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. I explored this topic with Shannon Smith O'Connell , Operations Director (Sales & Team Development) at Reclaim247. Dont let them out-research you. Be equally ready.

Decision-making 98

Decision-making Stakeholders Finance Software 98

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

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. It can be used to: Identify the key stakeholders who need to be engaged in order to achieve your goals. Understand the relationships between stakeholders and how they influence each other.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Red Star Kim

JUNE 27, 2023

At the recent PM Forum online workshop on campaigns, thought leadership and project management there were 17 delegates from legal, accountancy and insolvency firms located in London, Belfast, Sutton Coldfield, Manchester, Newcastle, Cambridge and Dubai. The delegate aims, poll results and key takeaways are shown below.

Leadership 130

Leadership Management Stakeholders Communication 130

Hubspot Sales

SEPTEMBER 12, 2024

Very rarely did a sale require just a single signature, which meant the sales process and accompanying assets needed to be built around a variety of personas. Some 36% of buyers are at the very top of leadership in the C-suite. Meanwhile, sales reps are seeing their traditional involvement in the consideration stage diminish.

B2B 116

B2B B2C Decision-making Software 116

Upland

NOVEMBER 28, 2021

Get more sales references without launching a traditional reference program. Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. Why are targeted sales reference important? A pragmatic approach to sales references. Will it require new hires?

Sales 195

Sales B2B Software Software 195

MDI Training

AUGUST 22, 2022

A leadership novel for the first-time leaders. Introduction: Luca is a sales representative in a company (Aurora Inc.) Introduction: Luca is a sales representative in a company (Aurora Inc.) Further to unexpected events, Luca is promoted into a leadership position, without any formal training or mentoring.

Leadership 98

Leadership Digital Transformation Digitalization Stakeholders 98

Luminas Strategy

MARCH 17, 2025

Where your sales team acts as a trusted partner and advisor, empowering customers to make informed decisions that drive their success. The answer to that question could be the difference between survival and market leadership. To achieve this, leaders must: Invest in Deep, Contextual Intelligence: Go beyond surveys and focus groups.

Organization 81

Organization Co-Creation Innovation Decision-making 81

Upland

FEBRUARY 3, 2023

Typically, there can be up to 10 individuals involved in a B2B sale. Relationship maps are an ideal way for sellers to tackle these complexities, build trust, and establish themselves as trusted advisors to their most strategic customers. What is a Relationship Map in B2B Sales? Creating a Relationship Map in 5 Steps 1.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

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

ProlifIQ

MARCH 7, 2025

Pre-sale Planning: A Smarter Approach Account plans are often seen as time-consuming, cumbersome, and less valuable than other activities sales and business development teams could be focusing on. Limited Visibility into Stakeholders Continuously update customer objectives and track progress in real-time.

Account Planning 52

Account Planning Telecommunications Sales Stakeholders 52

Showpad

SEPTEMBER 1, 2020

Measuring the ROI of sales enablement is truly the master discipline. You learned about the three critical success factors of enablement , how to l everage sales enablement for digital transformation and how your leadership is required to lead through change. For instance, sales enablement creates an ROI of up to 15.3%

Sales 132

Sales Onboarding Stakeholders Leadership 132

Hubspot Sales

APRIL 3, 2019

Strategic planning is a business activity that's used by the leadership of an organization. Strategic planning focuses on long-term goals -- these goals are often set by the executive leadership team. Wondering how strategic and operational planning impact sales teams? Outline your mission, vision, and key stakeholders.

Stakeholders 134

Stakeholders Sales Software Software 134

Hubspot Sales

DECEMBER 1, 2020

For remote sales teams, easy-to-use technologies provide more ways than ever to capture and memorialize prospect and customer sentiments for continued reference throughout the buyer’s journey. Including these things in your meeting notes can help maintain clarity and alignment throughout your sales process. Meeting Agenda. Attachments.

Meetings 143

Meetings Decision-making Stakeholders Sales 143

Hubspot Sales

SEPTEMBER 22, 2020

Do me a favor, complete this sentence: my sales software is so __. After all, it only takes a quick look at Google's predictive search feature to get a sense of how sales people really feel about their software. We're on the brink of an exciting new era in sales. Most likely, your reaction was a little less positive than that.

Software 126

Software Software CRM Sales 126

Account Manager Tips

AUGUST 14, 2022

Leadership 7. Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? Leadership To be a leader, you don't need to have a title. Learn the importance of self-efficacy, social capital, and leadership style. Creativity 2. Persuasion 3. Collaboration 4.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Red Star Kim

DECEMBER 18, 2023

From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. But in essence it is about whether strategy is developed by a centralised leadership team or by those running the business units or divisions.

Marketing 130

Marketing Strategic Thinking Stakeholders Artificial Intelligence 130

Hubspot Sales

MARCH 4, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week‘s post comes from five winners of HubSpot’s Modern Sales Leader 25 award. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1.

Construction 124

Construction Leadership Sales Prioritization 124

Whetstone

JANUARY 8, 2025

Despite their best intentions, executives sometimes struggle to balance their natural leadership instincts with the nuanced role of an executive sponsor. They provide critical support, resolve internal roadblocks, and help the SAM gain access to higher-level customer stakeholders. One of the most common pitfalls is ego dynamics.

