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. Checking all of those boxes, within the budget you’ve been given, can be daunting.

Sales 92

Sales Sales Training Meetings Media 92

Red Star Kim

SEPTEMBER 26, 2022

Plus everyone is so busy it can be hard to find the time to chat informally which is a great source of knowledge, insight and comfort. This reflects on the importance of peer group networks – most know the value of connecting with those in similar roles in related firms to share ideas. What motivates them? What are their challenges?

Digitalization 147

Digitalization Media Marketing Communication 147

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

Nutshell

AUGUST 29, 2023

Your sales pipeline is a representation of the journey your customers take when they interact with your company. From the moment they first make contact with you to well after they book with you, your sales hospitality sales pipeline is key to providing guests with a smooth customer journey.

Management 62

Management CRM Negotiation Sales 62

Hubspot Sales

JANUARY 6, 2021

You've established the various stages of your sales process. The concept that underlies all those points is known as sales effectiveness. Here, we'll go over what that means, how to most aptly measure it, some steps you can take to improve yours, and some of the best resources available to get the most out of your sales process.

Sales 140

Sales CRM Banking Organization 140

Hubspot Sales

AUGUST 25, 2022

As anyone in sales knows, there is nothing worse than a sales slump. Experiencing a sales slump can make you question your ability, or worse, your entire career. Experiencing a sales slump can make you question your ability, or worse, your entire career. Are your current actions in line with your typical sales activity?

Sales 115

Sales Meetings CRM Publishing 115

Hubspot Sales

JUNE 29, 2023

Insurance sales is a highly lucrative industry. In this guide, we’ll explore everything about starting a career in insurance sales, including the pros, cons, and tips to help you succeed. Table of Contents What is insurance sales? Limitless Earning Potential Many insurance sales agents get commission-based income.

Insurance 99

Insurance Sales Interpersonal Skills Decision-making 99

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. What are the Building Blocks of Sales Enablement? Let’s dig in.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. But first, we’ll dive into the benefits sales prospecting tools have for your organization.

Artificial Intelligence 107

Artificial Intelligence Sales CRM Decision-making 107

Red Star Kim

OCTOBER 3, 2022

I’m delighted that this session received 100% on “Very satisfied” ratings for both the overall rating and quality of the speaker. But most agreed that quality (client type, nature of work and value) was more important than quantity. There was also this fabulous comment “Kim had so much in-depth knowledge. Qualification.

Decision-making 130

Decision-making Communication Meetings Marketing 130

Red Star Kim

JUNE 15, 2023

Our Product | Beauhurst Crunchbase – High growth startups and industry trends Find Next Investment – Crunchbase DataGardener – All companies in the UK (from Companies House). At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

FEBRUARY 15, 2024

People and Problem-Solving Skills Facilitating, coaching, mentoring and consulting all require great people skills. All of them (to a greater or lesser extent) result in learning and the acquisition of new skills and behaviours. We tackled delegate questions as well as coaching and consulting scenarios along the way. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Mike Kunkle

JUNE 12, 2022

At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. In some cases, it wasn’t the first time that they had to act. I hope this will contained to not-yet-profitable, seed-funded early-stage companies with burn-rate/runway issues, but as the recession gears up, it may spread.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Arpedio

MARCH 13, 2024

In the ever-evolving landscape of sales and marketing, one term that has been gaining significant traction is “product-led sales.” ” This approach represents a fundamental shift in how businesses engage with their customers, placing the product itself at the forefront of the sales process.

Acquisition 52

Acquisition Prioritization Onboarding Sales 52

Red Star Kim

JUNE 1, 2023

Some delegates were highly experienced in pitching (and their roles focused on pitching and tenders), whereas others were at the start of their journey and/or had only occasional exposure to pitches. There is more information on branding theory Book review – Managing Brands (kimtasso.com).

Value Proposition 130

Value Proposition Innovation Marketing Media 130

SalesGlobe

JANUARY 19, 2024

This means that the final payout for the year will be based on the total quota attainment for that year, reconciled to incentive payout earned to actual paid through that time. The management team has the discretion to set the quarterly number for each of the sales teams. At year-end, the annual quota and attainment will be trued-up.

Innovation 52

Innovation Leadership Sales Leadership Communication 52

Hubspot Sales

AUGUST 2, 2023

Sending cold emails, leading prospects through sales calls, and following up all take time and articulation. Sales teams everywhere are starting to use AI to streamline these processes and craft better pitches. If you aren’t already testing or deploying AI in your sales processes, you’re behind. Open a chat window.

Artificial Intelligence 83

Artificial Intelligence Insurance Sales Small Business 83

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

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. Sales Productivity Tools. HubSpot Sales Platform. Gamifier makes sales performance fun.

