Mike Kunkle

AUGUST 19, 2024

A startup might prioritize agility and entrepreneurial spirit over experience, whereas an established company would look for individuals with a proven track record in specific sales processes and methodologies. The examples shown in Activities and Meetings are just that -examples. It applies even more to this system.

Sales 269

Sales Sales Training Onboarding Sales Management 269

Hubspot Sales

JUNE 29, 2018

One-on-One Meeting Questions. A few years ago, I wrote the book 1-on-1 Management: What Every Great Manager Knows That You Don’t. In my experience, one thing great managers understand that their ineffective counterparts do not is the value of one-on-one meetings. Tell me about last week.". What do you think the problem is?".

Meetings 111

Meetings Construction Sales Management Management 111

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

Mike Kunkle

AUGUST 8, 2023

It’s easy to prioritize quick wins over sustainable growth initiatives. Solution: Embrace a data strategy that prioritizes quality over quantity. Solution: Prioritize talent development as a cornerstone of your growth strategy. Tailor your products, services, and sales strategies to meet these needs authentically.

Sales 221

Sales Prioritization Innovation Sales Training 221

Planview

AUGUST 22, 2024

In this post, you’ll learn: Why Putting People at the Heart of Change Matters The Exciting Future Ahead for the PMO How AI Can Help Prioritize Impactful Work Meet Athena Smith Athena Smith hails from Georgia and is based in Atlanta. Her book, Change Enthusiasm , and brief videos offer practical advice on overcoming resistance.

Stakeholders 69

Stakeholders Prioritization Brainstorming Decision-making 69

Mike Kunkle

FEBRUARY 27, 2023

It’s much like the thinking in Marshall Goldsmith’s excellent book, What Got You Here Won’t Get You There. “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.

Sales 57

Sales Onboarding Publishing Transportation 57

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

OCTOBER 5, 2020

SDRs need to prioritize meaningful connections with prospects. Don't Make Meetings Your Sole Focus. Approaching your first 100 days as an SDR, solely focused on booking meetings isn't helpful or sustainable. Stop going into calls expecting to get a meeting or with the sole goal of getting a meeting.

Prioritization 136

Prioritization Account Management Meetings Publishing 136

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. Pro tip: Hone the craft of sales calls by reading sales books, role-playing with your peers and managers, and attending webinars/courses.

Decision-making 98

Decision-making Stakeholders Finance Software 98

Hubspot Sales

JULY 22, 2024

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?” Meanwhile, scheduling meetings is just a matter of letting prospects pick a time and date that works best for them.

Value Proposition 111

Value Proposition Decision-making Software Software 111

Hubspot Sales

JULY 9, 2019

You can do this during team or one-on-one meetings or add the information to the reps' sales enablement kits. You can also host one-on-one and team meetings, as well as team-building events or outings , to ensure everyone is feeling supported and motivated to succeed. Meeting and Aligning. Onboard and Train New Hires.

Sales Management 142

Sales Management Management Sales Onboarding 142

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. The AI assistant will manage tasks such as scheduling follow-ups, booking meetings, adding information to the CRM , and performs other admin tasks so you can focus on what matters.

Account Planning 131

Account Planning Sales CRM Prioritization 131

DemandFarm

NOVEMBER 7, 2024

Pirsig’s book dives deep into concepts like quality, relationship and reaching the destination. Companies that prioritize short-term gains often face revenue volatility and missed targets in the long run. Prioritizing quality over quantity can drive 20% higher revenue per account.

Key Account Management 52

Key Account Management Account Management Management Client Relationships 52

Hubspot Sales

JULY 17, 2019

A full 21% of their day is spent writing emails, 17% is spent entering data, 12% is going to internal meetings, and another 12% is spent scheduling calls. Lead prioritization automation. Yet only a third of sales teams prioritize improving content access and utilization. Meeting-booking automation.

CRM 111

CRM Sales Prioritization Insurance 111

Hubspot Sales

MAY 18, 2018

If your reps only have one goal -- meeting their quota -- they’re selling themselves short (literally). Hold your reps accountable to smaller weekly or monthly goals, and you’ll increase the likelihood they’ll meet their bigger number. This is another way of saying “ prioritize your goals. Incentivized goals. Goal progression.

