Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. But even throughout this tough period, some sales organizations have found a way to meet or exceed targets—and feel confident in their ability to do it again this year.

Supply Chain 96

Supply Chain Negotiation Sales CRM 96

Red Star Kim

OCTOBER 25, 2023

CogniClick is a nifty system (backed by an expert team) to enable you to conduct fast, quick polls and pulse surveys amongst your clients and stakeholders and to also develop maturity assessments and similar thought leadership content. So here’s a brief system review: CogniClick for instant, personalised research reports using AI.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130

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

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

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. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Software Sales Guru

MAY 23, 2022

The Buyer’s Journey The image below depicts the five phases a buyer moves through to recognize a need, assess alternatives, make a purchase, and promote that solution. The post The Buyer’s Journey appeared first on Software Sales Gurus. Buyers move through these stages with no assistance. It is primarily an emotional journey.

Software 147

Software Software Sales 147

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. Guided selling benefits both customers, who receive a more personalized experience, and sellers, who can offer more effective solutions based on individual needs.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Upland

NOVEMBER 27, 2023

You want to inspire the prospect to act by showing them what your solution will be able to do for them. But before you jump head-first into the sales process, there are four fundamental things you must know: 1. Most importantly, you’ll need to assess how import- ant this initiative is for the organization.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Upland

MARCH 29, 2023

Relationship management in sales is all about delivering value and understanding the people and problems at play within accounts – both from prospective and current customers – in order to help solve their greatest challenges. In fact, according to Forrester, in-person, face-to-face sales are back on the rise.

CRM 195

CRM Management Stakeholders Decision-making 195

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. “The 1980s called, and they want their sales approach back.”

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

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. So read on only if you want to close deals faster!

B2B 52

B2B Value Proposition Suppliers Sales 52

PandaDoc

MARCH 29, 2024

This article outlines steps to establish and optimize a deal desk process flow with your team to help advance your sales strategy. Key takeaways A deal desk is a cross-functional team assembled to oversee opportunity qualification, solution and proposal development, and negotiation stages of a sales process.

Negotiation 52

Negotiation Stakeholders Profitability Government 52

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Hubspot Sales

DECEMBER 9, 2020

You've probably heard of solution selling — it might even be your strategy of choice. It's a sales methodology that became popular in the 1980s, and it's based on a pretty simple premise: A salesperson diagnoses their prospect’s needs, then recommends the right products and or services to accommodate them.

Cybersecurity 135

Cybersecurity Retail Decision-making Procurement 135

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. Let’s delve into the importance of pre-sales strategy and its impact on overall business success.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Red Star Kim

FEBRUARY 14, 2023

The danger of telling people what to do is that you are likely to create resistance – unless you take them on the exploration journey to co-create a solution. A simple way to consider the difference is that in coaching we are primarily asking questions but in consulting we are also suggesting possible solutions.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Brooks Group

FEBRUARY 16, 2024

Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. These are both good strategies, but the true differentiator is the sales professional and their emotional intelligence. EI is also the foundation of sales, and the gateway to all of that is empathy.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

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 revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Arpedio

JANUARY 30, 2024

Evolving Key Account Management: Perstorp's Journey with ARPEDIO Download full case study About Perstorp With a 140-year legacy, Perstorp stands as a pioneer in organic chemistry, shaping industries from mobile tech to animal nutrition, driven by sustainable solutions. Learn more Opportunity Management Boost win rates and reduce sales cycles.

Key Account Management 52

Key Account Management Account Management Management Innovation 52

Arpedio

JUNE 20, 2023

Client Case study Rethinking Customer Success and Sales: A Collaborative Powerhouse in the SaaS industry Download full case study About The Case Study Due to pre-IPO considerations, the following case study has been anonymized to protect the identity of the company involved. Assess client health based on their own customized best practices.