Stakeholders 52

Stakeholders Account Management Leadership Decision-making 52

Zendesk

FEBRUARY 25, 2022

Since last International Women’s Day, women have made significant achievements in leadership representation in the workplace. Yet women are still promoted to higher-ranking and higher-paying leadership roles at lower rates than men. There are more women than men in customer service—yet men hold more leadership positions.

Leadership 98

Leadership Prioritization Management Meetings 98

Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. Most critical, though, is that each stakeholder has a different level of power within their organization. Identifying Sales Leads. The Gatekeeper.

Stakeholders 122

Stakeholders Decision-making Sales B2B 122

Hubspot Sales

JULY 13, 2023

AI is increasingly becoming a natural addition to daily workflows across sales and revenue departments. 79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. But what brings about these AI concerns in sales?

Leadership 98

Leadership Sales Cybersecurity Internet 98

Mike Kunkle

MAY 30, 2023

The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work.

Decision-making 311

Decision-making Sales Training Sales Sales Management 311

Hubspot Sales

MARCH 14, 2022

Sales orgs stand to gain a lot from incorporating project management principles into their operations. While sales project management is loosely defined and often overlooked, sales leadership should at least consider folding the core tenets behind it into their broader objectives and sales reps' day-to-days.

Management 98

Management Stakeholders Facilitation Sales Leadership 98

Red Star Kim

OCTOBER 25, 2023

CogniClick is a nifty system (backed by an expert team) to enable you to conduct fast, quick polls and pulse surveys amongst your clients and stakeholders and to also develop maturity assessments and similar thought leadership content. Another valuable AI-powered tool for the MarTech armoury. White Papers) for lead generation.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130

ProlifIQ

DECEMBER 18, 2024

Leveraging AI In Pre-Sales and Post-Sales Processes Account research has historically been cumbersome, taking hours to find the different details you need to make a strong pitch to your target accounts. AI is being used across every function now, but the pre-sale process is a terrific place to bring AI into your process and workflow.

Account Planning 52

Account Planning Management Value Proposition Account Management 52

DemandFarm

DECEMBER 27, 2024

Behind every high-performing sales team is a manager who doesnt just oversee but inspires, strategizes, and drives impactful results. Sales management today demands more than ever beforeits a delicate balance of leadership, technology, and insight. What sets exceptional sales managers apart?

Sales Management 40

Sales Management Management Decision-making Negotiation 40

Hubspot Sales

FEBRUARY 13, 2025

The sales team knew the product best but took a totally different tone. Well, thats where the SPICED sales framework comes in. This sales method focuses on teams working together so the customer feels like theyre working with one, connected company. Table of Contents What is the SPICED sales framework?

Decision-making 52

Decision-making Sales Prioritization CRM 52

Hubspot Sales

JUNE 24, 2021

They have an ideal result that they're trusting a firm and its stakeholders to achieve. Scope creep occurs when those stakeholders wind up adding additional functions, features, requirements, or other unauthorized work as a project progresses. Differences in Stakeholders' Opinions. Poor Leadership.

Stakeholders 132

Stakeholders Leadership Decision-making Communication 132

Whetstone

NOVEMBER 20, 2024

One of the crucial lessons in planning for sales organizations is understanding leading and lagging indicators. Too often, we are focused solely on lagging indicators—things like sales numbers, market share, and profitability. They include metrics such as: -Increased revenue: Did we drive more sales with our strategic accounts?

Stakeholders 52

Stakeholders Account Management Account Planning Profitability 52

Arpedio

APRIL 13, 2023

Stakeholder Management: A Must Read Guide ← Back to blog Stakeholder management refers to the process of identifying, understanding, and engaging with individuals or groups who have a stake or interest in a project, initiative, or organization. What is Stakeholder Management? What is a stakeholder? What is a stakeholder?

Stakeholders 52

Stakeholders Management Shareholders Suppliers 52

Hubspot Sales

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career. What's a typical sales career path?

Finance 134

Finance Sales Account Management Leadership 134

DemandFarm

MARCH 31, 2025

Its a must-have for strategic sales and account planning. DemandFarm AI-Powered Relationship Mapping for Key Accounts DemandFarm offers a comprehensive org chart and relationship mapping solution tailored for account-based sales. It integrates seamlessly with HubSpot, enabling users to auto-generate stakeholder maps using CRM data.

CRM 40

CRM Stakeholders Account Planning Decision-making 40

Hubspot Sales

APRIL 22, 2021

Just about every modern sales team is thinking about commissions. This leaves stakeholders across operations, finance, and sales without a scalable, automated solution and causes frustration among reps when their paychecks don’t match expectations due to mismatched spreadsheets. Image Source.

Finance 118

Finance Value Proposition Sales Leadership CRM 118

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. It goes beyond profiling customers and is supported by tools such as interactive product recommendations, sales enablement resources, and data-driven insights.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Hubspot Sales

APRIL 15, 2020

It’s normal to deal with slow periods in the world of sales. How to Lead Sales Teams Through Uncertainty. If you’re worried about taking calls remotely, you can have your team members forward their work lines to their mobile devices or use an online call software to manage sales calls remotely. Know your current situation.

B2B 135

B2B Supply Chain Sales Digitalization 135

ProlifIQ

NOVEMBER 7, 2024

Salesforce Account Plans – Using Your CRM To Drive Strategy Salesforce account plans are a powerful feature within the Salesforce ecosystem, designed to streamline and enhance strategic account planning for B2B sales and account management professionals.

Account Planning 52

Account Planning Account Management Decision-making CRM 52