Upland

MARCH 2, 2023

Ultimately, this translates to more revenue for businesses. There’s Never Been a Better Time To Build an Account-Based Sales Culture Face-to-face sales are back on the rise after several years of losing traction, says a recent study performed by Forrester. The CRM is vital to the sales process.

Account Planning 195

Account Planning CRM Account Strategy B2B 195

Account Manager Tips

DECEMBER 28, 2021

If there's one thing I can guarantee every key account manager it's this: you will inherit clients. You might take over clients because the former key account manager was promoted. You might take over clients because the former key account manager was promoted. So you can ask them questions about how certain things came to be.

Key Account Management 182

Key Account Management Account Management Decision-making Client Relationships 182

Jermaine Edwards

DECEMBER 6, 2023

If you were to read some of the findings from Edelman’s trust barometer you might become depressed. 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.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Account Manager Tips

OCTOBER 12, 2022

It's easy to lose sight of the big picture in the day-to-day grind. Sit down, take stock and say these four words to your clients to understand what they need from you right now. 4 magic words to say to every client After I've said the magic words, then what? What do I do with the information? Are you on Telegram?

Key Account Management 130

Key Account Management Suppliers Account Management Management 130

Hubspot Sales

JANUARY 15, 2024

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. Even though you might use tools like Spiro to remind yourself to follow up with prospects, sometimes they just stop getting back to you.

Stakeholders 118

Stakeholders Sales Communication Meetings 118

Account Manager Tips

OCTOBER 6, 2022

When it comes to managing my time, sometimes it feels like I'm losing the battle, the war and maybe even the will to live. Ask yourself if you really need to meet? See what meetings you have and list any action items and preparation you need to take care of. I need to focus on deep work, and you do too.

Management 246

Management Meetings Decision-making Brainstorming 246

Account Manager Tips

AUGUST 9, 2022

How do you get your client to move forward when the deal stalls? What to do when a sales deal stalls? What to do when a sales deal stalls? A listener of the podcast, Ben Patton asked how to get a client to move forward with your proposal when it stalls? not you) to solve the problem.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Hubspot Sales

FEBRUARY 22, 2023

Out of the many trending business buzzwords, quiet quitting is a topic that's only growing more popular. Many headlines throw the term around, claiming that employees are doing it — but do we really know what that means? And if so, what does it look like to sales professionals? Sales rely on won deals.

Sales 97

Sales Meetings Sales Management Marketing 97

Customer Think

DECEMBER 29, 2022

So often I hear having a service and doing a great service recovery is good for you. As soon as you believe this, you are a loser. 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 121

Customer Value Manufacturing Advertising Profitability 121

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. A company goes to an external agency (or its internal marketing team) for help to develop more business.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Nutshell

AUGUST 3, 2023

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. Today we’re discussing how to manage a sales pipeline for a manufacturing company by looking at five management tactics you can employ today.

Manufacturing 118

Manufacturing Management CRM Sales 118

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. If you want a lucrative Q4, read on for the best-kept secrets in the sales world. Let’s take a look at what contributes to Q4 sales. Set a goal.

B2C 121

B2C Transportation Decision-making Logistics 121

Account Manager Tips

SEPTEMBER 20, 2022

And when they are wrong, for the sake of peace and customer retention, we say sorry. 5 reasons you shouldn't apologize to your clients How to say sorry without saying sorry How to say sorry and mean it Worth a click Quote of the week. Have you been? You're product doesn't do what they want it to do. Table of Contents.

Key Account Management 130

Key Account Management Account Management Management Meetings 130

Brooks Group

JUNE 28, 2023

They line up all the new recruiters and ask them, “If I was a potential recruit, what would you say to gain my commitment?” On the surface, this may seem like an open-ended question where there is no wrong answer—but the instructors are listening for the magic phrase, “Are you ready to become a United States Marine?”

Negotiation 77

Negotiation Sales Training Sales Management 77

Hubspot Sales

FEBRUARY 8, 2022

Sometimes, despite how interested they seem, we lose a lead. When this happens, it can feel disheartening as you’ve lost an opportunity to make a sale and generate revenue. Surveying lost leads helps you strengthen the process of interacting with leads and lessen the likelihood of losing them or having them go dark for a while.

e-Learning 101

e-Learning CRM Client Onboarding Acquisition 101

Nutshell

MARCH 5, 2024

You’re probably already familiar with lead generation , where you draw people in and get them actively interested in whatever your business sells. And you may have also heard of lead nurturing, which is where you continue marketing to leads until they’re ready to buy. Table of Contents What is lead distribution?

CRM 77

CRM Software Software Prioritization 77

Hubspot Sales

MAY 26, 2023

Your phone rings and you decide to pick this one up instead of letting it go to voicemail. You are greeted with a pitch from a pushy sales rep. Odds are, if you don’t want what they’re selling, you’ll hang up immediately. That’s why mastering an outbound call is so important. How to Make Effective Outbound Calls 1.

Emotional Intelligence 105

Emotional Intelligence Software Software Communication 105

Hubspot Sales

MARCH 23, 2021

Entrepreneurship might seem like the business equivalent of trying to navigate uncharted waters — and in some respects, that's accurate. No, they're in excellent company — and those who came before them have plenty of sage wisdom to offer any aspiring business pioneers. If you have a dream and you have a job.

Innovation 129

Innovation Decision-making Investors Manufacturing 129

Customer Think

MAY 4, 2023

We understand this is not something customers want to lose, and losing it causes brand disappointment. The same would have happened for my driver’s license. Why is this: The people designing the upload system do not understand what I had done as a possibility. But why does Wall Street get disappointed?

