Hubspot Sales

SEPTEMBER 12, 2024

A 2024 HubSpot Blog Survey of 422 B2B professionals in the U.S. B2B Buyers vs. B2C Buyers While B2C buyers tend to make smaller, transactional purchases to meet their immediate needs, B2B buyers are often making significant investments that demand complex decision-making processes.

B2B 116

B2B B2C Decision-making Software 116

Hubspot Sales

SEPTEMBER 6, 2024

To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits. Create Content Whether you’re responding to potential objections in a prospect’s email or drafting a blog post to help attract or nurture inbound leads, generative AI can help.

Sales 115

Sales Negotiation Prioritization Communication 115

Red Star Kim

SEPTEMBER 29, 2023

The Managing Partners’ Forum (mpfglobal.com) holds quarterly meetings of its Advisory Board where senior leaders discuss issues pertinent to the professional services sector. or Claire Mitchell claire.mitchell@pmint.co.uk

Meetings 130

Meetings Government Management Finance 130

Strategic Account Management Association

OCTOBER 26, 2021

In addition, a monthly touchpoint with the SAM is necessary to coach them, stay abreast of the account and prepare for customer meetings. The post FROM EXECUTIVE SPONSORSHIP TO EXECUTIVE ENGAGEMENT appeared first on Strategic Account Management Association blog. She can be reached at dcote@cosawi.com or through www.cosawi.com.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Strategic Account Management Association

SEPTEMBER 13, 2021

Value Realization – This is where the rubber meets the road. The post Turning lemons into lemonade: Five ways to reset on customer management fundamentals in a post-pandemic world appeared first on Strategic Account Management Association blog.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Customer Think

DECEMBER 11, 2022

In addition, only 1 in 10 products meets all the internal targets set by the management. […]. It’s true. Nearly half of the product launches are delayed at least one month, according to a 2019 product manager survey conducted by Gartner.

Meetings 121

Meetings Management 121

Hubspot Sales

JULY 22, 2024

That can be something like responding to a social post, commending a prospect on a recent achievement or career milestone, referencing a recent blog article they published, or any other avenue to frame yourself as an interested, consultative resource that they should consider doing business with.

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

Customer Think

FEBRUARY 2, 2023

How to manage personas in your CDP to get more personalized campaigns As a retailer, you likely have a good understanding of your target customers, including their demographics, behaviors, and preferences. This understanding can be further enhanced through customer personas, fictionalized representations of your ideal customers based on real data.

Meetings 112

Meetings Retail Management Digitalization 112

Hubspot Sales

JULY 22, 2024

If you’re not familiar with how to use gender-neutral pronouns, here’s a great blog on the topic. We have a team culture of “just ask,” encouraging junior reps to request help from sales leaders when they want to get meetings with CEOs or prospects at Fortune 500 companies. Read any good books or blogs lately?” Focus on them.

Value Proposition 111

Value Proposition Decision-making Software Software 111

Mike Kunkle

AUGUST 19, 2024

The examples shown in Activities and Meetings are just that -examples. They must be adjusted based on the Activities and Meetings that you (senior leadership) want your managers leading, the best practices for each, and the cadence at which they should reoccur. It applies even more to this system.

Sales 269

Sales Sales Training Onboarding Sales Management 269

Strategic Account Management Association

AUGUST 6, 2021

Commercial Excellence: supports organizational and talent needs, develops and makes available dedicated competency models meeting the requirements of the SV&I organization. The post How Aramex’s Young SAM Program Provides Strategic Value and Impact appeared first on Strategic Account Management Association blog.

