Upland

MARCH 24, 2021

The reality of today’s highly competitive sales environment means that our relationships and connections are our most critical success factor. The new normal has generated a “back to basics” approach in B2B enterprise selling, and the first rule still applies: People buy from people. It’s a big blind spot to have.

Management 195

Management Decision-making B2B Sales Environment 195

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

Force Management

JANUARY 18, 2024

Many companies mistake sales negotiation as a function conducted exclusively by sellers. In a complex B2B sales environment, it is rare for an individual seller to negotiate an entire deal on his/her own without the support, guidance and active participation from the rest of the organization.

Negotiation 136

Negotiation Sales Environment Sales B2B 136

RAIN Group

MAY 2, 2018

Based on our work with B2B sales teams around the globe, as well as data from the RAIN Group Center for Sales Research , where we relentlessly study what the top sellers do and what buyers are looking for, we have gleaned 9 keys to achieving success in today's B2B sales environment: You deserve better!

B2B 56

B2B Sales Environment Sales 56

SBI Growth

NOVEMBER 12, 2020

While the world innovated rapidly and continually adopts many advanced technologies, the sales environment is still catching up. In most cases, face-to-face selling was the top method or process, allowing for strong relationship building, effective communication, and the ability to.

Sales Environment 137

Sales Environment Innovation Communication Sales 137

Hubspot Sales

JANUARY 8, 2025

If youre an emerging sales professional, developing the confidence and expertise may take a few attempts to execute this method effectively. Con #2: Gap selling doesnt always work for every sales environment. This approach can feel overly involved or unnecessary for quick, low-cost sales with minimal decision-making.

Sales 113

Sales Decision-making Negotiation Sales Environment 113

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.

CRM 195

CRM Management Stakeholders Decision-making 195

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. Image Source.

Stakeholders 138

Stakeholders B2B Decision-making Sales Environment 138

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. It seems the only way to win a deal is on price. Ideas can run together and sound the same. When you present a solution you need competitive differentiation. Thought Leadership.

Innovation 110

Innovation B2B Sales Environment Media 110

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.

Sales 116

Sales Acquisition Sales Environment Decision-making 116

Sales Outcomes

FEBRUARY 28, 2022

However, the reality is that there are often blind spots where execution matters most – at the front-line where sales, marketing, and pre-sales teams work together. In a complex sales environment, team selling is THE SPORT, so the sales playbook aligns the team on what to sell, whom to sell it to, and how to sell.

B2B 52

B2B Marketing CRM Sales Environment 52

Sales Outcomes

MARCH 4, 2024

However, the reality is that there are often blind spots where execution matters most – at the front line, where sales, marketing, and pre-sales teams work together. In a complex sales environment, team selling is THE SPORT, so the sales playbook aligns the team on what to sell, whom to sell it to, and how to sell.

B2B 52

B2B Marketing CRM Sales Environment 52

Corporate Visions

MARCH 19, 2020

According to a survey of over 300 B2B salespeople, 42 percent of sellers try to “reduce friction” by keeping the conversation verbal only. And 46 percent of sellers add only minimal friction , asking prospects to use a web link to virtually walk through a sales deck. Engage Your Audience (Even if it’s Uncomfortable).

Virtual Selling 120

Virtual Selling e-Learning Decision-making Sales Environment 120

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

Hubspot Sales

SEPTEMBER 21, 2020

Because of the intricacies involved in this process, enterprise deals are referred to as complex sales. Complex sales are most common in B2B sales environments. They can also occur in consumer-focused settings, like deals made when purchasing a house, but this less common.

Stakeholders 139

Stakeholders Insurance Decision-making Finance 139

Hubspot Sales

MARCH 21, 2018

Transactional Versus Relational Sales Models. Now, before you look at these numbers and fire your entire outside sales team, I should warn you they are the result of sales activities performed in specific sales environments. There really is no manual when it comes to inside and outside sales. Conclusion.

