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

Brooks Group

MARCH 4, 2025

But some sales organizations lack formal, well-executed sales coaching programs. Gartner research reveals only 40% of sales professionals report a well-established coaching culture at their organization. The takeaway is clear: Organizations aiming for improved performance and revenue growth must invest in high-quality coaching.

Management 76

Management Sales Meetings Sales Training 76

Brooks Group

MARCH 6, 2024

It encompasses various aspects of the sales process, including lead generation, prospecting, qualifying, presenting solutions, overcoming objections, negotiating terms, closing deals, and ultimately retaining customers for repeat business. Sales effectiveness also corresponds with the return your organization gets from its sales investment.

Organization 102

Organization Account Management Sales Sales Training 102

Brooks Group

MARCH 6, 2025

Source: PCWorld ) 65% of respondents report that their organizations are regularly using generative AI (Gen AI), up from one-third last year. The quality of sales coaching depended on manager capabilitieswhich can vary dramatically across an organization. Its just in time: You got a meeting today? It shows up with some training.

Sales Training 71

Sales Training Artificial Intelligence Sales Internet 71

Mike Kunkle

OCTOBER 8, 2023

Nowhere is this truer than with the commercial organization. It shifts the focus from “revenue enablement” (which – I’m sorry – is internal, seller- and company-centric) to the broader functions of the commercial organization, in a more buyer- and customer-centric paradigm. One that I will expand over time from this foundation.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Upland

JUNE 30, 2023

This powerful merger will revolutionize sales organizations, enhance customer engagement, and drive unprecedented insight into how B2B sellers and their prospects collaborate. Few B2B enterprise teams present predefined solutions. Co-Customer Selling: Enterprise selling has been changing.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Hubspot Sales

AUGUST 7, 2024

Delivering a product to a global audience in highly competitive fields requires impeccable organization, constantly improving customer retention, and top-tier relationship management — and some assistance from AI and automation can only help. Now data presents a new challenge: there's an excessive amount to sift through and interpret.

CRM 115

CRM Software Software Onboarding 115

The Chapman Group

NOVEMBER 9, 2020

So how can your SAM organization take advantage of this situation? The answer is simple – establish (offer up) a Peer-to-Peer relationship/meeting with your Executive Sponsor. Let me first tell you what NOT to bring to a meeting with a C-Level executive…a canned presentation.

Account Management 148

Account Management Value Proposition Suppliers Meetings 148

Nutshell

JUNE 18, 2024

A brainstorming tool provides individuals or teams with an easy way to collect and organize their thoughts during a brainstorming session. Ensuring you have the tools you need to store and sort ideas before your ideation meeting can lead to several benefits. Whiteboard applications Who doesn’t love the trusty whiteboard?

Brainstorming 71

Brainstorming Organization Software Software 71

Account Manager Tips

AUGUST 4, 2022

The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results It's the age-old issue facing sales organizations. Why this book?

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Account Manager Tips

MAY 25, 2021

As a result, organizations accelerated revenue and retention. Clients who are a good fit for your solution, and you meet their needs better than other suppliers. You must align everyone in the supplier organization to your key account management strategy and put supporting processes in place. Burnett, K. London, UK: Pitman.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Miller Heiman Group

DECEMBER 21, 2020

A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. It makes sense to focus on protecting the core when 70% of organizations report it’s taking longer or significantly longer to close deals with new clients.

Virtual Selling 122

Virtual Selling Stakeholders Meetings Facilitation 122

Upland

AUGUST 24, 2020

For all the rigor put into deal probabilities, analytics, and forecast accuracy, in-depth understanding of relationship strength and influence remains a blind spot for most organizations. Now, revenue teams need to visualize an organization’s hierarchy digitally in order to build and execute an influence strategy.

Decision-making 195

Decision-making B2B Sales Environment Digitalization 195

Upland

MARCH 24, 2021

For all the rigor put into deal probabilities, analytics, and forecast accuracy, in-depth understanding of relationship strength and influence remains a blind spot for most organizations. Now, revenue teams need to visualize an organization’s hierarchy digitally in order to build and execute a pipeline management solution.

Management 195

Management Decision-making B2B Sales Environment 195

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

Hubspot Sales

MARCH 2, 2021

As we wait to find out what the workplace will be like post-COVID-19, we anticipate a shift in how organizations view the office. Recently, sales teams have been leveraging virtual meeting tools like Zoom to conduct calls and face-to-face meetings to help build relationships with prospects or interact with colleagues.

Remote Working 134

Remote Working Sales Onboarding Digital Transformation 134

Mike Kunkle

FEBRUARY 27, 2023

It’s equally annoying to me when people proffer out-of-context advice, presented from a position of authority, that is based on limited experience or expertise. In addition, expand your awareness of the disciplines and practices of organizational performance improvement, such as Organization Development.

Sales 57

Sales Onboarding Publishing Transportation 57

Upland

JANUARY 26, 2020

Savvy sales organizations can take advantage of this lack of enthusiasm, differentiate themselves, and use account planning to find the revenue others miss. It’s about bringing insight to the customer to present solutions that benefit them, thereby increasing sales. Key Performance Indicators. We started this blog with a U.S.

Account Planning 195

Account Planning Shareholders Publishing Communication 195

Hubspot Sales

APRIL 9, 2025

Few buyers will be interested in scheduling another meeting with someone whos not paying attention right now. Better yet, review your scheduled meetings for the next day before you leave at night. Then, craft your presentation around these features and their benefits. 15-20 minutes).

