Upland

MARCH 19, 2021

No matter how great your sales team is, it’s always easier and more cost effective to upsell existing customers. What if we told you that measuring the whitespace potential in accounts can mean life or death for many B2B companies? It’s often a big blind spot for companies of all sizes — middle market up to the Fortune 500.

Account Planning 195

Account Planning B2B Sales Sales Environment 195

Upland

MARCH 29, 2023

In fact, according to Forrester, in-person, face-to-face sales are back on the rise. At the same time, current trends point to the growing importance of effective relationship management in B2B buying journeys. Often, these insights are not visible to the untrained eye. In modern sales deals, it’s relationships that matter.

CRM 195

CRM Management Stakeholders Decision-making 195

Arpedio

JANUARY 4, 2024

In the competitive world of B2B sales, harnessing the power of an effective account mapping strategy is key to sales optimization and revenue growth. As businesses vie for market dominance, an articulate account strategy empowers organizations to deepen customer relationships and scale their operations effectively.

Sales 52

Sales B2B Decision-making CRM 52

Revenue Storm

MARCH 14, 2023

In a complex B2B sales cycle, there is rarely one decision maker. 3: “The decision is going to be made on price.” – Unless you are in a totally transactional sale, this is rarely ever true. In a B2B sales environment, there are always multiple influences that will come into play from people who are not interested in price.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

DemandFarm

JULY 30, 2024

Using the MEDDIC framework, the duo increased sales from $300 million to $1 billion in four years, making it a unique success story in the history of technology for the PTC sales organization. Managing a B2B sales process can often feel the same way –complex and frustrating. What is MEDDPICC?

Decision-making 40

Decision-making Value Proposition Sales B2B 40

Hubspot Sales

AUGUST 26, 2020

In B2B sales, that means boosting conversion rates and landing more lucrative clients. Personalization is a watchword in all modern sales environments. Ideal for landing enterprise-level clients, it’s a hyper-personalized sales technique. B2B Customer Data Platforms. Qualifying and Targeting Accounts.

Stakeholders 138

Stakeholders B2B Decision-making Sales Environment 138

SalesGlobe

JANUARY 16, 2022

Pre-COVID-19, I began researching and writing about why inside sales really matters in a business-to-business (B2B) sales environment and the powerhouse this channel can be to support a sales strategy and a great customer experience. It’s the best combination of collaboration and competition in sales.

Sales Environment 52

Sales Environment Sales Manufacturing Leadership 52

Hubspot Sales

APRIL 1, 2024

When salespeople rate their sales organizations on our site, we ask them to rate how they feel about inbound lead flow on a scale from 1–5. 20 different sales orgs. Some B2B tech giants who’ve seen success for a decade or more. Some companies with explosive growth over the past few years.

CRM 91

CRM Sales Environment Leadership B2B 91

SalesPop

MARCH 25, 2021

This is a customer who not only purchases once, but multiple times, and assists us in expanding the account by selling to others within their organization. The more I’ve been diving into account management in the creation of this series of articles, the more I’m discovering how widespread a lack of account management is in B2B organizations.

Account Management 98

Account Management Management B2B Advertising 98

Arpedio

FEBRUARY 3, 2022

Do you want to drive and lead sales processes from start to end and prepare the business for continued growth and further international roll-out? Are you a highly structured and organized person with a growth mindset eager to be a part of an amazing journey in becoming Europe’s next leading Salesforce Partner? Start free trial.

Account Management 52

Account Management Management B2B Healthcare 52

Arpedio

FEBRUARY 3, 2022

Do you want to drive and lead sales processes from start to end and prepare the business for continued growth and further international roll-out? Are you a highly structured and organized person with a growth mindset eager to be a part of an amazing journey in Europe’s next leading Salesforce Partner? Start free trial. Contact us.

Account Management 52

Account Management Management B2B Healthcare 52

Zendesk

FEBRUARY 22, 2022

If you’re applying for a sales position, it’s important to understand what is needed for the following types of roles: B2B sales. Inside sales. Outside sales. Inbound sales. Outbound sales. Every sales job—no matter which type—will require the essential sales skills mentioned earlier.