Supply Chain 520

Supply Chain Logistics Co-Creation Account Management 520

Customer Think

FEBRUARY 13, 2024

We’ve all had that neighbor. They’re the one you avoid when taking out the trash or collecting the mail because if you don’t, you’re in for it: the dreaded half-hour update on their prize-winning Schnauzer, a deep dive into their latest hobby, or the most recent gossip on their entire extended family. The only constant […]

Meetings 116

Meetings Sales 116

Mike Kunkle

OCTOBER 8, 2023

Product ensures that solutions meet the demands of the marketplace. It plays a central role in shaping product strategy, conducting market research, managing product development, and ensuring products meet customer needs and business objectives. These functions all play distinct yet interdependent roles in the revenue lifecycle.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Customer Think

JANUARY 6, 2023

With the world reopened for travel and 66% of U.S. adults planning more trips, flight delays and long lines in airports are making headlines. There’s another challenge facing the travel industry that’s less visible but possibly more costly in terms of customer experience (CX) and revenue. Travel and leisure saw a fraud increase of more […].

Meetings 110

Meetings Customer Experience 110

Mike Kunkle

AUGUST 30, 2023

It might be a simple task like using a new piece of collateral that buyers like better, or it might be a complex set of skills and behaviors, like conducting a situation assessment, or facilitating a pre-planned meeting. But it’s all about behavior change. Remember that you can’t evaluate or attribute in a vacuum.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Hubspot Sales

APRIL 9, 2025

Few buyers will be interested in scheduling another meeting with someone whos not paying attention right now. Better yet, review your scheduled meetings for the next day before you leave at night. If youre scrolling through their LinkedIn profile and company website, you cant pay attention to what theyre saying. 15-20 minutes).

Decision-making 98

Decision-making Stakeholders Finance Software 98

Strategic Account Management Association

FEBRUARY 3, 2022

Research from Gartner suggests that only 28 percent of sales leaders say we’re meeting our cross-selling and up-selling growth targets. The post People & Problems: The core of strategic account planning appeared first on Strategic Account Management Association blog. Yet it remains a blind spot for many of us.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Brooks Group

MARCH 27, 2025

A consultative approach also improves your teams meeting outcomes. When sellers investigate and address customers needs properly the first time they meet, they dont need to follow up a second time. This allows them to recommend solutions that meet their needs, making it more likely youll close the sale.

Account Management 92

Account Management Sales Sales Training Profitability 92

Upland

AUGUST 29, 2023

In essence, the final decision is made on whether your product or solution meets their needs. Creating educational content, such as blog posts, whitepapers, and guides, that addresses common pain points and provides insights into industry trends can attract and engage prospects. It doesn’t have to be promotional content, though.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

SBI Growth

MARCH 7, 2024

If you have been following our podcast and latest blogs, you would have heard many of our experts talk about how talent initiatives are the quickest way to drive growth.

Meetings 126

Meetings Management Marketing 126

Brooks Group

MARCH 4, 2025

Sales Coaching Best Practice #1: Coach to a Sales Process Data from the Best Practices of High-Performing Sales Teams report shows that 95% of teams that meet or exceed revenue goals follow their sales process all or most of the time. Follow these four tips for productive one-on-one sales meetings. Try not to focus solely on numbers.

Management 76

Management Sales Meetings Sales Training 76

Strategic Account Management Association

MARCH 2, 2022

This involves understanding how the adult learner gets new information and shifting to meet them where they are. The post Building and optimizing your diverse, multifunctional “Dream Team” appeared first on Strategic Account Management Association blog. Active learning, learning strategies.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Mike Kunkle

APRIL 8, 2023

If you hope to reach the Engagement Threshold , you will need to pump up your Value Stack with AIR. Mike Follow my work and connect The Building Blocks of Sales Enablement Book: [link] Building Blocks, Close Up!

B2B 243

B2B Sales Decision-making Stakeholders 243

Customer Think

FEBRUARY 27, 2023

While PowerPoint is an excellent business tool to communicate ideas, its pervasive, constant use has weakened the impact it once had. While professionals may feel naked in front of an audience without it, spectators often lose interest quickly – if not outright groan upon seeing a long list of slides in front of them. Some […]

Meetings 111

Meetings Communication 111

Customer Think

MARCH 6, 2023

Even in a post-pandemic era, small- and medium-sized businesses (SMBs) continue to face new and evolving challenges. Unsteady markets, rising inflation and a looming recession have businesses and consumers alike taking a more frugal approach, making profitability an uphill climb for SMBs in 2023.

