Upland

MARCH 24, 2021

Who are we talking to?”. Who else do we need to talk to?”. We aren’t just sheltering in place; we’re selling in place, too. We aren’t just sheltering in place; we’re selling in place, too. A more conservative buying climate means more people at the table. What do we know about their selection process?”.

Management 195

Management Decision-making B2B Sales Environment 195

Upland

JULY 12, 2023

Deal qualification is important in determining which deals are a likely long-term fit for your business, and which are likely to be more headache than they are worth. More on that in the next section. It moved us from talking about qualification to talking about account planning more broadly.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Red Star Kim

FEBRUARY 9, 2023

At the end of January, I enjoyed meeting delegates (at the Novotel at Tower Hill) on the MBL “Developing more work from referrers and intermediaries” workshop. Overcoming silos and internal communication for cross-selling A key barrier to cross-selling and internal referrals was that firms were structured into silos.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Hubspot Sales

JANUARY 22, 2024

They also get a large volume of calls and, in turn, voicemails from people trying to sell them something. Varying your touches makes you seem less pushy. Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. 8 Voicemail Techniques That Lead to Closed Deals 1.

Construction 115

Construction Decision-making B2B Meetings 115

Red Star Kim

FEBRUARY 12, 2024

We talked about the link between the message (content) and the channel (medium) Vary the pace – Use some short sentences. Less is more Craft the title – Invest significant time in creating a title that attracts attention and describes the content. Planning – Before you start writing Agree your aims – Why are you writing?

Media 130

Media Financial Services Advertising Decision-making 130

Hubspot Sales

MARCH 18, 2024

Want more “Pipeline” Content? Research shows there is a weapon you can use to increase your sales performance — a sales strategy that's effective no matter where you work or what you sell. How we spend our time says so much more about who we are than how we spend our money does.” Subscribe to our newsletter. Let’s take a look.

Advertising 108

Advertising Sales Marketing 108

Insightly

APRIL 10, 2024

With episodes around 20 minutes or less, Closing Time dives deep into one topic to give you actionable takeaways from prominent leaders in sales, marketing, customer success, and more. They are the hype men and women, keeping the team pumped and excited to sell, sell, sell. This season, take Closing Time with you.

Marketing 52

Marketing Healthcare CRM Media 52

Drift

APRIL 15, 2021

They: Focus on helping vs. selling Listen more and talk less Use creativity over craftiness And they double down on technology to keep pace with their ever-evolving buyers Those are just a few of the fundamentals I learned early on from the Drift sales team. But I wanted to learn more.

Sales 118

Sales 118

Red Star Kim

APRIL 11, 2023

Price certainty – More than two-thirds (68%) now say they prefer to seek a fixed price when instructing external advisors. Internal capabilities – In recent years internal business functions such as finance, legal, risk and HR/people have become more influential in shaping enterprise-level strategy.

Government 130

Government Innovation Meetings Finance 130

PartnerTap

JANUARY 17, 2024

But there’s a more fundamental change causing the quota shortfall: buyers no longer want to talk with sales reps. Sales reps have less influence over buyers The modern business buyer has completely changed how they shortlist, evaluate, and buy products and services for their companies.

Procurement 59

Procurement Suppliers Sales B2B 59

Account Manager Tips

OCTOBER 21, 2021

And you're not even trying to sell them something. The last thing they need if they're busy is more pressure from you asking for stuff. 7 Reasons Why Clients Ghost You (and What to Do About It) When clients don't return your calls or messages, it can feel like they're ghosting you. It's frustrating and stress-inducing. Aaaaaaaaaaaargh.

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

Account Manager Tips

AUGUST 9, 2022

Is there anything more frustrating? Here's what the sales process looks like from a 30,000 foot view: Selling begins with a buyer who has a problem (even if they don't know it yet). Learn more. It's not easy to convince your client to buy your services. And then your client says, "Let me think about it." Table of Contents.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Red Star Kim

FEBRUARY 8, 2024

And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below. Here is a summary of the sales targeting toolbox for professional services firms.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

PartnerTap

JANUARY 10, 2024

Deal dynamics today are exponentially more complex and sales reps have less influence and control over the sales process today than they did ten years ago. Operationalizing a high-performing co-sell motion with your partners is the key to a successful sales transformation in 2024: Traditional B2B sales is broken.

