Hubspot Sales

JULY 22, 2024

Why would you need a script for making a cold call? Before the end of the day, you need to make 100 calls. In this article, I’ll share more about cold calling and show you what a typical cold call looks like — plus what I consider to be the best cold call script ever. (If Rep: Are you the decision-maker? Consider this.

Value Proposition 111

Value Proposition Decision-making Software Software 111

Mike Kunkle

AUGUST 30, 2023

They must show that they can make an impact with enablement and move the needle on the metrics that matter most. But there is much an enabler can do to lead the change projects, garner the support needed, and continue to nudge, push, cajole, and lead the way to making a business impact. There is a proven-effective path forward, though.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Hubspot Sales

OCTOBER 5, 2017

Gatekeeper: Person in charge of communicating or preventing information from reaching a decision-maker; for example, receptionists or personal assistants. Decision-maker: The person in charge of making a final decision on the sale. Qualify and begin prioritizing prospects. Goal: Schedule next meeting.

Sales 145

Sales Decision-making Prioritization Media 145

Hubspot Sales

FEBRUARY 13, 2025

In this article, Ive deep-dived into the MEDDPICC sales methodology, from what it is and how you can use it, to top tips from seasoned sales pros who use MEDDPICC and describe it as transformational. By the time Id finished this article, I was already bringing the MEDDPICC sales methodology into my own business. Decision Criteria.

Decision-making 52

Decision-making Sales eCommerce B2B 52

QYMATIX

NOVEMBER 18, 2024

Every company is made up of countless logical decisions. And these decisions are rational, aren’t they? Depending on their value, you can decide how to invest, prioritize or retain them. This article uncovers the deeper meaning and challenges of CLV. But who cares about that?

Profitability 52

Profitability Decision-making Manufacturing Software 52

SBI Growth

MARCH 30, 2013

To help you make a decision, let’s break it down below. If Pinterest makes sense, you can download this guide for your next brainstorm session. This article is written to drive two potential outcomes: Help you identify a unique opportunity to leverage a targeted social platform to drive results. Author: John Koehler.

B2B 133

B2B Marketing B2C Internet 133

Arpedio

MARCH 10, 2025

AI is revolutionizing the way sales teams identify, target, and engage key accounts by making sense of complex data, predicting buyer intent, and delivering hyper-personalized experiences at scale. In this article, well explore how AI is reshaping ABS in 2025 and why sales teams that embrace it will stay ahead of the curve. The result?

Decision-making 52

Decision-making Prioritization Communication Organization 52

Upland

OCTOBER 17, 2023

Its many evolutions and the powerful AI of today make it an irresistible tool to many. Its content capabilities make it an indispensable tool for your sales team. Getting a complete picture of decision-makers Do you know everything about the decision-makers in your target accounts? Many writers use AI to spark ideas.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Help Scout

APRIL 27, 2021

You might well ask, “Why do we need a whole article about dealing with a list of questions?” Apart from all the complexities of prioritizing and responding, to customer service professionals, the queue can begin to feel like a living entity. Our own team at Help Scout shared their triage model in this article.

Management 119

Management Prioritization Decision-making Organization 119

ACT

FEBRUARY 20, 2025

By going beyond basic customer data , the top sales teams create systems that capture every interaction, analyze customer behavior , and predict which leads are most likely to convert, making every sales dollar count. Higher conversion rates Using data to drive leads ensures your sales team prioritizes quality over quantity.

Small Business 52

Small Business Advertising Sales CRM 52

SBI Growth

MAY 9, 2013

Below are Four Loss Interview Musts to ensure you maximize the value of these conversations: Any Non-Win Should Be Interviewed: This includes No Decisions, Early Stage Drop-Outs, and Losses due to reprioritization. No Decisions should are especially important. Many “No Decisions” are reported as an “unlucky” event that lost funding.

Decision-making 122

Decision-making CRM Prioritization Software 122

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. This shift from account management to proactive hunting for new business requires a fundamentally different skill set (and possibly a different make-up or Sales DNA). Now, customers are demanding more.

