Envisio

DECEMBER 19, 2023

Setting your organizational strategies in place is like finding north on your compass–you now know which direction you want to head in, but you still have to get to rowing and steering the ship! Put simply, SMART goals, actions, and KPIs have a much higher likelihood of being achieved! So, let’s start by getting SMART from the top!

Stakeholders 98

Stakeholders Construction Government Organization 98

Mike Kunkle

JULY 4, 2022

I wish I saw more of it actually happening, but the concept is out there and there are examples of what good looks like. If it sounds as if I’m ignoring the need for top-down support for enablement from company executives and especially sales leadership – trust me, I’m not. Sponsorship and support is critical.

Sales Management 130

Sales Management Management Sales Sales Training 130

Hubspot Sales

JANUARY 4, 2024

Having a bad sales month? However, it's not the slump itself that really matters, but what we do to address it. What makes a bad sales month? Sales experts set off the common seven: 1. Ineffective sales processes Top sellers spend around six hours a week researching prospects. We have no pill for this.

Sales 112

Sales Management Sales Management Marketing 112

ACT

APRIL 16, 2024

Top challenges for remote sales teams Remote sales teams have to face several unique challenges compared to in-person teams. Top challenges for remote sales teams Remote sales teams have to face several unique challenges compared to in-person teams. Let’s discuss some of the major ones here.

Sales 52

Sales CRM Virtual Selling Communication 52

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

Hubspot Sales

JANUARY 9, 2024

To top it off, high performers can earn over $100,000 annually. Table of Contents What is door-to-door sales? 20 Tips for D2D Sales What is door-to-door sales? The fundamentals I learned 23 years ago as an office equipment salesman have stuck with me to this day,” says Jim. But that’s not all.

Sales 103

Sales Decision-making Meetings Insurance 103

Mike Kunkle

APRIL 8, 2023

The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers. Here’s what I mean. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%.

B2B 211

B2B Decision-making Sales Stakeholders 211

Brooks Group

FEBRUARY 23, 2024

This can have significant long-term implications for both individual sales professionals and the organization as a whole. Waste Time and Resources Qualifying prospects allows sales professionals to focus their time and energy on leads that have the highest likelihood of converting into customers.

Prioritization 81

Prioritization Sales Training Sales Construction 81

Mike Kunkle

JULY 2, 2022

The function names are many: we have sales enablement, revenue enablement, sales effectiveness, commercial excellence, sales or revenue operations (which have other responsibilities but take on tasks that are typically now included under the enablement umbrella), buyer enablement, buying enablement, and more. Background & Context.

Sales 130

Sales Sales Training Leadership Decision-making 130

Red Star Kim

SEPTEMBER 29, 2023

There were some common threads demonstrating the huge contribution these varied individuals make to their teams. How do you measure up? What do you think is most important for a M&BD assistant? How do you stand out from your peers? A key consideration is the value a brand delivers to its customers or clients.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

PandaDoc

MAY 9, 2024

So, what is a sales spiff, exactly? How do you hold onto your top salespeople and keep hitting those targets? What is a spiff in sales A spiff in sales means a strategy for motivating teams. Why use spiffs and what are the benefits So, now you know what they are, why should your business use spiffs?

Sales 52

Sales Luxury Goods e-Learning Meetings 52

CMOE

SEPTEMBER 29, 2022

The reality is that any employee can struggle with connecting with their work teams, no matter what their schedules, occupations, and backgrounds are and regardless of whether they are working remotely, in house, or on a hybrid model. Here are 7 of the most common signs of team disconnect: 1. So what if someone misses a deadline?

