Customer Think

DECEMBER 10, 2021

I get into a lot of conversations with sales people and leaders about winning business. Win rates are too low, I ask people what they think they need to do to increase the win rate. Usually the answers have something to do with product/offering capabilities and competitiveness, and the standby-price.

Sales 67

Sales 67

Sales Outcomes

AUGUST 23, 2021

However, suppose your opportunity win rate is less than 25%. For more Tips to Improve B2B Win Rates, Click Here to Subscribe to Two-Bullet-Tuesday. The post Discovery Before Demo to Increase Win Rates appeared first on Sales Outcomes.

Value Proposition 59

Value Proposition Software Software Decision-making 59

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

Force Management

APRIL 29, 2021

Our April episodes cover sales fundamentals that reps can implement right now to improve win rates and margins. Review each episode below, and encourage your sales reps and managers to listen in. Review each episode below, and encourage your sales reps and managers to listen in.

Management 53

Management Sales 53

Sales Readiness Group

MARCH 18, 2021

Managing your team’s sales pipeline is both an art and a science – and that’s why it’s one of the most challenging aspects of sales management. At the heart of this challenge are differing perspectives as to what constitutes a healthy pipeline.

Management 118

Management Sales Management Sales 118

Force Management

FEBRUARY 23, 2022

Whether you've recently launched a sales initiative or are simply looking for ways to support your sales team as the quarter progresses, one thing is certain — you've got numbers to hit. After all, great selling is great selling.

Leadership 89

Leadership Sales Negotiation 89

Miller Heiman Group

FEBRUARY 11, 2019

Just 47 percent of forecasted opportunities resulted in wins, identical to 2017, while losses of forecast deals increased to 32 percent. While the win rates for sellers considered an “approved vendor” was just 40 percent, that number leapt to 60 percent for those considered a “trusted partner.”. Perspective. Ask your customers.

Stakeholders 96

Stakeholders Prioritization Leadership Sales 96

Corporate Visions

AUGUST 16, 2023

Sales needs to start using win-loss data to improve seller performance. Learn how to obtain win-loss data from your buyers and use it to identify coaching opportunities for each of your sellers. According to buyers, 53% of lost deals were winnable if the sellers had done something differently.

Sales 52

Sales 52

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.

Sales 258

Sales Finance Decision-making Profitability 258

Showpad

APRIL 28, 2020

Run-of-the-mill sales strategies no longer cut it. That’s why companies are increasingly turning to sales enablement to empower sellers to have more meaningful, value-driven and consultative conversations with buyers. Increase sales productivity and active selling time. CSO Insights revealed that while only 19.3%

Onboarding 52

Onboarding Sales Decision-making Marketing 52

Upland

MARCH 13, 2023

Sales forecasting is equal parts art and science, right? The ‘art’ aspect of sales forecasting doesn’t need to be an educated guest. What is a Sales Forecast? Is Sales Forecasting Outdated? Some claim that sales forecasting is outdated. However, sales forecasting is still relevant today.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

Gary Smith Partners

NOVEMBER 4, 2020

The post How Contact Roles Can Increase Your Opportunity Win Rate appeared first on The Gary Smith Partnership.

Account Planning 52

Account Planning Sales 52

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Sales enablement tools like CRM platforms help increase sales velocity.

B2C 52

B2C Sales e-Learning Software 52

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%.”

B2B 198

B2B Sales Decision-making Negotiation 198

Brooks Group

FEBRUARY 23, 2024

Qualifying prospects is one of the selling skills every great sales professional relies on. That’s because filling your sales pipeline is a numbers game. Buyers leave the funnel for many reasons as they progress through the sales process : lack of budget, timing, or wrong fit to name a few.

Prioritization 81

Prioritization Sales Training Sales Construction 81

Brooks Group

MARCH 6, 2024

Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well.

Organization 85

Organization Account Management Sales Sales Training 85

RAIN Group

APRIL 5, 2023

You’d be hard-pressed to find an organization that didn’t want its sellers and sales teams to meet their goals in the face of challenging conditions and do so with high win rates and strong pricing. Sales training is one obvious way for organizations to build such teams.

Sales Training 93

Sales Training Sales Meetings Organization 93

Revenue Storm

MARCH 28, 2023

Sales organizations in the high-tech arena have been hit with several redefining trends over the last several years – the shift to virtual relationships, the drive to commoditization by the buyer, the unbelievable acceleration of digital technology, and the redefining of market boundaries. This is no longer the case!

