EP. 8) How AI and Machine Learning Are Changing Sales Teams With Howard Brown

Posted by Josh Paul on Sep 1, 2020 11:15:31 AM

Technology is continuously improving the sales landscape, but the overload of options and information can seem daunting to even the most versatile sales leaders.

While they understand that AI-driven insights and relevant data based on machine learning can be valuable tools, top revenue executives also know that sales and CRM processes must be as simple as possible so that reps can sell quickly and easily. 

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Topics: Sales Process, Sales Efficiency, Modern Sales Management Podcast

EP. 6) How to Successfully Transition a Field Sales Team to Remote Selling

Posted by Josh Paul on Aug 18, 2020 11:20:49 AM

While many companies have been selling their products online with a remote sales team for years, sales managers that are new to this “COVID-19” sales model face tremendous challenges. Tasks such as keeping your sales team engaged, finding new ways to demo/sell products online, and promoting collaboration within a remote team can seem daunting to even the best sales executives. 

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Topics: Sales, Sales Process, Modern Sales Management Podcast

EP. 4) How to Set Goals for Your Sales Team Without Overcomplicating It

Posted by Josh Paul on Aug 4, 2020 11:01:53 AM

Creating a successful, repeatable sales process in your organization is the holy grail for sales managers. However, seasoned executives know that what works for one salesperson may not work for another. 

So, how do you create an effective, systematic playbook for a sales team with varying strengths, backgrounds, and capabilities? More importantly, how do you do this without overcomplicating everything? 

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Topics: Sales, Sales Process, Modern Sales Management Podcast

HubSpot Partner, Pipeline Ops, Launches Podcast for Leaders Responsible for Hitting Revenue Targets

Posted by Josh Paul on Jul 24, 2020 1:55:44 AM

Every one of us knows a rock star salesperson. You can usually find at least one on every sales team. These top performers have found a way to build strong relationships, ask the right questions, and close more profitable deals than those around them. 

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Topics: Sales, Company News, Sales Process, Modern Sales Management Podcast

How to Get Your Marketing Team Onboard to Optimize Your Sales Process in HubSpot

Posted by Josh Paul on Jun 18, 2020 5:00:00 AM

Traditionally, marketing and sales departments have a friendly, but hands-off relationship. If there is a problem with your marketing strategy, sales stays out of it and marketing tries to fix it. If there is a sales problem, sales does not want marketing involved in the solution process.

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Topics: HubSpot, CRM, Sales Process, Sales and Marketing Alignment

Three Sales Management Lessons for Managing Sales Teams Remotely

Posted by Josh Paul on Jun 16, 2020 9:38:22 AM

Let’s flashback to your sales team in the year 2019...

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Topics: HubSpot, Sales, CRM, Sales Process, Sales Efficiency

How to Use HubSpot Sales Dashboards or Leaderboards to Increase Revenue and Sales Rep Productivity

Posted by Josh Paul on Jun 11, 2020 9:42:41 AM

If you think your business’ data is simply about numbers or charts, you’re not seeing the full picture. And, if you think data is about looking backwards and creating important-looking slides for your next presentation, you are missing a big opportunity. 

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Topics: HubSpot, Sales, CRM, CRM Adoption, Sales Process, Sales Efficiency

How to Increase Sales and Marketing Alignment

Posted by Josh Paul on May 6, 2020 11:43:51 AM

The tension between your sales team and your marketing team is one of the most written about or discussed slow-burning feuds on earth.

For some businesses, it is right up there with:

  • Hamilton and Burr
  • Montagues and Capulets
  • Hatfields and McCoys

While both teams share a mutual goal of creating revenue for the company, their separate processes and deliverables can make their partnership a living nightmare.

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Topics: Productivity, Sales, CRM Adoption, Customer Experience, Sales Process

How to Increase CRM Adoption

Posted by Josh Paul on Apr 30, 2020 1:25:51 PM

Getting your sales team to follow a consistent process and adopt your CRM and sales tools is critical to growing revenue at your company.

Confidence that the leads you generate will be converted into revenue is the holy grail for most executives.

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Topics: HubSpot, Sales, CRM, Lead Management, CRM Adoption, Sales Process

How to Optimize Your Sales Process by Flipping It Upside-Down

Posted by Josh Paul on Mar 19, 2020 8:07:00 AM

Every company strives for more sales. The “holy grail” is a repeatable sales process that results in consistent and predictable growth.

The problem is many companies don't know the winning formula behind their current sales. While deals are being closed, many sales executives don't fully understand which parts of their sales process work in terms of messaging, process, and cadence. 

This is a roadblock to both implementing a successful sales process and improving their current sales tactics. 

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Topics: CRM Adoption, Sales Process