Hubspot Sales

DECEMBER 1, 2020

Of all the differences between selling in a remote organization and being a part of an office space, the challenges of complete and transparent communication are some of the few similarities that persist. Could the same be said of ending Zoom meetings and closing browser tabs? Meeting Agenda. Goals and Objectives.

Meetings 143

Meetings Decision-making Stakeholders Sales 143

Hubspot Sales

AUGUST 7, 2024

An effective CRM is make-or-break for SaaS companies because of: Customer Retention. With a cloud-based CRM platform, you can download software from the cloud and get instant access — but it needs to meet your unique needs: Pleasant User Experience. Your CRM can gather data and make suggestions for enhanced decision-making.

CRM 115

CRM Software Software Onboarding 115

Red Star Kim

MAY 16, 2023

A key theme from the workshop was Assertive communication: The importance of voice. Keys to Assertive Communication Assertiveness is the ability to stand up for what you believe while staying calm and positive and respecting others’ views. Be specific and direct in making your point such as “I will need more time to finish that task.

Communication 130

Communication Brainstorming Decision-making Interpersonal Skills 130

Hubspot Sales

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” They're typically sent following initial conversations, meetings, or proposals (shocking, I know.)

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

Strategic Account Management Association

MARCH 2, 2022

Our aspiration, I believe, should be to create a workforce that reflects the incredible diversity of our customers, our partners, our suppliers and our community. But before I delve into what leaders can do to make this happen, I want to share some context for why it’s important. The business case for diversity. Why is that?

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Brooks Group

FEBRUARY 10, 2025

Ten to fifteen years ago, a seller could huddle up with three or four decision makers and quickly decide on a purchase. Now, its like a packed corporate strategy meeting where every department sends a representativeeach with an opinion and veto power. Decision-making time, compared to five to seven years ago, has increased by 60%.

B2B 88

B2B Emotional Intelligence Value Proposition Stakeholders 88

Hubspot Sales

APRIL 9, 2025

Few buyers will be interested in scheduling another meeting with someone whos not paying attention right now. Pro tip: Make sure you space your calls far enough apart so you can prepare before each one (e.g., Better yet, review your scheduled meetings for the next day before you leave at night. 15-20 minutes). Response rate?

Decision-making 98

Decision-making Stakeholders Finance Software 98

Hubspot Sales

MARCH 12, 2025

The internet makes research a breeze until youre drowning in options and cant tell whats worth your time. Buyers face the same challenge every day, making simplicity a superpower in sales. SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. One word: Overload.

Decision-making 87

Decision-making Sales Internet B2B 87

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. In fact between 70 to 80 percent feel vendors are not prepared for their meetings with senior level executives. Imagine you're at the front of a boardroom about to make a presentation. How do you feel?

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Account Manager Tips

OCTOBER 11, 2021

You need to take charge, make decisions and set goals for your customers so they can achieve success. What changes should we make? How do we make changes? Not focused on the customer The biggest mistake you can make with clients is to put your needs first. Putting out fires instead of preventing them.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Account Manager Tips

OCTOBER 21, 2021

Make sure you have a system in place so your client gets a follow up call from you as soon as possible. Always have a meeting with your client scheduled for sometime in the future. Even if they ghost you between meetings, you have those placeholders to catch up. You may need to approach your communication from a different angle.

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

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 the past, cold calling meant using a “spray and pray” method, spending time making intrusive calls with no prior qualification, hoping that your message would resonate with someone. Rep: Are you the decision-maker?

Value Proposition 111

Value Proposition Decision-making Software Software 111

Mike Kunkle

OCTOBER 8, 2023

Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context. Product ensures that solutions meet the demands of the marketplace. It’s not just about listing features, but about communicating the core of your offerings and the problems they solve.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Brooks Group

MARCH 25, 2025

The sales process typically starts with an investigate phase , during which sellers research prospects and prepare for a first meeting. Identify Your Ideal Customer Make sure your sales professionals know exactly what your ideal customer looks like. Spending time with unqualified leads is like throwing money in the trash.

Sales 63

Sales Decision-making Sales Training Profitability 63

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Improve communication. Do you make the first move and present a compelling proposal that positions you as the partner of choice? Define price strategy.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Account Manager Tips

MARCH 23, 2021

Key account management is resource-heavy and to deliver a return on investment, the focus must be on clients that meet these requirements: Growth. Identify and connect with decision-makers, budget holders and manage complex relationship networks. If a client no longer meets the criteria for key accounts, what will you do with them?

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Mike Kunkle

APRIL 8, 2023

My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. In addition to having the right decision makers in the deal, which is part of qualification, it’s important to assess the landscape and relationships. Here’s what I mean.

B2B 243

B2B Sales Decision-making Stakeholders 243

Planview

APRIL 14, 2025

Make informed decisions on projects and work based on resource capacity , availability, and utilization to meet current and future demands. AI-powered decision-making. These enhancements support leaders and teams in making more informed decisions, collaborating more effectively, and communicating clearly.

Innovation 59

Innovation Decision-making Prioritization Government 59

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Money can't buy happiness, but it sure makes misery easier to live with. Find out how much money key account managers REALLY make! How much money does a key account manager make? Develop influential relationships with decision-makers. Enough for champagne and caviar?