B2B 52

B2B CRM Suppliers Sales 52

The Center for Sales Strategy

SEPTEMBER 29, 2021

Is it possible to sell faster by talking less? When sellers rely more on listening — active listening to be specific — their ability to understand client needs throughout the sales process accelerates. Absolutely.

Sales 105

Sales 105

Hubspot Sales

JANUARY 10, 2024

Salespeople become more capable of closing deals only when managers actively coach them, not when they’re badgered about getting the forecast right. Unfortunately, many pipeline conversations resemble the latter more than the former. Talk about early-stage deals as well as late stage. If so, you’ve come to the right place.

Meetings 103

Meetings Construction Sales Management Management 103

Hubspot Sales

FEBRUARY 5, 2024

Salesperson : [Walks us over to the middle of the store and starts talking about the features and benefits of a $900 mattress and box spring combo.] Salesperson : [Walks us over to the middle of the store and starts talking about the features and benefits of a $900 mattress and box spring combo.] Can I help you with anything today?”

Sales 101

Sales Decision-making 101

Brooks Group

MARCH 28, 2024

Why is selling to the C-suite so critical? As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Gone are the days when you could simply sell to a mid-level manager. You get stuck in the weeds.

Decision-making 72

Decision-making Logistics Supply Chain Suppliers 72

Red Star Kim

OCTOBER 3, 2022

The type and number of invitations to pitch and tender will depend on the effectiveness of a firm’s overall marketing and selling effort. But most agreed that quality (client type, nature of work and value) was more important than quantity. See Selling – research in the pitch process (kimtasso.com).

Decision-making 130

Decision-making Communication Meetings Marketing 130

Hubspot Sales

SEPTEMBER 27, 2023

And the more I‘ve talked with the program, the more I’ve realized how polite and rational it seems to be — so I figured I'd try to see whether it would be willing to engage in a little good-spirited, healthy debate with me. I‘m late to the game on AI. This is what we had to say. This is the conversation that ensued.

Artificial Intelligence 110

Artificial Intelligence Customer Success Sales Marketing 110

Hubspot Sales

OCTOBER 27, 2020

While there's no definitive standard for segmenting salespeople, there are some archetypes that sales professionals tend to fall into — categories that can help reps better understand how they sell and what they should work on. Selling styles aren't set in stone. Here are the four primary selling styles that most sales reps fall into.

Decision-making 133

Decision-making Retail Sales Sales Management 133

QYMATIX

MAY 6, 2024

It is now far more accessible to businesses in traditional industries. Ten years ago, only big technology companies could afford to develop or to implement sales analytics software to find cross-selling or to reduce customer churn. Ideally, Key Account Managers should target accounts more likely to buy or more propense to churn.

Sales Analytics 52

Sales Analytics Key Account Management B2B Sales 52

Hubspot Sales

MAY 26, 2023

Odds are, if you don’t want what they’re selling, you’ll hang up immediately. Your phone rings and you decide to pick this one up instead of letting it go to voicemail. You are greeted with a pitch from a pushy sales rep. Even if you do, the pushiness is a turnoff and you might buy the product elsewhere or through a different sales rep.

Emotional Intelligence 102

Emotional Intelligence Software Software Communication 102

PartnerTap

FEBRUARY 27, 2023

There’s only one way to consistently sell and win in this situation: lock arms with your best partners in every market, every region, and on every deal to sell more, faster. Last October, I spoke about this topic from the main stage at ImpartnerCON and compared selling in this market to climbing a 14,000-foot peak (watch here ).

Marketing 98

Marketing CRM Management Sales 98

Sales Outcomes

FEBRUARY 19, 2024

If you assess as a four or less, you may be wasting your time. Engage More Than One Buyer There are plenty of situations where one person decides without anyone else’s involvement. Relying on one person may seem more comfortable, but it increases the risk of encountering unmet needs or objections later in the sales cycle.

