Upland

OCTOBER 17, 2023

Customer success leaders leverage chatbots to lighten workloads. And now, savvy sales leaders are using generative AI , too. And now, savvy sales leaders are using generative AI , too. All you need is the right sales enablement AI tool. Ready to dive into sales enablement AI? What is sales enablement AI?

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Upland

APRIL 20, 2023

As you’ll see, lone wolf selling is quickly losing efficacy in a B2B business world that puts a premium on relationships. Here’s where having a sales account management strategy becomes indispensable. First, a quick primer – what is account management? Traditionally, account management has often been seen as a post-sales role.

Account Management 195

Account Management Management Account Planning Decision-making 195

Upland

JUNE 1, 2023

When focusing on driving revenue, it’s important to take a holistic view of the account. This means looking beyond the transaction and seeing the opportunity in front of you as a long-term partnership and opportunity for continued growth. When approached correctly, your existing customer base can be your next growth engine.

Account Planning 195

Account Planning Sales Customer Knowledge Account Management 195

Upland

APRIL 5, 2023

There are many “lone wolves” in B2B sales. But what if we told you that the old ways of making deals happen were out of touch with modern realities? What if we told you that relationship selling – putting your relationship with your customers at the heart of each and everything you do – is what really moves the needle?

B2B 195

B2B Advertising Decision-making Stakeholders 195

Upland

OCTOBER 21, 2022

Account planning has never been so necessary – or so challenging – to get right. When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . But what exactly is account planning, and why is it so important in 2023? . What is Account Planning?

Account Planning 195

Account Planning Leadership Software Software 195

Brooks Group

APRIL 10, 2024

In baseball, “keep your eye on the ball” means watch where the ball is at all times. In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. Here are some to focus on.

Sales 87

Sales Media B2B Publishing 87

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

PandaDoc

MARCH 26, 2024

In the world of sales, salespeople are engaging with potential clients to guide them from the top of the sales pipeline, when they first discover a product or a service (level 1) to the bottom of it, the post-purchase stage (the final level). What is a sales pipeline?

CRM 52

CRM Negotiation Software Software 52

Nutshell

FEBRUARY 6, 2024

When you’re in the depths of the sales process, how do you know what step to take next? How do you know what action will be most effective for moving a lead toward becoming a loyal customer? Just focusing on the desired outcome—a new sale—won’t get you there.

CRM 62

CRM Sales Prioritization Decision-making 62

Account Manager Tips

AUGUST 9, 2022

What to do when a sales deal stalls? Sales process checklist Establish the next commitment The Thermometer Technique Favourite podcast: How to Succeed Just for fun Quote of the week. What to do when a sales deal stalls? For me, sales is most successful when you follow a process. Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

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. But improving sales effectiveness is a complex task that few organizations do well.

Organization 84

Organization Account Management Sales Sales Training 84

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. 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.

Sales 113

Sales Prioritization CRM Communication 113

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. Table of Contents What does lead nurturing mean? The prospect may have shown interest, which means they’ve entered your sales funnel as a lead.

CRM 71

CRM Software Software Communication 71

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

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. Simply put, it puts your customers at the center of the sales process.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Hubspot Sales

MARCH 4, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week‘s post comes from five winners of HubSpot’s Modern Sales Leader 25 award. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1.

Leadership 108

Leadership Construction Prioritization Sales 108

Mike Kunkle

OCTOBER 8, 2023

Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. This unified effort propels businesses to new heights of success. I’m not saying it should report elsewhere, just that it is critical to commercial success.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Nutshell

MARCH 5, 2024

Definition: Lead distribution is the process of strategically assigning leads to specific sales reps. This is the step where you assign leads to salespeople, who will then nurture those leads. But if you want to do it right, you need a strategy behind how you assign those leads. Table of Contents What is lead distribution?

CRM 77

CRM Software Software Prioritization 77

Red Star Kim

JANUARY 22, 2024

A chance encounter with Helen Kensett at a recent conference reminded me about her 2016 sales book. I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. It’s beautifully illustrated.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Hubspot Sales

OCTOBER 4, 2023

When I think of sales, I picture friendly handshakes, lively chatter, and the spark of human connection. It relies on human intuition, persuasion, and relationship-building. Here, I spoke with top sales leaders to learn how to AI to better understand your prospects, lead more effective conversations, and drive more results.

