Flevy

JULY 15, 2021

To cash in on these benefits, leading organizations endeavor to manage their Strategic Alliances worldwide—assigning executives to oversee multiple alliances. However, the competencies required for Strategic Alliance Management aren’t well-known and are a bit convoluted. Portfolio Management. Deal Negotiation. Partner Selection.

Management 111

Management Negotiation Procurement Banking 111

Nutshell

AUGUST 3, 2023

As a manufacturing company, a steady customer base is key to your business’s growth, and the best way to maintain that customer base is through sales pipeline management. Today we’re discussing how to manage a sales pipeline for a manufacturing company by looking at five management tactics you can employ today.

Manufacturing 118

Manufacturing Management CRM Sales 118

Red Star Kim

MARCH 7, 2023

A key theme arising at the March PM Forum “ Future Marketing/Business Development Manager” (with delegates from legal, accountancy and consultancy firms) was about being overwhelmed. There were conversations about overwhelmed marketing/BD managers, overwhelmed M&BD teams and overwhelmed fee-earners. What are our goals?

Marketing 130

Marketing Management Emotional Intelligence Leadership 130

Mike Kunkle

OCTOBER 8, 2023

In most corporations, the product function typically falls under the broader umbrella of Product Management. It plays a central role in shaping product strategy, conducting market research, managing product development, and ensuring products meet customer needs and business objectives.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Mike Kunkle

AUGUST 19, 2024

Furthermore, the Sales Coaching System is a subset of the Sales Management System. 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. This is how systems thinking works.

Sales 269

Sales Sales Training Sales Management Onboarding 269

Zendesk

MARCH 21, 2022

In this comprehensive guide, we’ll cover the basics elements surrounding opportunity management, including: A sales opportunity management definition. 5 signs you need opportunity management. How to manage an opportunity pipeline. Opportunity management best practices. CRM opportunity management.

Management 98

Management Sales CRM Decision-making 98

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Your skill as a manager is only as good as your foundation.

Sales Management 116

Sales Management Management Energy and Utilities Emotional Intelligence 116

Mike Kunkle

AUGUST 30, 2023

Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. Some might question the efficacy of these enablement professionals, even though they can’t personally direct the course of the front-line sellers and their managers.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Hubspot Sales

OCTOBER 13, 2020

While it might seem like a hassle to spend a lot of time on training, it's crucial to prioritize. Below, let's learn HubSpot sales managers' top tips for training your SDR team. Brian Bennett, a sales manager at HubSpot, says, "Plan where you want to go and what you want to achieve, and then work backward. months to fully ramp

Management 126

Management Sales Training Sales Management Meetings 126

Apptivo

DECEMBER 12, 2022

If the answer is yes, one of the smartest investments you could make is in a Field Service Management system (FSM). At scale, FSM will help to be organized and is essential for effective and efficient management of your business operations. What software to use for Field service management? billion in 2021 to $8.06

Software 98

Software Software Management Decision-making 98

Strategic Planning and Management Insights

MARCH 6, 2023

Our strategic planning services offer guidance on how a strategic planning facilitator can provide support in constructing an effective strategic plan that ensures your strategy is communicated and implemented across your entire organization. When it comes to tracking your strategic goals, it's crucial to focus on the data that matters.

Management 98

Management Decision-making Facilitation Software 98

Hubspot Sales

JUNE 16, 2022

The sales manager is responsible for creating, advancing, and managing the people, processes, and systems for their team to be successful. While this job routinely requires setting goals for the team, sales managers must set goals for themselves as well. How to Create Sales Goals as a Sales Manager. Who are your buyers?

Sales Management 98

Sales Management Management Sales Construction 98

Brooks Group

SEPTEMBER 10, 2024

Then you know the transition from sales professional to sales manager can be tough. There are a lot of new sales manager skills to learn. Some sales managers struggle at the management level and must return to a sales role—or, worse, get burned out and leave the company.

Sales Management 83

Sales Management Management Sales Prioritization 83

Upland

MAY 22, 2024

Prioritization and Targeting: AI can analyze numerous factors like customer size, industry, past purchases, and even sentiment in communication to prioritize whitespace opportunities. This saves sales reps time sifting through broad data sets and allows them to focus on qualified leads within existing customer accounts.

