Upland

MAY 4, 2023

So much so that we created this sales velocity equation to get sales teams moving in the right direction. Sales velocity vs deal velocity – what’s the difference? Deal velocity is how long it takes a deal to get through the sales cycle. Effectively, it’s the same thing as average sales cycle length.

Sales 356

Sales Decision-making Organization Negotiation 356

Holden Advisors

SEPTEMBER 21, 2021

Imagine if you could banish “no-decision” from your sales funnel. More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. In essence, divergent thinking is the antidote to “no decision.”. What’s standing in your way?

Decision-making 435

Decision-making B2B Profitability Account Management 435

Hubspot Sales

JULY 30, 2024

Then, the game changed when I leveled up my sales email writing game with curiosity-provoking subject lines, strong body text, and compelling closing statements. Read on to hear my tactics for ending a sales email.e Make it clear what you want the reader to do next and what is in it for them if they accept your offer.

Supply Chain 122

Supply Chain Energy and Utilities Healthcare Sales 122

Upland

FEBRUARY 17, 2023

Buying groups have changed the world of B2B sales. Buying groups come with the challenges sellers are already accustomed to, with the added difficulty of handling competing priorities, varying levels of support, more frequent turnover, and beyond. What is a Buying Group in B2B Sales?

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

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.” Referral Request Emails Happy customers are some of the most lucrative resources any sales org has at its disposal.

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

Strategic Account Management Association

OCTOBER 14, 2021

While the CRM is designed to enable the work of the sales and account management team by recording pertinent information about the customer, I think of it mainly as a bridge to the account planning tool, where the best SAMs live and breathe. To be successful, you need your sales team to be onboard. Explain the “why.”

Account Planning 520

Account Planning CRM Account Management Decision-making 520

The Center for Sales Strategy

FEBRUARY 19, 2025

Ask a sales manager about the most important decisions they make, and you will probably hear about exceeding budget, growing market share, or achieving year-over-year growth. The most important decision you will ever make as a manager is the decision of who to hire. Would sales go up?

Decision-making 78

Decision-making Sales Sales Management Organization 78

Sales Gravy

JANUARY 30, 2025

In this conversation with Jeb Blount bestselling author of Fanatical Prospecting and Sales EQ, and the founder of Sales Gravy motivational speaker and co-founder of The Constance Group Brian Parsley shares insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively.

Negotiation 94

Negotiation Sales Decision-making Communication 94

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 243

B2B Sales Decision-making Stakeholders 243

Hubspot Sales

APRIL 9, 2025

Not all sales shortcuts are created equal. Sales Shortcuts 1. Source My former colleague from Serpstats sales team learned this the hard way. Pro tip: Make sure you space your calls far enough apart so you can prepare before each one (e.g., Steer clear of these nine shortcuts, or youll only create more work for yourself.

Decision-making 98

Decision-making Stakeholders Finance Software 98

Brooks Group

JANUARY 9, 2025

Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. On the surface, sales and account management have similar goals: Build strong relationships with customers and increase profitable revenue.

Account Management 100

Account Management Management Sales Value Proposition 100

Hubspot Sales

MARCH 26, 2025

Sales teams need the right tools, content, and data to talk to customers and close deals faster. Thats where sales enablement platforms help. Ive worked with businesses that spend thousands on software that sales teams end up barely using. These tools help teams work better, close more sales, and make more money.

Sales 76

Sales Customer Life Cycle CRM Decision-making 76

Strategic Account Management Association

APRIL 5, 2021

They make great paperweights, but if asked about specific details, most of us might offer an uneasy grin, knowing that we have companions-in-arms, equally guilty of shirking that responsibility to read altogether. According to Forrester Research, 85 percent of CXOs do not find value in their interactions with sales reps.1

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Hubspot Sales

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. Getting stuck on YTD sales. Projecting a sales cycle ahead of time gives sellers a better chance of making their numbers.

Meetings 95

Meetings Sales Stakeholders Decision-making 95

Hubspot Sales

JANUARY 8, 2025

In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. Lets get into it. Table of Contents: What is gap selling? Consider thinking about your customers future state as a three-part entity. Heres how it works: 1.

Sales 113

Sales Decision-making Negotiation Sales Environment 113

Sales Gravy

APRIL 10, 2025

But let me give it to you straight: Sales isnt won with hacks. They talk a big game on Zoom, but when its time to dial the phone or ask for the sale, they freeze like a deer in headlights. Youre avoiding real sales conversations because theyre uncomfortable. They make the call. Same with sales. The quick fix.

Decision-making 90

Decision-making CRM Sales 90

Strategic Account Management Association

AUGUST 6, 2021

Form an organizational capability around co-creating products and solutions with our customers Redesign our philosophy around our customers’ needs Make a positive business impact on our customers’ operations Ingrain a deeply customer-centric vision and mission for sales. Gross profit: The goal is to improve performance year over year.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 231

B2B Sales Decision-making Negotiation 231

Hubspot Sales

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. Sales Qualified Leads (SQLs).

