Red Star Kim

DECEMBER 18, 2023

The workshop covered strategic thinking, business strategy and marketing and business development (MBD) strategy. From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. Top-down or Bottom-Up Strategy?

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Hubspot Sales

JANUARY 30, 2024

Sales trends come and go. In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. 6 Sales Trends That Could Fizzle This Year 1. Some stick around for a while, while others see themselves out rather quickly. Why the change?

Virtual Selling 98

Virtual Selling Media Sales Decision-making 98

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. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

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 84

Organization Account Management Sales Sales Training 84

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds.

Marketing 106

Marketing Sales Decision-making Prioritization 106

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

Hubspot Sales

NOVEMBER 14, 2022

The HubSpot Blog’s Sales Strategy & Trends Report says that 42% of salespeople exceeded their goals in 2021, a similar amount simply met their goals, and 16% underperformed. Let’s go over how those top-performing sales reps met their goals. Effective Vs. Ineffective Sales — Why Teams Excelled. Sales and Marketing Alignment.

Value Proposition 110

Value Proposition CRM Media Sales 110

Arpedio

APRIL 29, 2024

A sales account plan strategy is a vital tool for achieving sales growth and building strong client relationships. It provides a clear roadmap for sales teams to follow, outlining the steps and actions necessary to reach their goals.

Account Planning 52

Account Planning Client Relationships Value Proposition Sales 52

Arpedio

APRIL 15, 2024

What is Sales Enablement? In order to improve sales effectiveness and drive revenue growth, it is crucial to have a clear understanding of sales enablement. This strategic approach aligns marketing and sales efforts, enhances buyer interactions, and optimizes the sales process.

Sales Training 52

Sales Training Sales Decision-making Account Planning 52

Arpedio

APRIL 29, 2024

Implementing the BANT methodology in your sales process can help you qualify leads more efficiently, focus your efforts on high-potential prospects, and ultimately close more deals. By targeting decision-makers, you can ensure that your efforts are focused on individuals who can actually move the sales process forward.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Sales Gravy

JANUARY 8, 2024

In the latest episode of the Sales Gravy podcast, we had the privilege of diving deep into the world of prospecting and sales with Kristin Andree from the Andree Group. This episode is a blend of practical advice, innovative techniques, and motivational insights that can transform your approach to sales and client relationships.

Innovation 75

Innovation Client Relationships Digitalization Sales 75

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. What is our proof?

Value Proposition 91

Value Proposition Negotiation Decision-making Leadership 91

Arpedio

APRIL 30, 2024

Value selling is a sales approach that can revolutionize the way you sell. Unlike traditional methods, value selling focuses on delivering unique value to customers and aligning their needs with your product or service. By understanding and implementing value selling strategies, you can elevate your sales approach and close more deals.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Arpedio

FEBRUARY 23, 2024

As customer expectations continue to rise and market dynamics shift at an unprecedented pace, the need for a strategic approach to revenue generation has never been more critical. It involves the alignment and integration of sales, marketing, and customer success functions to drive efficiency, effectiveness, and ultimately, revenue growth.

Acquisition 52

Acquisition Facilitation Artificial Intelligence Decision-making 52

Hubspot Sales

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. If you’re looking for a specific insight, you can skip ahead to these sections: The Top Sales Trends.

B2C 89

B2C Sales CRM B2B 89

Arpedio

MARCH 20, 2024

However, this process can be complex, requiring a deep understanding of the market, customer personas, and business objectives. However, this process can be complex, requiring a deep understanding of the market, customer personas, and business objectives. However, like any innovative approach, ABS comes with its own set of challenges.

Government 52

Government Innovation Prioritization Facilitation 52

PandaDoc

MAY 7, 2024

An effective lead management process is one of the most critical factors driving sales through your funnel. Optimizing your lead management process , in other words making sure all leads, once hooked, have the maximum chance of converting to a sale, is vital to your business’s success. In essence, this is what lead management is.

Management 52

Management Software Software Advertising 52

Brooks Group

MAY 14, 2024

It goes far beyond simply knowing the features and benefits of what you’re selling—it requires active listening skills and the right sales questions. When you take the time to actively listen and ask the right sales discovery questions , you gain valuable insights into their motivations, priorities, and decision-making criteria.

52

52

Hubspot Sales

JUNE 30, 2020

Sales-marketing alignment is a hot topic for most sales and marketing organizations and has been since the beginning of business. Here on the HubSpot blog, we’ve published several posts outlining ways sales and marketing organizations can work better together. Sales Cycle Time.

B2B 140

B2B Publishing Organization Communication 140

Brooks Group

APRIL 25, 2024

You’ve got to keep plugging when you work in sales. But the most successful sales professionals understand the value of cultivating long-term relationships with their customers. Your customer service team and your sales team both serve the same purpose: to support customers and improve the bottom line.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Arpedio

FEBRUARY 22, 2024

As businesses strive to differentiate themselves and capture the attention of increasingly discerning consumers, traditional sales approaches centered solely on product features and pricing often fall short. What is a Value Selling Framework?

