Mike Kunkle

MAY 30, 2023

Sometimes, that reality being what it is, we need to work in environments that are not ideal for what we do. Which, earlier, we said wasn’t easy either. I’ve written about this challenge before in this post, There Are Limits to What Sales Enablement Can Fix. This remains true. Now, get ready for some tough love.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

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

Red Star Kim

JULY 25, 2023

Many of us are able to get through those tough times but sometimes we need a little extra help. Sometimes I find a book for non-mental health professionals that I can recommend to counselling clients to support the work we do together in therapy. But we are able to influence mood. During Covid her audience grew to 3 million.

Decision-making 246

Decision-making Emotional Intelligence Management Construction 246

Red Star Kim

DECEMBER 12, 2023

In early December (and despite the train strike), we gathered at the offices of London | Simmons & Simmons (simmons-simmons.com) for a workshop on “Future Marketing and Business Development Manager”. Functional specialists – Within the firm we must understand and be able to work with different specialists within the marketing team.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

The Center for Sales Strategy

MARCH 11, 2024

It might bring to mind a famous athlete or celebrity or someone we consider at the top of their game and well-known for their track record of success. But if there is one common thing every organization needs for success, it’s to have at least one sales superstar on their team.

Sales 117

Sales Meetings Organization 117

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. 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

Planview

SEPTEMBER 26, 2023

Elvia Martínez manages two teams across three continents. Elvia uses her unique background from an immigrant family to lead her teams with inclusivity, collaboration, and support. I manage two engineering support teams. 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

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. And for assistance, feel free to reach out to our support team. Table of Contents Who do these changes apply to?

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. And for assistance, feel free to reach out to our support team. Table of Contents Who do these changes apply to?

Marketing 126

Marketing 126

The Center for Sales Strategy

NOVEMBER 1, 2023

Have you ever hired someone who seemed perfect on paper, but ended up being a terrible fit for your team? What about someone who blew you away during the interview process, but then turned out to be a totally different person once you brought them on board? Here are five important lessons every hiring manager needs to learn.

Management 127

Management 127

Brooks Group

JANUARY 24, 2024

According to Morningstar experts , this may be the year we finally move past all the disruptions of the pandemic. This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. What are high-performance sales teams doing differently?

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Hubspot Sales

SEPTEMBER 20, 2023

Conversational AI for sales teams can eliminate a lot of repetitive tasks such as follow-up emails and customer queries and even generate sales collateral. How Conversational AI Can Benefit Sales The Best Conversational AI Tools for Sales Teams What is conversational AI? Here are the best ten conversational AI tools for sales.

Artificial Intelligence 114

Artificial Intelligence Sales Prioritization Meetings 114

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

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. Early in my career, I wanted to be the one who was right and spoke first. Who do you typically collaborate with?

Digital Transformation 98

Digital Transformation Digitalization Government Decision-making 98

Customer Think

SEPTEMBER 22, 2023

During my career, I have learned that no matter what one is selling, the account executives and sales leaders who win together most often are those who consistently stay in sync. ” I use this with my own team, and by doing so, we […] And they do that by maintaining what I call a “partnership mentality.”

Sales 110

Sales Leadership 110

OnStrategyHQ

APRIL 16, 2024

It’s supported by clear objectives, goals, and actions that articulate who, where, when, and how you’ll achieve your bigger vision of success. Get the Free Guide for Agile Implementation & OKR Cycles Get The Guide Tip 2: Make sure your team is aligned with your plan and direction.

Communication 98

Communication Organization Meetings Stakeholders 98

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.

Negotiation 104

Negotiation Sales Leadership CRM 104

Hubspot Sales

JANUARY 5, 2024

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. What’s new and exciting for everyone is that we can just ask AI to do that for us. Sometimes we don’t even have to ask — it’s already part of an automation sequence. I know I would.

Internet 96

Internet Sales Communication Media 96

Hubspot Sales

JANUARY 4, 2024

However, it's not the slump itself that really matters, but what we do to address it. If this critical activity is neglected, sales teams may not fully understand their prospects' needs and budgets, which are pivotal in closing sales. Consider this year, we all saw a dip in sales and massive layouts due to the global recession.

Sales 113

Sales Management Sales Management Marketing 113

Vantage Partners

SEPTEMBER 12, 2023

We’ve worked with hundreds of organizations implementing leadership development training, and we believe the most effective leaders act along three dimensions: They lead self, they lead others, and they lead the business. What is a holistic leader? Or they’ll believe their company’s current Employee Assistance Program suffices.

