Account Management Skills

APRIL 22, 2024

I’m joined by Shannyn Lee, Managing Director of Win Without Pitching ®, which is widely recognised by the creative industry as one of the best quality sales training programs because it’s specifically tailored to agencies. and to buy Blair Enns’ book, ‘The Win Without Pitching Manifesto’, which is practically the industry bible.

Client Relationships 52

Client Relationships Sales Training Management Marketing 52

Planview

JANUARY 2, 2024

This dedicated team of consultants leverages their extensive experience to thoroughly understand organizational needs and apply industry best practices to help attain strategic business objectives. When I retired from the elevator industry, I wanted to look for something fun—and Planview is fun. I literally love what I do.

Digital Transformation 98

Digital Transformation Digitalization Government Decision-making 98

Hubspot Sales

MAY 6, 2024

While there's no exact recipe for a unicorn company, there are some common themes that we see many unicorns embody. Disruption The term disruption in the business world refers to smaller companies challenging an industry. Some examples of disruptive unicorns include: ByteDance (owner of TikTok), disrupted the social media industry.

Investors 76

Investors Innovation Software Software 76

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

Hubspot Sales

FEBRUARY 19, 2024

We often compare elite athletes with animals: Fast like a cheetah. Here are two trends we spotted in this direction, each presenting unique opportunities you can pounce on for wild profits: 1. Partner with existing trainers who can design the curriculum. Strong like an ox. Agile like a hummingbird.

Logistics 99

Logistics Profitability Organization Marketing 99

The Center for Sales Strategy

SEPTEMBER 21, 2023

Regardless of the industry you are in, there is no doubt that you risk seeing your job function become extinct. Think about the travel industry. Today, we will look at the media industry—specifically, Digital Media Sales Managers. The same could happen in many industries.

Media 73

Media Digitalization Sales Management Management 73

Planview

SEPTEMBER 26, 2023

I worked in the automotive industry at the beginning of my career when I first graduated. Then, I spent a few years in the education sector and moved into the tech industry at the beginning of the COVID-19 pandemic. Being who I am and being true to my beliefs is essential. Who do you typically collaborate with?

Management 105

Management Meetings Innovation Communication 105

Hubspot Sales

FEBRUARY 12, 2024

To meet the emerging demand, consider getting into the cleaning services biz, a ~$400B industry that’s projected to reach $633B by 2030. Source: Subreddit Stats At Trends, we love “unsexy” businesses, particularly ones that “don’t have flashy tech, aren’t in the news, haven’t raised much funding, and mint cash,” as Sam Parr used to say.

Small Business 84

Small Business Profitability Retail Meetings 84

Hubspot Sales

FEBRUARY 12, 2024

Every new customer you bring on who isn’t the right fit presents a churn risk — and if they don’t follow through, take direction when it comes to implementation, or see value from the product, their bad customer experience reflects poorly on you and your company. industry) does not fit your target market. Their vertical market (i.e.

Sales 120

Sales Decision-making Facilitation Marketing 120

Nutshell

MARCH 5, 2024

This is the step where you assign leads to salespeople, who will then nurture those leads. For example, a sales rep who specializes in airline company clients would be the perfect person to manage an airline lead. And you may have also heard of lead nurturing, which is where you continue marketing to leads until they’re ready to buy.

CRM 77

CRM Software Software Prioritization 77

Hubspot Sales

APRIL 1, 2024

It won’t matter who they work for or what industry they’re in. Seller Sentiments About Inbound Lead Flow Fell Year-Over-Year Here’s some data we were looking at recently that shows the difference in seller sentiments for inbound lead flow comparing Q4-2023 to Q4-2022. We all know buyer research is changing.

CRM 87

CRM Sales Environment Leadership B2B 87

The Center for Sales Strategy

APRIL 12, 2023

Are you looking to stay on top of the latest trends and strategies within the sales industry? To give your team members an edge, it pays off to follow leaders in the field who have proven themselves as thought leaders: those individuals who can share insights and advice with inspiring stories, passion, and expertise.

Sales 96

Sales Leadership 96

Hubspot Sales

JANUARY 7, 2024

Sales reps who use these words sound like hesitant amateurs, so be very careful to avoid them. Profanity You never know who you might offend. In some fields, swearing is accepted (from personal experience, I know the copier industry and Wall Street use colorful language), but in most cases, it’s not.

Sales 121

Sales Decision-making Onboarding Communication 121

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

Hubspot Sales

NOVEMBER 20, 2023

But you don’t want to expand into new industries while increasing costs, losing time, and ultimately, costing your business sales. In this post, we’ll further explore the concept of using AI to sell into new industries and review five ways your sales team can leverage it. 5 Ways Your Team Can Use AI to Sell Into New Industries 1.

Artificial Intelligence 104

Artificial Intelligence Decision-making Profitability Sales 104

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). Senior decision maker titles also vary by industry. Why is selling to the C-suite so critical?

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

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

JANUARY 5, 2023

You'll want to start each call with the four or five things your product can solve in direct response to your prospects' biggest challenges — which requires making some assumptions and having a deeper understanding of their industry. You need to be a true expert in your industry. Buyers have an abundance to pick and choose from.".

Stakeholders 111

Stakeholders Software Software Decision-making 111

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

Strategic Communications

APRIL 3, 2024

Before I started Strategic Communications in 2008, I worked for some large organizations in the education, energy, and healthcare industries. Great Connections Between Providers and Those They Serve In the healthcare industry, relationships occur with providers—the people that take care of you. ” What’s the goal?

