Upland

MARCH 29, 2023

It means building out a robust understanding of roles in the decision-making process, how (and to what extent) they exert influence and what priorities are top-of-their-mind. In modern sales deals, it’s relationships that matter. Learn how they think: Before you can change someone’s mind, you must know how they think.

CRM 195

CRM Management Stakeholders Decision-making 195

SBI Growth

SEPTEMBER 5, 2013

Sales Leader—what do ‘A’ players need from their boss to maximize performance. Sales Environment—what do ‘A’ players need from the company to maximize performance. Sales Leader. If you make it a game, regardless of the prize, they told us they will respond. Sales Environment. What You Should Do Now.

Sales Environment 120

Sales Environment Decision-making Acquisition Stakeholders 120

Upland

MARCH 13, 2023

The ‘art’ aspect of sales forecasting doesn’t need to be an educated guest. In fact, having the right methodologies and best practices in place throughout the entire sales process, married with the right technology, can make sales forecasting look a lot more like an exact science. What is a Sales Forecast?

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

SBI Growth

MARCH 11, 2013

This article is for B2B Sales Reps who work in complex sales environments. Then I provide a Buyer Alignment Tool to enable success in these environments. The idea of Social Selling cannot lose sight of the objective: make the number. Top performing Sales Reps punch through the walls of resistance.

B2B 133

B2B Decision-making Leadership Sales Environment 133

Clarity Engagement Solutions

NOVEMBER 9, 2020

Our Objections Handling and Commitment cards address 5 common objection techniques from Key Decision Makers and outlines methods to gain commitment from KDMs. Sometimes the complexity of our sales environments makes us forget that the simplest approach is often the most effective.

Sales Environment 91

Sales Environment Decision-making Stakeholders Sales 91

Corporate Visions

MARCH 19, 2020

Great web conferencing platforms are within everyone’s reach, but don’t make the mistake of thinking that technology is all you need. Closing complex, high-value deals require you to influence decision-making part of your buyer’s brain. Lean on Visuals and Make Them Dynamic. With limited attention, comes less engagement.

Virtual Selling 120

Virtual Selling e-Learning Decision-making Sales Environment 120

Hubspot Sales

SEPTEMBER 21, 2020

Because of the intricacies involved in this process, enterprise deals are referred to as complex sales. Complex sales are most common in B2B sales environments. Unlike transactional sales, closing a complex deal means convincing multiple stakeholders. For example, suppose you're selling technical software.

Stakeholders 139

Stakeholders Insurance Decision-making Finance 139

SBI Growth

JANUARY 29, 2014

Perhaps this is a strategy worth consideration to help make the number. Or, maybe the current inside sales team isn’t attaining its goals. Here is a 30 minute webcast called Building Inside Sales for Growth. It provides 9 tips for building a successful inside sales force. The Advantages of Inside Sales.

Sales 116

Sales Acquisition Sales Environment Decision-making 116

SBI Growth

JUNE 18, 2013

Do you aspire to make the leap from sales rep to sales leader? This article is specifically written to help you make this move. 15 Competencies for Sales Rep Promotion. Demonstrating results in a variety of sales environments 4. You’ll run into trying situations and hard decisions.

Decision-making 112

Decision-making Sales Environment Sales Management Leadership 112

Brooks Group

AUGUST 20, 2024

Successful sales professionals must be able to negotiate like Buffett, particularly in complex B2B sales environments. Sales professionals in every industry face intense competition, changing customer demands, and pricing pressures.

Negotiation 97

Negotiation Value Proposition Sales Sales Training 97

Hubspot Sales

NOVEMBER 2, 2020

Because of the constantly changing sales landscape, sales leaders and reps found themselves needing to make quick decisions about their strategies and how they approached customer-facing conversations. To do this, many brands looked to data to help them make tough calls and build new strategies. Use data for good.

Sales Analytics 136

Sales Analytics Sales Decision-making Emotional Intelligence 136

Hubspot Sales

APRIL 12, 2018

In an effort to understand the sales development function and its role in the sales process, InsideSales.com Labs conducted a study of over 1,000 companies showing how companies build, scale, and execute strong sales development teams. The Sales Development Role and Daily Activities. Conclusion.

