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.

Organization 84

Organization Account Management Sales Sales Training 84

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! 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. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

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 81

Negotiation Sales Training Decision-making Sales 81

Sales Gravy

JANUARY 1, 2024

Sales professionals are constantly seeking new strategies to enhance their performance and edge out the competition. Interestingly, one crucial aspect that often gets overlooked is physical sales fitness. Sales is a demanding profession that requires both mental and physical stamina.

Sales 74

Sales Decision-making Management 74

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. Let’s go over how those top-performing sales reps met their goals.

Value Proposition 110

Value Proposition CRM Media Sales 110

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. It's a CRM (or Customer Relationship Management Platform). If you're in sales, this result shouldn't be a big surprise.

CRM 100

CRM Decision-making Sales B2C 100

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Strategy 8. Need more help to improve your key account management skills?

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning.

Sales 91

Sales Sales Training Decision-making Value Proposition 91

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Transitioning into a leadership role requires a whole new set of skills and strategies. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions.

Sales Management 103

Sales Management Management Energy and Utilities Emotional Intelligence 103

Red Star Kim

OCTOBER 16, 2023

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. Assessing the myriad of strategies and ideas is another task. Time is precious.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Nutshell

MARCH 18, 2024

Customer relationship management (CRM) systems have become vital in managing customer data, creating effective sales processes, and boosting sales team efficiency. So, how do sales managers and their teams overcome this challenge? Table of Contents What does CRM adoption mean?

CRM 71

CRM Software Software Decision-making 71

Brooks Group

FEBRUARY 1, 2024

Ramping new sales reps quickly is a pivotal factor separating successful sales organizations from those that underperform. Data from our 2024 Sales Leader Trend Report shows that 87% of successful teams have extensive, structured onboarding. Here are 4 ways a common language helps get new sales reps up to speed quickly.

Onboarding 77

Onboarding Sales Sales Training Communication 77

Red Star Kim

MAY 2, 2023

Traditional capabilities – notably the management of financial and operational resources—remain highly relevant. So here is a research update on the most in-demand soft and social skills.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Insightly

MARCH 25, 2024

Unsurprisingly, CRM, or Customer Relationship Management , is the foundation of any successful sales and marketing strategy. At the heart of CRM lies lead management —a process that involves capturing, nurturing, and converting leads into loyal customers. What is Lead Management? What is a CRM?

CRM 52

CRM Management Prioritization Communication 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.

Management 52

Management Software Software Advertising 52

PandaDoc

MAY 15, 2024

Did you know that companies with a strong lead nurturing strategy generate 50% more sales-ready leads than companies that don’t do this? So, it’s clear that nurturing your leads and prospects is a great way to improve your sales and build lasting customer loyalty. Pushy sales tactics. What is lead nurturing?

Media 52

Media Decision-making Software Software 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

DemandFarm

MAY 2, 2024

Effective relationship management transcends mere customer satisfaction—it’s a strategic endeavour that involves nurturing deep connections that foster loyalty, satisfaction, and mutual growth. The global Customer Relationship Management market is projected to grow from $71.06 billion in 2023 to $157.53

Management 40

Management Banking CRM Profitability 40

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 93

Sales Decision-making Sales Training Sales Management 93

Flevy

FEBRUARY 19, 2024

For organizations across the spectrum, these metrics provide a lens through which growth can be assessed, strategies refined, and objectives recalibrated. The purpose of this article is to explore the critical Business Growth Metrics that serve as signposts on the journey of sales growth and organizational maturity.

Business Growth 52

Business Growth Management Digital Transformation Profitability 52

Hubspot Sales

SEPTEMBER 29, 2023

Every winning sales team has an excellent coach guiding them. This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support. Pricing is available upon request.

Software 94

Software Software Sales Remote Working 94

Brooks Group

APRIL 23, 2024

A sales career can be exhilarating and rewarding—offering the potential for high earnings, flexible schedules, and the chance to work directly with a diverse range of customers. As you consider whether a sales career is the right fit for you, it’s crucial to understand both the upsides and the downsides.

