching Goals. Let's dive in.

Sales 122

Sales Sales Training Negotiation Facilitation 122

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

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. She says, “It's challenging when a potential user of your solution sees the value, wants to implement it, but is intimidated by the idea of having to sell it in — both to their boss and the head of finance.” You're welcome.

Decision-making 107

Decision-making Sales Finance Prioritization 107

PandaDoc

APRIL 30, 2024

Regularly keeping track of incremental sales is one of the best ways of determining how best to allocate your marketing resources. In this article, you’ll find out how to calculate incremental sales for any given marketing campaign, as well as some useful tips and best practices on how to maximize this metric.

Sales 52

Sales e-Learning Retail Advertising 52

PandaDoc

APRIL 17, 2024

“What is ACV in sales?”, What does ACV stand for in sales The meaning of ACV in sales is “annual contract value” and is a metric that tells you the revenue generated by a contract over a year. The importance of knowing ACV in sales ACV is an important metric for a variety of reasons. Sales or marketing managers.

Sales 52

Sales Internet Profitability CRM 52

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

Hubspot Sales

DECEMBER 13, 2022

It’s become pretty impossible to escape those themes, particularly if you’re a small business owner or on a sales team. Over the past two years, we’ve talked a lot about how the pandemic has sped up the rate of digital transformation, particularly in the shift to selling online. And, online payments won't make sales roles obsolete.

Digital Transformation 94

Digital Transformation B2C eCommerce B2B 94

Nutshell

MAY 11, 2023

You might be wondering, can you use AI for sales? Sales is a field that relies heavily on human interaction, but technology has always played a significant role in enhancing its efficiency and effectiveness. AI is one of the latest technologies that’s making a big impact on the world of sales. How can sales teams use AI?

Artificial Intelligence 118

Artificial Intelligence Sales Decision-making CRM 118

Hubspot Sales

OCTOBER 16, 2017

Sales compensation is one of the trickiest aspects of the sales organization to get right. How to create a good sales comp plan. Sales comp plan types. Sales contests and SPIFs. How sales compensation should work. A sales compensation plan operates from a basic principle: Money drives behavior.

Sales 133

Sales Profitability Account Management Decision-making 133

Zendesk

AUGUST 2, 2021

The same is true when trying to build a sales team and a sales strategy without sales analytics. Just like understanding benchmarks and working through practice tests will help you tackle an AP exam, using sales analytics and analytics tools will help you boost sales numbers. What is sales analytics?

Sales Analytics 98

Sales Analytics Sales Supply Chain Profitability 98

Arpedio

DECEMBER 20, 2023

Upselling is a sales technique that can help businesses to boost revenue and enhance customer satisfaction. With its purpose to encourage customers to purchase products or services that are of higher value or complementary to their intended purchase, upselling is a powerful tool that can lead to increased sales and profits.

Profitability 52

Profitability Customer Experience Sales Marketing 52

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

SBI Growth

NOVEMBER 6, 2018

A indirect selling model has plenty of benefits. Hiring a direct sales team is expensive. Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. A fledgling company looking for additional capital to bring on headcount.

Sales 101

Sales Acquisition 101

Hubspot Sales

DECEMBER 23, 2021

A customer's revenue potential doesn't immediately end at the point of sale. There's a wealth of opportunity for more business beyond each initial purchase — and practices known as cross-selling and upselling can help you tap into it. Cross-selling is encouraging the purchase of anything in conjunction with the primary product.

eCommerce 141

eCommerce Software Software Customer Success 141

Account Management Skills

MARCH 27, 2024

This episode is for you if you’re an agency owner either interested in buying agencies to grow, or selling your agency at some point. They want more predictable client retention and growth, which is less expensive than pitching for new business. And ultimately, what they are looking for are three things.

Account Growth 52

Account Growth Account Management Acquisition Management 52

Brooks Group

APRIL 1, 2022

Sales training that sticks, however, results in behavior change because it’s reinforced. That requires involvement and buy-in from both sales leaders and salespeople. For example, if sales don’t improve by next quarter, a company may be considering layoffs. . There are typically 20 to 25 selling days in a month.

Sales Training 89

Sales Training Sales Facilitation Meetings 89

Hubspot Sales

DECEMBER 20, 2021

One of these terms is operating expenses , and you are about to get a crash course in understanding and improving your business’s operating expenses. What are operating expenses? Before we get any further, let’s discuss what operating expenses are and why you need to not only know about them but care about them as well.

Manufacturing 102

Manufacturing Advertising Insurance Profitability 102

Nutshell

JANUARY 19, 2024

At the end of the day, the goal of every business is to win sales and earn revenue. That means you can spend time focusing on things like marketing, sales, product innovation, and more. If you sell to consumers, many of them will already know and trust PayPal. That’s where invoicing software comes into play.

Software 71

Software Software Sales Analytics Digitalization 71

Hubspot Sales

FEBRUARY 11, 2020

That’s more or less why they sell goods and services or even exist in the first place. One of those potentially confusing metrics is known as sales revenue, and I’ve compiled information to offer you some insight into what it is, how to calculate it, how it relates to other income figures, and why it’s important to understand it.

Profitability 95

Profitability Sales 95

Brooks Group

FEBRUARY 28, 2023

Why Should You Consider Virtual Sales Training Programs? The shorter time frame allows for faster concept adoption, ultimately leading to better sales performance. Virtual training programs are typically interactive and structured, with modules covering sales fundamentals.

Sales Training 52

Sales Training e-Learning Sales Digitalization 52

SalesGlobe

NOVEMBER 4, 2021

The future of sales is here, and it’s not about changing a sales methodology and adapting your “talk track.” The interaction between buyers and sellers is the most impactful sales dynamic. From the earliest days of commerce, selling has always been about face-to-face interaction. Virtual Selling. Face-to-Face.

Artificial Intelligence 52

Artificial Intelligence Virtual Selling Internet Sales 52