Account Planning 113

Account Planning Sales CRM Prioritization 113

Arpedio

FEBRUARY 15, 2024

In the fast-paced world of sales and marketing, success hinges not only on closing deals but also on the groundwork laid long before a transaction takes place. Definition of Pre-Sales In the realm of business, particularly in sales and marketing, the term “pre-sales” holds significant weight.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Think about it this way: If you're a sales manager and you help each of your 10 reps sell 20% more, you've essentially just "created” two new salespeople. Why would this be?

Sales Management 122

Sales Management Management Sales Onboarding 122

Brooks Group

JULY 27, 2022

As we pass the half-way point of the year, sales managers may start to hear a few grumblings that quotas are too high. While it’s wise to reassess sales targets to make sure they are realistic, assuming they are too high might be a mistake. Forbes reported that in 2017 that 57% of sales reps failed to meet quota.

Supply Chain 75

Supply Chain Sales Sales Training Negotiation 75

OnStrategyHQ

APRIL 24, 2023

We’ve compiled an complete guide that includes an overview on what is a KPI, the benefits of good indicators, and list of KPI examples [organized by department and industry] for your reference as you begin developing your organization’s key performance indicators. Play Watch the video Video Transcript – How to Write KPIs Hi, my name is Erica Olsen.

Profitability 105

Profitability Publishing CRM Insurance 105

SalesGlobe

JUNE 6, 2022

Regardless, these factors all played a role in the war for talent, which caused companies to hire people on average at 20% more than the job is really “worth,” which contributed to the pay compression problem that we are facing today. The challenge I’d like to address today is pay compression across the Unites States. Or will it?

Sales 52

Sales Innovation Remote Working CRM 52

Arpedio

FEBRUARY 26, 2024

In today’s hyper-competitive business landscape, the traditional sales approach of casting a wide net and hoping for the best no longer suffices. Enter Target Account Selling (TAS) – a meticulously crafted approach that focuses on precision rather than volume, quality over quantity, and personalization above all else.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Hubspot Sales

MARCH 19, 2022

The goal of any sales organization is, ultimately, to increase revenue. Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets. Creating a healthy, effective goal-driven sales environment is vital for long-term success and employee satisfaction.

Sales Environment 123

Sales Environment Sales Prioritization Organization 123

Hubspot Sales

NOVEMBER 2, 2017

If you’re in sales, and this is your first year on the job, you should make it a priority to read the following 12 books. That's a book a month -- meaning you'll be fully ramped and selling like a pro by your one-year anniversary. Best Books for New Sales Reps. The 7 Habits of Highly Effective People.

Sales 105

Sales Publishing Decision-making Communication 105

Hubspot Sales

JUNE 8, 2022

Even the most prolific salespeople aren't immune to the summer slump. It's a rough time for people whose job revolves around connecting. Good news first: In 2021, businesses saw a higher rate of deal closings than they did in pre-pandemic years. Last summer, global traffic dipped across almost all industries and segments.

Construction 124

Construction Manufacturing Transportation Profitability 124

Showpad

AUGUST 18, 2020

Sales enablement shouldn’t automate bad practices. And now that all these AI tools are available, I shouldn’t use them?”. What are “bad” sales practices? The worst of bad sales practices happens in the prospecting phase, sometimes processed by marketing, sometimes by sales. I hear you.

Digital Transformation 127

Digital Transformation Sales e-Learning Digitalization 127

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52

Hubspot Sales

NOVEMBER 6, 2018

Beane’s strategy -- as depicted in the 2011 film, “Moneyball” -- has traversed beyond the world of baseball to nearly all sectors of business and has become synonymous with making data-driven decisions. If Billy Beane were to take over a sales organization today, he would feel like he’d traveled back by about 20 years. Call activity.

Sales 88

Sales Value Proposition Organization Publishing 88

Red Star Kim

JUNE 20, 2022

Delegates on my coaching training sessions often ask for recommendations of good books on coaching and this is a mature, comprehensive and challenging exploration of what it takes to be a great coach. So here is a book review of Coaching skills: A handbook by Jenny Rogers. About the author. What is coaching? .

Client Relationships 130

Client Relationships Facilitation Brainstorming Meetings 130

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. What is Sales Coaching?

Sales 52

Sales Account Management Stakeholders CRM 52

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.

B2B 136

B2B Value Proposition Decision-making Sales 136

Hubspot Sales

MAY 10, 2022

Text messaging for sales is an excellent way for you to stay top-of-mind as your prospects consider their product options. Chances are that if they’re speaking with you, they’re speaking with a competitor to see who will offer them the best rates and customer service. Why text sales prospects? It’s unadvisable to fall behind.

Value Proposition 98

Value Proposition Sales Communication Meetings 98

SuperOffice

AUGUST 1, 2022

When you start building your first marketing strategy, all you think of is how to get new customers. All you want is to attract more people who might be interested in your product or service. Time passes and you notice that it takes you a lot of effort to convert and serve new customers, yet your profits grow rather slowly.

Decision-making 117

Decision-making Prioritization B2B Marketing 117

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