Adaptive Business Services

NOVEMBER 29, 2023

Before there was CRM (Customer Relationship Management), there was CM (Contact Management). Today’s CRMs are still based on their CM roots but they are now much much more than that. While Contact Managers were typically used solely by salespeople, CRM can be used by multiple departments in your organization.

Contact 71

Contact CRM Customer Relationship Management Relationship building 71

Sales Pop!

DECEMBER 20, 2023

In the dynamic landscape of sales, the farmer archetype takes center stage, tending to leads, nurturing sales, and elevating the business through relationship-building. This strategy, built on relationships, transcends the transactional approach and focuses on the long-term growth of existing accounts.

Cross-sell 130

Cross-sell CRM Pipeline Strategize 130

Hubspot

JUNE 16, 2025

Even account managers — once focused on relationship-building — are now expected to drive revenue. Incorporate critical CRM and sales technology proficiencies. Showcasing your proficiency with sales tools like HubSpot instantly sets you apart from ‘relationship-focused’ candidates.

Objectives and Key Results 49

Objectives and Key Results Pitch Sales Follow-up 49

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Take buying a CRM, for example. Closing the deal is just one step; ensuring customer success and fostering long-term relationships requires ongoing work. Identifying upsell and cross-sell opportunities to drive continued revenue growth.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Understanding the Sales Force

AUGUST 31, 2024

That got me thinking about how salespeople chase their tails and waste time that could be better utilized on actual selling activities. The point is that chasing your tail – whether gardening or selling – is a giant waste of time.

Cold Call 126

Cold Call Relationship building Follow-up Up-sell 126

Hubspot

OCTOBER 14, 2020

Less frequently do we hear about social media being used by sales reps as a way to identify, connect with, educate, nurture, speak to, and convert prospects — this process is known as social selling. What is social selling? An important distinction to make here is that social selling is not social media marketing.

Sell 96

Sell Cross-sell Education Up-sell 96

Hubspot

MAY 30, 2023

How Generative AI Can Help Teams Sell Faster Generative AI Tools for Sales Teams Generative AI in Sales Today First, let’s cover what generative AI is. Other AI tools draw data from sources like a CRM, LinkedIn, or industry databases. Here are the top three ways generative AI can help you sell. AI is changing sales practices.

Sell 87

Sell CRM Sales Price 87

Sales Hacker

DECEMBER 30, 2020

Meanwhile, 64% of sales leaders who doubled down on remote selling reported meeting and/or exceeding their revenue targets in 2020. And with many companies planning to stay remote into 2021 (and some fully remote indefinitely), knowing how to navigate remote selling isn’t optional anymore. READ THIS: Selling From Home?

CRM 132

CRM B2B Referrals Sales 132

Veloxy

MARCH 23, 2023

Let’s now review three unique types of selling quotas : activity quotas, revenue quotas, and profit quotas. Selling activity quota This type of quota measures the number of activities performed by sales reps within a specific timeframe. It can also help sales reps prioritize higher-value deals over lower-value deals.

Quota 246

Quota Profit margin Non-Profits Teamwork 246

Closing Bigger

NOVEMBER 28, 2015

Their are many attributes, attitudes and strategies required to effectively harness the power of online social networks for sales and relationship building. Is the next step where we move from resource to social selling thought leader in our industry vertical. What your community says about you sells. 3) Creation.

Cold Call 98

Cold Call CRM Networking Sales 98

Understanding the Sales Force

JULY 27, 2022

While the above roles have selling as a primary responsibility, there are as many differences to selling roles as there are differences to the class or style of cars. To further complicate things, in some companies and industries, Sales Managers function as salespeople and Sales VPs function as Sales Managers.

Sell 118

Sell Territory Sports Account management 118

PandaDoc

MARCH 25, 2025

Big-budget enterprise sales teams arent out-selling you because they have deeper pocketstheyre winning because they have better systems. Your sales professionals are likely doing it all: prospecting, selling, creating proposals, and managing customer relationships. While small and mid-market businesses (SMBs) represent 43.5%

E-commerce 52

E-commerce Contract Legal Price 52

Salesforce

OCTOBER 22, 2024

A lead’s criteria may not neatly line up with what you consider the product’s main selling point. A good Customer Relationship Management (CRM) tool is crucial here. MEDDIC often makes the most sense for B2B companies selling a high-cost product that’s likely to undergo long, complex sales cycles.

