Openview

JANUARY 30, 2019

With increased access to information, buyers today do more of their research independently and invite more internal stakeholders into buying decisions. The result is that reps end up spending more time trying to keep up with increasingly complex sales processes, impacting overall sales productivity.

Onboarding 97

Onboarding Artificial Intelligence Sales Decision-making 97

Clarity Engagement Solutions

NOVEMBER 9, 2020

Sometimes the complexity of our sales environments makes us forget that the simplest approach is often the most effective. You have researched and prepared yourself before engaging with stakeholders.

Sales Environment 91

Sales Environment Decision-making Stakeholders Sales 91

Hubspot Sales

OCTOBER 5, 2017

It’s the one aspect of sales that just never changes. As we’ve all experienced, sales essentially boils down to two things: Numbers. Truth is, sales is changing -- quickly. As the sales conversations grows even more buyer-focused, sales reps have begun developing his or her own hack, own technique, own process.

Sales 145

Sales Decision-making Prioritization Media 145

MTD Sales Training

OCTOBER 11, 2017

The Sales Director role is considered to be the lifeblood of many companies because of the strategic and operational role they play in the success of the business. What do these changes mean to your role as (Director of Sales)? How would you best protect our margins at key customers in an increasingly competitive environment?

Sales 79

Sales Leadership Sales Training Sales Environment 79

Zendesk

FEBRUARY 22, 2022

You’re looking for a sales position and scouring the job postings. Before disqualifying yourself from a sales career , you should know that your experience doesn’t have to come from an actual sales job—you just need to understand how to transfer your current skill set to the position you’re applying for. Retail sales associate.

Sales 98

Sales Negotiation Telecommunications B2B 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. The answer is both surprising and frustrating.

Internet 107

Internet Finance Sales Environment Stakeholders 107

Hubspot Sales

SEPTEMBER 26, 2018

Take a hard look at the best sales teams -- the ones that really blow their quota out of the water. Look past the high fives, the ring of the sales bell, or even the energy on the floor at any given moment. You’ll see the best sales teams are getting better every single day. 4 Tips for a Winning Sales Culture.

Sales Training 101

Sales Training Sales Decision-making Sales Management 101

PandaDoc

SEPTEMBER 17, 2024

Without a doubt, a strong drive for great numbers is at the heart of any high-performing sales team. Between prospecting, sales calls, data entry, quote preparation, and follow-ups, it’s very easy for teams to mismanage data and trip over themselves on the way to the finish line. Salespeople are busy. Let’s jump right in!

Sales 98

Sales CRM Software Software 98

Miller Heiman Group

JULY 30, 2019

To succeed in modern manufacturing sales, sellers must identify each of these buying influences and tailor their messaging to address their specific needs and wants. This statistic is reflected in sellers’ performance, as the World-Class Sales Practices Report revealed only 56.9% Four Key Buying Influences in Manufacturing Sales.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Arpedio

MARCH 15, 2024

In today’s competitive business landscape, mastering the art of strategic selling is essential for sales professionals looking to drive revenue growth and outperform their competition. But what exactly is strategic selling, and why is it so critical in modern sales? What is Strategic Selling?

Value Proposition 52

Value Proposition Negotiation Sales Sales Environment 52

Arpedio

APRIL 15, 2024

In today’s rapidly evolving business landscape, artificial intelligence (AI) has emerged as a pivotal tool in revolutionizing the sales domain. Importance of AI in the Sales Domain The importance of AI in the sales domain cannot be overstated, particularly in today’s fast-paced and data-driven business landscape.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Sales 52

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? This week I interview Chris Tratar , VP of Product of SAVO.

Organization 55

Organization e-Learning Sales Government 55

Arpedio

FEBRUARY 15, 2024

In today’s fiercely competitive market, achieving sales excellence is paramount for business growth and success. One key aspect of this pursuit is understanding and effectively implementing sales methodologies that align with modern buyer behavior and preferences.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Revenue Storm

MARCH 14, 2023

In a complex B2B sales cycle, there is rarely one decision maker. Therefore, your opportunity should stand out as the best choice for all stakeholders involved. #2: 3: “The decision is going to be made on price.” – Unless you are in a totally transactional sale, this is rarely ever true. 2: “I am very interested.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Arpedio

JANUARY 4, 2024

In the competitive world of B2B sales, harnessing the power of an effective account mapping strategy is key to sales optimization and revenue growth. Prepare to unlock the intricacies of account mapping and embark on a path to unmatched sales proficiency. Why does account mapping matter so much for sales teams?

Sales 52

Sales B2B Decision-making CRM 52

Arpedio

MARCH 27, 2023

4 Sales Methodologies That Will Maximize Your Sales Success ← Back to blog Are you looking for the best way to engage with customers, boost team performance, and close more deals? By adopting the right sales methodology, you can unlock your sales team’s full potential. What is a Sales Methodology? SPIN Selling 6.