Remote Working 131

Remote Working Meetings Organization Communication 131

Account Manager Tips

AUGUST 10, 2021

Referred customers have a 16% higher lifetime value. Amplifinity, The State of Business Customer Referral Programs, 2016 B2C companies may have formal referral programs designed by the marketing team. Salespeople Perceptions and Top Performance Study , Why don't we like to ask for customer referrals? Only 18.6%

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Hubspot Sales

JANUARY 1, 2021

It’s a common-sense concept: If a pushy door-to-door salesman comes calling and attempts to barge his way into the house with a product you don’t want, chances are you aren’t spending any money. Here’s what you need to know about effective sales mirroring, why it matters, and which techniques are the most effective.

Sales 136

Sales Communication Media 136

Hubspot Sales

MAY 18, 2021

How do you win more consistently and more often? Are there specific traits and habits that top-performing salespeople possess as compared to their peers? business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople. Communicate Value. average rating.

Value Proposition 118

Value Proposition Sales Communication Onboarding 118

Account Manager Tips

AUGUST 14, 2022

It's not an easy job, and you need many different skills to do it well. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? Table Of Contents.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Nutshell

AUGUST 28, 2023

In this guide to sales processes, we’ll discuss the most common sales process stages, how to develop and improve your process, how to overcome common challenges, and more. Table of Contents What is a sales process? Why is it important to have a structured sales process?

Decision-making 118

Decision-making Sales Negotiation Advertising 118

ACT

APRIL 29, 2024

In this article, we’ll take a closer look at what it means to build and manage a great team so you can establish a strong foundation for your organisation. In this article, we’ll take a closer look at what it means to build and manage a great team so you can establish a strong foundation for your organisation.

Small Business 52

Small Business Management Leadership Communication 52

Hubspot Sales

APRIL 25, 2023

Its perks include lots of traveling, generous compensation packages, interactions with top-level management, exposure to learning opportunities, and the pleasure of working on complex business problems. You’ll learn what a consulting job entails and be able to decide if a career in consulting is right for you. What is consulting?

Healthcare 93

Healthcare Insurance Shareholders Interpersonal Skills 93

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. Manufacturing companies’ sales pipelines will vary depending on what they manufacture, who their target customers are, and their sales goals.

Manufacturing 118

Manufacturing Management CRM Sales 118

Nutshell

MARCH 1, 2024

This blog post will detail several principal aspects related to competitor tracking software, like what it can do and how it can benefit your business. We’ll also break down our top five competitor monitoring tool picks to help you find the perfect one. Table of Contents What is a competitor monitoring tool?

CRM 71

CRM Software Software Media 71

Hubspot Sales

MARCH 15, 2021

What is an RFP response? Based on the research collected, Loopio determined that top performers win more than 51% of their RFPs. So how do these teams manage to submit a higher volume, while maintaining quality to win the majority of bids? Top performing teams respond to an average of 175 RFPs annually.

Stakeholders 120

Stakeholders Software Software Organization 120

Nutshell

APRIL 18, 2024

In this guide, we’ll explore what SCV is, its benefits, and how to implement it. Table of Contents What is a single customer view? Nutshell has what you’re looking for. Explore Nutshell’s Features What is a single customer view? That’s where a single customer view, or SCV, comes in. Want to learn more?

Government 77

Government CRM Decision-making Customer Experience 77

Showpad

FEBRUARY 16, 2024

They are the ones who speak to buyers daily, and have the greatest understanding of what resonates with buyers and what doesn’t. Marketing may have research on the larger market context, but they must pair that with direct intel from buyer-seller conversations and sales leadership. Sellers are the closest to your buyers.

Marketing 52

Marketing Sales Leadership Leadership Sales 52

Revenue Storm

MARCH 15, 2022

Many Sales Leaders have directly experienced the impact with anecdotes ranging from, “I have turned over 70% of my team” to “It is almost impossible to recruit acceptable candidates to help us grow.”. Over five million people have voluntarily left the workforce, and 57% of employees say it is easier to switch jobs for a promotion.

Leadership 78

Leadership Prioritization Communication Organization 78

OnStrategyHQ

APRIL 24, 2023

As your organization begins to sketch out what your strategic plan might look like, it’s likely to come to your attention that you’ll need to gain consensus around what your key performance indicators will be and how they will impact your organization. So KPIs are the thing that do that for us. So what is it is it?

