Account Manager Tips

MAY 25, 2021

Key account management origin story Once upon a time, not only did sales reps win the client, they also supported them long after the deal was done. Sales people won the clients. Provides expertise and integration to create value the client can't achieve without you. 1996), The Sales Strategist, Irwin ) See the difference?

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Hubspot Sales

JULY 20, 2020

Regardless of if you know the definition of direct sales, you've probably encountered some people who engage in the practice — the door-to-door knife salesperson, the neighbor on your block who hosts parties to sell cosmetics, or Uncle Rico from Napoleon Dynamite, offering model ships to help hawk plastic dinnerware. Image Source: Reddit.

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Hubspot Sales

AUGUST 19, 2024

Value proposition 3. Crafting a Compelling Value Proposition Once you‘ve captured your prospect’s attention, it's time to deliver a strong value proposition. The key to a compelling value prop is understanding your audience and tailoring your message to their needs. Objection handling 4.

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Arpedio

DECEMBER 20, 2023

The answer lies in understanding and developing a robust value proposition. A strong value proposition can be a game-changer for your business, helping you differentiate yourself from competitors, attract and retain customers, and ultimately grow your business. What is a Value Proposition?

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Hubspot Sales

JANUARY 19, 2023

A successful sales process is still possible during economic downturns, even if it seems like all of your prospects are shutting their doors. You’ll likely apply the inbound sales method, where your process will become more focused on and customized for each individual lead. Maintain connections with current customers.

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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.” They're typically sent following initial conversations, meetings, or proposals (shocking, I know.)

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Red Star Kim

JUNE 1, 2023

Whilst there are many ways to differentiate (see below) it does imply that you will consider – from the client’s perspective – how your firm’s offering or value proposition is different from the competitors. There’s an introduction to value propositions at: What is a value proposition or USP – and how do I create one?

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Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

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Hubspot Sales

MARCH 29, 2021

Every aspect of a sales process is prone to human error when carried out manually. As a sales professional, there's a good chance you've slipped up here and there. Maybe, you lost valuable time hashing out a meeting time with a potential customer. Sales Automation Stats. Sales Automation Stats. HubSpot ) 2.

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Hubspot Sales

DECEMBER 28, 2021

Inbound salespeople see the need to personalize the sales experience to the buyer's context. Meanwhile, inbound sales teams recognize they must transform their entire sales strategy so they're serving the buyer. Inbound Sales Methodology. Building a Sales Process Around the Buyer's Journey. Legacy Salespeople.

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Account Manager Tips

OCTOBER 11, 2021

Client relationships aren't built over email - so pick up the phone once in a while or setup a face-to-face meeting. You've had a great meeting with a client where you talked about all sorts of things. Do this instead: Send meeting minutes. A meeting minutes template makes notes easier to read. Think about it. For weeks.

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RAIN Group

OCTOBER 9, 2024

Selling to senior executives demands more than a strong solution and value proposition. With 85% of sales leaders reporting challenges in dealing with multiple decision-makers, mastering executive sales has become crucial.

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Hubspot Sales

JULY 15, 2024

But even though having a productive LinkedIn presence is one of the bigger “no-brainers” in sales, a lot of reps struggle to leverage the platform to its full potential. A lot of prospects are going to visit your profile before they consider scheduling a meeting — that’s why you need to ensure your page is airtight and engaging.

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Customer Think

JULY 11, 2021

While customers love sales and finding a good deal, 86% of buyers are willing to pay more for a great customer experience. Understanding where customers place value is key to being able to design products and services that will meet their needs and stand out in the marketplace. The value of a product or service […].

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Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms.

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Red Star Kim

JANUARY 22, 2024

A chance encounter with Helen Kensett at a recent conference reminded me about her 2016 sales book. I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. It’s beautifully illustrated.

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Hubspot Sales

DECEMBER 30, 2020

Have you ever felt like your sales team is doing an okay job, but you know they could be doing better? On the other hand, if you provide them with a strategic sales plan that clearly outlines the company's goals — and a thoughtfully laid out system to get there — you can expect your salespeople to impress. How long is your sales cycle?

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Hubspot Sales

JULY 16, 2020

The Science of Sales Presentations. There are a few qualities of good sales presentations you should consider as you create your own: They tell a compelling story. There are a few qualities of good sales presentations you should consider as you create your own: They tell a compelling story. They highlight your value proposition.

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Upland

AUGUST 29, 2023

Not only does it help with sales enablement, but it also helps craft better buyer journeys. In essence, the final decision is made on whether your product or solution meets their needs. Understanding these elements can help you tailor your products and messaging to meet the diverse needs of potential customers.

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Hubspot Sales

NOVEMBER 1, 2018

It's meant to be used as an internal tool to align marketing efforts with the brand and value proposition. Value Proposition vs. Positioning Statement. The value proposition and positioning statement are both key elements in a business' marketing strategy, however, there are differences between these two.

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Hubspot Sales

MAY 18, 2021

business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople. The findings revealed there are seven actionable habits of top sales performers ; these habits are a combination of learned skills and inherent traits and set the best salespeople apart from the middle-of-the-pack reps.

