Hubspot Sales

OCTOBER 27, 2020

Sales leadership roles are some of the most lucrative, challenging, engaging positions sales professionals can pursue. Here, I'll review some of those key traits and offer a short quiz to see if you're sales leadership material. And while that's not always appealing or comfortable, it's an unfortunate reality of sales leadership.

Sales Leadership 115

Sales Leadership Leadership Sales Management 115

Hubspot Sales

OCTOBER 28, 2020

How has your sales leadership style changed this year? As companies are facing uncertainty with their ability to operate and sell their products, effective leadership may have a whole new set of requirements. It’s time to rewrite the sales leadership rulebook. Transparency and involvement from company leadership.

Prioritization 103

Prioritization Leadership Sales Sales Leadership 103

Mike Kunkle

AUGUST 30, 2023

This conundrum can breed skepticism, both within the enablement team (as mentioned above) and from the stakeholders in their organization. At least in those organizations, the enablement team was not seen as critical in difficult times or able to support the sales force in getting better results in a crunch.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Strategic Planning and Management Insights

FEBRUARY 10, 2023

SME Strategy is a strategy consulting firm that specializes in helping organizations align their teams and operations around a shared vision, mission, values, goals, and action plans. While some organizations choose to lead the strategic planning process themselves, others choose to work with strategic planning facilitators like us.

Prioritization 97

Prioritization Facilitation Decision-making Construction 97

Planview

MAY 16, 2022

Connection, alignment, trust, and how they relate to strategy and organizational effectiveness – these were the topics on everyone’s minds at our recent leadership team offsite meeting. Prioritizing Connection Within Our Leadership Team. We value our differences.

Leadership 98

Leadership Shareholders Innovation Prioritization 98

Upland

MAY 4, 2023

A sales velocity equation or formula uses four metrics to help organizations calculate their own sales velocity. When used correctly, this formula can help organizations with their sales forecasting for a specific period of time and bolster their sales efforts. What is sales velocity? Why does sales velocity matter?

Sales 356

Sales Decision-making Organization Negotiation 356

CMOE

JANUARY 29, 2024

In a time when organizations are lucky if their employees stay longer than a year before leaving to chase a raise, it’s critically important to show people where they fit and why they matter. According to Boston Consulting Group, 28% of employees are planning to leave their organizations within the next year.

Prioritization 52

Prioritization Leadership Decision-making Organization 52

Mike Kunkle

AUGUST 8, 2023

7 Common Barriers to Sales Transformation Barrier 1: Siloed Mindsets and Departments One of the most persistent challenges in many organizations is the presence of siloed mindsets and departments. It’s easy to prioritize quick wins over sustainable growth initiatives. This is a definite growth killer.

Sales 221

Sales Prioritization Innovation Sales Training 221

SBI Growth

FEBRUARY 29, 2024

Nearly 75% of companies with high commercial momentum have go-to-market (GTM) leadership teams that are highly aligned.” Charting your organization’s course to GTM improvement begins with assessing your revenue growth model so you can figure out which areas need to be prioritized and align your executive leadership accordingly.

Prioritization 126

Prioritization Leadership Marketing Organization 126

ClearPoint Strategy

JULY 7, 2021

If there is one phrase that represents both enormous potential and challenges to organizations today, it is big data. When done right, dashboards provide valuable insight into the health of an organization and strongly influence executive decision making. And yet data-driven decision making is more important than ever. Click To Tweet.

Organization 98

Organization Healthcare Decision-making Finance 98

Zendesk

NOVEMBER 10, 2022

As a customer service organization, we’re reminded each year that we can all learn a lot about service through our veteran community. And so I joined the military and gained a ton of leadership skills and experience over 17 years of service. Putting customers first really lends itself well to the whole concept of servant leadership.

Leadership 95

Leadership Software Software Prioritization 95

Mike Kunkle

FEBRUARY 27, 2023

Then, when possible (based on top-down support and leadership appetite), you can evolve to the Adaptive Maturity Level (which crosses the border into Performance Consulting and delivers the most value and ROI). This is more about the company or sales organization maturity, but I refer to it as “the environment” in which you work.