Sales 145

Sales Meetings Onboarding Prioritization 145

Hubspot Sales

MAY 29, 2019

A group scheduling tool needs to meet a ton of requirements to be considered "good." Most group scheduling apps are able to find common times to meet, but some have additional features such as being optimized for mobile functionalities, privacy, speed, and transparency. HubSpot Meetings. Price : Free.

Meetings 144

Meetings Artificial Intelligence Facilitation CRM 144

Hubspot Sales

JANUARY 27, 2020

This process helps sales and marketing teams prioritize leads, respond to them appropriately, and increase the rate at which those leads become customers. For example, these actions could be booking a meeting, taking part in a demo, or responding to an email.

Internet 133

Internet Prioritization Marketing Meetings 133

Account Manager Tips

JULY 27, 2021

Eco-friendly Allows communication across organizations (more straightforward to send an email to a CEO than get a meeting with one) Disadvantages of email No context Can get out of control with endless chatter (reply after reply, forward after forward) Just because your client read your email doesn't mean they did anything about it.

Communication 244

Communication Meetings Key Account Management Prioritization 244

SBI Growth

JANUARY 13, 2014

Preparing for the BIG kickoff meetings. Offer to buy them a drink at the upcoming sales kickoff meeting. Set up meetings with managers in the geography last year. Resist the urge to jump in the car or book that flight. Conduct a pipeline review to prioritize your customers. Changes in personnel.

Decision-making 134

Decision-making CRM Prioritization Meetings 134

Hubspot Sales

OCTOBER 5, 2017

Goal: Schedule next meeting. Example: “Hi John, I’m reaching out because I noticed you were looking at our e-book on improving sales productivity.”. Qualify and begin prioritizing prospects. Takeaway: Prioritize customers based on the size of the opportunity, or their potential lifetime value. Step 2: Prioritize.

Sales 145

Sales Decision-making Prioritization Media 145

SBI Growth

JANUARY 17, 2014

Are my Sales & Marketing organizations prepared to meet my growth objective? David Cichelli puts it well in his book “The Sales Growth Imperative.” Is there a business intelligence roadmap in place to meet your demands? An SPB identifies gaps in sales execution and prioritizes remedies. Ask Yourself Two Questions.

Investors 112

Investors Prioritization Meetings Leadership 112

Hubspot Sales

SEPTEMBER 15, 2020

That kind of QBR is a meeting with a client to explain how you've supported their business and the solutions you've tailored to suit its needs going forward. The key here is to identify some crucial goals that you and your team will prioritize going forward. It's important to distinguish sales QBRs from customer success QBRs.

Sales 133

Sales Prioritization Meetings CRM 133

Mike Kunkle

AUGUST 8, 2023

It’s easy to prioritize quick wins over sustainable growth initiatives. Solution: Embrace a data strategy that prioritizes quality over quantity. Solution: Prioritize talent development as a cornerstone of your growth strategy. Tailor your products, services, and sales strategies to meet these needs authentically.

Sales 130

Sales Prioritization Innovation Sales Training 130

Hubspot Sales

NOVEMBER 8, 2017

Brian discovered that he could prioritize his to-do list to identify unimportant tasks and share repeatable email templates with a virtual assistant to automate them. 2) Travel bookings. Can you book this trip? Hello [Assistant name], I have a trip coming up that I’d like some help booking. Re: Can we meet?

Insurance 111

Insurance Healthcare Meetings Small Business 111

Hubspot Sales

SEPTEMBER 19, 2023

Table of Contents AI in Sales Today Tasks You Can Skip with AI AI’s Limitations in Sales Boost Productivity and Meet Your Sales Targets with AI AI in Sales Today According to the HubSpot State of AI Report , 95% of business professionals say AI helps them spend less time on manual tasks. How much time? How much time?

Artificial Intelligence 119

Artificial Intelligence CRM Sales Meetings 119

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? Think long-term and, if your budget needs to be stretched, prioritize your speaker fee over a high-end venue or expensive entertainment. Conduct Your Search Planning an important event such as a sales kickoff meeting can feel daunting.

