Mike Kunkle

JULY 4, 2022

There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. If it sounds as if I’m ignoring the need for top-down support for enablement from company executives and especially sales leadership – trust me, I’m not. Insert ominous music here.].

Sales Management 130

Sales Management Management Sales Sales Training 130

SBI Growth

APRIL 18, 2013

“How can I be sure I''m hiring the right sales leader?”. This post is for those who are recruiting and hiring sales leaders. It provides an overview of how to conduct a competency assessment specifically for Sales. But they are lacking in 3 ways: Not specific to Sales. 3 Dimensions of Sales Leadership Competency.

Sales Management 109

Sales Management Management Sales Prioritization 109

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Sales Management 98

Sales Management Management Sales Publishing 98

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.

Sales 145

Sales Sales Management B2B Leadership 145

Hubspot Sales

DECEMBER 8, 2022

One of my first customer visits as a young sales manager was in support of a salesperson — with a client I hadn't met before. It taught me some key lessons I still apply today — shedding light on five of the main traps several sales managers fall into. 5 Traps to Avoid as a Sales Manager.

Sales Management 98

Sales Management Management Decision-making Negotiation 98

Account Manager Tips

AUGUST 14, 2022

Key account manager attributes 10 essential skills for key account managers and where to learn them for free 1. Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? You're a key account manager, not a superhero! Creativity 2. Persuasion 3. Strategy 8.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Hubspot Sales

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. Growing a healthy pipeline is possible through careful assessment and management. Growing a healthy pipeline is possible through careful assessment and management. How to Build a Sales Pipeline. Sales Pipeline Metrics.

Sales 145

Sales Negotiation Decision-making CRM 145

Hubspot Sales

FEBRUARY 6, 2018

To help you find the best choices, here are the top 10 sales-related books available for listening. Best audiobooks for salespeople and sales leaders. The Challenger Sale: Taking Control of the Customer Conversation. Sales is all about telling good stories. As Cardone reveals, we’re all in sales. By Margot Leitman.

Sales Management 111

Sales Management e-Learning Sales Management 111

Hubspot Sales

DECEMBER 12, 2017

The Challenger Sale: Taking Control of the Customer Conversation. Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling. To help you find the best choices, here are the top 10 sales-related picks available on Audible.

Sales Management 111

Sales Management e-Learning Management Sales 111

Hubspot Sales

AUGUST 10, 2020

What does it really take to be successful in sales? 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. Core Competencies in Sales. At a high level, there are core skills that are a must for a career in sales. Communication Skills.

Sales 143

Sales Negotiation Communication Leadership 143

Hubspot Sales

JUNE 16, 2020

What is sales performance? It’s the measurement of sales activity and corresponding results compared to the sales expectations and quota. Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations. The key to good sales performance is consistency.

Sales 142

Sales Sales Management Negotiation Meetings 142

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. Give him the squeeze - In baseball terms, you may have your manager in a pickle between 1 st and 2 nd base. After all, sales management is responsible for Sales Performance Management.

Interpersonal Skills 120

Interpersonal Skills Negotiation Sales Decision-making 120

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.

Account Management 145

Account Management Sales Interpersonal Skills Sales Management 145

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. But even throughout this tough period, some sales organizations have found a way to meet or exceed targets—and feel confident in their ability to do it again this year.

Supply Chain 105

Supply Chain Negotiation Sales CRM 105

SBI Growth

OCTOBER 7, 2013

Legacy sales reps have not kept up with the times. There is a shift happening in the sales world. 9 Steps to ensure your sales leaders bring in top talent. Your first step towards improving the sales force is defining excellence for your team. Sales Process Execution – The ability to sell the way a buyer wants to buy.

Sales 126

Sales Negotiation Decision-making Sales Management 126

Hubspot Sales

APRIL 6, 2018

Sales Tips. When you’re in a sales slump, set small, achievable goals to create momentum and boost your confidence. Best Sales Tips. Prospecting Sales Tips. Email Sales Tips. Calling Sales Tips. Generate more leads by keeping track of less-obvious trigger events: Shifts in hiring, leadership change, etc.

Sales 145

Sales Decision-making Negotiation Meetings 145

Hubspot Sales

AUGUST 5, 2019

Delivering value, making the ROI case, retaining customers, growing accounts, recruiting top talent, forecasting, implementing a sales process, using sales technologies, winning against the competition, developing sales managers, coaching sales teams, generating leads, onboarding, productivity, compensation.

Procurement 109

Procurement Sales Sales Management Negotiation 109

Hubspot Sales

SEPTEMBER 22, 2022

In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts. Sales Leaders' Primary Coaching Goals. Let's dive in.

Sales 139

Sales Sales Training Negotiation Facilitation 139

Hubspot Sales

MARCH 10, 2020

Welcome to the 2020 sales process where every single customer or sales initiated action is examined, scrutinized and obsessed over by sales people, sales managers, sales operation people and senior management. Negotiation — the process of coming to an agreement on the price for the offer.

B2B 134

B2B Negotiation CRM Decision-making 134

Hubspot Sales

OCTOBER 19, 2017

As a sales manager or leader, your problem probably isn’t too little data. From the percentage of reps using your CRM and cohort retention rate to average time to hire and sales velocity, there’s a nearly endless list of metrics, reports, and data points. The Most Important Sales Performance Metrics. It’s too much data.

