Upland

NOVEMBER 27, 2023

They aren’t in the market for products or services. The product or service you’re selling is the method or tool they will use to get there. Four essential insights to better know your customer Picture seeing what looks like a great opportunity. What are their goals? What pressures are forcing the customer to act?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Brooks Group

FEBRUARY 12, 2024

Once a prospect buys your product or service, they represent an opportunity for future growth. When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. The goal of upselling is to present a higher-priced alternative that leads to a larger sale.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker? Why is selling to the C-suite so critical?

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

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. Key account manager attributes 10 essential skills for key account managers and where to learn them for free 1. Reflect on past projects Ask for feedback What are you afraid of? Table Of Contents. Creativity 2.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Account Manager Tips

NOVEMBER 29, 2022

What are your options when you're a key account manager and ready for your next move? Life after key account management How to prepare for your next career move 1. Life after key account management What are your options when you're a key account manager and ready for your next move? Table of Contents. Get your CV in shape 5.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Hubspot Sales

MAY 5, 2023

Sales is a tough job under normal circumstances, but throw in a recession and things get even more complicated. This means retiring the old playbook and getting creative with your sales strategies. Table of Contents Top Consumer Spending Trends in 2023 Strategies for Selling in a Recession Top Consumer Spending Trends in 2023 1.

Decision-making 108

Decision-making Sales Stakeholders Prioritization 108

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. 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. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

B2C 121

B2C Transportation Decision-making Logistics 121

PandaDoc

MAY 8, 2024

Such huge numbers equate to huge revenue potential in terms of SMB sales. Read on as we cover everything you need to know about the SMB sales process, and how your sales team can crush it in the competitive landscape. What are SMB sales? What is the difference between SMB vs B2C? In the U.S.

B2C 52

B2C Small Business Sales Decision-making 52

Hubspot Sales

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. If you’re looking for a specific insight, you can skip ahead to these sections: The Top Sales Trends.

B2C 89

B2C Sales CRM B2B 89

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

Hubspot Sales

FEBRUARY 7, 2023

“I hate sales.” That puts sales in the bottom 5% of careers. This isn’t a complete surprise, however — while sales reps are often paid well, the work isn’t easy. From tracking down new prospects to qualifying leads, sales requires ongoing and concerted efforts to see success. Salespeople rate their job satisfaction as 2.5

Sales 111

Sales Value Proposition Decision-making Communication 111

Hubspot Sales

AUGUST 10, 2020

What does it really take to be successful in sales? Well, the answer to that question largely depends on what your definition of success is. Though one’s idea of success can vary from person to person, there are some core proficiencies top reps and sales organizations have in common. Core Competencies in Sales.

Sales 143

Sales Negotiation Communication Leadership 143

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

Planview

MARCH 8, 2024

Here’s what they said. I felt as if my journey as a woman professional is a continuation of her journey to boldly claim a space in a male-dominated world. Nearly 115 years ago, Clara Zetkin set a vision: that every country, every year, would celebrate women on the same day. Planview is proud to participate. Sophia Grace Sr.

Banking 105

Banking Government Innovation Leadership 105

Hubspot Sales

JANUARY 5, 2024

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. So here we are — a little over a year after OpenAI changed the landscape of what can be sped up or fully automated for anyone using the internet.

Internet 96

Internet Sales Communication Media 96

Red Star Kim

DECEMBER 2, 2022

This article summarises the main themes that arose from the discussions and exercises and forms part of the day’s learning resources. What does proactive look and feel like? So we should ask people about their perceptions on what they would like. What stops us being proactive?

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. What do you think the answer was? If you don’t know what you want to achieve in your presentation your audience never will. What's your why? You're about to learn exactly what to look for.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

LinkedFusion

SEPTEMBER 3, 2023

And one of the most important parts of optimizing a LinkedIn profile is improving your headline. Crafting an effective LinkedIn headline is crucial, especially for a sales professional. So, why should you create the best headline for LinkedIn as a sales professional? Why is a LinkedIn headline important?

Value Proposition 52

Value Proposition Marketing Profitability Digitalization 52

Hubspot Sales

MAY 25, 2023

That’s what you can learn from LinkedIn’s Social Selling Index (SSI) — a score that anyone can now check on the platform. Table of Contents What is LinkedIn’s Social Selling Index? In 2015, it became part of LinkedIn’s Sales Navigator, a subscription-based feature. How does this translate to sales specifically?