B2B 52

B2B Value Proposition Suppliers Sales 52

Hubspot Sales

JUNE 21, 2023

An objection is a legitimate concern that could threaten a deal, while a brush-off comes from a less genuine place — it's a knee-jerk reaction prospects raise when they want to quickly and abruptly end a sales call. But as sales reps well know, a successful call ends with a concrete calendar meeting, not a vague “Let’s talk later.”

Decision-making 109

Decision-making Meetings Sales Organization 109

PandaDoc

MAY 28, 2024

Modern consumers spend more time doing their own research and less time listening to sales pitches. Consultative selling offers a less pushy, customer-centric approach to the buyer’s journey. Consultative selling requires empathy, active listening, and problem-solving. Salespeople act as advisors to clients.

Sales 52

Sales e-Learning Healthcare Software 52

Revenue Storm

MAY 10, 2022

I believe they have the most important job in any company now, perhaps even more so than those responsible for revenue. A senior sales leader told me recently that in their weekly staff meetings the CEO went from talking to the CHRO last to addressing them first, recognizing that people were the company’s greatest risk.

Supply Chain 78

Supply Chain Value Proposition Financial Services Finance 78

Hubspot Sales

JUNE 3, 2022

Imagine not having to take other companies’ pricing strategies into account when deciding how much you’ll sell your products for — or being the company that sets the standard for pricing in your space. That's the premise behind a prominent pricing strategy known as price leadership. Let's jump in. Types of Price Leadership. Barometric Model.

Leadership 93

Leadership Marketing Profitability Innovation 93

Hubspot Sales

NOVEMBER 14, 2023

This means that in 17 years, you might be selling space voyages. Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) and more about how we'll sell them. Did you know NASA plans to build houses on the moon by 2040 ? Let's dive in.

Energy and Utilities 98

Energy and Utilities Media Sales Publishing 98

Brooks Group

AUGUST 28, 2023

Customers today have more information, more choices, and freedom. To succeed in this environment, sales leaders must help their teams embrace value-based selling techniques. What Is Value-Based Selling? Value-based selling improves close rates, decreases sales cycles, and reduces price pressure.

Sales 62

Sales Suppliers Decision-making Sales Training 62

Hubspot Sales

JUNE 2, 2021

They understand that businesses are selling for themselves and, in turn, can't always be taken on their word. That process — capitalizing on consumer trust — is the basis of something known as peer-to-peer selling. Why is peer-to-peer selling important? In turn, they come across as more objective and trustworthy.

Construction 104

Construction Media Organization Sales 104

CoSell

FEBRUARY 9, 2021

With Co-Selling, the outlook for the future is optimistic. Let's look at 3 big reasons why the next big thing in co-selling is optimism. Virtual selling and co-selling are creating an optimistic outlook. With digital selling, sales costs get slashed. It's much more like common sense. Here's why.

Virtual Selling 98

Virtual Selling Profitability Digitalization Innovation 98

Zendesk

SEPTEMBER 20, 2021

Remote sales have become increasingly common, but it took a pandemic to truly establish virtual selling as the new normal. Today’s sales reps are spending less time living out of their suitcases, and more time in their home offices (or repurposed guest rooms, walk-in closets, and kitchen corners). Prioritize process over speed.

Virtual Selling 96

Virtual Selling Sales Decision-making Meetings 96

Hubspot Sales

SEPTEMBER 22, 2022

In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts. Let's dive in. Let's dive in. Sales Leaders' Primary Coaching Goals. And finally, 37.8%

Sales 118

Sales Sales Training Negotiation Facilitation 118

Hubspot Sales

MAY 24, 2021

Prepare, prepare, and prepare some more. Having conversations with prospects is baked into sales — in a lot of ways, it's the basis of the whole concept. You need to be able to successfully initiate and conduct productive sales conversations if you really want to thrive in a sales role. You can't do that without doing your research.

Value Proposition 135

Value Proposition Sales Communication Organization 135

Sales Gravy

AUGUST 16, 2020

On this Sales Gravy Podcast episode Jeb Blount (Virtual Selling) and Anthony Iannarino (Eat Their Lunch) get down and dirty about why salespeople need to adopt a phone first approach to outbound prospecting sequences. These salespeople are afraid of rejection and therefore avoid talking to people.

Virtual Selling 94

Virtual Selling Leadership Communication Sales Management 94