Sales 98

Sales Negotiation Telecommunications B2B 98

Janek Performance Group: Account Planning

OCTOBER 25, 2023

In B2B selling, we often focus on new accounts. However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. Clearly, sales organizations need to improve account planning. This includes knowing their organization, industry, and ability to pay. This includes personnel.

Account Planning 52

Account Planning Decision-making Communication B2B 52

SalesGlobe

NOVEMBER 10, 2023

As I was preparing to speak at a conference on “Building a Modern Sales Structure, from KPIs and What Matters Most” I kept shifting my thinking to “what matters most”. I continue to engage with our clients, who are mostly focused on solving their greatest sales challenges centered around growth.

Sales 52

Sales Account Planning B2C Organization 52

Arpedio

OCTOBER 25, 2022

Sales Optimization in Private Equity Funded Companies. ? Do you know what happens to a sales organization when it becomes private equity funded? Or what it takes to optimize the sales organization to create satisfactory results for the new investors? Back to blog. A Successful Exit.

Sales 52

Sales Prioritization B2B Account Management 52

Showpad

APRIL 5, 2019

Four Sales Trends To Lean Into In 2019. Have many B2B companies missed the customer experience revolution? A great customer experience is key to retaining them, but still many organizations are failing to take the proper approach in improving their customer experience. Sales Enablement Defined: What is a Mobile Sales Tool?

Sales 60

Sales Sales Environment Customer Experience Sales Technology 60

Arpedio

OCTOBER 25, 2022

Sales Optimization in Private Equity Funded Companies. ? Do you know what happens to a sales organization when it becomes private equity funded? Or what it takes to optimize the sales organization to create satisfactory results for the new investors? Back to blog. A Successful Exit.

Sales 52

Sales Prioritization Account Management CRM 52

SBI

JUNE 23, 2019

OppSource, a leading provider of next-gen sales engagement for B2B sales teams, announced today the hire of Derek Gavigan as Vice President of Sales. Today’s sales environment is changing. Industry News. Prospect Engagement.

Sales Environment 36

Sales Environment B2B CRM Organization 36

CoSell

FEBRUARY 25, 2021

With these in view, you’ll have a roadmap for making sales more human in our increasingly virtual sales environment. It’s because it engages people, makes sales more human, and boosts profits. The top priority for B2B sales leaders is enablement. How does this show up in sales organizations?

Virtual Selling 52

Virtual Selling Profitability Sales Environment Sales Training 52

Hubspot Sales

MARCH 21, 2018

Outside or inside sales? But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. Inside sales offers a leaner, more automated approach, while outside sales capitalizes on the in-person interaction and power of face-to-face communication.

Sales 138

Sales Decision-making Organization Digitalization 138

SBI Growth

JANUARY 29, 2014

Here is a 30 minute webcast called Building Inside Sales for Growth. It provides 9 tips for building a successful inside sales force. The Advantages of Inside Sales. Deploying inside sales in a B2B sales environment is a best practice. 3 phases to implement a world class inside sales team.

Sales 116

Sales Acquisition Sales Environment Decision-making 116

SBI

MAY 21, 2019

Today’s sales environment is changing. Because of this changing environment, we’ve identified seven forces that are causing organizations to rethink their B2B (business-to-business) sales approaches. These forces define the new context in which we should think about how to structure our B2B sales methods.

Sales Environment 32

Sales Environment B2B Sales Media 32

DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

SBI Growth

NOVEMBER 18, 2013

In B2B sales environments, it’s easy to become a commodity. From a B2B Sales point-of-view, Social Sharing is beneficial for 4 reasons: 1. When students were asked to write for a real audience in another country, their essays had better organization and content than when they were writing for their teacher.”

Innovation 110

Innovation B2B Sales Environment Leadership 110

Chally

MARCH 4, 2021

The past year has presented sales leaders with unprecedented challenges. Research shows that 65% of business-to-business (B2B) salespeople report losing deals due to the onset of the pandemic[1]. Globally, the majority of sales leaders have a positive view of this new, virtual sales environment for engaging clients.

