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

Mike Kunkle

AUGUST 8, 2023

It’s easy to prioritize quick wins over sustainable growth initiatives. This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Solution: Embrace a data strategy that prioritizes quality over quantity. Dashboards become mash-boards.

Sales 221

Sales Prioritization Innovation Sales Training 221

Sales Gravy

SEPTEMBER 16, 2023

Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. In a highly competitive market, differentiation is key.

Customer Experience 112

Customer Experience Marketing Prioritization Sales 112

Hubspot Sales

AUGUST 21, 2020

Outcome selling is a framework that encourages conversions by prioritizing a customer’s desired outcomes, rather than simply pushing the sale of your product. With the customer at the forefront of every decision, you’ll shift your perspective to prioritizing customer success. What is outcome selling? Benefits of Outcome Selling.

Prioritization 138

Prioritization Decision-making Customer Knowledge Meetings 138

Planview

OCTOBER 2, 2024

Adapting to technological innovations and making strategic decisions is key to thriving in this rapidly evolving environment. Organizations must proactively navigate the changing market landscape, prioritizing software solutions that enhance efficiency and drive innovation. In this new era, simply keeping pace is not enough.

Digitalization 98

Digitalization Software Software Supply Chain 98

Upland

SEPTEMBER 29, 2023

Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. Unfortunately, sellers rarely meet the right people. This means knowing what their motivations are, what makes them tick. Will the location enable us to make a big splash?

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Upland

OCTOBER 17, 2023

Its many evolutions and the powerful AI of today make it an irresistible tool to many. Recorded phone calls, emails, and virtual meetings create mountains of data. Its content capabilities make it an indispensable tool for your sales team. Many writers use AI to spark ideas. Even musicians use AI to create catchy tunes.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Hubspot Sales

MARCH 4, 2024

We recently reached out to some of the winners for their insight on what sales leaders should prioritize, some principles they should live by, and how they should work with their teams in 2024. Sales leaders get things confused about what it means to lead — it‘s not because you have a title that makes you a leader.

Construction 123

Construction Leadership Sales Prioritization 123

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%. Gamifier makes sales performance fun. Pipeline Manager is one app that does the work of many, to make sales planning simple. Pricing: Free. Pricing: Contact for a Quote.

Account Planning 128

Account Planning Sales CRM Prioritization 128

Hubspot Sales

DECEMBER 28, 2021

Due to the proliferation of marketing materials on the internet, the modern buyer is no longer dependent on salespeople for necessary purchasing decision information. During inbound sales, buyers move through three key phases: awareness, consideration, and decision (which we’ll discuss further below). Inbound Salespeople.

Value Proposition 119

Value Proposition Sales Decision-making Prioritization 119

Hubspot Sales

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. These steps add zero value to the buyer because all the information they get in these meetings can be found without a sales rep’s help. How do buyers decide whether the challenge or goal should be prioritized? Consideration.

Sales 140

Sales Decision-making Healthcare Value Proposition 140

Upland

JANUARY 29, 2024

Sales productivity becomes even more difficult for complex B2B accounts with large buying groups and multiple divisions involved in the decision-making process. This targeted approach makes successful sales and better relationships more likely.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Hubspot Sales

AUGUST 22, 2018

Sales managers are responsible for helping their reps meet individual quota, getting the team to hit quota, forecasting sales and running sales reports, providing mentorship and training, recruiting, hiring, and onboarding new salespeople, and more. Have a meeting with Product to share customer feedback and discuss the product roadmap.

Sales Management 141

Sales Management Management Sales Onboarding 141

Hubspot Sales

JANUARY 12, 2018

Great reps preemptively surface those concerns and make them disappear. An effective rep researches the prospect to make sure they’re a good fit. They’ve already hit, but they’re still sending emails, scheduling meetings, and making calls. The more emails you send, the more meetings you book. Poor decision making.