B2B 118

B2B Decision-making Media CRM 118

Strategic Account Management Association

SEPTEMBER 11, 2020

I’m talking about customer experience management (CXM), which I would argue may be the single most important investment a company can make in today’s cut-throat business climate. First, a definition of terms: CRM CRM software keeps sales processes organized and aligned with best practices up to the point that a deal is closed.

CXM 520

CXM Account Management Customer Experience Management 520

Upland

JULY 12, 2023

MEDDIC is not actually a healthcare term. It’s a sales acronym. And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Account Manager Tips

APRIL 2, 2021

The best sales podcasts key account managers should listen to Are you a key account manager? If you answered yes to any of these questions, then read on for my list of three of the best sales podcasts around, including one that might surprise you. You're only the local lead - decision makers are in other countries. Do you sell?

Key Account Management 234

Key Account Management Account Management Procurement Management 234

Hubspot Sales

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. There are some common pitfalls sales reps tend to run into when leveraging social media as a sales resource. When reps connect and immediately push for a sale, it turns people off. Let's take a look!

Media 108

Media Decision-making Prioritization B2B 108

Hubspot Sales

AUGUST 7, 2024

An effective CRM is make-or-break for SaaS companies because of: Customer Retention. Dispersed teams can‘t afford to have a CRM that sales and marketing teams don’t actually put their data into. Your CRM can gather data and make suggestions for enhanced decision-making. User Experience. Data Powerhouse.

CRM 115

CRM Software Software Onboarding 115

Upland

JUNE 7, 2023

I’ve lost count of how many times I’ve heard sales and revenue leaders use the terms, “sales process” and “sales methodology” interchangeably and incorrectly. What is a sales process? A sales process is a flow, and it is usually brand-free.

Sales 195

Sales Negotiation Decision-making CRM 195

Upland

OCTOBER 17, 2023

Its many evolutions and the powerful AI of today make it an irresistible tool to many. And now, savvy sales leaders are using generative AI , too. All you need is the right sales enablement AI tool. Ready to dive into sales enablement AI? What is sales enablement AI? Many writers use AI to spark ideas.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Sales Gravy

MARCH 25, 2025

Hes already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality. Lead with Pain-Focused Messaging If you expect busy decision-makers to respond, talk about their painnot your credentials. In B2B sales randomness is the enemy of effectiveness.

B2B 88

B2B Leadership Decision-making Facilitation 88

Upland

NOVEMBER 28, 2021

It’s not personal, but prospective customers don’t want to talk with sales reps. Sure, they may be happy to watch sellers’ slideshows and sit in on demos, but when it comes down to vetting a product and making an important B2B purchase, the word of someone paid to close the sale is only going to go so far.

B2B 195

B2B Sales Decision-making Organization 195

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. Stakeholder Mapping is Important Because of Buying Groups Selling must be complicated because modern B2B sales are complicated. What are their motivations?

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Strategic Account Management Association

OCTOBER 26, 2021

We too often confuse strategic account sponsorship with corporate project sponsorship, where sponsorship is a way to escalate issues or decision-making when in need. We also needed to make sure senior leaders are aware of these responsibilities to optimize their speed and impact.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Upland

AUGUST 25, 2023

An influence map is a visual tool that helps you identify and understand the stakeholders who have a say in your project or decision. After all, it takes an entire team to win a deal in today’s complex sales landscape. That activity is called influence mapping. And there will also usually be those who are not supporters at all.”

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Hubspot Sales

AUGUST 27, 2024

Now, I’m seeing companies use AI platforms to help them make better data-driven decisions around their pricing strategies. AI-powered pricing strategies enable accurate decision-making based on current market conditions such as supply, demand, and competitive forces. It worked at the time, but the times are changing.

Artificial Intelligence 103

Artificial Intelligence Profitability Telecommunications Retail 103

Upland

MARCH 23, 2023

Having trouble setting accurate sales forecasts or seeing close dates consistently sandbagged to next quarter? Regardless of the size of your company, the sales leader gathers sellers and runs them through the standard set of questions. Who makes the final decision? What Causes Sandbagging in Sales?

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

Holden Advisors

NOVEMBER 3, 2021

Works side-by-side with sales to sell value and overcome procurement. When only 30% of B2B buyers make decisions based exclusively on price (noted in Negotiating with Backbone ), it’s not surprising the other 70% care about value if they are thoughtfully informed about it. Is aware of costs and constraints like the finance team.

Procurement 369

Procurement Finance Construction Government 369

Brooks Group

MARCH 25, 2025

Chasing unqualified prospects who will never close is one of the biggest wastes of your sales teams time and effort. For this reason, its important to help your sales professionals quickly assess whether a prospect is qualifiedso they can move on to the next if necessary.

Sales 55

Sales Decision-making Sales Training Profitability 55