Sales 110

Sales Sales Environment Communication Media 110

Hubspot Sales

MARCH 21, 2018

Transactional Versus Relational Sales Models. Now, before you look at these numbers and fire your entire outside sales team, I should warn you they are the result of sales activities performed in specific sales environments. There really is no manual when it comes to inside and outside sales. Conclusion.

Sales 145

Sales Decision-making Digitalization Organization 145

Revenue Storm

MARCH 14, 2023

Well, maybe not, because you may have been told one of the following buyer excuses: #1: “I am the decision maker.” – This is the classic of all deceptions. In a complex B2B sales cycle, there is rarely one decision maker. This can also be followed up with “…so I do not want you talking to anyone else.”

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Hubspot Sales

OCTOBER 5, 2017

Gatekeeper: Person in charge of communicating or preventing information from reaching a decision-maker; for example, receptionists or personal assistants. Decision-maker: The person in charge of making a final decision on the sale. Closing ratio: Ratio of prospects that a sales rep closes and wins.

Sales 145

Sales Decision-making Prioritization Media 145

Hubspot Sales

JULY 3, 2018

So, how do you build skills that will propel you to success in the new sales world? In the new sales environment, prospects need someone to help them translate information into a useable form. They need someone with the expertise to help them make better, more efficient decisions. What's Old Is New Again.

Interpersonal Skills 111

Interpersonal Skills Sales Decision-making Sales Environment 111

Hubspot Sales

AUGUST 26, 2020

Personalization is a watchword in all modern sales environments. Ideal for landing enterprise-level clients, it’s a hyper-personalized sales technique. What our summary should make clear, though, is the importance of data to the process. It makes the information readily accessible to multiple business departments.

Stakeholders 138

Stakeholders B2B Decision-making Sales Environment 138

Showpad

NOVEMBER 28, 2021

In this interview, Leea shares with us how she’s implemented marketing automation, digital deal rooms, and digital media content to support the sales team in a hybrid sales environment. . “We We had a roadshow, where a semi truck would travel North America and make stops with customers. How do you use them?

Digitalization 98

Digitalization Sales Environment Sales Communication 98

Openview

JANUARY 30, 2019

With increased access to information, buyers today do more of their research independently and invite more internal stakeholders into buying decisions. To capture and win buyers’ attention, sellers must now research and present insightful solutions tailored to multiple decision makers’ needs.

Onboarding 97

Onboarding Artificial Intelligence Sales Decision-making 97

Nutshell

AUGUST 28, 2023

Enhanced data-driven insights A structured sales process allows for accurate tracking and analysis of each stage’s performance. This data-driven approach helps you identify bottlenecks, refine strategies, and make informed decisions that create continuous improvement. ‍ Whitney Sales Founder of The Sales Method 3.

Sales 118

Sales Decision-making Negotiation Advertising 118

Hubspot Sales

MARCH 3, 2020

KPIs including sales efficiency, product performance, and pipeline management became increasingly important in competitive sales environments. Beginning to closely track this data allowed sales teams to start working smarter, and has set the stage for more refined sales strategies. 2020 Sales Strategies.

Artificial Intelligence 118

Artificial Intelligence Sales Retail Transportation 118

Revenue Storm

MAY 11, 2021

The current business to business sales environment is riddled with a mediocre approach and thinking. The average corporate sales presentation is close to 45 slides or pages, and worse, the first five are about your company. Make the note personal – ALWAYS. Make the most of your meeting. Get their attention.

Manufacturing 78

Manufacturing Decision-making Leadership Profitability 78

Hubspot Sales

JUNE 28, 2022

And I'll tell you, after a long career in field sales, I certainly see the shift in preference to speed, and speed to make a decision, versus that in-person necessity.". For instance, McClure notes that in a traditional sales environment, sales reps can hear their peers and think, 'Hey, that sounded good.

Sales 122

Sales Brainstorming Leadership CRM 122

Miller Heiman Group

MARCH 5, 2018

Whether you missed last year’s conference or want a refresh before you attend this year’s event, here are four Elevate 2017 quotes from Byron Matthews, president and CEO of Miller Heiman Group, that will prepare you to make the most of this year’s conference: 1) “Selling is much, much harder than it ever has been before.

