CSSP

OCTOBER 10, 2023

Some very successful companies – including YouTube, Canva and the Walt Disney Corporation – adhere to the dictum that 10 percent of your executive team’s time should be devoted to strategic planning. For most companies, a more “goldilocks planning” approach is likely the most appropriate.

Banking 93

Banking Small Business Profitability Marketing 93

Hubspot Sales

DECEMBER 13, 2023

In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs. Introduction Call This call is all about introducing yourself and your company to a potential customer. You'll provide a brief overview of your product or service and try to gain their interest.

Negotiation 100

Negotiation Telecommunications Sales Software 100

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. So, how can companies ensure that there is more engagement in work teams? Little To No Input.

Remote Working 131

Remote Working Meetings Organization Communication 131

Hubspot Sales

OCTOBER 9, 2023

There is nothing worse in the world of selling than asking an executive a great question and then not knowing what to do with the answer. Business Strategy and Value Proposition Research and asking the right questions to determine a prospect‘s business strategy are central to your ability to effectively prepare for a sale.

Shareholders 103

Shareholders Value Proposition Profitability Decision-making 103

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. Your seasoned, super-star reps lead the way. If any of your top salespeople leave your company, you may fall behind. So should you be worried about churn in your sales department?

Sales 118

Sales Brainstorming Leadership Insurance 118

Hubspot Sales

JANUARY 22, 2024

A significant portion of the B2B prospecting calls you make will end up going to voicemail — making the sales voicemail techniques you leverage and how well you can execute them absolutely crucial to your sales efforts. If a prospect doesn‘t call you back, don’t take that as a personal affront to your sales skills or personality.

Construction 113

Construction Decision-making B2B Meetings 113

Nutshell

APRIL 3, 2024

When your customers are frustrated with the quality of your products, services, or support team, they’re likely to ditch your company for a competitor — unless you can help resolve their issues satisfactorily. But how do you even know if your customers are happy or not? But what metrics are those?

Media 71

Media CRM Marketing Meetings 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

Hubspot Sales

FEBRUARY 27, 2024

It can be tough to know how to reschedule a meeting appropriately and effectively. I‘ll be the first to admit that I could have been better at it at points in my career — so to help you avoid the common hitches and hiccups you might run into when trying to reschedule a meeting, I’ve compiled this handy guide.

Meetings 82

Meetings Stakeholders Communication Sales 82

Hubspot Sales

MAY 24, 2023

As a sales rep, you straddle the space between helping your prospect find a solution that works for them and protecting your company’s interests. By the time you’ve reached the negotiation phase of the sales process, you and your prospect have a common goal: getting your company’s offering into their hands.

Negotiation 117

Negotiation Decision-making Stakeholders Meetings 117

Nutshell

APRIL 4, 2024

If your business schedules a lot of meetings — either internally or with clients — you might wish you had a way to make that process easier. The question, though, is this: What’s the best meeting scheduler for you? The question, though, is this: What’s the best meeting scheduler for you? That’s why we’re here.

Meetings 71

Meetings CRM Software Software 71

Planview

MARCH 26, 2024

We talked about how the PMO can be one of your organization’s greatest strategic value drivers. But how do you ensure your PMO is actually equipped and capable of achieving your desired business outcomes? In this post, we will discuss how you can get the most value from your PMO. Sounds simple enough.

Government 59

Government Stakeholders Prioritization Organization 59

Hubspot Sales

DECEMBER 7, 2023

Let’s take a look at what contributes to Q4 sales. Budget management: In many companies, if business leaders don’t spend their budget, they may lose it altogether. Conditions in a company change throughout the year : CDhampions get hired, blockers get fired, and priorities change. Often, a combination of the above will be true.

B2C 119

B2C Transportation Decision-making Logistics 119

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. Table of Contents What is lead distribution? Lead distribution is the process of matching up specific leads with certain sales reps at your company.

CRM 77

CRM Software Software Prioritization 77

Hubspot Sales

AUGUST 21, 2023

Price negotiation is central to virtually every sales process, and understanding how to properly prepare for one can be a big help in reducing stress and improving results — especially if you're new to the process. First and foremost, you need to be mindful of where a deal stands before you engage in a price negotiation.

Negotiation 81

Negotiation Decision-making Sales Management 81

Brooks Group

MARCH 7, 2024

What Is a Consultative Selling Approach? What Is a Consultative Selling Approach? Each type of buyer may have very different reasons for purchasing the same product or service. Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable. Is this deserved?

Procurement 68

Procurement Management Decision-making Sales Training 68

Strategic Communications

APRIL 25, 2024

What many are discovering to their chagrin is that generative AI tools commonly “hallucinate” or, in other words, “make stuff up.” I was looking for examples of companies with employee resource groups (ERGs) specifically focused on older demographics—Baby Boomers and beyond. Here’s what they had to say. It’s happened to me.

e-Learning 64

e-Learning Communication Decision-making Marketing 64

Nutshell

APRIL 4, 2024

If your business schedules a lot of meetings — either internally or with clients — you might wish you had a way to make that process easier. The question, though, is this: What’s the best meeting scheduler for you? The question, though, is this: What’s the best meeting scheduler for you? That’s why we’re here.

Meetings 62

Meetings CRM Software Software 62

Hubspot Sales

OCTOBER 26, 2020

When a company has clearly defined win rate criteria, calculates its win rate frequently, and takes insight-based action to improve win rate, it is setting itself up to turn a higher percentage of prospects into customers. How to Calculate Your Sales Win Rate. Be Consistent with Your Win/Loss Definitions.