Marketing 111

Marketing Meetings CRM Small Business 111

The Center for Sales Strategy

JULY 23, 2024

If you’ve ever thought, "I need more meetings on my calendar," this blog is for you. We all know that increasing your online visibility is a game-changer. But how do you do it without turning into a social media zombie? Fear not, my friends!

Media 109

Media Meetings Digitalization 109

Upland

JANUARY 26, 2020

This communication can take the form of a published report or dashboard, monthly email communication to the revenue team, or sharing successes at the quarterly sales meeting. If used correctly, account planning can be responsible for far more growth than first meets the eye. We started this blog with a U.S.

Account Planning 195

Account Planning Shareholders Publishing Communication 195

Upland

MAY 4, 2023

This communication can take the form of a published report or dashboard, monthly email communication to the revenue team, or sharing successes at the quarterly sales meeting. We started this blog with a U.S. Turning those stories of whitespace into revenue will be a crucial driver of success both for the seller and the account.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Hubspot Sales

FEBRUARY 24, 2025

When I focus on understanding a clients full context before suggesting blog content, I discover opportunities beyond their initial requests. For example, a client recently requested SEO-optimized blog posts to boost organic traffic. I experienced this recently when a client wanted help with blog content.

Client Relationships 66

Client Relationships Decision-making Investors B2B 66

Brooks Group

MARCH 13, 2025

Microsoft Teams, Cisco Webex, Zoom, Google Meet, and GoTo Meetingno matter what program youre using, videoconferencing has changed sales and opened up new opportunities. This allows you to recommend solutions that meet their needs, making it more likely youll close the sale. They might as well be using tin cans and a string.

Communication 60

Communication Sales Training Meetings Decision-making 60

Mike Kunkle

FEBRUARY 27, 2023

“Performance management” consists of sending FedEx write-ups to all sales personnel monthly (it’s a distributed workforce), if they do not meet their monthly quotas. These “known entities” are crushing it (91,5% percent of revenue is generated by 8.9%

Sales 57

Sales Onboarding Publishing Transportation 57

Hubspot Sales

SEPTEMBER 4, 2024

You can also automate reminder emails to a prospect a day before a meeting to reduce the risk of a no-show. These include blog posts , free courses , videos , and a robust knowledge base. It integrates seamlessly with Google tools, including Gmail, Google Calendar, Meet, and Drive.

CRM 105

CRM Software Software Marketing 105

Mike Kunkle

FEBRUARY 5, 2023

Rather than recreate the wheel here, I wrote an entire post on the SPARXiQ blog called, “The Dangers of Using a ‘Tips & Tricks’ Sales Methodology,” which you can read at your leisure. Many of the commercially-available methodologies are very good, but incomplete. I’d recommend you check it out.

B2B 231

B2B Sales Decision-making Negotiation 231

Account Manager Tips

NOVEMBER 16, 2022

Use meeting scheduling apps 7. Create recurring milestone meetings 11. Use meeting scheduling apps Meeting scheduling software enhances client communication by automating the appointment booking process. Instead, set 3-monthly recurring meetings either indefinitely or to finish at the end of the year. Repurpose 6.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Customer Think

AUGUST 17, 2024

The Future is Self-Service: How Businesses Can Thrive in a Gen Z and Millennial-Driven Market Generational differences always have, and always will influence consumer preferences.

Organization 72

Organization Meetings Digitalization Marketing 72

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? Conduct Your Search Planning an important event such as a sales kickoff meeting can feel daunting. Share your meeting agenda with your sales team ahead of time so they know what to look forward to—and the level of accountability you expect from them.

Sales 105

Sales Sales Training Meetings Media 105