Upland

JANUARY 29, 2024

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Upland

JANUARY 26, 2023

We are a more connected, virtual, and tech savvy business world than ever before. However, one thing remains consistent – when it comes to complex sales, buyers prefer a human touch. If B2B sales is your domain, you may have already heard about account-based selling (ABS). Large B2B sales deals are not done one-on-one.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Brooks Group

AUGUST 28, 2023

If you haven’t already, it’s time your sales team abandons outdated “used car sales” tactics to reach their quota. So, sales organizations need focus on improving their sellers’ sales skills and strategic thinking abilities. Identify Buyer Pain Points Pain is a prime motivator to action.

Sales 61

Sales Suppliers Decision-making Sales Training 61

Arpedio

FEBRUARY 22, 2024

In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. Consultative selling is more than just a sales technique; it’s a philosophy centered around empathy, collaboration, and problem-solving. What is Consultative Selling?

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Hubspot Sales

JUNE 13, 2023

As prospecting is an extremely critical step in the sales process , adopting AI to help with your processes is worth considering. Read on to learn more about using AI for sales prospecting and specific use cases for generative AI. I want to email a sales director to introduce my company, Field. Writing prospect outreach content.

Artificial Intelligence 114

Artificial Intelligence Value Proposition Sales B2C 114

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively.

Software 52

Software Software Decision-making Performance Review 52

Strategic Account Management Association

APRIL 5, 2021

Let me break it down for you: Not only does the 10-K assist you in understanding the company you’re working with, but it also provides intelligence that allows you to tap into the client executive’s mindset to uncover ideas the client is interested in and to identify untapped opportunities. factors in plain black and white (literally!).

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Arpedio

FEBRUARY 5, 2024

Whitespace in sales is a concept that holds immense potential for businesses seeking enhanced growth and customer acquisition. By uncovering these whitespace opportunities, businesses can position themselves as pioneers in their industry, gaining a competitive advantage over their rivals.

Acquisition 52

Acquisition Decision-making Sales Innovation 52

Brooks Group

JULY 14, 2023

To stay relevant and get ahead of the competition, your salespeople must be capable of selling not only your offering but also of selling themselves as strategic advisors capable of helping solve their prospects’ and customers’ business problems. A consultative sales approach is the skill they need in order to do that.

Sales 71

Sales Sales Training Brainstorming Communication 71

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 Stakeholders Sales 52

Hubspot Sales

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Sales pros spend hours a day on manual and administrative tasks. Luckily, AI is paving the way to reduce or even eliminate the time you spend on routine sales tasks. How much time?

Artificial Intelligence 102

Artificial Intelligence CRM Sales Meetings 102

Hubspot Sales

JUNE 7, 2021

Sales principles are the fundamental concepts that ring true in every sales process. By keeping the seven sales principles below in mind as you’re selling, you’ll make sure your strategy is customer-centric and effective. Read on for the best sales principles your team should be using with every deal.

Sales 116

Sales Stakeholders Profitability CRM 116

Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. Let’s delve into the importance of pre-sales strategy and its impact on overall business success. What is a Pre-Sales Strategy?

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Arpedio

DECEMBER 20, 2023

Solution Selling is a customer-focused sales approach that prioritizes solving customer problems through tailored solutions. In the context of sales, Solution Selling is a customer-focused approach that aims to provide tailored solutions to meet specific customer needs.

Prioritization 52

Prioritization Decision-making Meetings Organization 52

Arpedio

APRIL 11, 2024

Introduction to AI in Sales In the dynamic landscape of modern sales, Artificial Intelligence (AI) is revolutionizing traditional approaches and unlocking unprecedented opportunities for growth and efficiency. Let’s delve into the world of AI and discover how it’s reshaping the sales landscape. What is AI for Sales?

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Strategic Account Management Association

AUGUST 6, 2021

Additionally, customers have started to explore greater independence through forward integration (a push by carriers entering the freight-forwarding business) as well as through backward integration (insourcing, in some cases, the capabilities needed to manage express and domestic deliveries). “In

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

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

Hubspot Sales

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.

Negotiation 96

Negotiation Telecommunications Sales Software 96

Showpad

NOVEMBER 12, 2020

It’s your job then, as a seller, to uncover those needs. Furthermore, 71% of buyers say a seller’s ability to uncover their wants, needs and desires highly influences their purchase decisions. Before sharing these differences, you first need to know the two types of needs that you’ll need to uncover. or “Where is the pain?”—you’ll

Virtual Selling 116

Virtual Selling Meetings Sales Training Decision-making 116

Upland

FEBRUARY 3, 2023

Typically, there can be up to 10 individuals involved in a B2B sale. What is a Relationship Map in B2B Sales? The result is to land a deal or expand business opportunities within an existing customer account. The organizational chart is effective at helping sellers understand the official hierarchy within a business.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. People in these different positions have varied interests, goals, and overall desires towards the products and services they use to meet their business needs. Identifying Sales Leads.

