Revenue Storm

MARCH 23, 2023

How good are you at this competency? The Current State of Salespeople Adopting Technology Google the phrase “sales technology adoption,” and you will find low adoption rates side-by-side with high technology spend. So, if your sales athlete has better equipment, why is it still sitting in the locker room?

Sales Technology 78

Sales Technology Sales Leadership Sales Leadership 78

Hubspot Sales

MARCH 1, 2021

Some salespeople are just built differently. These model reps' approach to their work is shaped by something known as the entrepreneur mindset — a special frame of mind that separates certain salespeople from their peers. Entrepreneurs see the good in failure. They're the ones that leave a room when they're the smartest in it.

Decision-making 140

Decision-making Prioritization Leadership 140

Brooks Group

JUNE 7, 2022

While no article can diagnose what happened in your specific situation, we can give you the top reasons salespeople have to mark opportunities “closed-lost” in the CRM. I asked salespeople “why do customers do business with you”. The salespeople weren’t aligned with what the customer valued most. . Misaligned Values.

Supply Chain 75

Supply Chain Value Proposition B2C Sales Training 75

Brooks Group

DECEMBER 20, 2023

This blog post recaps their conversation, exploring why metrics are indispensable for effective management and how they serve as the guide toward strategic success. If I have good conversations and can qualify that opportunity, the number of calls takes care of itself. Look deeper and see what the salespeople need.

Sales 93

Sales Decision-making Sales Training Sales Management 93

Hubspot Sales

DECEMBER 28, 2021

Due to the proliferation of marketing materials on the internet, the modern buyer is no longer dependent on salespeople for necessary purchasing decision information. Inbound salespeople see the need to personalize the sales experience to the buyer's context. Comparing Legacy Salespeople to Inbound Salespeople.

Value Proposition 116

Value Proposition Sales Decision-making Prioritization 116

Revenue Storm

MAY 24, 2022

Those sales targets rarely change even if you don’t have good individual contributors, have supply chain or delivery issues, or lack good, qualified leads from Marketing. In fact, from data mining our Sales behavior assessment, the Sales Competency Indicator, risk avoidance by salespeople has doubled since the start of the pandemic.

Management 78

Management Supply Chain Sales Brainstorming 78

Brooks Group

OCTOBER 13, 2023

Has Real-World Sales Experience If someone is delivering sales training sessions to a room full of salespeople, it’s imperative that they’ve actually sold at some point in their career. Sales trainers with leadership experience make good coaches in the classroom, and are invaluable during sales management training programs.

Facilitation 92

Facilitation Sales Training Sales Decision-making 92

Hubspot Sales

MAY 12, 2023

Table of Contents What makes a good executive assistant? 20 Interview Questions and Answers for an Executive Assistant What makes a good executive assistant? EAs need to be diplomatic with good communication while remaining a firm and decisive gatekeeper for the executive. Why do you want to work for this company?

Software 108

Software Software Shareholders Communication 108

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. Why do value leaks occur? Don’t trail off.

Negotiation 123

Negotiation Value Proposition Meetings Procurement 123

Hubspot Sales

JANUARY 6, 2021

You've trained your salespeople on the key actions required to move prospects from stage to stage. If you're connecting with prospects on LinkedIn and then following up over email, a lead might be any LinkedIn user you've identified as a potential good fit. First, are your salespeople getting enough leads to hit their goal?

Sales 140

Sales CRM Banking Organization 140

Nutshell

MARCH 5, 2024

This is the step where you assign leads to salespeople, who will then nurture those leads. Why is lead distribution important? Needless to say, this method requires a sales team with integrity, where no one will gobble up all the leads for themselves and leave the rest of their group hanging out to dry.

CRM 77

CRM Software Software Prioritization 77

Openview

SEPTEMBER 20, 2018

And it’s not good, because it is VERY expensive to churn salespeople – especially the good ones. Why your salespeople are leaving at the end of the year. Why your salespeople are leaving at the end of the year. It’s been said that “people don’t leave companies, they leave bosses.”.

Sales 96

Sales Leadership Decision-making Marketing 96

Revenue Storm

JUNE 8, 2021

Even before the pandemic, clients were already engaging salespeople later in the sales process, having done their research on their own first. Why buy when you can rent? There are three critical skills strategic salespeople must master to successfully sell through the uncertainty of today’s pandemic era. Create New Demand.