E-commerce 87

E-commerce Territory Pitch Sales 87

Veloxy

AUGUST 27, 2024

According to the National Association of Sales Professionals , sales representatives spend just 35% of their time selling, while the rest is eaten up by tasks that could be automated. Automation tools can handle these tasks, freeing up the team to focus on selling. It allows seamless data sharing between the field and the office.

Represent 130

Represent Sales CRM Technology 130

Sales Hacker

NOVEMBER 8, 2024

Even a brief in-person meeting can reinforce a strong working relationship. Building a relationship that’s personal and meaningful makes customers feel valued, fostering loyalty that lasts. Previously, he founded TalentBin, a talent search engine and recruiting CRM that was acquired by Monster Worldwide in 2014.

GTM 108

GTM Customers Hospitality UX 108

The 5% Institute

OCTOBER 1, 2020

This gap may be needing more information about what you sell, finding solutions to their problems and pain points , and of course selling and serving new and current clients. Team selling is working with other departments to leverage intelligence, data, and relationships to open new relationships, and close more sales.

Consult 105

Consult Cross-sell Sales Real Estate 105

The 5% Institute

JULY 13, 2023

Selling is an essential skill that empowers individuals to achieve success in various professional domains. Whether you are an entrepreneur, a freelancer, or an employee in a sales-driven organization, learning how to sell can significantly impact your career trajectory. Utilize CRM tools to optimize your sales efforts.

Sell 52

Sell Technique Relationship building Referrals 52

Hubspot

APRIL 9, 2020

Customer Relationship Management (CRM) Tools. Whether you're a startup or an enterprise-level company, a CRM , like HubSpot CRM , is an integral tool for growth. A CRM allows all of your business's information and systems to live in a central location. If you're a HubSpot user, Zoom integrates with your CRM.).

Inside sales 93

Inside sales Technology Technology Appointment 93

PandaDoc

JUNE 2, 2025

Rather than focusing on relationship-building or discovery alone, Challenger sellers take a more proactive role. Challenger sellers need to teach as much as they sell. For example, a former music teacher selling to music teachers will have an inherent advantage over reps who lack that background experience.

Process 52

Process Objectives and Key Results Sales Angle 52

The 5% Institute

FEBRUARY 12, 2020

This gap may be needing more information about what you sell, finding solutions to their problems and pain points , and of course selling and serving new and current clients. Team selling is working with other departments to leverage intelligence, data, and relationships to open new relationships, and close more sales.

Consult 98

Consult Cross-sell Sales Real Estate 98

Hubspot

NOVEMBER 18, 2020

61% of over-performing leaders use their CRM to automate parts of their sales process , vs. 46% of underperforming leaders. 64% of sales leaders who invested in remote selling met or exceeded revenue targets this year. Remote Selling. Sales Performance. 51% of sales leaders rely on data to measure sales rep performance.

Profit margin 99

Profit margin Quota B2B Commission 99

The 5% Institute

JUNE 5, 2023

Enterprise sales refer to the process of selling products or services to large-scale organizations and corporations. The decision-making process in enterprise sales involves multiple layers of approval and requires substantial relationship building. How important is relationship building in enterprise sales?

Sell 52

Sell Objectives and Key Results Cross-sell Relationship building 52

SalesLoft

MAY 18, 2020

Remote onboarding poses challenges but enhances relationship-building . Week 3: CRM, sales engagement, role-specific applications (i.e. While it might slow down onboarding, it has accelerated relationship-building. Technology’s role in onboarding and ramping up employees is more pronounced than ever. Bonus tips.

Relationship building 122

Relationship building Entertainment Technology Technology 122

Sales Hacker

JULY 1, 2020

Sellers who typically meet with clients and customers face-to-face have been forced to sell remotely. We’re going to walk you through five of the most important inside sales practices you need to develop to succeed in today’s remote selling environment. This kind of selling makes developing relationships easy. Repeatedly.