Communication 98

Communication B2B Artificial Intelligence Sales 98

Account Manager Tips

AUGUST 14, 2022

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? Reflect on past projects Ask for feedback What are you afraid of?

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Hubspot Sales

MAY 11, 2023

But what if we told you that sales can work together with your marketing team to boost your customer base? This is where the sales blitz comes into play. Through a sales blitz, your team can accelerate the time needed to convert leads into customers by adopting a tailored strategy. So, let's get started.

Sales 105

Sales Media Marketing Customer Success 105

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 102

Negotiation Sales Leadership CRM 102

PartnerTap

OCTOBER 1, 2023

Does your sales team co-sell with partners? If so, to what degree, and with how many partners? Competitors are noticing the success of these co-sell investments and programs and now trying to catch up. Co-sell has become a top priority for many enterprise sales, channel, and partner teams this year.

Investors 75

Investors CRM Digitalization Account Planning 75

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? After you choose the date and venue, your next question may be who you should ask to deliver the keynote—and what you want them to talk about. Your sales keynote speaker will set the tone for the rest of the event. But choosing the right speaker is a challenge.

Sales 92

Sales Sales Training Meetings Media 92

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 100

Emotional Intelligence Software Software Communication 100

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

Sales Management 79

Sales Management Management Sales Meetings 79

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? All you need to do is zoom out, see the bigger picture and start looking for long-term growth and expansion possibilities rather than focusing only on short-term conversion objectives. But opportunities can be much more than that.

Management 52

Management CRM Sales Decision-making 52

Hubspot Sales

APRIL 12, 2023

When assessing your team’s performance, sales activities offer crucial metrics. That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. With proper sales activity management, you can influence sales objectives and business results.

Management 119

Management CRM Sales Software 119

Hubspot Sales

JUNE 21, 2023

Salespeople need to be able to neutralize and move past buyer objections to be successful, but there's a distinction between objections and brush-offs. Brush-offs are time savers — ways for prospects to get you off their back without much regard for what you‘re selling or how you’re selling it. I don’t have time for this right now.”

Decision-making 107

Decision-making Meetings Sales Organization 107

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? A bad sales month can be attributed to a variety of factors, ranging from internal processes to external market conditions. Sales experts set off the common seven: 1.

Sales 109

Sales Management Sales Management Marketing 109

Sales Gravy

MARCH 28, 2023

On this special episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee's for Closers, Tony Morris, dive into the art of great discovery, how to ask questions that build rapport and create engagement, and why better questions set the groundwork for better results.

Negotiation 85

Negotiation Decision-making Stakeholders Meetings 85

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? Questions to Ask: Who is on your Planning Team?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Hubspot Sales

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. Table of Contents What is door-to-door sales?

Sales 101

Sales Decision-making Meetings Insurance 101

PandaDoc

NOVEMBER 2, 2022

Cold emails are emails sent without prior contact with the recipient, with the purpose of establishing a relationship and eventually making a sale. Cold email strategies are one of the many tools in the toolbox of successful marketers, but arguably among the hardest to execute well. What is the goal of a cold email?

Computers and Electronics 97

Computers and Electronics Negotiation CRM Software 97

Hubspot Sales

NOVEMBER 16, 2023

Her talk was on customer connection in the new era — how information has transformed into intelligence, and how this intelligence is what allows you to connect with your customers. It’s no longer just about acquiring information, but knowing how to act on intelligence. Always start with the CUSTOMER! I was hooked.

CRM 78

CRM B2B Decision-making Business Growth 78

Hubspot Sales

MAY 17, 2023

That makes establishing credibility central to the success of any sales effort. But maintaining that kind of trustworthiness and legitimacy over multiple sales conversations can be easier said than done — a lot of reps run into hitches, hiccups, and human errors that undermine their credibility with prospects. Let's dive in.

Value Proposition 128

Value Proposition Stakeholders Facilitation Communication 128