Banking 69

Banking Customer Value Retail Advertising 69

Zendesk

DECEMBER 21, 2021

In this piece, we cover the five most important sales trends for you to watch as we all move into 2022. Buyers already know the what about your products and company. What they need from your sales reps is the why. If your product is approximately the same price and quality as company B and C’s, why should buyers choose you?

Suppliers 98

Suppliers Sales CRM Media 98

Hubspot Sales

MAY 24, 2023

It’s nerve-wracking for you and your prospect. 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.

Decision-making 110

Decision-making Meetings Negotiation B2C 110

Hubspot Sales

JANUARY 23, 2024

I don't think so, but it depends on how you approach it. But from my experience, when you focus primarily on your customer's experience and goals, upselling benefits both you and your customer tremendously. Take the time to understand what success means to them. But how can you build trust effectively?

Media 92

Media Decision-making Customer Experience Marketing 92

Zendesk

FEBRUARY 7, 2022

According to the Zendesk Customer Experience Trends Report , business leaders increased their investment in customer data management by a whopping 92 percent amid the COVID-19 crisis. The information you gather must be relevant. You also need to interpret that data to form insights and take action. What is customer analytics?

Retail 98

Retail Media Software Software 98

Revenue Storm

APRIL 18, 2023

What exactly is the magic your teams have lost? When has your team wowed a client? The change happens when you stop thinking of the presentation or the discussion as a task/ milestone – and start thinking of the interaction as an event. Depending on the size of the opportunity, what investment should you make?

Brainstorming 78

Brainstorming Remote Working Meetings Leadership 78

OnStrategyHQ

MAY 1, 2023

What is an Internal and External Analysis? Without clearly defining where you are today (your current state), you can’t define your bold destination of the future (vision) or create the roadmap to get there (your annual strategic plan). Build a plan that helps you go from where you are today to a bold place in the future.

Suppliers 105

Suppliers Supply Chain Energy and Utilities Organization 105

Zendesk

APRIL 18, 2023

Every business wants to understand what makes buyers come and what makes them go. A customer journey map frames customer behavior as a story, providing a visual overview of the experiences consumers go through when interacting with a company. What is a customer journey map?

Customer Experience 98

Customer Experience Advertising Media Brainstorming 98

Help Scout

JULY 13, 2021

These are their stories — along with some tips to help you avoid ending up on this list next time we update it! Running from responsibility The root of many terrible customer experiences is a company that is happy to collect money from a transaction but not to accept responsibility when things go wrong. Use systems to catch outliers.

Decision-making 136

Decision-making Banking Media Customer Experience 136

Insightly

JANUARY 25, 2024

What are some key new years resolutions for sales people in 2024? As the year kicks off, what should sales people focus on to improve their craft and maximize their results? This blog post explores what they shared. What’s going on in the market that is mandating change? This will carry over into 2024.

Sales 52

Sales CRM B2B Decision-making 52

Hubspot Sales

JANUARY 5, 2024

As a small business owner myself, harnessing AI for inside salespeople has been rattling around in my mind since the launch of ChatGPT. It’s been pretty exciting to see the creativity that people all over the world are bringing to AI to improve their processes, create new services, and make being in business more fun and profitable.

Internet 96

Internet Sales Communication Media 96

Openview

FEBRUARY 25, 2019

Growing a business can often create a complicated conundrum for entrepreneurs: How do we get the people who have what it takes to help us believe in our mission enough to take a risk and join the cause? Comp plans that hurt both of you down the line. Making promises you won’t realistically be able to keep. New markets.

Decision-making 131

Decision-making Finance Onboarding Communication 131

OnStrategyHQ

DECEMBER 20, 2023

The Strategic Planning Process in 4 Steps To help you throughout our strategic planning framework, we have created a how-to guide on the basics of a strategic plan, which we will take you through step-by-step. Free Strategic Planning Guide What is Strategic Planning? The planning process should take no longer than 90 days.

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Hubspot Sales

MAY 17, 2023

The questions let teams understand how executives think, where they take action, and what they see as their role within the company. To help you navigate your next hire, we’ve compiled a list of 25 executive interview questions that offer the insight you need to make the decisions that matter. Personality Interview Questions 1.

Decision-making 90

Decision-making Finance Leadership Profitability 90

Hubspot Sales

MAY 24, 2021

You need to be able to successfully initiate and conduct productive sales conversations if you really want to thrive in a sales role. Being able to thoughtfully and adeptly communicate with prospects in-person, over the phone, and via email will set you up for a long and successful career in the field.

Value Proposition 135

Value Proposition Sales Communication Organization 135

Zendesk

JUNE 30, 2022

You absolutely deserve a night of Beluga caviar and the finest of wines after closing a hard-earned deal (if that’s what you’re into), but don’t assume your work is finished. It clearly pays to retain your customers—but how, exactly, do you keep them coming back for more? What is after-sales service? Pop the champagne!

Sales 98

Sales Decision-making B2C Profitability 98

Arpedio

JANUARY 5, 2023

Quarterly Business Review (QBR) – Reporting on Customer Performance. If you’re in business leadership, this is old news, but to loop in everyone else: QBR is short for ‘Quarterly Business Review’. What is a QBR? What does a QBR include? What are the benefits of a QBR? What is a QBR? Back to blog.

B2B 52

B2B Account Management Customer Success Performance Review 52

Hubspot Sales

JUNE 7, 2021

Internalizing these principles will make you a better salesperson by fostering stronger connections with your prospects. That connection will build trust, which will help you advise your customer on what they need. That connection will build trust, which will help you advise your customer on what they need.

Sales 120

Sales Stakeholders Profitability CRM 120

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. In this article, we’ll give you a comprehensive overview of the consulting career path. Table of Contents What is consulting?

Healthcare 94

Healthcare Insurance Shareholders Interpersonal Skills 94