Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in quota attainment 19.7%

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

JUNE 1, 2023

Value propositions Knowing how you will differentiate from competitors will be the foundation on which you base your value proposition and a key part of your pitch sales strategy. It also sees the “salesperson” (our fee-earners) and an insightful sales process as part of the value proposition.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Hubspot Sales

DECEMBER 30, 2020

Have you ever felt like your sales team is doing an okay job, but you know they could be doing better? On the other hand, if you provide them with a strategic sales plan that clearly outlines the company's goals — and a thoughtfully laid out system to get there — you can expect your salespeople to impress.

Sales Management 108

Sales Management Management Shareholders Sales 108

Mike Kunkle

OCTOBER 24, 2021

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. Five Questions That Will Help You Plan for Impact. Let’s dig in.

Prioritization 130

Prioritization Sales Sales Analytics Sales Training 130

The Center for Sales Strategy

MARCH 18, 2022

"A person always going hir or her best becomes a natural leader, just by example.". > How To Create An Exciting Portrait of Hope Through Strategic Planning – The Great Game of Business. When many business owners and executives hear the words "Strategic Planning," their minds jump to another topic.

Sales 107

Sales Organization 107

OnStrategyHQ

DECEMBER 20, 2023

The Strategic Planning Process in 4 Steps To help you throughout our strategic planning framework, we have created a how-to guide on the basics of a strategic plan, which we will take you through step-by-step. Free Strategic Planning Guide What is Strategic Planning?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Mike Kunkle

MAY 30, 2023

The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ Once you define the big picture, you can work backward from there to design your action plan. In sales, your goal may be to own a certain share of the market. Your sales strategy is a long-range plan for reaching your goal.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

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. So, what do you plan to do about it? Sales and company leaders, imagine you are a ship captain. How will you plan for a much tougher environment? Back to being a sales leader.

Account Planning 130

Account Planning Sales Value Proposition Sales Management 130

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

Brooks Group

SEPTEMBER 7, 2023

The success of any substantive change to your sales approach relies on company-wide buy-in. The same is true for implementing a new strategic account management plan. This is the type of change that can potentially lengthen the sales cycle and confuse your consultative sales professionals.

Account Management 52

Account Management Management Account Planning Sales 52

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 78

Sales Management Management Sales Meetings 78

Revenue Storm

FEBRUARY 15, 2022

For 20 years, I had a monthly sales quota. Each and every month, I learned there are some critical actions every sales leader should be taking as we head towards the end of the first quarter. Here’s an example: If you have a 6+ month sales cycle, you have just 18 weeks (or 90 business days) to fill your pipeline for 2022!

Value Proposition 78

Value Proposition Global Accounts Sales Account Management 78

Brooks Group

SEPTEMBER 26, 2023

Sales kickoff season is here. It’s time to plan your sales strategy, train your sales professionals, crank up the energy, and motivate everyone for the next year. But in this unpredictable economy, sales organizations must be more agile and resilient than ever. But coordinating all the right elements can be tricky.

Sales 76

Sales Meetings Sales Training Prioritization 76

Mike Kunkle

JUNE 12, 2022

If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. Even under financial and emotional duress, strive to make calm, thoughtful, strategic decisions. But at a time like this, you can’t afford not to be strategic and logical.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Sales Readiness Group

AUGUST 25, 2022

Sales Coaching is the most important way a manager can improve how their sales team sells. The power of sales coaching is that it can be personalized to the individual needs of each member of the sales team.

Account Management 62

Account Management Sales Management Sales Training 62

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. Since sales forecasting is a rather complex and time-consuming process, organizations seek ways to improve it, with many turning to machine learning.

Artificial Intelligence 80

Artificial Intelligence Supply Chain Sales Decision-making 80

ProlifIQ

MARCH 30, 2023

Account Planning Template for B2B Sales Teams You can steal the key account plan template we use with customers here. We’ll cover each part including: Business Overview Objectives & goals Relationship Mapping White Space (Expansion) Action Introduction: What is Account Planning?

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

PandaDoc

APRIL 25, 2023

A sales plan is a roadmap that outlines your business’s strategy for selling its products or services. Acting as an essential tool for businesses of all sizes and in all industries, a robust sales plan helps to identify sales goals, target markets, and sales tactics to achieve those goals.

Sales 52

Sales Government Business Planning CRM 52

CSSP

FEBRUARY 28, 2024

In my last two posts, I discussed two of the three things that people get wrong in strategic planning: information and buy-in. Data Sources As I mentioned in a previous post, people tend to want to find definitive sources of data for their strategic planning. These sources rarely exist.