Sales 105

Sales Sales Training Meetings Media 105

Hubspot Sales

MARCH 19, 2022

Instead, goal driven sales requires you to bake your goals into every step of your sales playbook — so that each activity your sales reps conduct, from phone calls to meetings to closing deals, aligns with your larger organizational goals. You are organized, calculated, and meet new realities.". output metrics, like conversion rates).

Sales Environment 133

Sales Environment Sales Prioritization Organization 133

SBI Growth

NOVEMBER 17, 2012

Bookings – This is a lagging indicator. In your board meetings, you can evaluate the performance of the team against this strategy. Call to Action: So how do you make this real for your next board meeting? By attending, you'll get a copy of the Propensity to Buy Tool to help prioritize your areas of focus.

Sales 124

Sales Healthcare Decision-making Prioritization 124

Hubspot Sales

OCTOBER 23, 2018

Book some face time. cash rules everything around me) mantra, sales leaders naturally prioritize revenue initiatives with current and potential customers over internal items. Instead, create a dedicated time to meet and send an itemized agenda to keep the conversation focused, succinct, and quick to action steps.

Sales 107

Sales Decision-making Sales Leadership Software 107

SBI Growth

NOVEMBER 22, 2012

The meeting was just about over and there’s still little common ground. As a sales operations leader, how often have you had similar meetings? Otherwise, these budget meetings could be counterproductive. Don’t let sales reps re-prioritize the list of current customers or prospects on a whim. It’s a tight spot you’re in.

Decision-making 115

Decision-making Sales Management Prioritization Meetings 115

SBI Growth

DECEMBER 7, 2013

The call logs we analyzed had more than four million entries: number of outbound calls, messages left, completed calls, scheduled meetings. If you ask a sales rep what their biggest time-waster is, they will likely say some variety of “administrative tasks” – entering data into the CRM, doing expense reports, booking travel.

Prioritization 128

Prioritization CRM Marketing Sales 128

Hubspot Sales

MAY 1, 2018

Then I ask whether the website’s goals align with the scripts and talking points they’re using in meetings with prospects. This situation is what Daniel Pink refers to as “information asymmetry” in his book “ To Sell is Human.” The company insists at least one representative from the marketing team attend every company meeting.

Decision-making 105

Decision-making Banking Manufacturing Finance 105

PandaDoc

DECEMBER 27, 2019

In our book, Outbound Sales, No Fluff , Ryan Reisert and I break down the Bucketing Leads strategy. Below is an excerpt from our book: BUCKET 1 – UNCONTACTED. These are the prospects who meet any of the following criteria: You spoke with them but couldn’t schedule a meeting. BUCKET 3 – PRIORITY. Too obvious?

Sales 90

Sales Prioritization Meetings Decision-making 90

Hubspot Sales

JULY 30, 2020

These 10 motivational techniques will engage both junior reps and their senior counterparts, ensuring they continue to work to meet their sales goals throughout the summer: Tips to Raise Sales Motivation at the End of Summer. This year, take a different approach to the same challenge. Invest in sales management coaching.

Sales 132

Sales Brainstorming Decision-making Communication 132

DemandFarm

DECEMBER 27, 2024

Your reps need every armour in their kit to help close deals faster and meet quotas. Demandfarm really goes into the depth of KAM, and heres how: Account Planning: DemandFarm allows sales teams to create in-depth account plans that help identify key stakeholders, map their relationships, and prioritize actions. Why Consider It?

Key Account Management 52

Key Account Management Stakeholders Sales Account Planning 52

Hubspot Sales

DECEMBER 23, 2022

Qualify and prioritize these prospects. Sales prospecting software solves both of these problems by helping salespeople find, qualify, and prioritize leads. Meeting sales quotas is a top challenge for 20% of salespeople. Here you can sort and prioritize prospects using filtering criteria. Online meeting scheduling.

Artificial Intelligence 128

Artificial Intelligence Sales CRM Decision-making 128

Hubspot Sales

OCTOBER 1, 2018

To help prioritize first steps, I put them in sequential order -- starting with those that offer value the fastest and ending with those that require more time. Eliminate the hassle of booking meetings. When you ask salespeople why this is, they’ll say it’s hard to prioritize and keep track of who to call.

CRM 109

CRM Publishing Media Decision-making 109