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

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sales force.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Hubspot Sales

AUGUST 21, 2023

Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Now all you need is a cold call script. And not just any script … the best cold call script ever. What is a cold call? What is the purpose of cold calling?

Value Proposition 98

Value Proposition Decision-making Software Software 98

Hubspot Sales

JUNE 6, 2022

Sales reps run into trouble when they try to go into a call totally cold. If you pick up the phone without gathering any background information, at best, you stand to annoy the person — and at worst, you could be hung up on mid-sentence. The 18 Best Places to Research Buyers Before Sales Conversations.

Sales 127

Sales Publishing Decision-making Media 127

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Upland

AUGUST 29, 2023

Not only does it help with sales enablement, but it also helps craft better buyer journeys. As a result, harnessing it is essential in today’s competitive market – more so than ever before. They are in the early research phase, seeking information and knowledge about a particular product, service, or solution.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Hubspot Sales

JANUARY 29, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sometimes, the insight you get can help you shape more sound, thoughtful sales efforts — giving you a framework to help you better understand your prospects and how to cater to them. But there's a flip side.

Sales 77

Sales Publishing Software Software 77

Hubspot Sales

MAY 17, 2023

That makes establishing credibility central to the success of any sales effort. But maintaining that kind of trustworthiness and legitimacy over multiple sales conversations can be easier said than done — a lot of reps run into hitches, hiccups, and human errors that undermine their credibility with prospects. Let's dive in.

Value Proposition 127

Value Proposition Stakeholders Facilitation Communication 127

Red Star Kim

SEPTEMBER 22, 2022

Client service and sales opportunities for professionals in the digital age” some key issues emerged: Telephone skills: Anxiety, voice, etiquette and the client experience. Telephone calls are intrusive – whereas people will read emails at a time that suits them, telephone calls can be intrusive. Landlines are a rarity.

Emotional Intelligence 130

Emotional Intelligence Communication e-Learning Digitalization 130

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI.

Co-Creation 79

Co-Creation Artificial Intelligence Sales Onboarding 79

Hubspot Sales

JUNE 26, 2023

Lead generation specialists play a crucial role in the sales process. Not only do they prospect for new business, but they help bring them into the sales funnel during the early stages. Alead generation specialist is one of the first people a prospect interacts with. Table of Contents What is a lead generation specialist?

CRM 88

CRM Communication Account Management Leadership 88

Hubspot Sales

JULY 25, 2023

Cold calling is the bread and butter of sales reps in real estate. So, how should you cold call in real estate? In this post, we'll share 11 cold-calling scripts for real estate agents. Whether your prospect is a potential buyer, seller, or tenant, use these scripts to grab their attention. Let’s discuss this next.

Insurance 88

Insurance e-Learning Negotiation Meetings 88

Hubspot Sales

DECEMBER 14, 2021

It's a beautiful story — Aaron Ross transformed the Salesforce.com sales team without any traditional cold calling and scaled the business into a $100 million sales machine. But the truth is that most sales reps still don't have time to sit and read the best practices he developed in his award-winning book, Predictable Revenue.

Sales 103

Sales Decision-making Facilitation Marketing 103

Hubspot Sales

MAY 24, 2021

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 134

Value Proposition Sales Communication Organization 134

Hubspot Sales

SEPTEMBER 26, 2023

Here, I put three AI tools to the test — ChatGPT, ChatSpot, and Copy.ai — to see which one writes the best cold email. What is the most important soft skill to have in sales?”) What is the most important soft skill to have in sales?”), they arrive at different answers. Which AI Tool is the Best Sales Writer?

Value Proposition 91

Value Proposition Sales Artificial Intelligence Management 91

Hubspot Sales

AUGUST 1, 2023

You can now more easily meet sales targets, close deals, and foster customer relationships. If you haven’t integrated AI into your sales processes, this article will give you all the reasons you should. We'll also recommend tools and offer insights from pros who made the leap into a more fulfilling sales career thanks to AI.

Artificial Intelligence 75

Artificial Intelligence CRM Sales Media 75

PandaDoc

MAY 3, 2022

Sales enablement tools are so hot right now. It’s easy to get caught up in a rush to have the coolest new sales tools. Here’s a closer look at tools that can help SDRs develop qualified leads and move deals farther down your sales pipeline. Why sales development reps love sales development toolkits.

Sales 98

Sales CRM Software Software 98

ACT

JANUARY 10, 2024

A customer passes through multiple stages before finally purchasing your products or services. That means a sale is an outcome, not a sudden event. To boost sales, you must optimize the sales funnel and ensure every stage feeds the other until the eventual conversion occurs. What is lead generation?

Advertising 52

Advertising CRM Software Software 52

Brooks Group

FEBRUARY 12, 2024

Once a prospect buys your product or service, they represent an opportunity for future growth. When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. Satisfied customers are far more likely to buy than new prospects.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Red Star Kim

JANUARY 22, 2024

A chance encounter with Helen Kensett at a recent conference reminded me about her 2016 sales book. I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. It’s beautifully illustrated.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Hubspot Sales

OCTOBER 24, 2023

So, before going for an interview, spend some time to: Thoroughly analyze the job description. So, before going for an interview, spend some time to: Thoroughly analyze the job description. Research the organizational structure. Conduct this research meticulously to show interviewers how serious you are for this position.