Media 52

Media Energy and Utilities Healthcare Manufacturing 52

ACT

FEBRUARY 26, 2024

Join us as we delve into TendenZ’s history, expertise, and commitment to providing top-notch solutions that go beyond the ordinary and learn how their partnership can fast-track any organisation’s journey to success in this Q&A session with Frank Boersma, Commercial Director of TendenZ. We have certified Act!

CRM 52

CRM Healthcare Manufacturing Small Business 52

Hubspot Sales

DECEMBER 13, 2023

How do you envision measuring success or ROI if we were to work together?” Questions you should ask during this type of sales call: “What specific challenges or pain points are you currently facing in your role/industry?” “How Can you tell me more about your role and responsibilities within your organization?” “How

Negotiation 105

Negotiation Telecommunications Sales Software 105

Hubspot Sales

NOVEMBER 28, 2023

So, we partnered with some of the best sales professionals to give you their insights, including the biggest challenges and tips to get past them. Encouraging Your Prospect to See Your Value Wittman recommends that there’s another tactic salespeople can take with prospects who just aren’t ready to buy. Advice for Working in Sales 1.

Negotiation 104

Negotiation Sales Leadership CRM 104

Zendesk

SEPTEMBER 19, 2023

Finding the right customers—especially ones who choose your offerings over an industry favorite—is one of the most important challenges for business-to-business (B2B) startups. We did great at [previous] with early adopters, but we had a lot of trouble turning them into real, pragmatic buyers,” says Pennarun. “A

Investors 91

Investors Facilitation Media B2B 91

Brooks Group

FEBRUARY 16, 2024

Don’t Forfeit Your True Differentiator First, a quick story: Three years ago, I bought a refrigerator from someone who worked at one of the big home improvement stores. We arranged to meet at the store. They know who the buyer is. You just have to know who that product appeals to. and, “How do I stay alive?”

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

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?) 53% of sales reps say AI has made it easier to compete with other businesses in their industry. Did you know NASA plans to build houses on the moon by 2040 ? and more about how we'll sell them.

Energy and Utilities 100

Energy and Utilities Media Sales Publishing 100

Hubspot Sales

APRIL 4, 2023

Common Interview Questions for Consultants Fit Questions Leadership Questions Industry Questions Experience and Background Questions Conflict Resolution Questions Fit Questions for Consultants 1. Consulting is a highly competitive field, and firms are looking for people who have a "spark" for this type of work. Tell me about yourself.

Supply Chain 105

Supply Chain Leadership Construction Artificial Intelligence 105

Quip

AUGUST 6, 2021

That's why, six years ago, we created the Quip Diversity Scholarship for students pursuing careers in STEM, and why we're excited and proud to announce that applications for 2021 will be accepted through September 5, 2021. We know you have so much to offer and contribute to our industry and the world. How the scholarship works.

Meetings 122

Meetings Organization 122

Customer Think

FEBRUARY 6, 2024

We sometimes talk to customer marketing professionals – especially those working for large companies – who tell us their firms operate multiple customer advisory boards (CABs).

Marketing 63

Marketing Management 63

Brooks Group

MARCH 21, 2024

Intro Questions & Product Pitch = Least Effective This approach begins with introductory discovery call questions to build rapport and gather basic information about the prospective buyer, such as their role, company, and industry. Only 41% of underperforming teams are effective at sales discovery and questioning.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Brooks Group

JUNE 1, 2022

Having worked with thousands of sales leaders and millions of salespeople, our 45 years of experience have shown that industry experience is not critical for success. Direct industry experience is not always the key to finding good salespeople. Who to Hire. Managers should instead look to hire from an aligned industry.

Decision-making 85

Decision-making Sales Training Manufacturing Account Management 85

MDI Training

DECEMBER 4, 2023

The focus is on the vision of using artificial intelligence (AI) not only to become the most attractive employer in the industry but also to revolutionize the employee experience. We want to become the most attractive employer in our industry by 2025. At the same time, we are investing heavily in people and talent development.

Artificial Intelligence 105

Artificial Intelligence Digital Transformation Leadership Digitalization 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

We need to be able to think on our feet, manage emotions, think creatively, and solve problems. How Physical Fitness Can Drive Sales Success The podcast kicks off by addressing the undeniable impact of physical appearance in the sales industry. Interestingly, one crucial aspect that often gets overlooked is physical sales fitness.

Sales 74

Sales Decision-making Management 74

Hubspot Sales

APRIL 25, 2023

Strategy Consulting “Strategy projects are usually about growth — how can we get our clients to expand their services, how can we get more people using their services, and how can we get into more markets,” says Hisham Zhkan , a management consultant who specializes in healthcare consulting.

Healthcare 94

Healthcare Insurance Shareholders Interpersonal Skills 94

Insightly

JUNE 14, 2023

Marketing disruption is more important than ever due to rapid technological advancements, rising consumer expectations, and fierce competition in most industries. In this post we cover the forces that have propelled marketing disruption and share actionable tips that will kickstart your own disruptive marketing efforts.

Marketing 98

Marketing CRM Customer Experience Media 98

Planview

MARCH 28, 2024

By identifying key challenges and proposing actionable solutions, we aim to shed light on the strategies necessary for success in the industry’s dynamic landscape. Three challenges, in particular, are driving the automotive industry’s software revolution. This confluence of factors impedes their agility and responsiveness.

Manufacturing 59

Manufacturing Suppliers Software Software 59