Insurance 145

Insurance Prioritization Decision-making Meetings 145

Hubspot Sales

DECEMBER 7, 2020

And while no adjustments salespeople can make to their sales processes can touch the earth-shattering next-level-ness of that tiger costume, they can certainly take strides to make their professional lives a little easier. That tends to make the process more complex and, in turn, considerably slower. Image Source: Cosmopolitan.

Sales 138

Sales Decision-making Stakeholders Prioritization 138

Hubspot Sales

MARCH 1, 2019

In a survey of businesses with sales and marketing departments, the 2018 State of Inbound Report found that the top three priorities of the sales organizations were to close more deals, improve the efficiency of their sales processes, and reduce the amount of time it takes to make a sale. Sales Pipeline.

Sales 138

Sales Decision-making Organization Marketing 138

Hubspot Sales

MAY 23, 2023

For example, you might be stuck entering data into your CRM, scheduling (and then re-scheduling) meetings, and writing sales collateral. Calendar management: to help you schedule meetings, send reminders, and sync your calendar with other team members. If you're in sales, you know that non-selling activities are a huge time sink.

Artificial Intelligence 124

Artificial Intelligence Sales CRM Decision-making 124

Hubspot Sales

MARCH 2, 2021

Companies were finding new ways to make their offices more unique and innovative, and employees were welcomed to the office with perks such as ping pong tables, free snacks, and more. When transitioning to remote sales meetings, many would argue that video conferencing is the best option. How are sales teams impacted by remote work?

Remote Working 134

Remote Working Sales Onboarding Digital Transformation 134

Upland

NOVEMBER 27, 2023

What’s putting the squeeze on your customer’s key decision-makers? An initiative is a project your customer is undertaking (or planning to undertake) in order to overcome their pressures and meet their goals. Make sure the one you’re ready to help with is a member of the cho- sen few. Why do they need to act?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Hubspot Sales

JUNE 12, 2023

For example, it takes around five minutes to set up your meeting link. She says, “Some reps don’t use the technology and tools they have in hand to their advantage — even if they're as simple as using email sequencing, generative AI, meeting scheduling resources, forecasting tools, dashboarding, or quote tools.

Sales 128

Sales Decision-making Stakeholders Meetings 128

Hubspot Sales

JULY 30, 2020

Warmer months mean more distractions, and with key decision makers on vacation, a potential drop in leads. 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.

Sales 131

Sales Brainstorming Decision-making Communication 131

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. Goal driven sales is different from simply requiring your sales team to hit certain numbers.

Sales Environment 133

Sales Environment Sales Prioritization Organization 133

Hubspot Sales

NOVEMBER 22, 2023

Ultimately, to achieve consistent growth and stay ahead of the competition, businesses must streamline their sales operations, focus on nurturing customer relationships , and make data-driven decisions. Identify bottlenecks, track key metrics, and make data-driven decisions to close deals faster.

CRM 112

CRM Decision-making Sales B2C 112

Hubspot Sales

NOVEMBER 17, 2020

And in addition to trying to hit revenue numbers, sales leaders needed to take care of their employees, and make sure they felt comfortable in this new selling environment. What changes can sales leaders think about making when they are planning for next year? Offices have gone virtual. Team enablement and inspiration.

Virtual Selling 126

Virtual Selling Shareholders Decision-making Communication 126

Sales Gravy

MAY 3, 2023

You'll learn how to succeed in volatile economic times by effectively handling decision deferment objections and conducting thorough research during the discovery phase of the sales process. Conducting effective, deep discovery and handling buying decision deferment objections will give salespeople a competitive edge in any economic climate.

Emotional Intelligence 105

Emotional Intelligence Artificial Intelligence Decision-making Sales 105

Hubspot Sales

JUNE 21, 2022

Guided selling is similar to solution selling , in that it uses collected sales and customer data to offer recommendations about products or services that meet consumer needs. Example 3: Providing Decision Data. Guided selling can also be used to provide decision-making data. Key Benefits of Guided Selling. Clickpoint.