Acquisition 130

Acquisition Sales Decision-making Account Management 130

Hubspot Sales

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. Before they ever pick up a phone or send an email, they make it a priority to understand their buyer’s world. How do buyers decide whether the challenge or goal should be prioritized? Who needs to be involved in the decision?

Sales 140

Sales Decision-making Healthcare Value Proposition 140

SBI Growth

FEBRUARY 21, 2013

In this article I outline 4 principles of an effective LinkedIn profile. For Sales Reps to make their number, overcoming these risks is a daily battle. Social Sellers know that 57% of the Buyer’s decision occurs before they make contact. But at some point, the Buyer has to make contact. The Value of the Sales Rep.

Innovation 131

Innovation Decision-making Profitability Prioritization 131

SBI Growth

MARCH 5, 2013

It means you lack definition in your funnel and can’t make informed decisions. CEO educational tip: Read this article for CEOs to educate yourself on Demand Generation best practices. CEO educational tip: Read these articles on lead nurturing and how to understand your buyer. Educating Yourself on the Funnel.

Decision-making 128

Decision-making Prioritization Marketing Management 128

Hubspot Sales

MAY 11, 2020

They need the kind of product you offer, have the budget to pay for it, are looking to purchase on a reasonable timeline, and have the authority to actually make those kinds of decisions for their company. Contacts are going to respond at different speeds, have different budgets, and wield different levels of decision-making authority.

Management 110

Management Construction Decision-making CRM 110

SBI Growth

NOVEMBER 30, 2022

Especially when making allocation decisions against your current market opportunities. A deep understanding of your customer's ability to spend and over what period is a quick growth lever to pull. But how do you identify which accounts will yield the best opportunities in the short term?

Prioritization 62

Prioritization Decision-making Marketing Sales 62

Hubspot Sales

MAY 23, 2023

AI can bring personalization to a whole new level by analyzing information about your prospects from a variety of data sources, including past email exchanges, social media posts, news articles, press releases, and more. More often than not, it's up to sales teams to make sense of all that data – until now.

Artificial Intelligence 128

Artificial Intelligence Sales CRM Decision-making 128

PartnerTap

JULY 10, 2023

When you have several thousand important partners, it begs the question: How do you prioritize which partners should get more MDF investment? Through PartnerTap’s account mapping, you can instantly identify and prioritize very actionable lists of companies for you and your partners to target with your MDF investment.

Prioritization 52

Prioritization CRM Decision-making Marketing 52

PartnerTap

JULY 10, 2023

When you have several thousand important partners, it begs the question: How do you prioritize which partners should get more MDF investment? Through PartnerTap’s account mapping, you can instantly identify and prioritize very actionable lists of companies for you and your partners to target with your MDF investment.

Prioritization 52

Prioritization CRM Decision-making Marketing 52

Nutshell

AUGUST 16, 2018

The goal is to make the first contact with a person or company that fits your ideal customer profile, briefly introduce your product or solution, and determine if there’s enough interest to move forward. You can also browse through some of our past articles on the subject: 5 Things You Should Do Before Every Sales Call.

Decision-making 132

Decision-making Prioritization B2B Marketing 132

Red Star Kim

MAY 2, 2023

Video) (kimtasso.com) ) C-suite skills that matter most In August 2022, Harvard Business Review published an article on succession that addressed the C-suite skills that matter most. Stephen M Kosslyn makes similar points – focusing on emotion and context – in the article Are You Developing Skills That Won’t Be Automated?

Emotional Intelligence 100

Emotional Intelligence Leadership Decision-making Publishing 100

Hubspot Sales

MAY 7, 2024

That simple fact makes emotional resilience a cardinal competency to master as an entrepreneur. Your competency and competencies can also make or break broader organizational performance. People Management in Action (Example) I was recently reading an article in Elite Business Magazine about entrepreneurship and people management.

Interpersonal Skills 111

Interpersonal Skills Decision-making eCommerce Prioritization 111

Cosawi

NOVEMBER 26, 2024

This article explores the role of a COE in transforming and sustaining SAM efforts, focusing on three critical success factors: 1. Active Engagement: Executives must be actively involved in SAM initiatives, not just as sponsors but as participants in key activities and decision-making processes. Securing Executive Sponsorship 3.