Sales 52

Sales Account Management e-Learning Decision-making 52

DemandFarm

JULY 30, 2024

The MEDDPICC sales methodology, developed by Jack Napoli and Dick Dunkel at PTC, stands out for its comprehensive approach to managing complex sales cycles. This blog aims to unpack the MEDDPICC framework, compare it with its predecessor MEDDIC, and explore why this methodology has become indispensable in modern sales strategies.

Decision-making 40

Decision-making Value Proposition Sales B2B 40

DemandFarm

APRIL 13, 2023

KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

SBI

OCTOBER 10, 2019

Transforming Sales: How to Make Your Way of Selling Into Your Competitive Advantage. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. And have you made that strategy easy for your salespeople to learn, and for sales managers to coach? Or more tools.

Value Proposition 39

Value Proposition Sales CRM Sales Training 39

Janek Performance Group: Account Planning

OCTOBER 25, 2023

However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. It’s putting their needs ahead of the sale to form long-term relationships. However, according to Gartner , 51 percent of sales leaders agree account management channels fall short. Also, monitor their sales.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Arpedio

FEBRUARY 3, 2022

Are you an aspiring future Account Executive and have a passion for sales and leadership? Do you want to drive and lead sales processes from start to end and prepare the business for continued growth and further international roll-out? The B2B SaaS space is specific from a go-to-market and sales training perspective.

Account Management 52

Account Management Management B2B Healthcare 52

Arpedio

FEBRUARY 3, 2022

Are you an aspiring future Account Executive and have a passion for sales and leadership? Do you want to drive and lead sales processes from start to end and prepare the business for continued growth and further international roll-out? The B2B SaaS space is specific from a go-to-market and sales training perspective.

Account Management 52

Account Management Management B2B Healthcare 52

Arpedio

APRIL 3, 2024

Solution selling is a sales methodology focused on addressing the specific needs and challenges of customers by providing comprehensive solutions rather than simply selling products or services. The solution selling approach requires a deep understanding of the customer’s industry, business environment, and competitive landscape.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Revegy

JULY 17, 2018

Leading sales organizations at companies like JDA Software and more applied a visual approach to their account planning process and immediately uncovered expansion and new pipeline opportunities that were previously hidden. Are your account plans helping your teams meet their quotas or are they missing the mark?

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly?

Procurement 130

Procurement Stakeholders CRM Government 130

SmartKarrot

SEPTEMBER 1, 2022

In this write-up, I will first explain what makes enterprise clients different and then take you through the all-important enterprise sales terminology that every B2B SaaS company should know. Important enterprise sales terminology that every B2B SaaS company should be aware of. What makes enterprise clients different? .

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Sales 118

Sales Decision-making Negotiation Advertising 118

Hubspot Sales

MAY 25, 2018

Sales leaders and businesses are paying a hefty price for not developing the selling skills of their people. There are so few in sales who are truly professional sellers. Probably the most common and damaging driver of salespeople being perceived and treated simply as vendors is being late to a sales opportunity.

Publishing 112

Publishing Decision-making Sales Management Sales Environment 112

Sales Gravy

OCTOBER 31, 2024

On this episode of The Sales Gravy Podcast, host Jeb Blount Jr. and guest Neil Cameron discuss the evolving landscape of B2B sales, focusing on how to adapt to millennial buyers, the importance of authenticity in digital sales, and strategies for building trust in the modern sales environment.

Digitalization 97

Digitalization Decision-making B2B Finance 97

Flevy

JANUARY 7, 2025

The sales world is no stranger to evolution, and the Challenger Sales Model stands as a landmark approach to navigating todays complex, insight-driven markets. Based on research, the Challenger Sales Model characterizes salespersons into 5 distinct profiles: Problem Solver : Reliable but limited by a narrow focus on fixing issues.

Sales 59

Sales Digital Transformation Decision-making Retail 59

Arpedio

JANUARY 21, 2025

In the realms of sales enablement and Customer Relationship Management (CRM), bridging this trust gap is paramount. AI has the potential to revolutionize how sales teams operate and interact with customers, but it must first overcome significant trust hurdles.

Government 52

Government CRM Decision-making Prioritization 52

Hubspot Sales

JANUARY 14, 2025

Have you ever wondered what sets top sales performers apart from the rest? All sales champions employ specific strategies and have particular mindsets that allow them to constantly drive deals forward. Table of Contents: What is a sales champion? How to Attract and Engage a Sales Champion Want to Seal a Deal?

Negotiation 111

Negotiation Sales B2B Decision-making 111