Management 145

Management Sales Negotiation CRM 145

Hubspot Sales

MARCH 21, 2019

Have you been in an interview and asked your prospective employer which sales metrics they value most? What if I asked you if you’d ever questioned your interviewer about their sales velocity? So, what is sales velocity? Sales Velocity. Creating Sales Velocity. The four factors of sales velocity.

Sales 138

Sales Negotiation CRM Organization 138

SBI Growth

DECEMBER 23, 2012

Here is a great tool to help CEOs ensure your sales team is forecasting revenues correctly. Sales processes are almost always designed inward out. A group of sales managers and reps get together and determine how they think they should sell. They cobble together activities that occur during a sale. It doesn’t work.

Decision-making 126

Decision-making Sales Negotiation Meetings 126

Hubspot Sales

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career? SaaS Sales Positions How to Get into SaaS Sales How to Succeed in SaaS Sales Is SaaS sales a good career?

Sales 126

Sales Account Management Communication Sales Management 126

Showpad

MARCH 3, 2020

Sales operations (sales ops) and sales enablement are terms used often within an organization. But how do they contribute to sales productivity and overall business performance? Sales Enablement versus Sales Operations. Sales Operations Roles and Responsibilities. Managing sales tech stack.

Logistics 100

Logistics Sales Onboarding CRM 100

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. A sales process is consultative when the stages and actions align with the customer’s buying experience and are defined in terms of the customer relationship. Consultative Sales Process. Stage 5 : Negotiate and Close.

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

SBI Growth

NOVEMBER 7, 2013

This caused mass confusion, frustration and demotivation on your sales team. Sales leaders want to start strong in the first quarter. Yet most companies actually ‘issue’ their sales quota sometime in the first quarter. 5 Non-negotiable actions needed to get a quick start in the first quarter. Don’t Panic.

Negotiation 118

Negotiation Brainstorming Decision-making Sales Management 118

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Feedback Benefits 1. Sales Coaching Benefits 1.

Procurement 116

Procurement Sales Construction Negotiation 116

Openview

JANUARY 18, 2018

Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? Let’s talk about how to become the manager of a sales team where every rep performs at their absolute best. Break your sales process down into skills.

B2B 104

B2B Negotiation Sales Sales Training 104

Hubspot Sales

JUNE 6, 2018

80/20 Rule in Sales. Also known as the Pareto Principle, the 80/20 Rule is a formula stating 80% of sales are made by 20% of sales reps. The 80/20 rule in sales, sometimes called the Pareto Principle, has been around forever. The 80/20 rule in sales, sometimes called the Pareto Principle, has been around forever.

Artificial Intelligence 111

Artificial Intelligence Sales Negotiation Communication 111

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Hubspot Sales

JANUARY 17, 2023

If you have an interest in tech — and an even greater interest in helping people — a career in tech sales could be a smart move. Here, we'll cover the basics of tech sales, the pros and cons of working in this industry, and how you can kickstart a career in tech sales in 2023. What is tech sales? What is a tech sales rep?

Sales 135

Sales Software Software Negotiation 135

Hubspot Sales

OCTOBER 14, 2020

Having a feel for what to expect, what can go wrong, and what you need to do better makes literally any situation run more smoothly — and sales calls are no exception. And as a sales manager, you want to do everything in your power to put your reps in that position. What does your day-to-day look like? Record the call.

Value Proposition 132

Value Proposition Sales Decision-making Construction 132

Hubspot Sales

MARCH 8, 2023

So you know you want to enter sales, you've chosen a field with a wide range of career avenues and niches. The demand for certain sales roles rises and falls as time passes. We wanted to provide you with a list of some of the most hireable sales jobs for 2023 and beyond — so you can choose the best job for you.

Financial Services 122

Financial Services Manufacturing Finance Transportation 122

Mike Kunkle

JULY 21, 2018

It’s unfortunate that role play has a low level of acceptance in many sales organizations. For that, see this post on why it’s time to get serious about purposeful practice in the sales profession. It’s often used in “on the fly” role play between a rep and their sales manager, and does excel for that purpose.

Construction 130

Construction Sales Onboarding Sales Management 130

Hubspot Sales

SEPTEMBER 16, 2022

A job in sales is exciting, with plentiful career opportunities and development paths. As you grow, you may have the opportunity to progress into a sales director role. In this position, you’ll be responsible for growing profit and overseeing the sales team’s operations. This article will cover: What is a sales director?

Sales 115

Sales Negotiation Acquisition Communication 115

Miller Heiman Group

JULY 8, 2019

Because it takes six to 12 months for organizations to achieve meaningful sales transformation , now is the time for chief revenue officers and chief sales officers to improve sales performance to bring their companies to a position of strength before the downturn hits. What does retention look like on your sales team?

Sales Management 82

Sales Management Management Sales Sales Training 82

Hubspot Sales

MARCH 16, 2020

And if you work in sales, it can be even harder. Plus, we review best practices for managing a group of remote sales employees. 8 Tips for Remote Sales Reps. Plus, we review best practices for managing a group of remote sales employees. 8 Tips for Remote Sales Reps. Maintain a routine.

Remote Working 137

Remote Working Sales Account Management Meetings 137