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

Upland

MARCH 19, 2021

While sophisticated B2B sales leaders and organizations have been doing account planning for years, most can’t clearly report KPIs around this whitespace and the potential pipeline from current accounts. Somehow, you need to gather all the disparate elements scattered across the organization and then visualize the whitespace.

Account Planning 195

Account Planning B2B Sales Sales Environment 195

Miller Heiman Group

JANUARY 29, 2019

In today’s unpredictable, fast-paced sales environment, midsize organizations need a formal sales enablement initiative to ensure that sales reps are having quality conversations with prospects that lead to more wins. Sales enablement affects the bottom line in a real way. Invest in Sales Technology.

Organization 64

Organization Onboarding Sales Sales Technology 64

RAIN Group

APRIL 19, 2023

How is the current state of the sales environment impacting sales organizations? Which sales and enablement issues are most challenging for leaders to tackle? What are the top sales priorities for the next 12 months? How should they be addressed to ensure they're achieved?

Sales Environment 98

Sales Environment Sales Organization Sales Management 98

Upland

MARCH 13, 2023

Sales Leaders: Sales leaders are instrumental in any business’s forecasting process. They are the ones who orchestrate the forecasts from salespeople on their teams and help deliver a full picture of what the sales organization is expected to bring to the table. This can happen in one of a few ways.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

Force Management

JANUARY 18, 2024

Many companies mistake sales negotiation as a function conducted exclusively by sellers. In a complex B2B sales environment, it is rare for an individual seller to negotiate an entire deal on his/her own without the support, guidance and active participation from the rest of the organization.

Negotiation 90

Negotiation Sales Environment Sales B2B 90

SBI Growth

JANUARY 29, 2014

Here is a 30 minute webcast called Building Inside Sales for Growth. It provides 9 tips for building a successful inside sales force. The Advantages of Inside Sales. Deploying inside sales in a B2B sales environment is a best practice. Examples of how these models have become more prevalent in inside sales.

Sales 116

Sales Acquisition Sales Environment Decision-making 116

The Center for Sales Strategy

APRIL 11, 2023

With so many different coaching styles and techniques, how do you know what's effective in today's fast-paced, ever-evolving sales environment? Here's what effective sales coaching looks like today and how to implement it in your sales organization.

Sales Environment 91

Sales Environment Sales Communication Sales Management 91

SBI Growth

DECEMBER 25, 2012

They should be performed for all sales people that leave the organization. Download the sales specific exit interview guide below to diagnose turnover root causes. A large increase in turnover is every sales leader’s nightmare. Most organizations measure turnover percentage. Especially if your best people leave.

Sales 129

Sales Sales Environment Sales Management Marketing 129

Hubspot Sales

MARCH 21, 2018

Outside or inside sales? But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. Inside sales offers a leaner, more automated approach, while outside sales capitalizes on the in-person interaction and power of face-to-face communication.

Sales 145

Sales Decision-making Digitalization Organization 145

Upland

MARCH 29, 2023

It means becoming so much more in the eyes of your customers and prospects than just another vendor. Earning a place as a trusted advisor means engaging everyone in the organization with whom you can deliver value. Often, these insights are not visible to the untrained eye. In modern sales deals, it’s relationships that matter.

CRM 195

CRM Management Stakeholders Decision-making 195

Hubspot Sales

JANUARY 7, 2019

In this rapidly changing sales environment, there is often a stark disconnect between what management sees or does and what reps want or need. While sales productivity is a key revenue driver, higher activity volume doesn't always mean that key metrics like close rate or average selling price goes up.

Performance Review 144

Performance Review Sales Management Management Sales 144

SBI

MARCH 8, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Organization 55

Organization e-Learning Government Sales 55

Hubspot Sales

APRIL 12, 2018

In an effort to understand the sales development function and its role in the sales process, InsideSales.com Labs conducted a study of over 1,000 companies showing how companies build, scale, and execute strong sales development teams. The Sales Development Role and Daily Activities.