Insurance 52

Insurance Suppliers Decision-making Publishing 52

OnStrategyHQ

APRIL 24, 2023

As your organization begins to sketch out what your strategic plan might look like, it’s likely to come to your attention that you’ll need to gain consensus around what your key performance indicators will be and how they will impact your organization. If you haven’t thought much about your KPIs yet, that’s okay. We can help!

Profitability 105

Profitability Publishing CRM Insurance 105

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. So here are ideas on how to engage fee-earners in the M&BD planning process. The company might submit a brief.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Brooks Group

NOVEMBER 14, 2023

What is a sales strategy? It’s a long range plan for reaching a goal. Every sales leader understands there are pitfalls to building a sales strategy. Many sales teams engage in activities that are working against them, without even realizing it. Strategic priorities are built on educated guesses.

Supply Chain 52

Supply Chain Sales Sales Training Meetings 52

Brooks Group

FEBRUARY 27, 2024

For example, you could put Lee and Levi’s in the same category of durable, affordable, classic jeans. In the absence of value-added components, the sale of virtually any offering depends on the bottom line. For example, you can create a “Hall of Fame” and call out high achievers. You reward them for being excellent customers.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

QYMATIX

MAY 18, 2021

Sales and Operations Planning (S&OP) is probably the most important planning process of any company. Simplified, S&OP designates business planning at a strategic level. It forms the basis for a demand-oriented planning, a trouble-free sales planning and the financial development of the business.

Key Account Management 98

Key Account Management Account Management Sales Decision-making 98

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

FEBRUARY 28, 2019

Whether you're setting personal or business goals, you likely created a plan to achieve them. One example of a situation where planning and strategy come in handy is during a job search. Have you taken a step back and thought about a specific type of sales job you want? Strategic vs. Tactical Planning.

Internet 123

Internet Sales Management Organization Meetings 123

Flevy

FEBRUARY 25, 2024

Strategic Planning is the quintessential Strategy function that involves setting objectives, analyzing competitive environments, assessing internal capabilities, and devising actionable strategies. The role of Strategic Planning is pivotal across industries, serving as a guiding beacon for decision-making and resource allocation.

Supply Chain 52

Supply Chain Management Digital Transformation Decision-making 52

Hubspot Sales

JUNE 6, 2019

Considering a career in sales but want something that pushes the limits of a traditional sales rep’s role? Enter, the sales analyst. It’s a sales operations role that’s less about selling a product or service to customers and more about selling next steps and solutions to your internal sales team. Sales Analyst.

Supply Chain 110

Supply Chain Finance Sales Account Management 110

Hubspot Sales

APRIL 3, 2019

So, what's the plan? Or should I say, what's the strategic plan? But, with strategic planning, businesses can increase productivity, profitability, and increase their longevity by creating a clear plan for the future. Does strategic planning sound too good to be true? Strategic Planning.

Stakeholders 103

Stakeholders Sales Software Software 103

Arpedio

NOVEMBER 27, 2023

2023/2024 Industry Report Discover the power of sales tech in private equity-backed firms Download report ← Back to blog In this comprehensive report we uncover the strategies and success stories of PE-backed companies that have excelled in the realm of sales optimization. Account Management Build powerful account plans in Salesforce.

Acquisition 52

Acquisition Facilitation Account Planning Stakeholders 52

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

B2C 118

B2C Transportation Decision-making Logistics 118

Apptivo

DECEMBER 21, 2022

Best sales automation examples. How does Sales automation help the sales team to boost sales? Best Marketing Automation Examples. Creating efficient sales and marketing workflows eliminates the need for repetitive tasks. Best sales automation examples. Nurturing warm leads.

Marketing 98

Marketing Sales Media Software 98

Hubspot Sales

DECEMBER 14, 2020

As a sales leader, you know how important it is for your sales teams to be ready and adapt to change as it comes. This is especially important since sales performance is often a critical factor in determining how businesses can grow since revenue gives them the means to expand. Sell The Need For Change.

Sales 144

Sales Software Software Meetings 144

Showpad

SEPTEMBER 1, 2020

Measuring the ROI of sales enablement is truly the master discipline. You learned about the three critical success factors of enablement , how to l everage sales enablement for digital transformation and how your leadership is required to lead through change. For instance, sales enablement creates an ROI of up to 15.3%

Sales 132

Sales Stakeholders Onboarding Leadership 132

Showpad

JUNE 9, 2020

Should you centralize sales enablement? Driving sales enablement impact requires the right set-up: strategic, formal and charter-based. Driving sales enablement impact requires the right set-up: strategic, formal and charter-based. No matter your definition of sales enablement, the data is straight forward.

Sales 121

Sales Sales Management Organization Government 121