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Sales Gravy

FEBRUARY 27, 2025

The decision-maker was engaged. First Impressions Matter If you dont make a strong first impression, it wont matter how great your service is. A brief pause wont make you look like you dont know what youre talking about itll look like youre taking a moment to choose exactly the right words. The decision-maker was engaged.

Decision-making 85

Decision-making Digitalization Communication Meetings 85

ProlifIQ

OCTOBER 30, 2024

With kam techology , you can: Centralize Account Information : Make sure the critical information about an account is clean and in one place. This makes it easy for an account manager to understand the relationships built over a sales cycle, and where time needs to be spent.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

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. But it’s all about behavior change.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Brooks Group

FEBRUARY 12, 2025

And when you do meet, its more likely to be on Zoom or Microsoft Teams than in person. Focus on Your Buyer When a buyer first meets a seller, they look for clues to the sellers trustworthiness. Match Your Buyers Communication Style Not everyone communicates (or prefers to communicate) in the same way.

Sales Training 58

Sales Training Profitability Decision-making Communication 58

Account Manager Tips

MAY 25, 2021

Because what makes a key account is its future value. Clients who are a good fit for your solution, and you meet their needs better than other suppliers. Establishing influential business relationships with decision-makers is a primary goal. That's how decisions get made and budgets approved. Performance.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Hubspot Sales

SEPTEMBER 28, 2020

With democratized access to tools and technologies, communicating remotely is easier than ever. In a remote setting, you will have to move these crucial in-person meetings to online channels as well. Your buyers are also refraining from in-person meetings and are interacting primarily in the online space. Image Source.

Remote Working 140

Remote Working Decision-making Communication Meetings 140

Upland

MARCH 29, 2023

Gone were the face to face office meetings and networking at industry events, and in their place were hour-long zoom calls with sellers wearing hoodies. Now, however, things have changed. When a deal comes down to the line, it’s the quality of the relationship that gets the seller the phone call when a buyer is making decisions.

CRM 195

CRM Management Stakeholders Decision-making 195

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. I start with a clear North Star and communicate this clearly.

Stakeholders 69

Stakeholders Prioritization Brainstorming Decision-making 69

Account Manager Tips

AUGUST 4, 2022

Why Introverts Make Better Networkers. In this no-nonsense, application-specific guide, you’ll get the most powerful strategies and success principles to build the mindset and confidence that will make you unstoppable. Most importantly, how I teach this is what makes the transformation of your confidence permanent.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Planview

FEBRUARY 13, 2025

This shift is crucial for meeting the complex demands of modern automotive manufacturing, where just-in-time production, customization, and global sourcing are increasingly prevalent. Data silos hinder communication and collaboration, leading to misalignments among stakeholders.

Supply Chain 52

Supply Chain Digitalization Manufacturing Digital Transformation 52

Planview

JULY 29, 2024

Streamlining Global Product Development Process Conagra Brands has been a major force in the consumer packaged goods (CPG) industry for more than a century and needed a solution to streamline their global development process and improve data-driven decision-making.

Supply Chain 59

Supply Chain Decision-making Facilitation Stakeholders 59

Hubspot Sales

AUGUST 11, 2020

It’s safe to say 2020 has been the year of virtual meetings. Everything from large-scale conferences to staff meetings, to meetings with prospects, are hosted remotely. The right video conferencing tool is necessary to continue conducting business in 2020 and beyond, and choosing the right software is an important decision.

Software 143

Software Software Meetings Remote Working 143

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. There is rarely a deep understanding of how disparate and disconnected decision-making units are across such large organisations.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Brooks Group

OCTOBER 14, 2024

In a world where customers can easily switch to a competitor, sales organizations that fail to meet these new expectations risk losing opportunities. Practice communicating ROI and long-term benefits to create cross-sell and upsell opportunities. Effective Follow-Up Establish a systematic approach to post-sale communication.

Emotional Intelligence 84

Emotional Intelligence Negotiation Sales Training Construction 84

Account Manager Tips

DECEMBER 28, 2021

Find out how things are done and want went on with your client before you arrived to avoid making the same mistakes. Don't hide mistakes or bad decisions and communicate what you're doing to get things back on track. Read emails, meeting notes, business reviews and other important documents they left behind. Start small.

Key Account Management 182

Key Account Management Account Management Decision-making Client Relationships 182

Hubspot Sales

FEBRUARY 13, 2025

Clarify the steps and stakeholders involved in decision-making. In fact, 88% of buyers say theyll only make a purchase if they see the salesperson as a trusted advisor. Thats the vibe SPICED helps you deliver insightful, credible, and just bold enough to make an impact. Identify specific pain points and frustrations.

Decision-making 52

Decision-making Sales Prioritization CRM 52

CMOE

APRIL 16, 2025

A structured self-assessment can assist with this, providing valuable insights that help team members independently and collectively refine their communication, adaptability, problem-solving skills and other essential competencies. Accomplishments I consistently meet or exceed both personal and team objectives.

Innovation 52

Innovation Brainstorming Prioritization Construction 52

Mike Kunkle

FEBRUARY 5, 2023

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. click the image to see a larger version] This makes sense, right? Should sales process be adaptable?

B2B 231

B2B Sales Decision-making Negotiation 231