Sales 110

Sales Sales Environment Communication Media 110

SBI Growth

JUNE 29, 2013

Sales leaders will not Make the Number if they fail to rapidly onboard new talent. The sales environment is uniquely suited to take advantage of an innovation called “ gamification.” This post is for HR and Sales leaders who ask, "How can we accelerate the productivity of our new hires?".

Onboarding 130

Onboarding CRM Suppliers Sales Environment 130

SBI Growth

NOVEMBER 18, 2013

In B2B sales environments, it’s easy to become a commodity. When students were asked to write for a real audience in another country, their essays had better organization and content than when they were writing for their teacher.” Track sharing activity within your organization. Ideas can run together and sound the same.

Innovation 110

Innovation B2B Sales Environment Leadership 110

SBI Growth

JUNE 18, 2013

Do you aspire to make the leap from sales rep to sales leader? With the movement at the top, there are always residual effects in leadership throughout the organization. 15 Competencies for Sales Rep Promotion. They honed them down to those attributes that are most pertinent to aspiring sales managers/leaders.

Decision-making 112

Decision-making Sales Environment Sales Management Leadership 112

Force Management

MARCH 9, 2023

Today's sales environment is highly competitive. Rising economic headwinds mean that many buyers are adopting more complex purchasing processes, and sales organizations are looking for any way to preserve vital margins.

Negotiation 74

Negotiation Sales Environment Organization Sales 74

Showpad

NOVEMBER 16, 2021

In this interview, Matt shares his perspective on how to get a business to digital faster using methods and tools that reduce print and increase customer insights in a non-traditional sales environment. . We’re about a $3 billion organization with six business units. I oversee global marketing for all of our business.

Digital Transformation 98

Digital Transformation Digitalization Marketing Sales Environment 98

Hubspot Sales

OCTOBER 12, 2017

How much of today’s well-intended sales “enablement” actually enables seller productivity? At CEB, now Gartner, we often refer to today’s sales environment as “The World of More,” spanning more people, priorities, perspectives, processes, and procedures than ever before. They're slowed down by an inefficient organization.

Internet 107

Internet Finance Sales Environment Stakeholders 107

Hubspot Sales

AUGUST 26, 2020

Personalization is a watchword in all modern sales environments. Ideal for landing enterprise-level clients, it’s a hyper-personalized sales technique. The types of customer data collected and organized by a CDP are namely: Identifying Data – Names of accounts and stakeholders; addresses; demographic details; etc.

Stakeholders 138

Stakeholders B2B Decision-making Sales Environment 138

Hubspot Sales

OCTOBER 4, 2017

To build a strong sales organization, it’s imperative to find people who can hit quota, handle rejection, and be persistent without turning aggressive. Sales isn't an easy job to hire for, and the wrong person can keep your company from meeting important business goals. Sales Interview Questions.

Sales 145

Sales Media Communication Organization 145

Hubspot Sales

APRIL 8, 2020

Salespeople have adapted to this new reality to the extent that they absolutely must, but few organizations are prepared to explicitly recognize that times have changed. It’s time to face this new reality and reengineer our sales environments to exploit the spoils of it! Why Inside Sales is Outpacing Field Sales.

Sales 126

Sales eCommerce Account Management Organization 126

Hubspot Sales

APRIL 1, 2024

When salespeople rate their sales organizations on our site, we ask them to rate how they feel about inbound lead flow on a scale from 1–5. 20 different sales orgs. Don’t just set up a two-week email cadence in your sales automation platform and call it a day. Some companies with explosive growth over the past few years.

CRM 114

CRM Sales Environment Leadership B2B 114

Hubspot Sales

JUNE 28, 2022

And the more time we can free up for our sales reps, the more time they have to serve more customers.". Of course, she adds, it's still vital to measure the traditional KPIs for any sales organization, including pipeline and close rates. Remote tools for better communication, collaboration, and organization.

Sales 122

Sales Brainstorming Leadership CRM 122

Hubspot Sales

JUNE 24, 2019

In the sales world, this annihilates results. How many sales coaching sessions are totally forgotten? Though not the sales rep’s fault (humans are human, after all), it costs organizations billions in lost revenue, as sales mistakes continuously occur despite ongoing sales coaching.

