Jermaine Edwards

DECEMBER 6, 2023

In fact, I take the position of behavioral economist Dan Ariely that we can find moments of trust in everyday interactions if we’re willing to look for it. Despite this we can’t ignore that today more than any time in history our products and services are exposed to scrutiny, comparison, commodity and competition. What is trust?

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Upland

JULY 12, 2023

Deal qualification can have an outsized, positive impact on your business. It’s all about finding the deals that matter so you can have the maximum impact for both your business and your customer. While there are many ways in which this assessment takes place, it is primarily performed during sales calls.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Red Star Kim

DECEMBER 15, 2023

And its impact on his life and relationships. The book will also be useful for people who don’t feel the need for therapy but want to understand themselves better and improve their mental health. Yet 70% of the time we are fixated on negative thoughts. Part of a psychotherapist’s toolbox is psychoeducation.

Emotional Intelligence 130

Emotional Intelligence Meetings Communication Leadership 130

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. I view it a bit differently, though, and potentially, see this as a problem about how we view and define selling. Well, maybe. But that’s not selling, per se.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Red Star Kim

FEBRUARY 21, 2024

He who asks a question is a fool for five minutes; he who does not ask a question remains a fool forever” Chinese proverb Types of questions Most of us know about the difference between closed questions and open questions. “He We ask questions to avoid making wrong assumptions or adopting the wrong focus. Questioning skills).

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Red Star Kim

MAY 16, 2023

At the PM Forum half day workshop on “Impact, assertiveness and effectiveness” there were delegates from law, intellectual property and accountancy firms. There were also a fair number from Liverpool who were surrounded by the excitement of the Eurovision Song Contest preparations. Sum up the main point and your agreement.

Communication 130

Communication Brainstorming Decision-making Marketing 130

Red Star Kim

JULY 17, 2023

Self-confidence and Confidence – Be more swan At the start of the session, we looked at the difference between self-confidence (internal – what you feel inside) and confidence (external – what you project to others). In an ideal world we would both feel self-confident and appear confident. We liked the analogy of a swan.

Communication 130

Communication Meetings Financial Services Government 130

Red Star Kim

MARCH 6, 2023

Be more strategic – A metaphor: Analyse, join and align the dots Be more strategic – A metaphor: Analyse, join and align the dots At the start of the session we talked about what strategic means to us and how we explain the need for strategy to our internal stakeholders. Here we collect and analyse the data – often from many sources.

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Mike Kunkle

APRIL 8, 2023

Are they a: Financial Buyer , who is concerned about costs and outcomes, and who owns the budget or has funding control? Feasibility Buyer , who is concerned about how your solution will work in their company, in context? A Neutral Party , who is sitting on the fence, or at least so far? Next is their level of Influence.

B2B 211

B2B Decision-making Sales Stakeholders 211

Hubspot Sales

APRIL 15, 2024

But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible. That‘s why we connected with some sales leaders for their takes on habits the most successful prospectors exhibit.

Sales 114

Sales Prioritization CRM Communication 114

Planview

SEPTEMBER 26, 2023

Being who I am and being true to my beliefs is essential. Who do you typically collaborate with? I’m the kind of person who likes to take notes and come into every meeting prepared, no matter how informal it is. I want to do my research and know what we are talking about and what we are going to tackle.

Management 105

Management Meetings Innovation Communication 105

Hubspot Sales

MARCH 25, 2024

But in all seriousness, difficult prospects are a fact of sales life, and dealing with a difficult buyer who makes a sale harder than it needs to will always suck — and from time to time, you're bound to deal with an especially difficult buyer who makes a sale especially harder than it needs to be, and that experience will especially suck.

Decision-making 106

Decision-making Sales Finance Prioritization 106

Nutshell

JANUARY 9, 2024

As part of our efforts to ensure deliverability for our customers, Nutshell has long supported various authentication measures, and we aim to make it as easy as possible to keep up with evolving requirements. Table of Contents Who do these changes apply to? Who do these changes apply to? What are the upcoming changes?