Sales 145

Sales Decision-making Digitalization Organization 145

SalesPop

MARCH 25, 2021

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. In more complex B2B sales, the focus is constantly put on the lead machine, on obtaining new customers. It actually seems like a blind spot.

Account Management 98

Account Management Management B2B Advertising 98

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

Showpad

NOVEMBER 28, 2021

In this interview, Leea shares with us how she’s implemented marketing automation, digital deal rooms, and digital media content to support the sales team in a hybrid sales environment. . “We How is your team thinking about shifting focus to support the sales team in this hybrid sales environment? .

Digitalization 98

Digitalization Sales Environment Sales Communication 98

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. The answer is both surprising and frustrating.

Internet 107

Internet Finance Sales Environment Stakeholders 107

Brooks Group

AUGUST 20, 2024

Successful sales professionals must be able to negotiate like Buffett, particularly in complex B2B sales environments. Sales professionals in every industry face intense competition, changing customer demands, and pricing pressures.

Negotiation 97

Negotiation Value Proposition Sales Sales Training 97

FinListics Solutions

SEPTEMBER 27, 2023

The enterprise B2B sales environment is undergoing a rapid transformation as buyers continue adapting their approach to take more control of the process. These changes are upending the typical buyer-seller relationship.

Sales Environment 52

Sales Environment B2B Sales Sales Training 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

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. Find ways to make it easier for them.

CRM 114

CRM Sales Environment Leadership B2B 114

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

Hubspot Sales

APRIL 5, 2018

One of the most important lessons I’ve learned in the past year is “ If you want to know where B2B sales is going, look at B2C sales first. ” And, as soon as they figure out a distribution method that works, B2B will follow. SpaceX (Rockets) - Did you know SpaceX has no sales team , aside from Elon Musk?

B2C 111

B2C B2B Sales Environment Software 111

Showpad

APRIL 5, 2019

Don’t miss these latest sales and marketing tips, tricks, and news! Four Sales Trends To Lean Into In 2019. Have many B2B companies missed the customer experience revolution? Discover how the onslaught of sales technologies is creating a standard of smarter, faster, and more efficient sales reps.

Sales 60

Sales Sales Environment Customer Experience Sales Technology 60

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 Internet 52

Arpedio

FEBRUARY 3, 2022

To be successful, you will need to be very familiar with the Nordic B2B market and preferably also with insights into the Salesforce environment. You will not only be able to continue our current ways of doing things, but you will also be able to bring forth new ideas of how to improve our SaaS sales results across the Nordics.

Account Management 52

Account Management Management B2B Healthcare 52

Arpedio

FEBRUARY 3, 2022

To be successful, you will need to be very familiar with the Nordic B2B market and preferably also with insights into the Salesforce environment. You will not only be able to continue our current ways of doing things, but you will also be able to bring forth new ideas of how to improve our SaaS sales results across the Nordics.

Account Management 52

Account Management Management B2B Healthcare 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

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. By understanding and implementing the basics of account mapping, organizations are better positioned for success in their sales endeavors.

Sales 52

Sales B2B Decision-making CRM 52

KAMCast

OCTOBER 13, 2021

In this episode, I invite Fred Copestake, a sales consultant and trainer specialising in complex B2b sales environments, to get into this topic with me. He is a Sales Consultant, Trainer, Speaker and Author with a special focus on teaching selling through partnering skills.

Sales Environment 40

Sales Environment B2B Key Account Management Healthcare 40

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 98

Sales CRM Communication Sales Environment 98

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

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.

Sales 48

Sales Acquisition Sales Environment Decision-making 48

Hubspot Sales

SEPTEMBER 26, 2018

If you want to give your own sales training a boost, here are some of the top companies in the space and what exactly they can help you with. ValueSelling Associates helps B2B companies compete and win in markets crowded with seemingly similar products and services. question, they can help you refine, and ramp your sales team.

Sales Training 101

Sales Training Sales Decision-making Sales Management 101