Sales Environment 70

Sales Environment Innovation Decision-making Communication 70

Nutshell

JUNE 20, 2019

In a commission-based sales position, all or part of your income depends upon your ability to make a successful sale. Before you jump on the commission-based bandwagon, you should know that most sales professionals we spoke to favored positions with a salary or at least some base pay for rookies. Outside sales.

Retail 112

Retail Healthcare B2C Sales 112

Mike Kunkle

MARCH 31, 2023

Sales competencies are essential for any sales professional, regardless of the specific methodology they use or the process they follow. For you, you need to wade through and master the complexities, to make things work.

Sales 130

Sales Interpersonal Skills Account Management Sales Training 130

Brooks Group

APRIL 5, 2023

Despite the computer’s logic, it simply didn’t make sense to transfer fuel out of a fully functional engine into one that was leaking. Models help us choose where to direct our attention, so we can make decisions, rather than just react.” De Crespigny ordered him to stop. Not knowing what to do isn’t an option.

Sales Training 98

Sales Training Sales Environment Decision-making Onboarding 98

Hubspot Sales

SEPTEMBER 26, 2018

You’ll see the best sales teams are getting better every single day. They make it easy for new and seasoned reps alike to improve, which gives them the best chance to beat quota. Here are the tips for creating a winning sales culture through sales training and beyond. 4 Tips for a Winning Sales Culture.

Sales Training 101

Sales Training Sales Decision-making Sales Management 101

Hubspot Sales

MAY 25, 2018

Adding insult to injury, after they’re slow to get involved in a potential sales opportunity, many salespeople further reduce their effectiveness by leading with their product or solution. They put their product out front and make it the focus of the conversation when meeting with potential customers. Ineffective Sales Calling.

Publishing 112

Publishing Decision-making Sales Management Sales Environment 112

Arpedio

APRIL 15, 2024

Importance of AI in the Sales Domain The importance of AI in the sales domain cannot be overstated, particularly in today’s fast-paced and data-driven business landscape. This frees up valuable time for sales professionals to focus on high-value activities like building relationships and closing deals.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Sales 52

Miller Heiman Group

JULY 30, 2019

In the past, manufacturing sellers could succeed by working with one or two decision-makers, developing friendships with handshake deals were agreed upon at the ballgame, on the golf course or during extravagant dinners. This statistic is reflected in sellers’ performance, as the World-Class Sales Practices Report revealed only 56.9%

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Arpedio

APRIL 15, 2024

This strategic shift involves more than the application of advanced technologies; it requires a comprehensive approach to sales strategy optimization, ensuring that every customer interaction is data-informed and every sales decision is precision-focused.

Artificial Intelligence 52

Artificial Intelligence Sales Decision-making Sales Environment 52

Zendesk

FEBRUARY 22, 2022

In this article, we’ll cover what counts as sales experience (and how to get it), provide examples of transferable skills, and offer tips on how to describe sales experience on a resume. What is sales experience? Sales experience is any amount of time an individual spends convincing someone else to make a purchase.

Sales 98

Sales Negotiation Telecommunications B2B 98

SalesPop

MARCH 25, 2021

In more complex B2B sales, the focus is constantly put on the lead machine, on obtaining new customers. I’m currently making a point of this at Pipeliner, as we finish the task of bringing our remaining customers fully into the cloud. The SDR turns that buyer into a lead, and they set an appointment with the sales rep.

Account Management 98

Account Management Management B2B Advertising 98

SBI

JANUARY 21, 2014

For a prospect to make a purchase decision, someone has to take action. A long-lived tenet of sales is that people make a decision to take action based on reason and then proceed to justify the decision with emotion. Rational decisions and emotional motivation go hand-in-hand, not one after the other.

Decision-making 54

Decision-making Sales Sales Environment Leadership 54

Miller Heiman Group

JUNE 19, 2018

With just a little more than half of all sales reps meeting or exceeding their quotes these days, sales organizations are struggling to keep up with constantly changing buyer expectations. Today’s sales environment presents incredible opportunities for organizations that understand what buyers want.

Decision-making 60

Decision-making Sales Environment Organization Innovation 60

Arpedio

MARCH 15, 2024

At its core, strategic selling involves a thorough understanding of the customer’s business, industry, and competitive landscape, as well as the ability to navigate complex sales environments and decision-making processes.

Value Proposition 52

Value Proposition Negotiation Sales Sales Environment 52