Upland

OCTOBER 17, 2023

Customer success leaders leverage chatbots to lighten workloads. We’ll explore how AI can be a relationship seller’s best tool to automate the mundane so you can focus on more important things… like building relationships with your prospects. What is sales enablement AI? Many writers use AI to spark ideas.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Brooks Group

MAY 14, 2024

Understanding your prospect’s needs is arguably the most critical aspect of being a successful salesperson. 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. Simple, right? But it’s harder in practice than it may seem.

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Nutshell

MARCH 25, 2024

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. But there’s more to do.

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127

Mike Kunkle

OCTOBER 2, 2022

I think the answer depends on what you mean by that (intent) and how you define “sales.” ” What is Modern, Professional B2B Selling All About? Very often, in life and business, we participate in what I call “the influence business.” It’s problem solving (understanding the situation and root causes).

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Account Manager Tips

NOVEMBER 19, 2022

What do you think the answer was? All eyes are on you - including your boss and a handful of your client's senior executives. All eyes are on you - including your boss and a handful of your client's senior executives. You're the expert and you know better than they do how to get the most from your solution.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Jermaine Edwards

DECEMBER 6, 2023

The speed of innovation, technology and a customer that needs to remain competitive just as much as us, has forced every business to raise the quality of their products and take serving their customers more seriously. What is trust? Trust activates greater differentiation in your relationships and extends your reputation.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Hubspot Sales

APRIL 15, 2024

It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible. That‘s why we connected with some sales leaders for their takes on habits the most successful prospectors exhibit. Let’s take a look at what they had to say.

Sales 114

Sales Prioritization CRM Communication 114

Nutshell

MAY 7, 2024

Trade shows can be powerful platforms for showcasing your products, growing your brand, and winning new customers. However, figuring out how much your business actually benefits from attending trade shows can be challenging. Here’s what to do Try Nutshell free for 14 days! What is return on investment (ROI)?

CRM 71

CRM Media Advertising Marketing 71

Arpedio

APRIL 30, 2024

What is Value Selling? 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. So, why does value selling matter?

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Sales Gravy

JANUARY 23, 2024

Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. They dive into how curiosity and empathy are pivotal for transforming your sales approach. It's about seeing the world from the customer's perspective, feeling what they feel.

Emotional Intelligence 91

Emotional Intelligence Decision-making Sales Training Sales 91

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. It turns out, most sales organizations are not using the most effective sales questioning techniques. 14% of underperforming teams) use the most effective strategy (needs/wants-based approach).

Sales 91

Sales Sales Training Decision-making Value Proposition 91

Brooks Group

MAY 2, 2024

How sales professionals understand their emotions—and the emotions of others—can have a significant impact on sales performance. Learn what EQ is, why it matters, and how to tell if a new hire has it. What Is Emotional Intelligence? They’re less likely to anger or annoy a potential customer with their own negative emotions.

Emotional Intelligence 84

Emotional Intelligence Sales Decision-making Sales Training 84

Brooks Group

APRIL 18, 2024

When used correctly, it can be an incredibly powerful way to convince your prospects of the value of your solution. A good story grabs our attention, helps us visualize and understand information, and connects us to both the storyteller and the characters within the story. Give your story structure.

Sales 96

Sales Decision-making Sales Training Communication 96

Brooks Group

APRIL 10, 2024

In baseball, “keep your eye on the ball” means watch where the ball is at all times. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. This will ensure you’re not wasting your time on unqualified leads. In sales, it means staying focused. But it’s tough.

Sales 88

Sales Media B2B Publishing 88

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Negotiation 104

Negotiation Sales Leadership CRM 104

Brooks Group

FEBRUARY 16, 2024

When this is the case, the most important thing you can do is differentiate yourself. Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. He was so good I wanted his help buying a new dishwasher, no matter what store he sold for. I work at [new store].” I didn’t care.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Planview

MARCH 1, 2024

As a leader of a shared services or center of excellence team, you might wonder how to showcase your team’s business value as tangibly as sales figures do. It’s crucial to articulate a clear and measurable value proposition for your team, which can significantly ease budget discussions.

Value Proposition 59

Value Proposition Software Software Finance 59

PandaDoc

MAY 9, 2024

It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Key takeaways Sales velocity measures the rate at which your sales force generates revenue. What is sales velocity? So what does sales velocity mean?

B2C 52

B2C Sales e-Learning Software 52

QYMATIX

MAY 6, 2024

Five practical examples of Predictive Analytics that will make your sales team successful. For B2B companies, possessing the tools to explore customer behaviour and prioritise leads not only aids productivity but helps boost that all-important bottom line. Your team can use predictive analytics to improve sales performance.