Sales 57

Sales Onboarding Publishing Transportation 57

Upland

NOVEMBER 28, 2021

Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. A well-oiled, traditional customer reference or advocacy program can be an organization’s strongest asset, but launching, revamping, or expanding a traditional program isn’t right for every organization.

Sales 195

Sales B2B Software Software 195

Zendesk

MARCH 4, 2021

In terms of women in leadership roles, things are getting better in certain countries (France, Iceland, and Norway all have over 40 percent of their average board of directors made up of women, for example), but at lower career levels, women’s participation in the labour market has stalled and financial disparities are widening.

Organization 98

Organization Leadership Government Performance Review 98

Red Star Kim

SEPTEMBER 6, 2022

I haven’t reviewed a book on the topic of internal communication and yet it’s a vital element of marketing, branding, organisational culture, change management and leadership. The model covers both the impact of the leadership team and individual styles. So here’s a book review: Influential internal communication by Jenni Field.

Communication 130

Communication Facilitation Leadership Remote Working 130

Mike Kunkle

AUGUST 19, 2024

However, there are nuances in their application that vary based on the specific context and needs of an organization. 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.

Sales 269

Sales Sales Training Onboarding Sales Management 269

DemandFarm

JANUARY 12, 2025

These elements are often challenging to maintain in organizations where sales, marketing, and customer success operate in silos. Organizations increasingly recognize the inefficiencies caused by siloed operations. In this blog, well explore how RevOps can be the backbone of your KAM strategy. Do You Need a RevOps Team?

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

Sales Outcomes

APRIL 22, 2024

When organizations need to improve sales results, they often focus on enhancing salesperson skills and competencies rather than sales manager enablement. New, under-supported sales managers need help understanding and adopting effective motions and behaviors to thrive in the modern selling, managing, and leadership age.

Prioritization 52

Prioritization Sales Management Management Sales 52

Flevy

NOVEMBER 9, 2021

Conventional approach to Organic Growth has business leaders extending their existing product lines and brands, as well as entering new geographic regions. This conventional Growth Strategy at some point in time starts failing to provide the results required to hold market leadership positions.

Banking 111

Banking Leadership Prioritization Organization 111

Revenue Storm

MARCH 15, 2022

IF they do not meet expectations, the cycle continues, and the sales organization or team falls further behind. The culture within your team or organization needs to change – and that is the responsibility of leaders. People understand leadership – and they value working for someone that has their best interest at heart.

Leadership 78

Leadership Prioritization Communication Organization 78

Planview

MARCH 19, 2025

Financial services organizations are navigating a rapid pace of change, driven by technological advancements, shifting consumer demands, and the complexity of global economic forces. Technological Advances : Innovations in AI, machine learning, and digital currencies redefine how organizations operate and meet consumer expectations.

Financial Services 52

Financial Services Banking Management Government 52

AchieveIt

FEBRUARY 12, 2025

Mark Muston, Head of Business Operations & Strategy at Modern Health, joined The Strategy Gap podcast to share insights on making a persuasive argument, leveraging diverse perspectives, and treating leadership like venture capitalists when securing buy-in for new initiatives. Approach leadership as investors.

Investors 52

Investors Healthcare Finance Leadership 52

Upland

NOVEMBER 27, 2023

Before you strategize how you’re going to sell, therefore, you have to understand the organization you’re selling to. Most importantly, you’ll need to assess how import- ant this initiative is for the organization. The enemy might be an operational issue rooted in organization, process, culture, skill, or tech.

Suppliers 195

Suppliers Account Planning Decision-making Leadership 195

Hubspot Sales

SEPTEMBER 2, 2020

Finding effective leadership in sales is every bit as difficult as it is vital. If a team is thoroughly underperforming, sales executives can often deal with the most scrutiny out of anyone in the entire sales organization and face tremendous pressure to make changes. How much do sales executives typically make?

Sales 131

Sales Leadership Facilitation Decision-making 131

Hubspot Sales

APRIL 9, 2025

Determined not to let that happen again, Alex built a pre-call research system covering: Prospects LinkedIn profile lookup Company news Leadership changes Industry challenges When another prospect asked about field expertise, he had detailed notes ready. Imagine the majority of your prospects are finance managers.

