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

JANUARY 14, 2021

As The Office ’s Michael Scott famously noted, it was Wayne Gretzky who said, "You miss 100% of the shots you don't take." In other words, you can't succeed unless you try. Bring more opportunities to proposal. Have higher win rates on their proposals. Buyers Want to Hear from Sellers.

Sales 134

Sales Decision-making Meetings Account Management 134

Account Manager Tips

AUGUST 17, 2022

Anchoring is a simple tactic that can help you gain control of the negotiation and give you a bargaining advantage too. How to use price anchors Clients use tactics too Free course on negotiation What I'm reading now Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. Table of Contents.

Negotiation 130

Negotiation Key Account Management Account Management Decision-making 130

Hubspot Sales

MARCH 7, 2022

If you Google "How to close a deal", you'll quickly stumble across some tried-and-true best practices for sealing a sales deal. Not only did I get to understand what you should not do on a telemarketing call, but I also suddenly had an influx of companies calling me, albeit to sell their own product or job.".

Sales 95

Sales Small Business Stakeholders Meetings 95

Jermaine Edwards

DECEMBER 6, 2023

If you were to read some of the findings from Edelman’s trust barometer you might become depressed. What is trust? Its most evident in those moments where we might be overlooked for an opportunity by someone close friend even if we know we could do a better job. Is trust at an all time low around the world?

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Nutshell

AUGUST 28, 2023

Table of Contents What is a sales process? The stages of the sales process 5 less-common (but still important) sales process stages 4 formats for organizing your sales process Strategies for creating and improving your sales process Challenges of a sales process What is a sales process?

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Hubspot Sales

SEPTEMBER 30, 2018

No matter what I tried or hoped for, I couldn't get an answer from them. At first, I didn't know what to say next. I only pull out this email when I follow up with someone two or three times and don't hear back. I use this breakup email template after any conversation or proposal where I've lost touch with the prospect.

Communication 104

Communication Sales 104

Hubspot Sales

AUGUST 21, 2020

To master the art of selling, you must understand its various forms. You may have stumbled across our other posts on relationship selling , social selling , and organizational selling , but today I present to you: outcome selling. What is outcome selling? We should also clarify what an outcome is.

Prioritization 136

Prioritization Decision-making Meetings Customer Knowledge 136

Hubspot Sales

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Do you have any questions about the contract?". Have you had time to read through the proposal?". “I I’m looking forward to working with you [prospect].". Great to meet you [prospect]! Let me know if you have any questions.”. It’s been a while.

Communication 138

Communication Negotiation Meetings Onboarding 138

Revenue Storm

MAY 24, 2022

You have sales targets that must be hit regardless of the situation and typically stretch targets at that. Those sales targets rarely change even if you don’t have good individual contributors, have supply chain or delivery issues, or lack good, qualified leads from Marketing. What are some examples of risk aversion in Sales?

Management 78

Management Supply Chain Sales Brainstorming 78

Hubspot Sales

JUNE 12, 2018

How to Send a Follow-Up Email After No Response. Ask yourself if you included a close in your first attempt. One week of silence passes, then two, and you’re left wondering what you did wrong and if there’s any way to fix it. So, what’s your next step? Sending a Follow-Up Email After No Response.

Advertising 139

Advertising Communication Meetings Organization 139

Hubspot Sales

NOVEMBER 19, 2019

Chances are, you spend your days engaging with leads and facilitating them through their buyer’s journey step-by-step. However, if you’re only using your CRM as a virtual Rolodex, you probably aren’t using the tool to its full potential. As a sales professional, you’re no stranger to the sales process. Capture leads.

CRM 83

CRM Sales Decision-making Facilitation 83

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?

Sales 52

Sales CRM B2B Decision-making 52

ClearPoint Strategy

SEPTEMBER 6, 2021

With such a big job to do, it’s no wonder that the local government budget process is usually long and laborious. At the end, you can also read how one city has put this approach to work effectively to make its community a great place to live, work, and play. But in reality, it’s so much more than that.