Stakeholders 110

Stakeholders Decision-making Sales B2B 110

Hubspot Sales

DECEMBER 21, 2020

If your sales team is struggling to speak to the right customers or close deals, try the MEDDIC sales qualification process. What is the MEDDIC sales qualification? The MEDDIC sales qualification process is a framework of questions used to qualify prospects and potential buyers. Why is MEDDIC so powerful?

Decision-making 120

Decision-making Sales Onboarding CRM 120

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

MARCH 1, 2019

The term, "sales", encompasses all activities involved in selling a product or service to a consumer or business. But "sales" means so much more for businesses. Companies have entire sales organizations comprised of employees that are dedicated to selling their products and services. What is sales?

Sales 118

Sales Decision-making Organization Prioritization 118

Apptivo

JULY 6, 2023

Sales prospecting can makе or brеak a businеss’ succеss. In this ultimatе guidе, we’ll takе a closеr look at salеs prospеcting, its importancе, and the strategies and tеchniquеs that can bе usеd to create an effective sales prospecting plan. What is Sales Prospecting? The Importance of Sales Prospecting 3.

Sales 52

Sales CRM Healthcare Prioritization 52

Hubspot Sales

JANUARY 17, 2023

If you have an interest in tech — and an even greater interest in helping people — a career in tech sales could be a smart move. Here, we'll cover the basics of tech sales, the pros and cons of working in this industry, and how you can kickstart a career in tech sales in 2023. What is tech sales? What is a tech sales rep?

Sales 108

Sales Software Software Negotiation 108

Arpedio

APRIL 3, 2024

Solution selling is a sales methodology focused on addressing the specific needs and challenges of customers by providing comprehensive solutions rather than simply selling products or services. The solution selling approach requires a deep understanding of the customer’s industry, business environment, and competitive landscape.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Brooks Group

NOVEMBER 10, 2023

Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. At the same time, deals take longer to make their way through the sales process than they used to. In a dynamic and competitive world, sales efficiency is paramount. That’s true in any sales landscape.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

CoSell

DECEMBER 24, 2020

I just got off the phone with Ned*, a regional Sales V.P., He was bemoaning the fact that he didn’t know exactly how to qualify the quantity of sales opportunities from his team. Knowing how to qualify your B2B sales opportunities is a huge issue in sales. SPIN stands for Situation, Pain, Implication, and Need-Payoff.

B2B 98

B2B Sales Profitability Prioritization 98

Hubspot Sales

NOVEMBER 2, 2020

In fact, I think most sales reps enjoy a solid methodology even more than I do. A popular sales method, the Sandler methodology, has been around for over 50 years. As a sales rep, this is an important methodology to consider because 88% of salespeople with Sandler training said their sales strategy improved.

Sales 103

Sales Decision-making Prioritization Communication 103

Scovel

SEPTEMBER 22, 2021

Buyers have pressure to buy a solution to solve a business pain point. bctt tweet=”Be a consultant and your buyer will open up and will confess their pain points. We have to understand that the buyers are busy people and they would like to optimize their time with people they believe are worth their time.

Media 98

Media Decision-making B2B Organization 98

Hubspot Sales

NOVEMBER 30, 2020

Wouldn't growing your consulting business be so much easier if you felt comfortable promoting yourself? If you’re an introvert , you may feel like if you could force yourself to be more extroverted, sales and marketing would be a breeze. When she started her consulting business, she thought marketing was about automated outreach.

Advertising 107

Advertising Sales Decision-making Insurance 107

Arpedio

JANUARY 31, 2024

In the following, we’ll uncover the intricacies of ABM by answering all your most essential questions. So, get ready for a journey that uncovers the present and anticipates the exciting possibilities ahead in the world of Account-Based Marketing! Question: Why ABM and not Traditional Marketing?

Marketing 52

Marketing Facilitation Digitalization Acquisition 52

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? Lead management focuses on achieving sales goals in the short to medium term, while opportunity management is more about leveraging strategic relationships to achieve long-term growth goals. But opportunities can be much more than that.

Management 52

Management CRM Sales Decision-making 52

Hubspot Sales

OCTOBER 26, 2020

Of the many sales metrics that businesses track, none is scrutinized more closely than the prized win rate. Companies use win rate to determine which time periods, sales reps, and win/loss reasons produce the strongest likelihood that a prospect will become a customer for the business. Use a Sales Win Rate Calculator.

Sales 124

Sales Decision-making CRM Meetings 124

Flevy

AUGUST 8, 2023

The framework provides a robust approach to ascertaining customer requirements and pain points. JTBD Theory gives organizations the capability to create Products and Business Models that have a profound impact on their target market. The objective behind JTBD Theory is to modify the Innovation process into a scientific method.

Innovation 95

Innovation Value Proposition Digital Transformation Customer Experience 95

Scovel

SEPTEMBER 22, 2021

Buyers have pressure to buy a solution to solve a business pain point. What would have happened when the two of you ideated on the pain points of the buyer and came up with multiple solutions and the buyer chose one of those. bctt tweet=”Be a consultant and your buyer will open up and will confess their pain points.

B2B 87

B2B Media Decision-making Digitalization 87