Arpedio

APRIL 30, 2024

By understanding and implementing value selling strategies, you can elevate your sales approach and close more deals. Unlike other approaches, value-based selling revolves around understanding your customers’ unique challenges, goals, and pain points. Value selling is a sales approach that can revolutionize the way you sell.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Revegy

NOVEMBER 28, 2023

With the advent of digital technology, businesses have had to adapt to an increasingly complex environment characterized by more decision-makers, longer deal cycles, higher pricing points, and a plethora of competing channels.

B2B 108

B2B Software Software Digitalization 108

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. Talk about early-stage deals as well as late stage. It’s an opportunity to get bad deals out of the pipeline early so reps don’t waste their time and offer reps some valuable insight.

Meetings 105

Meetings Construction Sales Management Management 105

Hubspot Sales

JANUARY 15, 2024

Many moons ago, I was pitching a huge deal to Sony Pictures. A deal we thought we had in the bag all of a sudden hit the skids. I like to call this “ghosting” — when a sales process is chugging along smoothly with a client, you feel positive that the deal will close, and then your prospect disappears without a trace.

Stakeholders 118

Stakeholders Sales Communication Meetings 118

PandaDoc

MAY 13, 2024

There’s no doubt about it: understanding customer behaviors and the reasons behind them can not only help you close deals but is a surefire way to keep buyers happy and fulfill the dreams of every sales lead. Simply put, successful sales revolve around forging meaningful connections and delivering solutions to customer pain points.

Emotional Intelligence 52

Emotional Intelligence Decision-making Sales e-Learning 52

The Center for Sales Strategy

APRIL 24, 2023

For any sales manager, it's incredibly frustrating when their salespeople don’t seem to be able to close the deal. Here's our breakdown on how you can help your team move past these sticking points and finally start seeing those eagerly awaited closed deals!

Customer Knowledge 96

Customer Knowledge Meetings Sales Management Management 96

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. This involves understanding the prospect’s pain points and requirements. What is the BANT Methodology? The second component is Authority.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

PandaDoc

MAY 8, 2024

Selling to small and medium businesses is different from B2C deals, where people are ready to make a purchase without extra persuading. Thousands of small and midsize businesses (SMBs) are joining the market every week. In the U.S. alone there are about 33.2 million small businesses , which constitutes up to 99.9% What are SMB sales?

B2C 52

B2C Small Business Sales Decision-making 52

Hubspot Sales

FEBRUARY 12, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Buyer beware.” We’ve all heard that expression before, and unfortunately, it’s because buyer-seller relationships haven’t traditionally been great. Seller beware” is becoming the new norm.

Sales 120

Sales Decision-making Facilitation Marketing 120

Hubspot Sales

SEPTEMBER 19, 2023

AI can speed your research up by 1) Finding companies that fit your target audiences and 2) Uncovering data points about a company or contact that will make your cold email or sales call more successful. McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). How much time?

Artificial Intelligence 111

Artificial Intelligence CRM Sales Meetings 111

Hubspot Sales

SEPTEMBER 21, 2020

sales processes and their methodologies is crucial to mastering the art of closing deals. Whether you're new to sales or a seasoned salesperson, you know that sales strategies vary depending on the deal you're trying to close. Because of the intricacies involved in this process, enterprise deals are referred to as complex sales.

Stakeholders 128

Stakeholders Insurance Decision-making Finance 128

Hubspot Sales

APRIL 26, 2023

Walking away is hard, especially when it comes to potential deals. Every minute you spend on an impossible or low-value deal is one you could be spending on a viable, valuable one. To avoid the pitfalls of bad-fit prospects, look out for these seven signs you should give up on a deal. Who else will be involved in this decision?

Decision-making 115

Decision-making Value Proposition Negotiation Stakeholders 115

Hubspot Sales

MAY 10, 2023

If you let these opponents run roughshod over the deal, you’re nearly guaranteed to lose. 4 Types of Decision-Makers Who Can Sabotage a Deal 1. The more people involved in a buying decision, the less likely you are to close. Your competition might have some very enthusiastic advocates within the company. Do some digging online as well.

Stakeholders 123

Stakeholders Decision-making Meetings Software 123

Hubspot Sales

JUNE 7, 2023

Winding up on the wrong side of a slanted deal or losing out on a potential agreement entirely are possibilities in every negotiation — and you need to know how to steer clear of those outcomes. At what point must you walk away? Let's say price has started to come up relatively early in the sales process. Don’t prepare.

Negotiation 113

Negotiation Sales 113

Hubspot Sales

NOVEMBER 22, 2023

Trends Researcher, Max Iskiev anonymously surveyed 1,477 global sales professionals across B2B and B2C industries to unearth the sales trends, opportunities, strategies, and pain points that could impact businesses in the coming year. When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools.

CRM 100

CRM Decision-making Sales B2C 100

PandaDoc

APRIL 8, 2024

A deal desk introduces a new approach to managing deals. This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. Deal desk stakeholders and their roles are clearly defined, streamlining approval workflow. Let’s get to it!

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Hubspot Sales

JANUARY 22, 2024

8 Voicemail Techniques That Lead to Closed Deals 1. Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. But getting there isn't always straightforward — being able to routinely leave well-constructed, effective sales voicemails can elude even the sharpest reps.

Construction 115

Construction Decision-making B2B Meetings 115

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals. Finance, operations, and management, oh my!

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Arpedio

DECEMBER 20, 2023

In the world of sales, a robust strategy can make all the difference between closing deals and losing them. It provides a framework for sales professionals to identify, evaluate and close deals more effectively. It provides a framework for sales professionals to identify, evaluate and close deals more effectively.