Profitability 105

Profitability Publishing CRM Insurance 105

Hubspot Sales

JANUARY 5, 2021

Have you ever wanted a peek inside the mind of a top salesperson? The most successful reps have spent a lot of time getting to know their typical buyers: Their challenges, top priorities, daily responsibilities, fears, and so on. Salespeople who love to see their name at the top of the leaderboard almost always do well.

Value Proposition 142

Value Proposition Meetings Decision-making Sales 142

ClearPoint Strategy

SEPTEMBER 2, 2021

Not only do goals define what your version of success looks like, but they also provide direction for your day-to-day operations, and align resources with priorities. Below are 12 examples of performance management goals that might serve as a basis for your own goals, with some tweaking to match your organizational strategy.

Management 98

Management Government Profitability Manufacturing 98

SalesGlobe

NOVEMBER 19, 2021

Can we drive better performance by making improvements to the plan?”. A well-designed and implemented sales compensation program can motivate sellers and drive performance to company goals. What changes can we make to better support our goals without disrupting the organization?”. Increasing Sales Productivity.

Sales 96

Sales Supply Chain Acquisition Organization 96

PandaDoc

MAY 13, 2024

This article will focus on the sales enablement process, what it means for your organization, and how you can benefit from the approach. Sales enablement tools are essential for providing top-class support to your sales agents. What is sales enablement? What does sales enablement do?

Sales 52

Sales Software Software Sales Training 52

Hubspot Sales

SEPTEMBER 16, 2020

If you ask most executives if they have a sales process , they’ll immediately say yes. Without a common understanding of the term " sales process ," sales managers can’t coach or communicate with their sellers as effectively. Having clear definitions for your sales process matters a lot. To others, it means weekly call patterns.

Account Management 129

Account Management Sales Account Planning CRM 129

Hubspot Sales

MAY 26, 2023

Odds are, if you don’t want what they’re selling, you’ll hang up immediately. Even if you do, the pushiness is a turnoff and you might buy the product elsewhere or through a different sales rep. You could also consider shadowing top-selling salespeople to learn about their techniques, or having them shadow you and offering feedback.

Emotional Intelligence 104

Emotional Intelligence Software Software Communication 104

AchieveIt

JANUARY 24, 2024

Well-known companies like Google , Amazon, and Spotify have credited a significant portion of their success to their effective OKR implementation. While these giants have set the benchmark, businesses of all sizes can leverage the benefits of OKRs, provided the framework is implemented and utilized correctly.

Facilitation 52

Facilitation Brainstorming Meetings Organization 52

Revenue Storm

MAY 24, 2022

Having talked to sales leaders of late, I was surprised to see how many common themes have emerged. I have always said that Sales Leadership is the toughest job in leadership. You have sales targets that must be hit regardless of the situation and typically stretch targets at that. Staff management issues!

Management 78

Management Supply Chain Sales Brainstorming 78

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The takeaway is clear: organizations aiming for improved performance and revenue growth must invest in high-quality coaching, both in terms of quantity and quality. The biggest benefit of sales coaching is its contribution to revenue. Anticipate nerves.

Sales Management 79

Sales Management Management Sales Meetings 79

CMOE

FEBRUARY 13, 2024

It provides direction and insights into: Where the team is headed in the future A clear picture of being in a better place What success and what winning looks like for the team Writing a vision statement is a powerful and effective way to create shared purpose, provide direction, and promote accountability among your team members.

Shareholders 52

Shareholders Suppliers Manufacturing Prioritization 52

Hubspot Sales

DECEMBER 7, 2023

Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection. Let’s take a look at what contributes to Q4 sales. Now you know there’s some data and reasoning behind increased Q4 sales, here are top tips to help you score more deals. Be very clear about what you want to achieve in Q4.

B2C 120

B2C Transportation Decision-making Logistics 120