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Flevy

MARCH 30, 2022

As defined by Clayton Christensen, author of the Innovator’s Dilemma, a Business Model consists of 4 elements: Customer Value Proposition – The Customer Value Proposition is the “job to be done.” The focus is on the key elements that create value for the customer and the company. Creating Innovation.

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Hubspot Sales

FEBRUARY 21, 2018

Best Sales Blogs: Sales Hacker. Jill Konrath's Fresh Sales Strategies. HubSpot Sales Blog. Sales Solutions Blog. Sales Gravy. Marc Wayshak's Sales Blog. Sales for Life. LinkedIn Sales Blog. The Sales Blog. The Sales Blog. Sales Benchmark Index. Sales Source.

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Hubspot Sales

JUNE 17, 2024

This blog will explain how to use video to schedule and close meetings. Introduction to Video Prospecting Using Video for Follow-up After a Meeting Objection Handling With Video The Proposal Video Asking for a Referral With Video Video Selling Basics When you want to make a video, you must start with the basics. Why Use Video?

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Hubspot Sales

FEBRUARY 7, 2018

Great sales reps make it look easy, but superior performance usually indicates a salesperson has taken the time to hone their skills and is constantly iterating to better help their prospects. How to Be a Good Sales Rep and Successfully Sell. How to Be a Good Sales Rep and Successfully Sell. Recognize Sales as a Process.

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Hubspot Sales

NOVEMBER 14, 2022

The HubSpot Blog’s Sales Strategy & Trends Report says that 42% of salespeople exceeded their goals in 2021, a similar amount simply met their goals, and 16% underperformed. Let’s go over how those top-performing sales reps met their goals. Let’s go over how those top-performing sales reps met their goals. Sales Enablement.

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Nutshell

SEPTEMBER 18, 2024

Navigating the complexities of B2B sales, especially with high-value enterprise deals and multiple stakeholders, can be challenging. The Miller Heiman Sales Process is designed to tackle these difficulties and guide you through the sales process. Table of Contents What is the Miller Heiman sales process?

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Hubspot Sales

FEBRUARY 20, 2019

In order to sell someone, you first have to get them to book a meeting with you. Is this a sales call?" You probably didn't even get the chance to pull out your attention-grabbing statistic or perfectly phrased value proposition before the call ended. What does the prospect have to gain from meeting with you?

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Hubspot Sales

MARCH 27, 2019

If the prospect doesn't meet the criteria you and your team have set then they're not worth your time. Consumers and companies are more informed than ever and often research potential products and solutions before ever speaking to a sales rep -- this is true for B2B and B2C companies. They haven't done their research.

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Hubspot Sales

FEBRUARY 4, 2020

A well thought-out business model canvas should include the following elements: Value proposition — The main concept or objective of your business. Your value proposition should explain how your business provides value to your customers, and what key problem your product sets out to solve.

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Hubspot Sales

APRIL 6, 2020

Every sales team needs sales strategies, and a strong sales strategy plan builds the foundation for a cohesive, successful sales team and organization. Sales strategies also align salespeople on shared goals and empower them to do their best work — keeping them happy and successful, too. Organizational Goals.

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Hubspot Sales

MAY 19, 2021

Sales innovation doesn't come easy. To help the sales innovators navigating the trials and tribulations of trailblazing, we've compiled a list of some common sales innovator challenges and offered some insight on how to figure them out. Sales Innovator Challenges. Let's take a look. Use crowdsourcing platforms.

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Hubspot Sales

JANUARY 3, 2018

Want to improve productivity across your sales team, standardize best practices, reduce ramp-up time, and make your salespeople more autonomous? Create a sales playbook. One study found best-performing companies are nearly twice as likely to have sales playbooks than “laggards.”. What is a sales playbook?

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Hubspot Sales

JUNE 25, 2018

For years, there’s been a debate raging in the sales community: When reaching out to a prospect for the first time, should you call or email? After all, first interactions with prospects are key -- you’re aiming to establish trust, provide value , gather key information, and perhaps even secure a follow-up meeting.

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Red Star Kim

FEBRUARY 21, 2024

When we meet someone, we show interest in them and learn about them (to build empathy and see the world through their eyes An introduction to emotional intelligence (EQ) and empathy (Video) (kimtasso.com) ) by asking questions. Questions are important when we meet someone new. For example, when we first meet at a networking event.

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Hubspot Sales

FEBRUARY 7, 2018

Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. Rather than learning from direct experience which type of sales job you love -- and which ones you’re ill-suited for -- use this comprehensive guide. What to Look for in a Sales Job. Others, like outside sales, are on the decline.

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Hubspot Sales

JUNE 1, 2018

Time Management Skills for Sales Professionals. Have a concise value proposition. Here are a few examples: PandaDoc , which integrates with HubSpot, is a good tool for reps who send sales collateral and quotes. HubSpot Meetings lets buyer book open slots on your calendar instantly. Eliminate administrative tasks.

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