Decision-making 52

Decision-making Organization Sales Meetings 52

Hubspot Sales

MARCH 8, 2021

You need to be able to recognize when your prospect is on the edge of bailing on the deal. All told, it's an excellent strategy to have in the back pocket when deals appear to be going south — here are the key steps you need to hit if you want to do it right. And I'm not kidding about that last one.

Value Proposition 126

Value Proposition Decision-making Negotiation Meetings 126

Hubspot Sales

NOVEMBER 28, 2023

Pricing Negotiations There’s no doubt that at some point in your career, you will deal with pricing negotiations. Pricing Negotiations There’s no doubt that at some point in your career, you will deal with pricing negotiations. This tactic, compounded with showing product or service value, helps close deals.

Negotiation 104

Negotiation Sales Leadership CRM 104

PandaDoc

MAY 9, 2024

The four factors of sales velocity are number of opportunities, average deal value, win rate, and sales cycle length. Average deal value Another variable that affects sales velocity is the average deal value. The average deal value affects your ideal sales cycle length. Sales velocity is also known as pipeline velocity.

B2C 52

B2C Sales e-Learning Software 52

Customer Think

NOVEMBER 17, 2022

As the world attempts to deal with numerous climate disasters, war, a cost of living crisis and a soon-to-come recession, customer satisfaction has reached a fragile point in the customer service sphere. 2022 has taken the customer experience journey on quite the expedition.

Customer Experience 103

Customer Experience Management 103

Nutshell

MARCH 15, 2024

Qualifying leads before sending them through to your sales team lets you learn more about your prospects and build deeper connections with them, which often results in more deals. This includes getting to know the prospect, their organization, role, wants, needs, and pain points. Table of Contents What does lead nurturing mean?

CRM 71

CRM Software Software Communication 71

Hubspot Sales

NOVEMBER 24, 2020

Closing deals involving complex price modeling, a need for extensive product knowledge, varying potential discounts, or any other atypical standards and practices isn't exactly intuitive. A deal desk is essentially a sales-supporting brain trust. The deal itself is for a new, complex product as it's being released.

Construction 139

Construction Stakeholders Negotiation Profitability 139

Hubspot Sales

MARCH 27, 2023

You want to keep things low-touch, and there's a fine line between helpful and pushy at this point in the journey. Consideration and Evaluation Stage When prospects reach the consideration stage, they have a better understanding of their pain points. Sales is an increasingly consultative profession. But be careful here.

Decision-making 110

Decision-making Sales Stakeholders Leadership 110

Hubspot Sales

MAY 24, 2023

You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process. You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process. It’s nerve-wracking for you and your prospect.

Decision-making 110

Decision-making Meetings Negotiation B2C 110

Hubspot Sales

APRIL 12, 2023

By identifying the key activities your reps perform daily, tracking them, and providing the tools to optimize them, you can create a framework for them to close more deals. Streamlined Processes Focusing on sales activity management means identifying actions that result in deals and cutting out the rest.

Management 121

Management CRM Sales Software 121

Hubspot Sales

NOVEMBER 16, 2023

The only way companies can succeed is to proactively provide solutions by understanding not just customer intention, but the context of their pain points and goals. The only way companies can succeed is to proactively provide solutions by understanding not just customer intention, but the context of their pain points and goals.

CRM 82

CRM B2B Decision-making Business Growth 82

Arpedio

MARCH 15, 2024

Unlike transactional selling, which prioritizes closing deals quickly, strategic selling emphasizes a consultative and solution-oriented approach aimed at delivering maximum value to customers. But what exactly is strategic selling, and why is it so critical in modern sales?

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Hubspot Sales

SEPTEMBER 11, 2023

When you’re working deals, mastering the art of closing is essential. You want to get to a yes or no quickly and not have deals stall, drag on, lose excitement, or change scope. You want to get to a yes or no quickly and not have deals stall, drag on, lose excitement, or change scope. What’s a tried-and-true way to get there?

Meetings 112

Meetings Decision-making Software Software 112

Showpad

FEBRUARY 16, 2024

Align your messaging directly to customer needs: Gain empathy for buyers’ pain points and the nuances of sales conversations. Further, include sales leadership in the messaging rollout to the sales team to present a united front, and arm leadership with talking points to continue championing the messaging over time.

Marketing 52

Marketing Sales Leadership Leadership Sales 52

Arpedio

APRIL 15, 2024

Sales enablement encompasses a range of activities and tools aimed at equipping sales teams with the knowledge, resources, and support they need to effectively engage with prospects and close deals. In order to improve sales effectiveness and drive revenue growth, it is crucial to have a clear understanding of sales enablement.

Sales Training 52

Sales Training Sales Decision-making Account Planning 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 92

Sales Decision-making Sales Training Sales Management 92

Hubspot Sales

NOVEMBER 9, 2020

After threatening and terrorizing a group of salesmen (no women allowed in this boiler room), Blake gets to his point – salespeople should "ABC": Always Be Closing. After threatening and terrorizing a group of salesmen (no women allowed in this boiler room), Blake gets to his point – salespeople should "ABC": Always Be Closing.

Decision-making 144

Decision-making Stakeholders Sales B2C 144

Arpedio

FEBRUARY 22, 2024

Unlike traditional sales approaches focused solely on closing deals, consultative selling prioritizes building long-term relationships and delivering genuine value. Consultative selling meets this demand by putting the customer at the forefront, actively listening to their concerns, and co-creating solutions that address their pain points.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Brooks Group

MARCH 28, 2024

The Downside of Failing to Reach the C-Suite When you fail to prospect and sell to senior-level executives, it can have some major downsides for the deal: 1. The Downside of Failing to Reach the C-Suite When you fail to prospect and sell to senior-level executives, it can have some major downsides for the deal: 1.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70