Artificial Intelligence 195

Artificial Intelligence Media Prioritization Key Account Management 195

Hubspot Sales

SEPTEMBER 25, 2019

Good communication skills. Between helping customers, taking direction from your manager, and providing feedback to your colleagues, having good communication skills is the foundation of your success as a sales associate. The ability to use a CRM (customer relationship management) is an essential skill for salespeople.

Retail 145

Retail Sales CRM Prioritization 145

Hubspot Sales

APRIL 15, 2024

“While some people can do this without clear systems, I have found that my most successful career clients who build sustainable businesses use practical tools like simple spreadsheets to manage and track their prospecting to ensure they maintain the right balance between grounded feet and upward-facing eyes.” They communicate with empathy.

Sales 116

Sales Prioritization CRM Communication 116

The Center for Sales Strategy

JANUARY 21, 2021

What genuinely caring for your team means is that you prioritize your time to ensure you focus on communication. Showing empathy and compassion doesn’t classify you as a pushover. It doesn’t mean you’re not focused on results, sales, and company growth. It takes time and attention, but the impact is worth it.

Leadership 134

Leadership Prioritization Communication Sales 134

Mike Kunkle

OCTOBER 24, 2021

How can you use sales analytics and strategic objectives to prioritize those gaps? They’re tied together by systems thinking, cross-functional collaboration, and communication, and in some cases, include sales support services. Manager enablement is critical, too often ignored, and far larger than the block size conveys.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Hubspot Sales

AUGUST 6, 2019

It might feel like you’re over-communicating. The main complaint was that managers were too busy to give new hires the support and guidance they needed. Reps get to show off their understanding of HubSpot tools, and managers get to gauge new hire progress. It takes time. Email and administrative preparation.

Negotiation 145

Negotiation Onboarding CRM Sales Training 145

Hubspot Sales

FEBRUARY 6, 2020

Sales engagement platforms improve and sustain cohesion across a sales team’s communication and content messaging infrastructures. Integrated communication. Many sales engagement platforms feature a centralized base for all customer communication. Content and messaging management.

Facilitation 135

Facilitation Sales Communication Prioritization 135

Hubspot Sales

OCTOBER 19, 2020

Is it up to managers to provide all the coaching reps need, or are they better off bringing in outside support? Strong Listening and Communication Skills. Last but certainly not least, sales coaches must possess excellent communication skills. Elements of being a strong communicator include: Listening to understand, not respond.

Construction 132

Construction Sales Sales Training Communication 132

Brooks Group

OCTOBER 18, 2023

Unfortunately, many sales leaders may be aware that their managers need to spend more time coaching, but formal programs tend to be poorly executed or non-existent. Just 42% say sales managers at their organization are actually held accountable for providing good coaching. It’s a time to recognize, educate, communicate, and motivate.

Sales Management 93

Sales Management Management Sales Meetings 93

Hubspot Sales

JULY 30, 2020

This is a toxic combination for sales reps and their managers. Invest in sales management coaching. One clear way to motivate salespeople in the summer is to empower front-line managers to be better coaches. Sales leaders create the ideal environment for coaching by prioritizing it among the list of managerial responsibilities.

Sales 132

Sales Brainstorming Decision-making Communication 132

Hubspot Sales

SEPTEMBER 16, 2020

We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Without a common understanding of the term " sales process ," sales managers can’t coach or communicate with their sellers as effectively. Call Management. Opportunity Management. Account Management.

Account Management 133

Account Management Sales Account Planning CRM 133

Hubspot Sales

DECEMBER 15, 2020

"We leverage that data to inform us where each individual rep needs to spend the most time, and where managers need to spend time training individual contributors.". Prioritize sales enablement at each level of the organization. The managers and directors are responsible for individual training tailored to the needs of their reps.

Sales 139

Sales Leadership Sales Management Decision-making 139

Account Manager Tips

NOVEMBER 24, 2022

Every month I share a selection of popular titles to help with your professional development as a key account manager. A much-needed "people skills" primer and master class in all facets of workplace communication Do you know how to ask for help at work without sounding dumb? Key account managers rely on influence to get things done.