Sales 128

Sales Decision-making CRM Meetings 128

Hubspot Sales

NOVEMBER 13, 2023

If you’re anything like me, you take your time to unbox your item, and savor the experience. That’s why your ecommerce packaging needs to be clever, carefully, designed, and inventive. Table of Contents What is ecommerce packaging? What do consumers want? What do consumers want? have crossed $277.6

eCommerce 105

eCommerce Transportation Advertising Decision-making 105

Zendesk

APRIL 13, 2023

That said, practice can also be aided by a little expert advice, a dose or two of inspiration, and by real-life success stories. We’ll also talk customer obsession and later will be joined by Bozoma Saint John, named Forbes Most Influential CMO, Author, and Entrepreneur, for an inspiring close.

Customer Experience 98

Customer Experience 98

Openview

MARCH 1, 2021

Axonius , which lets organizations manage and track computing-based assets that are connecting to their networks — and then plug that data into some 300 different cybersecurity tools to analyse it — has closed a round of $100 million, a Series D that values the company at over $1 billion ($1.2 billion, to be exact). “We

Cybersecurity 199

Cybersecurity Investors Management Remote Working 199

PandaDoc

APRIL 17, 2024

“What is ACV in sales?”, Well, are you a SaaS company or an organization that deals with yearly or multiyear subscriptions and/or contracts? If so, it’s a key metric you might be missing out on. ACV and ARR are essential KPIs for tracking the success of subscription-based companies. we hear you ask. It helps you plan.

Sales 52

Sales Internet Profitability CRM 52

Hubspot Sales

APRIL 26, 2023

But in the long run, having a pulse on when to walk away and disqualify leads will help you refine your efforts and make you a much more efficient, effective salesperson. Every minute you spend on an impossible or low-value deal is one you could be spending on a viable, valuable one. Who else will be involved in this decision?

Decision-making 113

Decision-making Value Proposition Negotiation Stakeholders 113

Hubspot Sales

AUGUST 21, 2023

You have your list of names and phone numbers. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. What is a cold call? What is the purpose of cold calling? If you've never spoken to these contacts before, your outreach would be considered a cold call.

Value Proposition 98

Value Proposition Decision-making Software Software 98

OnStrategyHQ

DECEMBER 20, 2023

Free Strategic Planning Guide What is Strategic Planning? A great strategic plan defines where your organization is going, how you’ll win, who must do what, and how you’ll review and adapt your strategy development. But, move at a pace that works best for you and your team and leverage this as a resource.

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Nutshell

JANUARY 18, 2024

I could be wrong, but I’m going to hazard a guess that setting up appointments is not your favorite part of your job. It can be pretty tedious to keep up with which days and times you’re available and then remember to attend appointments after you schedule them. Table of Contents What is an appointment scheduling app?

CRM 54

CRM Software Software Media 54

Sales Management Plus -- SMP

DECEMBER 5, 2023

Regularly reviewing branch performance is essential for a distribution company for several reasons. This can help in identifying best practices that can be replicated across branches, as well as areas that need improvement. Where to Start in Your Branch Review Every distributor is different.

CRM 52

CRM Profitability Decision-making Software 52

Zendesk

JULY 13, 2022

Instead of drawing a line in the sand , now is the time to bring your employees to the collaboration table and start problem-solving. In the future of work, employees are your most important stakeholders. If you want to keep your best people from jumping ship, you need to be attuned to your employees’ needs and priorities.

Future of Work 98

Future of Work Onboarding Prioritization Insurance 98

Hubspot Sales

MAY 18, 2023

The ability to negotiate can bring you and your business tremendous advantages. Start with your maximum plausible position. When beginning a negotiation, you always want to start off with what is called the “Maximum Plausible Position.” This means asking for the absolute best terms you can reasonably expect to get.

Negotiation 109

Negotiation Profitability Meetings Sales 109

Nutshell

JANUARY 3, 2024

You’re finally ready to start your own company. And if so, what businesses can you start with that amount of money? What kind of business can you start with $10K? It also doesn’t mean that starting a business with $10K will always be an easy and carefree process. What kind of business can you start with $10K?

eCommerce 71

eCommerce Transportation Insurance Marketing 71

Nutshell

JANUARY 3, 2024

You’re finally ready to start your own company. And if so, what businesses can you start with that amount of money? What kind of business can you start with $10K? It also doesn’t mean that starting a business with $10K will always be an easy and carefree process. What kind of business can you start with $10K?

eCommerce 71

eCommerce Transportation Insurance Marketing 71

Strategic Communications

APRIL 11, 2024

I tend to be passionate about some odd things (I can tell by the way people look at me sometimes…) One of the things I’ve been passionate about for a number of years is effective branding. “The brand” is defined by a company’s external audience, but can be impacted by the company’s actions and activities.

Small Business 52

Small Business Prioritization Communication B2B 52

Zendesk

MARCH 8, 2024

Introducing a simple way to exclude inbound volume outliers in your forecast within Zendesk WFM. It’s time to get more specific with your forecast and exclude any outliers from your inbound volume to make your forecast more precise. That’s right; you can now remove dates and times that may skew your forecast.

Communication 52

Communication Marketing 52

Hubspot Sales

DECEMBER 4, 2023

As wonderful as it would be to have every sales engagement run smoothly end-to-end and amount to an amicable, productive resolution, that’s just not how things work. As a salesperson, you‘re almost guaranteed to have to handle this kind of situation at some point in your professional life. Let's take a look.

Sales 86

Sales Stakeholders B2B Software 86

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. You reference price or "low costs" in your outreach email.

Negotiation 123

Negotiation Value Proposition Meetings Procurement 123

PandaDoc

APRIL 30, 2024

Regularly keeping track of incremental sales is one of the best ways of determining how best to allocate your marketing resources. Key takeaways Measuring incremental sales helps improve your marketing strategy. What are incremental sales? This means first establishing what your baseline sales are.

Sales 52

Sales e-Learning Retail Advertising 52