Marketing 126

Marketing 126

Nutshell

JANUARY 9, 2024

As part of our efforts to ensure deliverability for our customers, Nutshell has long supported various authentication measures, and we aim to make it as easy as possible to keep up with evolving requirements. Table of Contents Who do these changes apply to? Who do these changes apply to? What are the upcoming changes?

Marketing 126

Marketing 126

Brooks Group

JANUARY 24, 2024

According to Morningstar experts , this may be the year we finally move past all the disruptions of the pandemic. We surveyed over 150 B2B sales leaders across multiple industries to identify trends in seller capabilities and sales leader priorities for 2024. Will business be back to normal in 2024?

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Account Management Skills

APRIL 22, 2024

We discussed the importance of demonstrating to clients the results you’re achieving for them at three levels. We need to be documenting the outcomes so we keep a record of how we’ve achieved outcomes over time. Recently, I chatted to Tim Riesterer, Chief Strategy Officer at Corporate Visions.

Account Management 52

Account Management Suppliers Management Stakeholders 52

OnStrategyHQ

MAY 1, 2023

We will use the functional classification approach to identify the firm’s capabilities. How does a strategic analysis fit into strategic planning? Before any organization jumps into the core of strategic planning, it’s vital to clearly understand where your organization is today. Pro Tip: DO NOT SKIP THIS STEP IN PLANNING!

Suppliers 105

Suppliers Supply Chain Energy and Utilities Organization 105

Hubspot Sales

FEBRUARY 15, 2023

Tory Bullock , HubSpot’s YouTube Content Creator, recommends being that “someone” who always has something to offer. For example, if a person mentions that they want to revamp their site, introduce that friend of yours who has years of web design experience. And a lot of the time, it’s not about what you know, but who you know.

Meetings 116

Meetings Digitalization Communication Organization 116

Sales Gravy

JANUARY 1, 2024

On this game changing episode of the Sales Gravy Podcast, Jeb Blount discusses how physical fitness impact sales success with online fitness coach Josh Hulsebosch. We need to be able to think on our feet, manage emotions, think creatively, and solve problems. This requires a tremendous amount of mental energy.

Sales 74

Sales Decision-making Management 74

Hubspot Sales

DECEMBER 5, 2023

As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. Buyers already do their own research and prefer self-service tools: Before we get too deep into the future, let’s look at the present. We've entered, what I call, "The Age of the AI-powered buyer."

Decision-making 111

Decision-making Sales Prioritization 111

Strategic Communications

APRIL 3, 2024

My research has connected me with many providers who are developing great online followings and who are interacting with consumers to a much greater degree than their health care organizations are. The first question: “What are we hoping to achieve through these efforts?” ” What’s the goal?

Media 52

Media Energy and Utilities Healthcare Manufacturing 52

MDI Training

DECEMBER 4, 2023

We want to become the most attractive employer in our industry by 2025. To achieve this goal, we must also be able to offer the appropriate employee experience throughout the Group. At the same time, we are investing heavily in people and talent development. All standards and processes are to be mapped in systems.

Artificial Intelligence 105

Artificial Intelligence Digital Transformation Leadership Digitalization 105

Brooks Group

MARCH 28, 2024

A C-level decision maker is an executive who holds a senior leadership position, typically with a title starting with the letter “C” such as chief executive officer (CEO), chief operating officer (COO), or chief financial officer (CFO). Quantify business impact. Why is selling to the C-suite so critical? Build credibility.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Brooks Group

MARCH 25, 2024

Data from our Best Practices of High-Performing Sales Teams report shows: 95% of teams who met or exceeded revenue goals follow their sales process all or most of the time. Over the past 45 years, one million sales professionals worldwide have learned the IMPACT Selling sales process. What is IMPACT Selling ® ?

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Zendesk

MARCH 6, 2023

Black History Month is a time to commemorate such hard-fought achievements and honor the impactful contributions made by Black people—from civil rights leaders and politicians to scientists and artists—who have helped shape the nation and the world for the better. And many still live in fear and experience challenges daily.