Inside sales 97

Inside sales CRM Outside Sales Technique 97

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. This especially applies to CRM and managing customer data, and quota attainment. A lot of sales reps end up competing on who sold the most or what product is selling faster. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Martech

OCTOBER 26, 2023

The bot is trained on the specifics of a company, its unique selling propositions, and its industry. Autoflow added a generative AI email builder to its CRM Marketing Module. It is capable of answering questions about their business and services, without requiring any technical expertise. Launch Cart’s LaunchADS.AI Get MarTech!

SQL 117

SQL Appointment Launch Relationship building 117

Sales Hacker

OCTOBER 22, 2017

While we have some generalized notion of “selling,” contemporary sales organizations have grown in complexity and have evolved into a roster of functions — such as business development, closing, account management, and customer success — that require different specialized skill sets for their respective teams. Relationship-building.

Negotiate 106

Negotiate Teamwork Referrals Relationship building 106

Hubspot

OCTOBER 18, 2022

47% of the sales managers we surveyed say they track CRM Usage as a key productivity metric. Your CRM serves as a centralized repository for your entire company's customer data — making it a crucial resource that can guide more effective personal sales efforts and improve your team's collective performance. Why is it important?

Product 94

Product Cold Call CRM Sales 94

Veloxy

OCTOBER 26, 2023

Build trust with customers through product knowledge & customer care while staying organized & informed of advancements in the field. The Role of a Medical Device Sales Rep Medical device sales representatives play a critical role in the healthcare industry, selling and promoting medical devices to healthcare professionals.

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

Sales Hacker

JULY 8, 2020

Digging deeper, the way you negotiate is based largely on how you sell. Every day you have cold-calls to make, follow-ups to send, reports to create and share internally, a CRM to keep up-to-date, and a team you need to communicate with (and that’s just the start). Administrative tasks that are taking away time from selling.

Negotiate 103

Negotiate Teamwork Relationship building Cold Call 103

Highspot

MAY 15, 2025

Partner enablement equips your external partners, like resellers and distributors, with the tools, training materials, and content they need to sell your companys products or services. Furthermore, they often sell multiple solutions, including those from your competitors. What is partner enablement? This is not reality.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

PandaDoc

DECEMBER 7, 2017

Quality metrics – It’s important to measure things like customer retention to ensure your rep isn’t selling customers things they don’t need. Your first couple reps might be able to work off an Excel spreadsheet , a cheap CRM, or Salesforce without proper implementation. Enough work to do. Here’s my favorite ‘what if’ exercise.

Objectives and Key Results 99

Objectives and Key Results Sales CRM Objection handling 99

Martech

JUNE 12, 2024

Your sales and account management teams may already be using some of your prospecting content in relationship building. First, utilize the same martech tools used to identify prospects to upsell, cross-sell and retention opportunities. Watch for patterns in page path analysis. Are there certain products or services they need?

Customers 119

Customers Cross-sell Education Account management 119

Martech

FEBRUARY 25, 2022

They also integrate seamlessly with many third-party CRM and other point solutions to offer extended capabilities. Budgeting and planning leverage marketing, CRM and finance systems to measure, track and optimize marketing performance. Artificial intelligence is used throughout the Acoustic Marketing Cloud.

E-commerce 120

E-commerce B2C Manufacturing Hospitality 120

Hubspot

MAY 7, 2018

You'll learn the skills you need to sell anything -- even yourself for future career moves. You'll also become a master of communication, increase your confidence through closed deals, and build an impressive professional network that will benefit your career now and in the future. You’ll be ready to sell anything.

Pitch 101

Pitch Sales Cold Call Networking 101

The 5% Institute

AUGUST 1, 2023

In today’s competitive business landscape, selling products and services requires more than just pushing features and benefits to potential customers. This is where the Solution Selling Framework comes into play. Understanding Solution Selling What is Solution Selling?

Sell 52

Sell Objectives and Key Results Healthcare Manufacturing 52

Sales Hacker

JUNE 8, 2022

So they’re not exactly well-equipped to tactically guide their sellers through the selling environment. How exactly is the selling environment different than it used to be? Many of them have been taught to sell by people who haven’t ever sold to millennials. That’s a monumental shift in what it means to sell.

Commission 103

Commission Sales Relationship building Up-sell 103