Hubspot Sales

NOVEMBER 1, 2017

What are the sales trends of 2018? Account-based selling. 2018 is just around the corner. To find out what’s coming, I asked sales leaders, experts, and reps to predict the top sales trends of 2018. When I consulted sales experts, managers, and trainers, this answer came up again and again. Video prospecting.

Sales 145

Sales B2C Decision-making Account Management 145

Hubspot Sales

DECEMBER 3, 2017

50 Scientifically Proven Ways to Be More Persuasive , businesspeople who sent a funny, inoffensive cartoon to their negotiation partners before negotiating generated higher levels of trust and 15% larger profits than those who didn’t send a cartoon. Claire Chazen, Channel Account Manager, HubSpot Agency Partner Program.

Negotiation 112

Negotiation Sales Meetings Profitability 112

Red Star Kim

FEBRUARY 8, 2024

Similarly, a Key Account Management (KAM) or Account Based Marketing (ABM) approach may help. There are many articles on both of these topics. But in essence, this is an internal cultural issue – do you have a “one firm” approach?

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Jermaine Edwards

APRIL 3, 2020

According to Deloitte Global’s 2018 crisis management survey, “ Stronger, Fitter, Better: Crisis Management for the Resilient Enterprise ,” nearly 60% of respondents believe that organisations face more crises today than they did ten years ago, yet many may overestimate their capabilities to respond.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Miller Heiman Group

NOVEMBER 5, 2018

CSO Insights’ 2018 Sales Talent Study confirms that most sales leaders (85 percent) do not believe their current sales teams will be able to universally make this shift to value engineers. This includes: Sales skills (surfacing explicit and implicit needs, social selling, negotiating, resolving concerns).

Organization 64

Organization Sales CRM Negotiation 64

Red Star Kim

DECEMBER 12, 2023

Delegates represented a variety of roles – many were MBD generalists covering a range of activities (planning, marketing communications, client listening, account management, campaigns, pitches etc). But some had travelled (with a rather early start) from the Midlands and others had battled in from the London suburbs.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Sales Management Matters

AUGUST 2, 2019

A 2018 survey by Aberdeen of 342 B2B buyers revealed that 62% of survey participants said that vendors who identify a new way to solve an established problem are most valuable, and 66% said this would shorten the buying process. However, typically the challenge is ensuring a smooth handover from the Hunter to the Account Manager.

Account Management 75

Account Management Negotiation Organization Sales Management 75