Organization 78

Organization CRM Sales Leadership 78

SBI Growth

AUGUST 25, 2013

The software company’s VP of Sales boasted about his win rate. If the sales team was getting better, why did they keep missing quota? If the sales team was getting better, why did they keep missing quota? The Sales team hadn’t vastly improved. Sales used to know when they’d been eliminated.

Software 125

Software Software Internet B2B 125

Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Because getting these right, having them support each other, and fostering adoption and mastery, improves revenue plan attainment, individual rep quota attainment rates, and win rates.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

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. Conduct win-loss analysis.

Sales 188

Sales Prioritization Innovation Leadership 188

Hubspot Sales

MARCH 11, 2024

For the last six years, I’ve been an avid user and champion of using async video in my day-to-day as a seller — well before joining Loom to lead its Sales and Customer Success teams. I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader.

Sales 113

Sales Meetings Stakeholders Customer Success 113

RAIN Group

JANUARY 15, 2020

When sellers lose a sale, we often hear something like: The other vendor had an in. Our competitor offered a lower price. We didn’t have the best solution. They decided to do nothing at all.

Sales 78

Sales Management 78

Customer Think

MARCH 12, 2023

What kind of car should you drive? Answering that question with anything other than, "It depends," is irresponsible because there are so many variables. Choosing a car depends on budget, family size, how much stuff you load into your car, the len.

Sales 52

Sales 52

RAIN Group

OCTOBER 11, 2023

Sales enablement teams regularly struggle to provide sellers with the skills and tools needed to get results like building pipelines , closing sales , growing accounts , and increasing win rates. It's a challenge to ensure sales training achieves desired outcomes, whether sales enablement is a team of one or many.

Facilitation 73

Facilitation Sales Training Sales 73

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. 3 Types Of Sales Coaching Sales coaching generally falls into one of three main categories: tactical, strategic, and personal.

Sales 92

Sales Sales Training Sales Management Onboarding 92

Sales Outcomes

APRIL 24, 2023

—Jim Rohn Some B2B organizations believe that significant and durable improvements in sales performance come from changing out the head of sales, introducing a new technology tool or process, or deploying additional training. One core B2B sales motion is Opportunity Qualification. In the meantime, sales support resources (e.g.,

B2B 52

B2B Sales Organization Management 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. This is great, right?

Sales 97

Sales Sales Training B2B Organization 97

Nutshell

MARCH 7, 2023

Table of Contents What are KPIs in sales? Why should sales managers track KPIs? How to track and report on KPIs KPIs for Sales Managers What are KPIs in sales? Examples of sales KPIs include customer lifetime value, conversion rate, and number of new leads. Why should sales managers track KPIs?

Sales Management 62

Sales Management Management Acquisition Sales 62

Brooks Group

JANUARY 24, 2024

Supply chain bottlenecks, shortages, and inflation are easing and interest rates, although still high, will drop. This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. What are high-performance sales teams doing differently?

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

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

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units. Why do sales teams experience high turnover?

Sales 120

Sales Brainstorming Leadership Insurance 120

Arpedio

DECEMBER 20, 2023

One of the greatest challenges facing sales teams today is refining their strategies for optimal performance. This is where Win-Loss Analysis comes in handy. By examining the reasons behind won and lost deals, sales teams can derive valuable insights into their performance and areas for improvement. Extract actionable insights.

Decision-making 52

Decision-making Sales Value Proposition Stakeholders 52

Engage Selling

OCTOBER 27, 2017

Nothing kills a proposal faster than when you add so much value and so many extra benefits that the client says, ” Hey, I don’t need this much. This will be too expensive. This company doesn’t understand my needs. I’m … Read More »

Sales 49

Sales Communication 49

Arpedio

DECEMBER 14, 2023

Maximize Your Team with Sales Enablement Tools Explore the ARPEDIO platform ← Back to blog Table of Contents In the ever-evolving world of sales, staying ahead of the curve is key to success. It requires a comprehensive approach that aligns with your business objectives and supports your sales team throughout the entire buyer journey.

Sales 52

Sales Software Software Account Planning 52

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

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 93

Sales Decision-making Sales Training Sales Management 93