Government 95

Government Negotiation Decision-making Finance 95

Hubspot Sales

APRIL 17, 2018

Ask any sales rep what the hardest part of their job is, and I’ll bet they’ll say “closing.” After all, signing new customers and upselling existing accounts is how a rep makes quota. There are a handful of mistakes you need to avoid if you hope to be successful. Not asking for what you want.

Procurement 143

Procurement Decision-making Negotiation Sales 143

Sales Outcomes

OCTOBER 24, 2022

Have you experienced that after a rep leaves, we often recognize we should have acted sooner? Have you experienced that after a rep leaves, we often recognize we should have acted sooner? The real issue is what could a better-performing salesperson do with the assigned territory, leads, or accounts.

Stakeholders 52

Stakeholders CRM B2B Organization 52

Hubspot Sales

JANUARY 4, 2019

No matter how impressed they seemed during your demo or how enthusiastic your champion is, there's always a chance you'll lose to the competition, they'll decide to postpone their decision until next quarter, or they'll ask for a price you can't deliver. Read on to learn the closing phrases you should (and shouldn't) use.

Sales 145

Sales Decision-making Meetings Communication 145

Hubspot Sales

MARCH 30, 2018

You have invested a significant amount of time, money, and energy into an opportunity. What should you do? Maybe it’s easier to begin with what you shouldn’t do. Determining exactly where you stand is far more effective. Stop talking after you say this. Neither party benefits.

Decision-making 111

Decision-making Stakeholders Construction Facilitation 111

SalesGlobe

FEBRUARY 11, 2021

When I hear the words “strategic account planning” in a meeting, I usually notice a range of involuntary visceral reactions, from understated moans to eye-rolls and furrowed brows. It’s often mind-numbing pain followed by an executive presentation where you get picked to death about something you don’t believe in anyway.

Account Planning 52

Account Planning Supply Chain Value Proposition Account Management 52

Brooks Group

MARCH 6, 2023

You can create a cohesive selling team. This way, you can ensure that everyone gets the information they need to be successful. We will also discuss how it can be a valuable investment and how you can make the most of role-specific sales training. What Is Sales Training? What Will Your Team Learn From Sales Training?

Sales Training 52

Sales Training Sales Leadership Profitability 52

Sales Latitude

OCTOBER 5, 2017

I can even hear the inside voices of so many sales people. I only do it because management makes me do it.” You get the drill. So, I provocatively lay down the edict and enunciate in a very loud, strong voice: Don’t do account planning! Keep talking to the same people who know you and like you , too.

Account Planning 83

Account Planning Meetings Organization Management 83

Hubspot Sales

AUGUST 1, 2023

You can now more easily meet sales targets, close deals, and foster customer relationships. Additionally, AI can help you focus on the parts of your job that you enjoy most. If you haven’t integrated AI into your sales processes, this article will give you all the reasons you should.

Artificial Intelligence 83

Artificial Intelligence CRM Sales Media 83

Hubspot Sales

SEPTEMBER 30, 2019

You can use it to build out a more detailed and specific onboarding plan for your organization. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Use a sales training template. Download This Template for Free. Get certified.

Sales Training 143

Sales Training e-Learning Onboarding Sales 143

Openview

NOVEMBER 6, 2017

How did Gerhardt do it? In fact, two weeks after hearing Gerhardt speak, I saw Cancel pitch a new feature at Drift’s day-long Hypergrowth event, and he told virtually the same story, to similar effect. No matter what you’re selling, your most formidable obstacle is prospects’ adherence to the status quo. The reason?

Sales 113

Sales Investors Software Software 113

Showpad

MAY 7, 2020

You may already have a sales enablement program, initiative or function at your organization. Or perhaps some of your colleagues want to talk to you about developing one. . If your enablement initiative drives sales results as expected, you don’t need to read this article.

Sales 134

Sales CRM Sales Management Digitalization 134

PandaDoc

FEBRUARY 9, 2021

They’ll happily steal your time to ask questions, raise objections, and instill you with the false hope that they’re going to close — but they never do. Here are 5 red flags that will help you identify tire kickers and some sales tips that can help you move on with the rest of your day. That’s the problem.