Decision-making 97

Decision-making Publishing Leadership Media 97

Nutshell

AUGUST 22, 2023

Since AI is revolutionizing sales , marketing, and many other aspects of business, it’s no surprise that many CRM providers are also using the technology to enhance customer relationship management. Because AI imitates the way humans learn from our knowledge and experiences, it can produce insights and make decisions based on what it learns.

Artificial Intelligence 114

Artificial Intelligence CRM Management Decision-making 114

Hubspot Sales

OCTOBER 11, 2021

Navigating the ever-changing digital landscape is a challenge — especially if you have a business of your own and are struggling to market yourself and make sales. From training and education to average salaries and expected job growth, here’s what you need to know before getting into digital consulting.

Digitalization 120

Digitalization Media Digital Transformation Insurance 120

Hubspot Sales

APRIL 27, 2023

The SaaS (Software-as-a-Service) business model is one of the fastest-growing of the last decade. In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career? occupations.

Sales 111

Sales Account Management Communication Sales Management 111

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity?

CRM 71

CRM Sales Software Software 71

Brooks Group

JUNE 26, 2023

The profession of sales is changing rapidly. More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. Sales training pays off in many ways. What is Sales Training?

Sales Training 52

Sales Training Sales Onboarding Profitability 52

PandaDoc

NOVEMBER 10, 2023

Key takeaways Quote management is a systematic approach that empowers businesses to create, send, track, and manage price quotations throughout the sales cycle. Key takeaways Quote management is a systematic approach that empowers businesses to create, send, track, and manage price quotations throughout the sales cycle.

CRM 52

CRM Management Software Software 52

Hubspot Sales

MAY 24, 2021

Exceptional sales reps — the ones who are prepared to both dedicate and deliver — don't grow on trees. When you're interviewing for a sales role, you're bound to run into both kinds of candidates, so the question becomes, "How do I tell them apart?". I also ask what skill they want to improve and what their plan is to do so.

Sales 138

Sales Decision-making Marketing B2B 138

PandaDoc

AUGUST 9, 2023

LinkedIn has become the world’s standard professional network. Most mistakes people make on their LinkedIn profiles stem from them treating the platform too much like other (non-professional) social networks. What is a LinkedIn profile? LinkedIn is like the Facebook of the professional world. This is a massive oversight.

Value Proposition 83

Value Proposition e-Learning Government Marketing 83

Brooks Group

MAY 24, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. The problem is that your sellers are so experienced in dealing with the customer’s problem that they assume they already understand what’s going on. The last three steps (Apply, Convince, and Tie-It-Up) have to do with persuasion. Building out your value formula.

Value Proposition 81

Value Proposition Sales Training Construction Negotiation 81

DemandFarm

MAY 2, 2024

For a sales team, relationship management is essential in nurturing potential customers and onboarding new clients, and utilising effective customer communication techniques, such as consistent and reciprocal communication, can help achieve this. What Is Relationship Management with an Example? billion in 2023 to $157.53

Management 40

Management Banking CRM Profitability 40

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 103

Sales Decision-making Meetings Insurance 103

Help Scout

APRIL 29, 2021

Your customer service culture is not what your fancy “Customer Guarantee” promises, and it’s not whatever you say it is in your new employee handbook. Your culture is the set of beliefs held by your employees about your company: who and what it is for, what it values, and how they act in response to those beliefs.

Decision-making 139

Decision-making Customer Experience Profitability Organization 139

Hubspot Sales

MAY 24, 2023

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. In this article, you'll find what you can control and exactly how to do it. In this article: What is a closing call? It’s nerve-wracking for you and your prospect. isn’t going to help.

Decision-making 110

Decision-making Meetings Negotiation B2C 110

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. But first, we’ll dive into the benefits sales prospecting tools have for your organization.

Artificial Intelligence 112

Artificial Intelligence Sales CRM Decision-making 112

Envisio

FEBRUARY 1, 2024

These initiatives were presented by three groups of young local government professionals who have been working together for over a year to bring their ideas to life. Last week, I had the pleasure of joining the final convening of Local Government 2030 for two days in downtown Phoenix. This was an extraordinary couple of days.

Government 52

Government Innovation Leadership Facilitation 52

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. It can also offer insight into automating sales processes to free up more of your team’s time.

Sales Training 98

Sales Training Management e-Learning Sales 98

Brooks Group

JULY 6, 2022

Sales people may not know it, but they have a lot in common with recruiters working for the United States Air Force, Air Force Reserve, and Air National Guard. If your industry has gotten more competitive, you have less leads, or you’re talking with prospects who don’t fully understand the benefits of what you do — you’re not alone.

Sales 87

Sales Sales Training Retail Advertising 87