Organization 105

Organization Marketing 105

OnStrategyHQ

MARCH 26, 2024

We are witnessing the beginning of a shift that will impact the world for years to come. Our team at OnStrategy is incredibly passionate about the power of AI as a mission multiplier because, as practitioners of strategy implementation, we have seen firsthand the power and the possibility it has on organizational transformation.

Value Proposition 52

Value Proposition Artificial Intelligence Cybersecurity Decision-making 52

Hubspot Sales

JANUARY 30, 2024

Since we just started a new year, is it time for some goodbyes? In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. Instead of primary information sharers, reps will pivot to consultative relationship builders who solution sell.

Virtual Selling 98

Virtual Selling Media Sales Decision-making 98

MDI Training

JUNE 26, 2023

Why Should We Lead More Sustainably? ” Leaders are not only becoming more privately aware of the impact of climate change but also want to fight it on a corporate level. In this article, you will learn what exactly is meant by Sustainable Leadership and how we at MDI are doing our part. What is Sustainable Leadership?

Digital Transformation 98

Digital Transformation Leadership Transportation Digitalization 98

Brooks Group

DECEMBER 20, 2023

View the on-demand webinar: Metrics that Drive Sales Revenue: How to Focus on What Matters Moving Beyond KPIs: Your Compass for Sales Excellence The power of sales metrics lies in the transformative impact data has on decision-making. The buyer is changing faster than we are as sellers. We need to catch up,” said Alice Heiman.

Sales 93

Sales Decision-making Sales Training Sales Management 93

Zendesk

MAY 4, 2023

Before we really get started, can you tell me a bit more about your role at Zendesk when you’re not emceeing an event? We actually just launched that in November, so it’s really cool to see that growing. Check out the video and read on for more of our conversation. That sounds really exciting.

Customer Experience 96

Customer Experience Facilitation Meetings Digitalization 96

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) But would prospects rather connect with someone without a profile picture and who rarely posts, or someone who's active and posts helpful content? and more about how we'll sell them.

Energy and Utilities 100

Energy and Utilities Media Sales Publishing 100

Planview

APRIL 20, 2023

With nearly two decades at Planview, Paula is passionate about the company, its people, and its impact for good. The highlight of my career has been hiring people right out of college who didn’t know this was their career path and watching them flourish.  The happiest people are the people who give back. What is that?

Meetings 98

Meetings Profitability Banking Software 98

Envisio

JANUARY 24, 2024

At Envisio, we believe in the transformative power of reading … which is why we’ve gathered together a list of the best strategy books! At Envisio, we believe in the transformative power of reading … which is why we’ve gathered together a list of the best strategy books! Books are knowledge.

Government 105

Government Leadership Innovation Decision-making 105

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. Questions to Ask: Who is on your Planning Team? Free Strategic Planning Guide What is Strategic Planning?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Zendesk

MARCH 29, 2023

In March, we celebrate Women’s History Month and International Women’s Day to honor women’s accomplishments and contributions to our culture and society. All it took was one person who knew which specific group could help. She serves as a guiding, trustworthy friend who can provide hope and a lifeline. “We

Organization 98

Organization Government Leadership Digitalization 98

Zendesk

MARCH 18, 2024

And quite often, what I hear is this: “We don’t have the tools (or the process are broken, or the policies are outdated) to serve our customers the way they deserve to be served.” And it’s such a powerful statement – and such an affirmation of, what the employee experience is and how the employee experience impacts the customer experience.

Customer Experience 52

Customer Experience Communication Decision-making Organization 52

Brooks Group

MAY 24, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. Time To Persuade The first three steps of the IMPACT Selling ® System (Investigate, Meet, and Probe) revolve around understanding the customer. As we look at each of them, consider which area can yield the greatest improvement for your team.

Value Proposition 80

Value Proposition Sales Training Construction Negotiation 80