Supply Chain 78

Supply Chain Virtual Selling Construction Leadership 78

Brooks Group

FEBRUARY 21, 2023

View this week's video Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify offering discounts, reducing margin, and for the sake of the sale, giving away most of the company’s profit. Top salespeople sell at a higher margin, and in larger volumes.

Negotiation 71

Negotiation Value Proposition Sales Training Retail 71

Hubspot Sales

DECEMBER 31, 2020

This is why most businesses have a sales funnel — a way of bringing in potential customers and working with them until they become buyers. Do your salespeople receive their information from marketing as soon as they come in so they can reach out to them? For many salespeople, their livelihood depends on the sale. Be patient.

Publishing 136

Publishing Marketing Sales Communication 136

Revenue Storm

DECEMBER 15, 2020

Even before COVID-19, clients were engaging B2B salespeople later and later in the buying process, after they did their homework, and were much more educated with higher expectations of salespeople when they engaged us. Why do procurement teams need to engage your salespeople at all? Want the good news?

Procurement 78

Procurement Value Proposition B2B Decision-making 78

Hubspot Sales

AUGUST 25, 2018

A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. But what if this isn't a good thing? How Fast Are Salespeople Churning in 2018? Job satisfaction is low.

Sales 111

Sales Acquisition Account Planning Sales Management 111

Hubspot Sales

JULY 6, 2020

The best salespeople are ones with morals and standards who sell to prospects because they know their product will suit those companies' needs and interests better than anyone else. The most effective salespeople have legitimate integrity. Here are some crucial components to selling with integrity and insight into why it matters.

Sales 100

Sales Negotiation 100

Hubspot Sales

FEBRUARY 21, 2023

Here, we'll define coachability in sales (and why it matters), explore what it takes to be truly coachable, and how to answer interview questions about this topic. Plus, due to the nature of the job, salespeople are highly vulnerable to stress and burnout — and coaching can alleviate these issues before they come to a head.

Sales 97

Sales Prioritization Management 97

Hubspot Sales

JULY 30, 2019

Salespeople get a bad rap. In HubSpot Research's newest study, Buyers Speak Out: How Sales Needs to Evolve , respondents were asked to submit the word they most associated with salespeople. Why it's pushy: You're keeping yourself top-of-mind, all right -- as that annoying salesperson who won't stop calling. The #1 response?

Procurement 109

Procurement Value Proposition Decision-making Meetings 109

Hubspot Sales

MARCH 9, 2018

There's no doubt about it -- leaving a good sales voicemail is hard. Should salespeople even bother with voicemails? Absolutely, and here’s why. Of course, you won’t get any responses at all -- high quality or otherwise -- if you don’t leave a carefully planned and thoughtful voicemail. How to Leave a Voicemail.

Sales 109

Sales Software Software Marketing 109

Hubspot Sales

AUGUST 28, 2019

When you're employing an all-star salesperson who closes deal after deal, it's disheartening when that rep decides to leave. Employee turnover for salespeople remains high for many reasons, both in and out of your control, and it's up to the leaders of your sales department to: Know your sales department's employee turnover rate.

Sales 81

Sales Onboarding Leadership Decision-making 81

Brooks Group

MARCH 27, 2023

Why Is Sales Operations Important? A good way for a company to increase its revenue stream is by having an efficient and effective support system. It handles every aspect of your sales process, making your salespeople more effective and successful. They manage this so that salespeople can concentrate on closing deals.

Sales 52

Sales Advertising Sales Training Profitability 52

Hubspot Sales

JULY 12, 2018

Why are you interested in this company? Why are you interested in this role?". How do you make sure you leave the best impression possible? Explain why you're interested in this company and role. Everyone loves a good sales story, so the more you can amp up the drama, the better. Do you feel ready?

Sales 137

Sales Communication Management Meetings 137

Openview

NOVEMBER 6, 2018

Often, their revenue has come through the sheer muscle of a founder or a few early employees who accidentally happened to be good enough at sales. Startup founders in these companies tend to characterize their sales organizations with vague phrases like: “We’re just a mess, and I don’t know why.”. “We Your leadership.