Software 111

Software Software B2C Decision-making 111

Hubspot Sales

OCTOBER 28, 2019

They take time to work with you to create a pitch that will match your company's goals, and, after due diligence, they work with you to ask for a close that meets your budget and team needs. This will help you determine if the product or service you are offering is a good fit, and will enable you to make the best recommendation possible.

Advertising 129

Advertising Decision-making Communication Meetings 129

Hubspot Sales

JULY 5, 2022

The flowchart uses yes or no scenarios to illustrate how your team should respond to your prospect's decisions and actions during each stage of your business' sales process. Setting goals for your sales team can keep your sales process focused, improve your sales strategy, and make your business more efficient. B2B Sales Process Steps.

B2B 111

B2B Sales Stakeholders Decision-making 111

Hubspot Sales

AUGUST 8, 2019

Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. Number of meetings scheduled. Number of meetings set. Percentage of opportunities lost (no decision). You can’t manage what you don’t measure. Response rate.

Acquisition 144

Acquisition Sales Media Meetings 144

Hubspot Sales

FEBRUARY 28, 2018

Instead of blaming poor numbers on a crummy product line, a bad month, or less-than-stellar leads, failing reps might consider analyzing their processes and brainstorming ways to make them more buyer-centric and buyer-friendly. Make it about them. Make it about them. How should this product make you feel? ". How to Sell.

Decision-making 145

Decision-making Retail Brainstorming B2B 145

Hubspot Sales

JANUARY 12, 2023

From there, you can make the critical decision between entrepreneurship and standard employment. Entrepreneurs handle expenses and business decisions, while employees focus on doing their best and helping the company succeed. Becoming an entrepreneur has plenty of benefits that make it an appealing choice.

Insurance 130

Insurance Investors Decision-making Profitability 130

Hubspot Sales

DECEMBER 23, 2022

Qualify and prioritize these prospects. Even in instances where salespeople can identify interested customers, 19% of salespeople struggle with getting in direct contact with decision-makers. Sales prospecting software solves both of these problems by helping salespeople find, qualify, and prioritize leads. Custom views.

Artificial Intelligence 124

Artificial Intelligence Sales CRM Decision-making 124

Hubspot Sales

APRIL 1, 2020

A direct end user with influence, but no decision-making authority. Your product or service might be something a decision maker needs, but for some reason you can’t get in contact with them. On top of this, they most likely have other activities they have to prioritize over considering new offerings.

Decision-making 117

Decision-making Small Business Sales Value Proposition 117

Hubspot Sales

APRIL 2, 2021

People in these different positions have varied interests, goals, and overall desires towards the products and services they use to meet their business needs. Some are influencers that speak to the decision-makers and convince them to go in either direction, while others hold the final say on decisions. The Decision-Maker.

Stakeholders 122

Stakeholders Decision-making Sales B2B 122

Hubspot Sales

AUGUST 6, 2019

So how do you maximize the investment you’re making in sales new hires? To combat this, make sure your new rep’s email account is accessible before the first day. That way, even if your day is packed, your new hire will know where to go and who to meet. What kind of judgement calls can your reps make regarding discounts?

Negotiation 139

Negotiation Onboarding CRM Sales Training 139

Hubspot Sales

SEPTEMBER 14, 2018

That alone can make you 87% less likely to lose your people and means you can create a culture that doubly outperforms your competitors on sites like Glassdoor. The motivation that comes out of these meetings is truly invigorating. It makes them want to improve, and that helps me retain them for the long term.

Sales 144

Sales Decision-making Customer Success Prioritization 144

Nutshell

MARCH 15, 2021

To find success with this approach, you simply pinpoint the decision-maker at a company, build a relationship with them, and make them an offer they can’t refuse. Better yet, you know exactly which decision maker to contact. Or maybe she understands its value, but doesn’t want to prioritize the problem it solves.

Sales 141

Sales Stakeholders Decision-making Facilitation 141