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Flevy

MARCH 18, 2024

Research & Development (R&D) stands as the cornerstone of Innovation and a primary driver of creating a sustainable Competitive Advantage in today’s fast-paced and technology-driven markets. This essential function encompasses the activities organizations undertake to innovate and improve their products or services.

Management 52

Management Digital Transformation Innovation Decision-making 52

Flevy

FEBRUARY 25, 2024

By integrating Key Performance Indicators (KPIs) into the Strategic Planning process , organizations can ensure their strategies are data-driven, focused, and aligned with overarching business goals. The role of Strategic Planning is pivotal across industries, serving as a guiding beacon for decision-making and resource allocation.

Supply Chain 52

Supply Chain Management Digital Transformation Decision-making 52

Flevy

MARCH 8, 2022

Aligning Supply Chain solutions to support the organization’s strategies has become increasingly difficult. Marketing, Sales, Engineering, Manufacturing, and Procurement. To attain alignment, our first step is to understand the 6 Strategic Archetypes that are most commonly found in global organizations. Premium Players.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

Arpedio

FEBRUARY 14, 2024

From understanding the importance of this approach to developing a comprehensive account plan, we will cover everything you need to know to excel in this critical business practice. It is a structured approach that allows companies to align their goals and objectives with the needs and expectations of their key accounts.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

From understanding the importance of this approach to developing a comprehensive account plan, we will cover everything you need to know to excel in this critical business practice. It is a structured approach that allows companies to align their goals and objectives with the needs and expectations of their key accounts.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Cosawi

JANUARY 29, 2024

In the work we do, we find fascinating to see that Marketing as a function is often missing at the strategic account table. In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Hubspot Sales

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. If you're in sales, this result shouldn't be a big surprise. As part of our 2024 State of Sales Series , our Sr.

CRM 100

CRM Decision-making Sales B2C 100

Showpad

FEBRUARY 14, 2024

As a marketer, you’ve obsessed over optimizing search, social, events, and even direct mail. And while you’re busy measuring and perfecting every marketing channel, your sales team — the real revenue driver — is being overlooked. Harness the full potential of your most important marketing channel — your sales team.

Marketing 52

Marketing Value Proposition Decision-making Communication 52

Hubspot Sales

SEPTEMBER 22, 2020

These heightened expectations, coupled with the fact that most sales teams across the globe are now selling remotely, make it more important than ever for businesses to have a powerful, easy-to-use CRM in place. What we found is that sales leaders and CRMs don’t get along. Canada, the U.K, and Australia.

CRM 120

CRM Software Software Meetings 120

Showpad

FEBRUARY 9, 2024

Sales, marketing, and account management teams must demonstrate a deep understanding of a buyer’s unique business needs by tailoring information to build trust and add value. Source: Forrester Personalization At Scale 2022 Sales interactions have the highest level of buyer engagement and the greatest potential to drive revenue.

Account Management 52

Account Management Decision-making B2B Marketing 52

Nutshell

APRIL 18, 2024

Your customer data is the key to understanding your customers better so you can improve your marketing, sales, customer experience, and more. An SCV aggregates data from multiple sources, such as marketing platforms, sales interactions, support tickets, and more. That’s where a single customer view, or SCV, comes in.

Government 77

Government CRM Decision-making Customer Experience 77

Flevy

MARCH 21, 2024

As companies increasingly rely on their intellectual assets to gain competitive advantage, develop new products, and enter new markets, establishing a robust IP strategy becomes essential. Furthermore, a strong IP portfolio can enhance an organization’s valuation , attract investment, and facilitate entry into global markets.

Management 52

Management Digital Transformation Innovation Negotiation 52

Arpedio

FEBRUARY 5, 2024

If you’re looking to enhance your sales funnel and drive more revenue, lead scoring is a strategy that you need to embrace. In this article, we will explore what lead scoring is, why it is important for sales, how it works, its benefits, best practices for implementation, and the tools and technologies available.

Prioritization 52

Prioritization Software Software Decision-making 52

Hubspot Sales

SEPTEMBER 6, 2022

Change is unavoidable in sales. HubSpot surveyed 1,000+ sales professionals to get a better picture of the sales landscape in 2022. These powerful insights can inform every aspect of your sales process — from pitching to customer retention. More interaction with prospects throughout the sales process.

CRM 85

CRM Sales Customer Experience Communication 85

Arpedio

APRIL 29, 2024

The symposium offered invaluable insights into the world of successful SAM programs, highlighting the importance of a deep understanding of customer initiatives, organizational commitment, and strategic alignment across all levels, coupled with adaptive leadership and a relentless focus on timing and consistency to master the SAM program hype cycle.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52