Innovation 52

Innovation Account Management Account Planning Decision-making 52

Mike Kunkle

MAY 11, 2022

That depends on a variety of factors, which I will share in this article. Understanding business models, financial acumen, operational metrics, and outcomes such as key performance indicators and critical success factors, pricing, how customer organizations make money, and how to build a business case and calculate ROI. Sales Acumen.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Hubspot Sales

OCTOBER 11, 2022

In 2022, brick and mortar stores still hold a lot of weight when it comes to consumer purchase decisions — with roughly 73% of our survey respondents citing in-store shopping as a preferred location for purchase. Management needs to prioritize their reps' mental, physical, and professional well-being. Let's dive in.

Internet 124

Internet Retail Media Decision-making 124

Mike Kunkle

AUGUST 8, 2023

It’s easy to prioritize quick wins over sustainable growth initiatives. This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Solution: Embrace a data strategy that prioritizes quality over quantity. Dashboards become mash-boards.

Sales 130

Sales Prioritization Innovation Sales Training 130

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. But how do you decide which ones make the most sense for your business? Around 90% of top-level B2B decision makers do not respond to cold outreach ( Source ). by LeadFuze. Direct Mail.

Sales 126

Sales Decision-making B2B Marketing 126

Hubspot Sales

DECEMBER 10, 2024

While AI in finance is useful for entrepreneurs, its helping companies of all sizes make more accurate predictions and better, data-based decisions. This saves time and leaves us with more time and effort to make key business decisions instead of doing computations. What I cant learn or do myself, I automate.

Finance 52

Finance Decision-making Supply Chain Small Business 52

Insightly

JANUARY 29, 2025

In this article, well explore two very different CRM solutionsSalesforce vs Pipedriveand provide a detailed comparison to help you make an informed decision. The platform prioritizes ease of use and core sales functionalities, making it ideal for businesses looking to optimize their sales processes.

CRM 52

CRM Decision-making Prioritization Artificial Intelligence 52

Hubspot Sales

SEPTEMBER 2, 2020

In this article, the term "sales executive" refers to sales professionals working at the director level or higher — employees with significant influence over the general structure and trajectory of a company's sales efforts and strategy. How much do sales executives typically make? Do they include data to support that?

Sales 131

Sales Leadership Facilitation Decision-making 131

Account Manager Tips

NOVEMBER 24, 2022

Listen to this article. You need to inspire, align objectives, coordinate resources, prioritize task, manage crises and ask for help when you need it. It can be used to build businesses, solve crimes, progress science and make many aspects of our lives quicker, easier, bigger or better. Table of Contents. Why this book?

B2B 130

B2B Key Account Management Account Management Decision-making 130

Hubspot Sales

FEBRUARY 19, 2020

You have final say in decision making; you get to choose your team, have the potential to earn limitless revenue, and in general, have more freedom than a typical nine-to-five job. For this reason, it becomes absolutely essential that you master the art of self-discipline and accountability, to make sure you're getting work done.

Performance Review 131

Performance Review Decision-making Prioritization Management 131

Mike Kunkle

JUNE 12, 2022

I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. And you must assess and make go-forward decisions considering these realities.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Cosawi

JANUARY 24, 2025

This article explores these roadblocks and insights for overcoming them, drawing from the work at Cosawi and years of practitioner experience and focusing on two areas: Roadblocks to customer-led and team-enabled account work Why key account managers hesitate to integrate ABM into their teams.

Co-Creation 40

Co-Creation Marketing Key Account Management Value Proposition 40

Openview

MARCH 16, 2018

Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. Building an outbound sales motion is not new, and yet almost every company makes the same three mistakes in the first months of getting up and running. Each of these small decisions is a variable to be tested.

Investors 89

Investors Prioritization Sales Decision-making 89

Mike Kunkle

OCTOBER 8, 2023

In this article, I’ll explore how these components intersect and show how their integration can transform your business. In this article, I’ll share my perspectives and provide a framework. Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context.

Customer Experience 130

Customer Experience Profitability Decision-making Marketing 130