B2B 130

B2B Key Account Management Account Management Decision-making 130

Hubspot Sales

NOVEMBER 8, 2021

Every December, I ran a holiday competition for my team — a strategy passed on to me from my manager when I was a sales rep. There are tons of knick-knacks you can find on Amazon, and over my time in management, I've saved a list of favorites for every year. How to Help Your Team Hit Quotas During the Holiday Season.

Communication 142

Communication Prioritization Meetings Management 142

Mike Kunkle

AUGUST 8, 2023

It’s how we can break down the walls that hinder communication and cooperation between departments, to foster a shared vision, common goals, and open channels for knowledge exchange. It’s easy to prioritize quick wins over sustainable growth initiatives. So can the absence of purposeful change leadership and management.

Sales 130

Sales Prioritization Innovation Sales Training 130

Hubspot Sales

AUGUST 10, 2020

Communication Skills. To work in sales, excellent communication skills are a must. It means being comfortable communicating with your prospects, customers, and peers in a variety of scenarios. Essentially, you must be able to communicate with others in an engaging, empathetic, people-focused way. What does that mean?

Sales 143

Sales Negotiation Communication Leadership 143

Hubspot Sales

AUGUST 7, 2024

I distinctly remember the day I learned about CMRs: I was using a spreadsheet for my contact management, and I felt like other people maintained their networks better by sheer luck. CRM stands for “customer relationship management” system. If you're new to the world of CRMs, then prepare to have your world turned upside down.

CRM 115

CRM Software Software Onboarding 115

Hubspot Sales

DECEMBER 3, 2019

A CRM, or Customer Relationship Management software, is a digital resource businesses use to manage all of their relationships with prospects and customers. Additionally, operational CRMs often offer features like sales record creation, better sales record visibility, and simpler lead prioritization. Interaction Management.

CRM 131

CRM Software Software Decision-making 131

Flevy

JUNE 17, 2021

Pricing Management. Conducting one-to-one interviews and Focus Group Discussions with key people from the management and customers to develop points of reference for existing key competencies. Prioritizing opportunities based on their magnitude, viability, and potential for effective execution. Growth Opportunities.

Customer Experience 111

Customer Experience Prioritization Acquisition Banking 111

Hubspot Sales

JULY 7, 2020

Have you ever had to manage scope creep? The candidate’s answer to this question can tell you a lot about how they work, and how they prioritize. Like many of the questions in this post, there is no true right or wrong answer, but the response to this question can tell you a lot about the individual’s work and communication style.

Stakeholders 127

Stakeholders Sales Communication Prioritization 127

Hubspot Sales

JUNE 24, 2021

Any project manager can vouch — almost any project can get away from you if you don't stay on top of it. In project management, there are two primary kinds of scope — product and project. Structure and clarity are central to effective project management — and that trend is particularly pertinent when it comes to avoiding scope creep.

Stakeholders 132

Stakeholders Leadership Decision-making Communication 132

Flevy

AUGUST 2, 2022

Almost every organization strategizes in the hope that it will lead to successful outcomes set by the management. Strategies should essentially be simple enough, for leaders at each echelon of the organization, to comprehend, communicate, and bear in mind so as to impact everyday activities. Do You Find Value in This Framework?

Energy and Utilities 111

Energy and Utilities Banking Prioritization Decision-making 111

Sales Gravy

SEPTEMBER 12, 2024

Key Takeaways: - Understanding Communication Styles: Everyone has their own unique communication style, whether direct, indirect, consensus-building, or energizing. Tailoring communication to these styles is essential to engage the prospect effectively. Ego Management: Ego can be a significant barrier in sales.

Communication 90

Communication Sales Prioritization Management 90

Planview

AUGUST 22, 2024

Unlock the strategies to overcome key PMO hurdles—mastering resource management, driving change, and streamlining processes—with expert insight from Athena Smith, Senior Director, Portfolio Management. Athena currently leads the delivery of organizational priorities through portfolio management frameworks and best practices.

Stakeholders 69

Stakeholders Prioritization Decision-making Brainstorming 69