Artificial Intelligence 107

Artificial Intelligence Sales Sales Environment Management 107

Nutshell

MAY 1, 2018

Your organization can increase its diversity of gender, education, ethnicity, socioeconomic background, age, sexual orientation, and religious beliefs, among other traits. In fact, engaged sales reps are not only more profitable, but they create stronger customer relationships and stay longer with their companies than less engaged employees.

Sales 99

Sales Innovation Sales Environment Financial Services 99

Miller Heiman Group

MARCH 5, 2018

In fact, only 53 percent of organizations achieved quota plan attainment last year, according to research from CSO Insights, the research division of Miller Heiman Group. We work in an increasingly data-driven sales environment. 3) “Almost all sales behaviors and activity will be stored, analyzed and understood.”.

Sales Environment 70

Sales Environment Innovation Decision-making Communication 70

Hubspot Sales

AUGUST 1, 2022

Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. Several organizations realize the importance of this role. However, they have difficulty finding the right people to hire. How did you handle it?

Sales 124

Sales Stakeholders Communication CRM 124

Hubspot Sales

SEPTEMBER 29, 2020

Studies show that sales teams who complete highly-rated sales training programs see a 10% higher win rate and are at least 10% more likely to hit quota. Regardless of what sales training program you implement at your organization, there’s one key factor you should consider when choosing what’s best for your team: inclusivity.

Sales Training 135

Sales Training Sales Brainstorming Negotiation 135

Showpad

MAY 22, 2019

Sales engagement platforms are no longer “nice to have;” they are a requirement for mature sales organizations that provide personal experiences for their buyers. When it comes to sales engagement platforms, it’s important to consider how well different offerings promote collaboration between sales and marketing teams.

Marketing 74

Marketing Sales Communication Sales Environment 74

Miller Heiman Group

MAY 2, 2019

To stay competitive in business sales, organizations now need a method —a systematic, established procedure for accomplishing their goals. Simply put, sales organizations that choose a clear methodology and get their salesforce to adopt that methodology outperform their competition. A methodology is what wins deals.

Sales Technology 74

Sales Technology Sales Analytics Sales Environment Organization 74

Mike Kunkle

MARCH 31, 2023

For example, a salesperson who has strong relationship-building skills – especially trust-building – will likely be more successful in any sales environment, whether they are using Challenger, SPIN, Customer-Centric Selling, Value Selling, or my Modern Sales Foundations methodology. These organizations are just combining them.

Sales 130

Sales Interpersonal Skills Account Management Sales Training 130

Sales Readiness Group

MAY 8, 2018

I’ve often been asked as the CEO and co-founder of Sales Readiness Group, what does “sales readiness” really mean. In today’s hyper competitive sales environment, companies are looking for their sales organization to consistently deliver great results.

Sales Environment 48

Sales Environment Sales Organization Management 48

Hubspot Sales

JULY 3, 2018

So, how do you build skills that will propel you to success in the new sales world? In the new sales environment, prospects need someone to help them translate information into a useable form. This evolution has left sales organizations scrambling. They don’t need a salesperson to feed them facts and features.

Interpersonal Skills 111

Interpersonal Skills Sales Decision-making Facilitation 111

Hubspot Sales

MAY 21, 2021

Some people are motivated by team-wide sales contests. Some people are motivated by their impact on the organization. Here’s how you should think about each type of goal and SPIF (sales performance incentive fund): Daily: This is a very short-term goal designed to break a rep out of their funk. Go bowling. Attend a sports game.

Sales 137

Sales Leadership Communication Meetings 137

Hubspot Sales

NOVEMBER 2, 2020

To solve the mysteries behind why deals close and how to replicate best practices across the organization, Husmann says her team also leverages conversation intelligence, as well as revenue intelligence data, recorded by Gong's software. Collecting and Leveraging Sales Data. Conversation Intelligence. Use data for good.

Sales Analytics 136

Sales Analytics Sales Decision-making Emotional Intelligence 136