Sales Analytics 52

Sales Analytics Key Account Management B2B Sales 52

Flevy

APRIL 30, 2024

Customer Journey Mapping is an essential tool for organizations aiming to enhance customer experience and deepen engagement across all points of interaction. By systematically representing the Customer Journey, businesses can align their operations to better meet customer needs, ultimately driving satisfaction, loyalty, and growth.

Telecommunications 52

Telecommunications Healthcare Retail Customer Experience 52

Hubspot Sales

JANUARY 23, 2024

Sleazy sales reps will try to upsell everyone and anyone, regardless of whether or not the customer actually needs the additional service. But from my experience, when you focus primarily on your customer's experience and goals, upselling benefits both you and your customer tremendously. Where does that lead go?

Media 92

Media Decision-making Customer Experience Marketing 92

Hubspot Sales

DECEMBER 12, 2023

He told me, "Start by asking yourself, 'What can I do that a computer can't?' As Mark Roberge , host of The Science of Scaling podcast, explains, "Investing time to research, test, and codify the usage of AI in your weekly workstream will have enormous gains for individual contributors to stand out." Content is key for building trust.

Sales 107

Sales Investors Prioritization Innovation 107

Brooks Group

APRIL 25, 2024

Your customer success team can be your best ally. When you have satisfied customers, they’re likely to buy from you again, refer you to others, and, over time, spend more. But the most successful sales professionals understand the value of cultivating long-term relationships with their customers.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Hubspot Sales

MARCH 25, 2024

Are you ready for a shocking, next-level revelation that's going to turn your world upside down? Let’s hear what they had to say. 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1. She says, “Prospects who are always too busy are some of the most frustrating to deal with.

Decision-making 106

Decision-making Sales Finance Prioritization 106

Brooks Group

MARCH 25, 2024

Data from our Best Practices of High-Performing Sales Teams report shows: 95% of teams who met or exceeded revenue goals follow their sales process all or most of the time. What is IMPACT Selling ® ? The program teaches probing questioning skills to deeply understand customers’ needs and challenges up-front.

Negotiation 81

Negotiation Sales Training Decision-making Sales 81

Arpedio

APRIL 29, 2024

What is the BANT Methodology? 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 refers to the financial resources that a prospect has available to invest in your product or service.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Brooks Group

FEBRUARY 12, 2024

The revenue potential of your customers doesn’t end when they sign the contract. Once a prospect buys your product or service, they represent an opportunity for future growth. If growing customer revenue is on your mind, you’re not alone. Satisfied customers are far more likely to buy than new prospects.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Hubspot Sales

DECEMBER 13, 2023

These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs.

Negotiation 105

Negotiation Telecommunications Sales Software 105

Planview

MARCH 26, 2024

We talked about how the PMO can be one of your organization’s greatest strategic value drivers. But how do you ensure your PMO is actually equipped and capable of achieving your desired business outcomes? In this post, we will discuss how you can get the most value from your PMO.

Government 59

Government Stakeholders Prioritization Organization 59

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. What are high-performance sales teams doing differently? To see all the attributes of top-performing sales teams download your copy of the full 2024 Sales Leader Trend report here.

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Arpedio

APRIL 30, 2024

Understanding Account Growth Strategy In this section, we will take a closer look at the intricacies and purpose of account growth strategy. Understanding how to effectively implement this strategy is crucial for long-term success in maximizing your business growth and revenue.

Account Growth 52

Account Growth Client Relationships Business Growth CRM 52

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

ProlifIQ

MARCH 30, 2023

Account Planning Template for B2B Sales Teams You can steal the key account plan template we use with customers here. We’ll cover each part including: Business Overview Objectives & goals Relationship Mapping White Space (Expansion) Action Introduction: What is Account Planning? What are the main challenges of the business?

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

Planview

SEPTEMBER 26, 2023

Explain your role as a Global Manager of Business Intelligence and Analytics and a few of your responsibilities. The other is the Planview IdeaPlace care team, which supports the ideation management needs of customers seeking to innovate. Tell us about your career journey to date. What type of meetings do you prepare for?

Management 105

Management Meetings Innovation Communication 105

Nutshell

AUGUST 3, 2023

Every business’s sales pipeline is different, but one thing they all have in common is that they take people from prospective leads to paying customers. As a manufacturing company, a steady customer base is key to your business’s growth, and the best way to maintain that customer base is through sales pipeline management.

Manufacturing 118

Manufacturing Management CRM Sales 118

Arpedio

FEBRUARY 22, 2024

In today’s fast-paced and hyper-competitive business landscape, the key to success lies in understanding and effectively leveraging the concept of value selling. What is a Value Selling Framework? This is where value selling shines.

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Customer Think

DECEMBER 29, 2022

My comments on Service Recovery as Your Superpower. Is an unnecessary service because of a defect good for a customer? Get rid of these to increase value. If you need service recovery it means you are already losing customers for not being effective and for not doing the right things in the first place.

Customer Value 119

Customer Value Manufacturing Advertising Profitability 119