Internet 86

Internet Meetings Communication Prioritization 86

SuperOffice

AUGUST 1, 2022

Interestingly, the same report shows that only 21% of underperforming organizations are aiming to increase the average sale price for deals. To close larger deals, you need to revisit and adjust the whole business strategy – from brand positioning to marketing and sales campaigns. And you aren’t alone.

Decision-making 117

Decision-making Prioritization B2B Marketing 117

Nutshell

JUNE 25, 2021

If your sales pipeline feels like you’re herding cats, it might just be that you’re focusing on the wrong animal. Newsflash: half of your prospects are a bad fit for the products and/or services you sell. Fortunately, there are ways to identify and eliminate bad-fit prospects from your pipeline before they drag you down.

Decision-making 112

Decision-making Meetings Negotiation Small Business 112

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 78

Sales Management Management Sales Meetings 78

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. It's the jumping-off point for every closable deal — and doing it effectively can be the difference between maintaining a steady stream of productive opportunities and your sales process never getting off the ground.

B2B 87

B2B Decision-making CRM Communication 87

Brooks Group

MARCH 28, 2024

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. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker? Why is selling to the C-suite so critical?

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Hubspot Sales

FEBRUARY 22, 2018

First-time sales outreach response is plummeting. According to Jill Konrath , 97% of all business calls now go to voicemail. I'm calling because [insert reason for calling]. I'd love to talk to you about [insert benefit you can offer if they call back]. Reason for calling. Benefit of calling you back.

Value Proposition 141

Value Proposition Facilitation Sales Marketing 141

Hubspot Sales

AUGUST 27, 2020

The sales call — one of the most imposing, potentially uncomfortable realities of sales life. On one hand, you can't script your call. A sales call isn't an appropriate forum for trying to practice your improv skills. Conduct extensive research on your prospect's business and industry.

eCommerce 108

eCommerce e-Learning Decision-making Leadership 108

Hubspot Sales

APRIL 19, 2021

That's why any form of cold sales outreach can be exhausting and ineffective when you don't know what you're doing — and that's not specific to active communication like face-to-face meetings or phone calls. If it didn't, it wouldn't have a place in so businesses' sales processes. It applies to emails as well.

Decision-making 116

Decision-making Communication Media Digitalization 116

Zendesk

FEBRUARY 16, 2022

The worst thing a prospect can do isn’t to say no. The worst thing a prospect can do is waste your time. All of them are tire kickers, and they’re dangerous to your sales productivity and success. In this article, we’ll explain how to identify and handle tire kickers before they hurt your bottom line. Waste company money.

Sales 98

Sales Decision-making CRM Negotiation 98

Hubspot Sales

NOVEMBER 20, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. AI and the pandemic threw a wrench in the typical sales funnel that companies have now realized is too outdated to consistently bring in the profits they want to see. Clients aren’t buying like they used to.

Artificial Intelligence 95

Artificial Intelligence Decision-making Profitability Sales 95

Hubspot Sales

DECEMBER 8, 2020

Luckily, some major companies, like LinkedIn, have discovered a way to improve sales relationships, customer trust, and — ultimately — sales numbers. It's called " buyer-first selling. ". For decades, sales teams have been so driven by hard numbers that they’ve lost sight of who their buyers actually are.

Sales Management 139

Sales Management Management Sales Prioritization 139

Hubspot Sales

MARCH 22, 2021

Perfect sales calls don't happen by accident. And while you can't execute one without thinking on your feet, you can't just jump on a call blindly, banking on your improv skills and natural charm to get the job done. The process of creating that plan is most commonly referred to as call mapping. Do your research.

Sales 101

Sales Banking Decision-making Media 101

Hubspot Sales

JULY 19, 2021

Salespeople can use this same technique to direct a prospect's behavior, change the momentum of a conversation, and engage people more effectively. Salespeople can use this same technique to direct a prospect's behavior, change the momentum of a conversation, and engage people more effectively. Pattern Interrupt in Sales.

Media 117

Media B2B Sales Marketing 117

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024. John Barrows , CEO at JB Sales , recommends being selective in how you use AI. Let's dive in.

Sales 98

Sales Investors Prioritization Innovation 98

Hubspot Sales

MARCH 2, 2021

The world is a very different place than it was two years ago. Before COVID-19, remote work was commonly used as a benefit to attract employees. Before the pandemic, offices focused on having an environment where the main goal was getting to know and collaborate with as many people as possible. Are offices still necessary?

Remote Working 120

Remote Working Onboarding Sales Digital Transformation 120

Hubspot Sales

DECEMBER 29, 2020

Most of the time, responding quickly is the best way to make your customer happy. Luckily, with sales, quickness also happens to be the way to make your sales team happy. Sales acceleration helps you do both. What is sales acceleration? How to Use Sales Acceleration. Lead Generation. Lead Scoring.

Sales 111

Sales Decision-making Media CRM 111