Customer Success 52

Customer Success Account Management Facilitation Stakeholders 52

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

PandaDoc

APRIL 8, 2024

This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. Key takeaways One of the primary functions of a deal desk is to bring together decision-makers from sales, legal, financial, and marketing departments to optimize the deal creation and execution process.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

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

Brooks Group

AUGUST 2, 2023

As we round out the dog days of summer, most of us have two things on our minds: Getting our sales force back on track from the summertime lull, and The start of the football season These two things might seem unrelated at first glance. We can go on the joint sales calls, give the correct feedback, and coach until we’re blue in the face.

Sales 69

Sales Sales Training Leadership Sales Leadership 69

Brooks Group

JANUARY 2, 2024

Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently. When you focus your sales training on the right skills, you ensure your team is equipped for any selling situation. When you focus your sales training on the right skills, you ensure your team is equipped for any selling situation.

Sales Training 91

Sales Training Decision-making Sales Communication 91

Arpedio

MARCH 5, 2024

Businesses across industries are increasingly turning to account management solutions to streamline their processes, enhance client satisfaction, and drive growth. These solutions encompass a range of functionalities aimed at optimizing the way businesses engage with their clients, from initial onboarding to ongoing support and beyond.

Account Management 52

Account Management Management Client Relationships Facilitation 52

Arpedio

NOVEMBER 29, 2023

Learn more Opportunity Management Boost win rates, reduce sales cycles, and enhance forecast accuracy. Enter draw #1 Account-Based Selling Platform Treat your colleagues to an early Christmas present Relationship Mapping & Org Chart Improve your critical stakeholder relationships.

Co-Creation 52

Co-Creation Account Management Account Planning Stakeholders 52

Hubspot Sales

OCTOBER 4, 2023

In sales, where every conversation counts and every opportunity demands precision, your team needs more than just the ordinary training programs. They need a solution that not only equips them with the necessary knowledge and skills, but also empowers them to be confident in selling.

Sales Training 74

Sales Training Software Software Sales 74

Brooks Group

NOVEMBER 14, 2023

What is a sales strategy? 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. This post walks you through the four pitfalls of sales strategy and provides best practices to avoid them.

Supply Chain 52

Supply Chain Sales Sales Training Meetings 52

Insightly

DECEMBER 13, 2023

A customized CRM offers solutions tailored to meet the distinctive needs of a particular business. Presenting a solution that fits the unique needs of a business provides more capability to optimize workflows, maintain customer relationships, and convert leads into customers.

CRM 52

CRM Decision-making Software Software 52

Insightly

DECEMBER 13, 2023

A customized CRM offers solutions tailored to meet the distinctive needs of a particular business. Presenting a solution that fits the unique needs of a business provides more capability to optimize workflows, maintain customer relationships, and convert leads into customers.

CRM 52

CRM Decision-making Software Software 52

Sales Outcomes

AUGUST 14, 2023

If you are a salesperson or sales leader and aren’t doing this, you’re missing an opportunity to improve sales performance. Many companies configure their conferencing solutions (Zoom, Teams, Google Meet, etc.) Most conferencing solutions enable comments on the recordings, which inform the perspective of others.

Value Proposition 52

Value Proposition Sales Meetings Prioritization 52

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

JANUARY 3, 2024

When it comes to sales, not all markets are created equal. Business-to-business (B2B) sales and business-to-consumer (B2C) sales both involve different sets of challenges and opportunities. Understanding the dynamics of each sales model is crucial for businesses looking to grow and succeed.

B2C 52

B2C B2B Sales Customer Experience 52

Hubspot Sales

JUNE 15, 2023

As with all fields, AI is transforming sales. Top Ways B2B Sales Teams Are Using AI/automation Tips for Building a B2B Sales AI Strategy The Future of AI in B2B Sales How do B2B salespeople feel about AI? A majority of B2B sales pros say AI/automation is important to their role and has impacted how they plan to sell.

B2B 103

B2B Artificial Intelligence Decision-making Value Proposition 103

Brooks Group

APRIL 10, 2024

In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. But it’s tough.

Sales 87

Sales Media B2B Publishing 87