Decision-making 111

Decision-making Profitability Advertising Negotiation 111

Hubspot Sales

JULY 30, 2019

And there's an obvious difference between consistently adding a bit of value with each check-in and doggedly pursuing prospects who have, in no uncertain terms, told you they're not interested. If you're doing any of the things on the list below, you might be coming off as pushy without even realizing it. The #1 response?

Procurement 109

Procurement Value Proposition Decision-making Meetings 109

Hubspot Sales

APRIL 9, 2019

You know you’re writing a formal email if … you have to pause and wonder, "Is this too casual?" You know you’re writing a formal email if … you have to pause and wonder, "Is this too casual?" or " What salutation should I use? " So, how do you write a formal email? I hope this email finds you well.

Suppliers 119

Suppliers Internet Small Business Meetings 119

ProlifIQ

JANUARY 18, 2022

Ever hear the saying, “Fail to plan, plan to fail?” B2B selling isn’t fighting a war of liberation from a tyrannical king in a powdered wig, but it can feel like a battle – a battle between you and your competitors for your customer’s business. Figuring out what they need. Getting everyone on board.

Account Planning 52

Account Planning Innovation Stakeholders B2B 52

Hubspot Sales

JANUARY 13, 2021

But what's in it for the mentor? Sales Mentoring: What's in It for You (the Mentor)? As a mentor, you stand to benefit (in myriad ways) from working with an organization that is seeing the effects of this on the bottom line. After all, according to the Roman philosopher Seneca, "While we teach, we learn."

Sales 105

Sales Leadership Meetings Organization 105

Gordian Business

JUNE 17, 2019

“ If you come to the negotiation table saying you have the final truth, that you know nothing but the truth and that is final, you will get nothing. ” For example, what was included or what was excluded and what information was provided when the proposal was made.

Negotiation 52

Negotiation Banking Communication 52

ProlifIQ

MAY 14, 2021

Ever hear the saying, “Fail to plan, plan to fail?” B2B selling isn’t fighting a war of liberation from a tyrannical king in a powdered wig, but it can feel like a battle – a battle between you and your competitors for your customer’s business. Account-based selling is all about pursuing business.

Account Planning 64

Account Planning Innovation Stakeholders B2B 64

Brooks Group

DECEMBER 27, 2022

What Are Sales Goals? While you can take the person out of the role, it is sometimes harder to take the role out of the person. A sales goal tells the manager what they are driving toward. It provides direction, giving the manager a “what” but not a “how”. . Managers need a way to inspect what they expect.

Sales 77

Sales Sales Leadership Leadership CRM 77

Hubspot Sales

MAY 25, 2018

Amateurish behavior is when you display no skill or tact in a particular area. As a salesperson, you never want to be considered amateurish by your colleagues or prospects. Can you see why being late to the opportunity often relegates your salesperson to vendor status? It means you're clumsy and inept. Living in Reactive Mode.

Publishing 111

Publishing Decision-making Sales Management Sales Environment 111

Hubspot Sales

DECEMBER 3, 2017

Responding to "Call Me Back After the Holidays. Calling prospects in the last few weeks of Q4 means you’ll hear a season-specific objection: “Can you call me back after the holidays?”. There are three potential reasons you’ll hear this line. Lastly, the buyer may be blowing you off. Establish urgency.

Meetings 107

Meetings Negotiation Sales 107

Hubspot Sales

SEPTEMBER 17, 2018

When a buyer and seller don’t align on price, you might guess the sale won’t go through. But then, you get on the phone and hear, “ The price is too high. ”. If your first response is, “ Well, what’s your budget? In pricing negotiations, you must make sure you get something for giving something. Don’t Cave.

Negotiation 122

Negotiation Onboarding Profitability CRM 122

Hubspot Sales

JANUARY 21, 2021

But they do plan on building something, being their own boss, or leading a company someday. Chances are you have similar aspirations. To help you prepare for your eventual takeover of the business world, we've compiled a list of the 30 best books on entrepreneurs. Are you actually going to Ferriss' four-hour workweek?

Decision-making 134

Decision-making Investors Innovation Government 134