Sales 107

Sales Investors Leadership Acquisition 107

Hubspot Sales

OCTOBER 26, 2018

Some salespeople start with an email; others prefer to just get on the line and talk. However, you should also always be prepared to leave a voicemail -- your prospect won't be near his or her phone at all times. And even if you do leave a voicemail, it doesn't mean it'll be heard, or receive a response.

Sales 110

Sales Media Decision-making Facilitation 110

Nutshell

DECEMBER 4, 2018

Salespeople typically detest meetings because they take time away from what they’d rather be doing: calling prospects, scheduling appointments, and closing deals. Everyone should leave your meetings knowing exactly why they needed to attend, and what their next steps are. Make the Meeting Convenient. Stick to the Schedule.

Meetings 97

Meetings Sales Decision-making Publishing 97

Arpedio

JUNE 17, 2022

Developing world class salespeople. ? Therefore, Scott has made a list consisting of five concrete things that he has observed to be the key ingredients needed to develop world class salespeople or teams. Sure, it seems obvious, but reality is that it’s simply not a good idea to ask open questions about what the next step should be.

Account Management 52

Account Management B2B Decision-making Innovation 52

Whetstone

MARCH 14, 2024

There’s an adage that people don’t leave companies, they leave managers. They often move into these roles because they were good practitioners, not because they know how to coach. When salespeople know that expectations are simply the flavour of the month, they will sit on the sidelines and wait for the initiative to fade.

Management 52

Management Account Management Meetings Sales 52

Openview

FEBRUARY 11, 2019

One of the reasons salespeople are so valuable is that they are able to provide a personalized touch to the marketing process. While it’s good to have a general pitch in mind when presenting a product, a needs-based approach to marketing encourages you to go off-script. Don’t be afraid to go off-script.

B2B 101

B2B Value Proposition Media Digitalization 101

Hubspot Sales

DECEMBER 26, 2017

The standard process for SDRs or BDRs (whatever your organization calls them) of sending out sequenced emails, calling, leaving voicemails, rinse and repeat? Connect calls are a lot like voicemails -- to get good at them, SDRs have to do a lot of them until they’ve developed “muscle memory.” It no longer works well.

e-Learning 144

e-Learning Sales Marketing Management 144

Hubspot Sales

NOVEMBER 22, 2021

Whether you're sending an InMail or a good old-fashioned message, look to the following template as a guide. Data has shown that buyers and consumers react much differently to LinkedIn messages from salespeople with whom they share connections than salespeople with whom they don't. Effective LinkedIn Messages. Their first name.

Publishing 120

Publishing Leadership Media Sales 120

Hubspot Sales

MAY 26, 2023

That’s why mastering an outbound call is so important. If you lead a sales team, don’t leave your agents empty-handed; give them the training and resources they need to be prepared to communicate with customers and prospects. A good call center tool should enable you to track calls and prioritize the calls in your queue.

Emotional Intelligence 100

Emotional Intelligence Software Software Communication 100

Hubspot Sales

JUNE 5, 2018

Your sales pitch can make or break the deal, so it’s a good idea to have that nailed down before meeting with your customer. For this post, I’d like to discuss the anatomy of a good sales pitch and share examples of the best sales pitches I’ve ever heard. Answer the why. Our contest also served as a good experiment.

Sales 143

Sales Artificial Intelligence Value Proposition Decision-making 143

Hubspot Sales

APRIL 13, 2018

One of the biggest differences between weak and strong salespeople is how they react to rejection. The worst salespeople have to take a walk around the building to recover every time they get rejected, while top salespeople recover right away when it inevitably happens. or "Good to hear. It hurts just to write that.)

Decision-making 110

Decision-making Sales Internet Negotiation 110

Hubspot Sales

JUNE 21, 2018

Eat a good breakfast. Start with "Why". Eat a good breakfast. Classical music is hypothesized to increase your intelligence, pump-up songs like Queen’s “We Will Rock You” make you feel more powerful, and “feel-good” songs improve your mood by actually causing your brain to release more dopamine. Start with “why”.

Sales 145

Sales Organization 145

Hubspot Sales

JULY 30, 2019

Michael Ahearne, a colleague at the Stephen Stagner Sales Excellence Institute at the University of Houston, published an article in the Journal of Marketing, titled, “Learned Helplessness Among Newly Hired Salespeople and the Influence of Leadership.”. It also helps to explain why turnover rates are often high for new salespeople.

Sales 97

Sales Retail Sales Management Decision-making 97