Decision-making 98

Decision-making Stakeholders Finance Software 98

Hubspot Sales

DECEMBER 15, 2020

How did your leadership priorities change in 2020? If you started paying more attention to the sales enablement needs of your organization, you’re not alone. For sales organizations that have been waiting to implement dedicated sales enablement measures — the time is now. We love call recordings. Battle Cards.

Sales 139

Sales Leadership Sales Management Decision-making 139

Hubspot Sales

MARCH 15, 2018

After studying several thousand sales professionals around the world, we found star performers place one attribute above all others when qualifying and prioritizing sales opportunities: They seek out organizations -- or opportunities -- undergoing some sort of change. Senior leadership turnover. Why change? For two reasons: 1.

Healthcare 144

Healthcare Financial Services Acquisition Decision-making 144

CMOE

JUNE 18, 2024

Emotional Intelligence (EI) stands out as a crucial skill set that can make or break leadership success. Let’s explore why EI is essential in leadership development and how it can impact organizational performance. The Impact of EI in Leadership Leaders with high Emotional Intelligence exhibit several advantages: 1.

Emotional Intelligence 52

Emotional Intelligence Leadership Construction Decision-making 52

Brooks Group

MARCH 4, 2025

We found successful teams prioritize coaching conversations, including joint calls with sellers, opportunity/deal coaching, and funnel coaching/pipeline reviews. But some sales organizations lack formal, well-executed sales coaching programs. Share responsibility for meeting leadership.

Management 76

Management Sales Meetings Sales Training 76

Sales Outcomes

SEPTEMBER 18, 2023

For sales leaders to change, the leadership team must commit to providing change management and enablement support to front-line sales leaders who will drive the change. The leadership team must constantly communicate the reason for the change, including their understanding of the change effort required by the sales team.

Organization 52

Organization Leadership Prioritization Sales 52

Hubspot Sales

JULY 13, 2023

6 Tips for Addressing AI Fears So, how does sales leadership address raised concerns and promote AI adoption across their revenue teams? Leadership should also encourage sales teams to provide feedback and suggestions for improving AI systems, which will benefit everyone by creating a more effective working environment.

Leadership 98

Leadership Sales Cybersecurity Internet 98

SBI Growth

MARCH 6, 2025

Coupled with the insights from SBIs latest CEO Value Creation Pulse Report , one thing is clear: organizations must prioritize a strong data foundation if they want to fully leverage AI and optimize their strategies for success.

Prioritization 62

Prioritization Organization Marketing Leadership 62

Hubspot Sales

AUGUST 10, 2020

A salesperson’s definition of success is often influenced by the environment they work in, the greater goals of their organization, and their own personal drives and tendencies. Though one’s idea of success can vary from person to person, there are some core proficiencies top reps and sales organizations have in common. Data Analysis.

Sales 143

Sales Negotiation Communication Leadership 143

Flevy

JUNE 17, 2021

Organizations pursue these initiatives for a number of reasons—e.g. This approach is instrumental in helping organizations capitalize on growth opportunities locked in M&A deals. The 10 phases of the M&A Growth Framework organized under the 3 timeframes include: Pre-close Planning & Preparation. First 100 Days.

Customer Experience 111

Customer Experience Prioritization Acquisition Banking 111

MDI Training

FEBRUARY 27, 2023

Who is your Leadership Inspiration? Once you’ve visualized them, ask yourself: whose leadership style do you strive to emulate? ” Meaningful Leadership Benioff believes that companies should use their power to advance meaningful causes. And chief among them is the fight against climate change.

Leadership 98

Leadership Shareholders Digital Transformation Meetings 98

CMOE

MARCH 11, 2025

The Value of Prioritizing Employee Coaching No matter their role or how long they have been at the organization, everyone has room to stretch, grow, and contribute more value. Learning should be a continuous journey for every team member, and prioritizing employee coaching is a proactive strategy to ensure this.

Emotional Intelligence 52

Emotional Intelligence Construction Prioritization Communication 52

Hubspot Sales

MARCH 19, 2022

The goal of any sales organization is, ultimately, to increase revenue. Once your organization is clear on what your goals are, it will be much easier to lead an effective sales team. Gaur says, "Setting sales targets is essential to any organization. What is a goal driven sales environment?

Sales Environment 133

Sales Environment Sales Prioritization Organization 133