Decision-making 98

Decision-making Stakeholders Finance Software 98

Planview

APRIL 14, 2025

Todays report explores the priorities for leaders in a volatile economy and how Planview empowers you to respond quickly as an aligned organization. Over the past several weeks, weve asked organizations how they’re navigating the uncertainty. Plus, youll get an early look at innovation thats coming soon.

Innovation 59

Innovation Decision-making Prioritization Government 59

Account Manager Tips

APRIL 26, 2021

As a key account manager, you lead the relationship between your organization and your most important clients. It's a skilled, exciting, but demanding role that adds a lot of value to your organization's bottom line, and your salary should reflect that. A good number of client meetings. High-performance scores.

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Hubspot Sales

APRIL 30, 2020

The seminar instructed us on all things related to the "sales process" and its associated stages — such as qualifying prospects, defining needs, understanding buying patterns, overcoming objectives, presentations, developing listening skills, establishing value-added quantification in relationship to ROI, effective follow-up — the list goes on.

Sales 144

Sales Decision-making Software Software 144

Hubspot Sales

AUGUST 21, 2020

You may have stumbled across our other posts on relationship selling , social selling , and organizational selling , but today I present to you: outcome selling. This consultative approach allows you to package the perfect solutions from your company to help your client meet their goals. Present your outcome story.

Prioritization 138

Prioritization Decision-making Customer Knowledge Meetings 138

Force Management

OCTOBER 8, 2020

To help ramp up sales teams and get them ready to execute in 2021, many sales organizations are choosing virtual sales training engagements as a way to move forward with internal process changes. Leverage virtual executive meetings to ensure managers and team leaders are equipped to make an impact before, during and after training.

Sales Training 147

Sales Training Facilitation Sales Organization 147

Brooks Group

FEBRUARY 10, 2025

Now, its like a packed corporate strategy meeting where every department sends a representativeeach with an opinion and veto power. Your sales professionals are no longer presenting to a few players; theyre now performing for a panel of diverse stakeholderseach with their own expectations, requirements, and priorities.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

Planview

JULY 29, 2024

Organizations need solutions that can bend without breaking. Having an effective solution that enables your organization to adapt to your unique, changing industry demands means you’re better equipped to deliver tangible business outcomes. In this environment, the key to success is adaptability.

Supply Chain 59

Supply Chain Decision-making Facilitation Stakeholders 59

Upland

MAY 4, 2023

Savvy sales organizations can take advantage of this lack of enthusiasm, differentiate themselves, and use account planning to find the revenue others miss. It’s about bringing insight to the customer to present solutions that benefit them, thereby increasing sales. You need the right kind of plan for the right kind of account.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Planview

APRIL 20, 2023

We’re becoming more organized to reach out to non-profits locally and in other parts of the world. It motivates me when customers feel pride in the business case we create together, and they present it to their leaders and get the funding they need. What sort of impact has this initiative had? What motivates you while working?

Meetings 98

Meetings Profitability Banking Software 98

Hubspot Sales

JUNE 22, 2020

Now that many companies are making the shift to remote work, the ability to onboard new becomes even more challenging because it presents greater barriers to communication and trust-building. Schedule regular one-on-one meetings. Setup welcome video conference meetings with your team.

Onboarding 137

Onboarding Remote Working Communication Meetings 137

Hubspot Sales

JULY 22, 2024

We have a team culture of “just ask,” encouraging junior reps to request help from sales leaders when they want to get meetings with CEOs or prospects at Fortune 500 companies. Meanwhile, scheduling meetings is just a matter of letting prospects pick a time and date that works best for them. I want to schedule a meeting to.”

Value Proposition 111

Value Proposition Decision-making Software Software 111

Showpad

JANUARY 8, 2021

For some organizations this wasn’t really new, apart from the fact that it was the only way to interact with prospects and customers. Whether we like it or not, the digital transformation is progressing in a fast-pacing manner, and many organizations around the globe prepare themselves for a digital and remote 2021.

Virtual Selling 144

Virtual Selling Finance Digitalization Digital Transformation 144

Nutshell

JANUARY 2, 2025

Theres the software needed to create and present designs, but architects also need software to help them manage building projects and run their businesses. Your CRM is the nucleus of your entire tech stack, serving as a central hub to store and organize all your data and connect all your other applications.

Software 62

Software Software CRM Construction 62

Brooks Group

SEPTEMBER 26, 2023

But in this unpredictable economy, sales organizations must be more agile and resilient than ever. A successful national sales meeting or sales kickoff (SKO) is a great way to align the team on goals, communicate key initiatives, and share tactics for today’s turbulent selling environment.

Sales 94

Sales Meetings Sales Training Prioritization 94

Upland

MARCH 23, 2023

Sandbagging in Sales is a Relationship Problem Despite the considerable focus placed on deal probabilities, analytics, and forecast accuracy, building a holistic understanding of the relationships and influence within accounts remains a blind spot for many organizations.

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

Hubspot Sales

JANUARY 13, 2021

Many top sales organizations use mentorship programs to both ramp new salespeople and groom senior reps for leadership roles. Sales mentors must keep in mind the long-term benefits to the organization, including: Knowledge and Skill Development. Have a "kick-off" meeting. Sales Mentoring: What's in It for You (the Mentor)?

Sales 129

Sales Leadership Meetings Organization 129

Flevy

JANUARY 24, 2022

A question faced by many business leaders in today’s dynamic, uncertain, and changing business environment is: Is our organization “Fit for Growth?” The fundamental question needed to be asked is: how to assess whether the organization is Fit for Growth ? Senior executives of the company attending lots of unrelated meetings in a day.

Banking 111

Banking Organization Management Meetings 111

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. You have poor nonverbal communication when meeting.

Negotiation 128

Negotiation Value Proposition Meetings Procurement 128