Leadership 83

Leadership Communication Business Planning Organization 83

Vantage Partners

SEPTEMBER 12, 2023

We’ve worked with hundreds of organizations implementing leadership development training, and we believe the most effective leaders act along three dimensions: They lead self, they lead others, and they lead the business. What is a holistic leader? Or they’ll believe their company’s current Employee Assistance Program suffices.

Leadership 83

Leadership Communication Business Planning Organization 83

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?) Pascal Weinberger, CEO of Bardeen.ai , believes AI is helping sales teams work smarter, not harder. It’s been a game changer in how my team operates on a day-to-day basis." Build a nice-looking website.

Energy and Utilities 100

Energy and Utilities Media Sales Publishing 100

Brooks Group

FEBRUARY 23, 2024

According to The Brooks Group research , almost half of underperforming teams struggle with qualifying new opportunities. This post dives into the importance of qualifying prospects and how to improve your team’s ability to identify the right buyers. Failure to qualify properly has a big downside.

Prioritization 80

Prioritization Sales Training Sales Construction 80

Hubspot Sales

SEPTEMBER 1, 2023

Train AI in sales, and you’ll join 81% of salespeople surveyed who agree that AI significantly reduces their manual tasks and data entry workload. Plus, insights from sales experts who are knowledgeable and passionate about using AI in sales ethically. But how do you do that ethically? And there are threats of lawsuits against OpenAI.

Artificial Intelligence 103

Artificial Intelligence Decision-making Sales Software 103

Force Management

APRIL 4, 2024

John McMahon and John Kaplan were joined by guests experienced in building and scaling elite sales teams, who shared insights on hiring great sales teams, leading them to success, and helping them execute next-level go-to-market strategy.

Publishing 84

Publishing Leadership Marketing Sales 84

Brooks Group

MARCH 28, 2024

Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker? 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).

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Brooks Group

FEBRUARY 16, 2024

Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. 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.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Brooks Group

MARCH 21, 2024

Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning. Only 41% of underperforming teams are effective at sales discovery and questioning. Only 23% of successful teams (vs. Asking questions is good.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Hubspot Sales

MAY 7, 2024

Instead of biting my nails to the bone over what AI could do, I positioned myself as a writer who could do what AI couldn’t. After all, it’s not like we come out of the womb all centered and emotionally resilient. It’s an entrepreneurial competency we must develop first-hand. Sometimes, life just happens. More on that later.

Interpersonal Skills 64

Interpersonal Skills Decision-making eCommerce Prioritization 64

Nutshell

FEBRUARY 20, 2024

Want to get more of your marketing team on your CRM and email marketing platform so they can send email campaigns, but don’t want to pay for an entire seat? A new update we’ve been hinting at is here! Nutshell is here to help sales and marketing teams work better together. Will these seats affect my plan’s role limits?

Marketing 71

Marketing CRM Management Sales 71

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

The Center for Sales Strategy

JULY 26, 2023

They know how to inspire and motivate their teams. But what we know for certain is that they are the ones who give just as much attention to managing their own talents as they do to managing their teams. The best sales managers are active listeners and innovative thinkers. Of course not. And how do they do that?

Sales Management 97

Sales Management Management Innovation Sales 97

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

The Center for Sales Strategy

OCTOBER 3, 2023

For each week in October, we have an amazing slate of women sales leaders who will be sharing their unique insights. Why you shouldn’t want a team of “you,” but, instead, a team of people who are authentically themselves. We’re so proud to be celebrating Women in Sales Month once again!

Sales Management 82

Sales Management Sales Management 82

ProlifIQ

MARCH 30, 2023

Account Planning Template for B2B Sales Teams You can steal the key account plan template we use with customers here. We’ll cover each part including: Business Overview Objectives & goals Relationship Mapping White Space (Expansion) Action Introduction: What is Account Planning? Who are their competitors?

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

Hubspot Sales

MARCH 11, 2024

For the last six years, I’ve been an avid user and champion of using async video in my day-to-day as a seller — well before joining Loom to lead its Sales and Customer Success teams. I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader.

Sales 114

Sales Meetings Stakeholders Customer Success 114

The Center for Sales Strategy

JUNE 28, 2023

It’s common knowledge that professional athletes who reach peak performance no longer need coaching, right? The same can be said for your sales team. Coaching helps your team members by boosting their confidence, improving their performance, and helping them see things they’re unable to see – they’re too busy selling!

Sales 93

Sales 93