Virtual Selling 52

Virtual Selling Remote Working Onboarding B2B 52

Showpad

APRIL 5, 2019

Four Sales Trends To Lean Into In 2019. Have many B2B companies missed the customer experience revolution? A great customer experience is key to retaining them, but still many organizations are failing to take the proper approach in improving their customer experience. Sales Enablement Defined: What is a Mobile Sales Tool?

Sales 40

Sales Sales Environment Customer Experience Sales Technology 40

SalesGlobe

JULY 11, 2022

Whether you are a pro or new to the sales environment, to have a thriving business you need to build, strengthen, and maintain strong relationships. While relationships may differ from B2B versus B2C, the mechanics around building, strengthening, and maintaining relationships remain the same. Join the Chamber of Commerce.

Supply Chain 52

Supply Chain B2C Media Meetings 52

Hubspot Sales

JULY 27, 2023

The average win rate for B2B companies in early 2023 fell between 17-20%. This is a significant drop from just a year before when sales success reached around 26%. They need to achieve more with less, making sales enablement more important than ever. Companies have access to AI tools to support their sales efforts.

Sales 79

Sales CRM Communication Sales Environment 79

Hubspot Sales

OCTOBER 12, 2017

How much of today’s well-intended sales “enablement” actually enables seller productivity? At CEB, now Gartner, we often refer to today’s sales environment as “The World of More,” spanning more people, priorities, perspectives, processes, and procedures than ever before. They're slowed down by an inefficient organization.

Internet 86

Internet Finance Sales Environment Stakeholders 86

Nutshell

AUGUST 28, 2023

Table of Contents What is a sales process? Why is it important to have a structured sales process? A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. Want to learn more about what a sales process is and why it’s important? Read this first.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Arpedio

MARCH 27, 2023

MEDDIC and MEDDPICC The MEDDIC/MEDDPICC sales qualification process is a B2B sales methodology. It was first developed in the 1990s for software sales and is used extensively throughout some of the most elite sales organizations across the world. Retaining more customers and winning more/new business.

Sales 52

Sales Account Management e-Learning Decision-making 52

SBI Growth

JUNE 29, 2013

Sales leaders will not Make the Number if they fail to rapidly onboard new talent. The sales environment is uniquely suited to take advantage of an innovation called “ gamification.” This post is for HR and Sales leaders who ask, "How can we accelerate the productivity of our new hires?". Bonus Points: CRM Adoption.

Onboarding 130

Onboarding CRM Suppliers Sales Environment 130

Nutshell

JUNE 20, 2019

There are commission-based and salary-based positions, inside sales and outside sales jobs , and innumerable B2B and B2C industries to specialize in. Which environment will teach you what you need to know—and fast? We spoke with a variety of sales professionals to see what they had to say about each of these options.

Retail 112

Retail Healthcare B2C Sales 112

Arpedio

FEBRUARY 22, 2024

Adaptability to Various Industries Spin Selling is a versatile methodology that can be applied across various industries and sales scenarios. Whether selling complex B2B solutions or consumer products, the principles of Spin Selling remain relevant and effective.

Software 52

Software Software Decision-making Performance Review 52

CoSell

APRIL 13, 2021

We need to make sales more human. Finding balance is key as we master the new normal of our virtual sales environment. I’ve found 7 key skills that I believe you’ll use to build balance and make sales more human. These skills are extremely useful for individuals, entrepreneurs, start-up teams, and sales teams.

Remote Working 52

Remote Working e-Learning Sales Digitalization 52

SBI Growth

JANUARY 29, 2014

Here is a 30 minute webcast called Building Inside Sales for Growth. It provides 9 tips for building a successful inside sales force. The Advantages of Inside Sales. Deploying inside sales in a B2B sales environment is a best practice. 3 phases to implement a world class inside sales team.

Sales 48

Sales Acquisition Sales Environment Decision-making 48

Revegy

JULY 17, 2018

Leading sales organizations at companies like JDA Software and more applied a visual approach to their account planning process and immediately uncovered expansion and new pipeline opportunities that were previously hidden. With this, you can figure out who matters and the routes to power.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40