Sales Training 68

Sales Training Sales Decision-making Negotiation 68

PartnerTap

FEBRUARY 20, 2024

We know that the old sales playbook no longer works and sales transformation is a top priority in 2024. Companies have changed how they buy products and services for their companies, and sales deals today are exponentially more complex than they were 10 years ago. This is co-selling. That’s where automation comes in.

Leadership 52

Leadership Suppliers Sales CRM 52

Flevy

MARCH 21, 2024

Intellectual Property (IP) Strategy is a critical aspect of modern business management, pivotal for protecting and monetizing innovations. 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.

Management 52

Management Digital Transformation Innovation Negotiation 52

DemandFarm

MAY 9, 2024

Imagine you’re a key account manager at a multinational corporation. These tools are crucial for visualizing corporate structures and strategic account management. They help you identify key players, understand reporting relationships, and tailor your engagement strategy accordingly. One of your biggest challenges?

Key Account Management 52

Key Account Management Account Management CRM Client Relationships 52

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. 3 Types Of Sales Coaching Sales coaching generally falls into one of three main categories: tactical, strategic, and personal.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Arpedio

MARCH 20, 2024

Account-Based Selling (ABS) has emerged as a potent strategy for businesses aiming to target high-value accounts strategically. Take a closer look into the common hurdles you may encounter in your ABS implementation, and explore effective strategies to overcome them. Are you already using Salesforce?

Government 52

Government Innovation Prioritization Facilitation 52

Hubspot Sales

NOVEMBER 16, 2023

This is what I’ve been saying for a large part of my career, and why I enthusiastically took on the role of Strategy & Evangelism at nearbound.com. I sat in the virtual crowd at INBOUND 2023, eagerly absorbing the keynote speech from Yamini Rangan, CEO of HubSpot. Always start with the CUSTOMER! But I wasn’t worried.

CRM 82

CRM B2B Decision-making Business Growth 82

Flevy

FEBRUARY 25, 2024

Strategic Planning is the quintessential Strategy function that involves setting objectives, analyzing competitive environments, assessing internal capabilities, and devising actionable strategies. Effective strategic planning is predicated on a deep understanding of industry trends, customer needs, and competitive forces.

Supply Chain 52

Supply Chain Management Digital Transformation Decision-making 52

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. The prospect may have shown interest, which means they’ve entered your sales funnel as a lead. DOWNLOAD Ready to become a better sales leader?

CRM 71

CRM Software Software Communication 71

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity? What is sales productivity?

CRM 71

CRM Sales Software Software 71

SalesGlobe

NOVEMBER 19, 2021

As we adapt a new way of conducting business and sales with continued limited in-person contact, hybrid work locations, and curtailed business travel, companies are forced to make short-term changes to allow for disrupted supply chain and shifts in customer demand. Top Sales Effectiveness and Sales Compensation Issues.

Sales 96

Sales Supply Chain Acquisition Organization 96

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. The ability to share information with other leaders, or to ask "how are you managing?" If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know.

Sales Leadership 142

Sales Leadership Leadership B2B Sales 142

Hubspot Sales

MAY 5, 2023

Sales is a tough job under normal circumstances, but throw in a recession and things get even more complicated. This means retiring the old playbook and getting creative with your sales strategies. Here, we cover the top consumer spending trends in 2023, along with five key strategies for selling during an economic downturn.

Decision-making 108

Decision-making Sales Stakeholders Prioritization 108

Flevy

MARCH 8, 2022

Most organizations struggle to find a true strategic fit between their Corporate Strategies and their Supply Chain Strategies. For most organizations, they operate within a highly complex and globally interconnected Supply Chain. Marketing, Sales, Engineering, Manufacturing, and Procurement. These are: Innovators.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

Flevy

FEBRUARY 20, 2024

In an ever-evolving business environment, the importance of benchmarking cannot be overstated—it is the critical lens through which organizations can view and evaluate their strategies, operations, and overall performance. Benchmarking against industry peers is something all organizations (should) do.

Management 52

Management Digital Transformation Profitability Decision-making 52

Flevy

FEBRUARY 17, 2024

Customer Segmentation and Analysis stands at the forefront of this understanding, enabling organizations to tailor their strategies, products, and services to meet the diverse needs of their customers. Additionally, aligning customer segmentation strategies with overall business goals remains a significant hurdle.

Management 52

Management Digital Transformation e-Learning Acquisition 52