Upland

NOVEMBER 27, 2023

Why do you need to know your customer? You need to know your customer because customers buy outcomes. They aren’t in the market for products or services. They aren’t buying just to buy. They’re on a mission to solve a problem, fill a gap, or capitalize on an opportunity. The product or service you’re selling is the method or tool they will use to get there.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Upland

OCTOBER 17, 2023

ChatGPT and dozens of other artificial intelligence (AI) products have made a big splash for AI a bit of a novelty recently, dominating the conversation around productivity and efficiency in the B2B world. Its many evolutions and the powerful AI of today make it an irresistible tool to many. Many writers use AI to spark ideas. Customer success leaders leverage chatbots to lighten workloads.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Upland

SEPTEMBER 29, 2023

Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. In stakeholder mapping, you need to: Define stakeholder goals: what are their biggest priorities? What are their motivations? Segment stakeholders by relationship status: those friendly to you, and those adverse.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Upland

SEPTEMBER 21, 2023

Nigel Cullington, VP of Marketing of Upland Software’s Sales Effectiveness Division, spoke with Alex Gluz on the Revenue Engine Podcast about the vital lessons outlined from real life sellers in his recent book, Not Just Another Vendor. Account-Based Sales and Account-Based Marketing are the Way of the Future While the conversation covered a broad range of topics, including Nigel’s illustrious career, rising from Actuary to sales leader turned marketing extraordinaire, when it came to the adv

Software 221

Software Software Account Planning Account marketing 221

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. Unlike traditional methods, where customers navigate the buying process independently, guided selling provides tailored recommendations and guidance throughout the customer journey.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Upland

AUGUST 29, 2023

Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision. It encompasses the motivation, need, and desire behind any activity. It drives individuals and organizations to explore, evaluate, and invest in a product or service. For example, regarding technology and gadgets, smartphones and laptops/PCs have the highest purchase intention (34% and 25%, respectively).

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Upland

AUGUST 30, 2023

The term “ Bottom of the Funnel ” (BOFU) refers to the final stage in the marketing funnel. This is where prospects are on the cusp of becoming customers. It represents the culmination of their journey, where they have progressed through the earlier stages and are now highly engaged and ready to make a purchase. In the ever-evolving digital marketing landscape, understanding and optimizing the customer journey is paramount for business success.

Decision-making 195

Decision-making Software Software Retail 195

Upland

AUGUST 25, 2023

What is an Influence Map? What if you could understand who really holds the power to move a deal forward? Is the org chart your only recourse to finding out the all-too-valuable information of who holds sway – who has the authority to be your best friend and cause deals to close, or who could come out of the woodwork and soil your best chance at growing net new revenue?

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Upland

AUGUST 18, 2023

Are you attending Dreamforce 2023 ? If you’re reading this, chances are you will be there. Whether you are exhibiting at a booth, or simply attending the conference, there are a bevy of options for you when it comes to hotels, places to eat nearby, as well as things to do both at the show, after the show, and in the city that’s so wonderful it led the late and great Tony Bennet to leave his heart there.

Artificial Intelligence 195

Artificial Intelligence Account Planning Innovation Digital Transformation 195

Upland

AUGUST 9, 2023

Understanding the principles of partnership is essential to building lasting business relationships with customers. You can think of these five principles as the bedrock for the foundation of your future working partnership. Unlike the Leaning Tower of Piza, which has been standing for over 800 years, a relationship built on shaky ground will not last.

Account Planning 195

Account Planning Innovation Decision-making Healthcare 195

Upland

JULY 27, 2023

Is generative AI for sales the next big thing? ChatGPT took the world by storm seemingly overnight. When it happened, it appeared that almost everyone from your favorite LinkedIn influencer to your solution provider also became an AI expert at the same frenetic pace. The phenomenon is so far reaching that it can be difficult at times to find an actual single explanation for what generative AI is.

Digital Transformation 195

Digital Transformation Sales Digitalization Decision-making 195

Upland

JULY 12, 2023

MEDDIC is not actually a healthcare term. It’s a sales acronym. And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc. aimed at helping sales teams assess the viability of a sales opportunity.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Upland

JULY 10, 2023

Elevate team collaboration and build customer intimacy directly within Salesforce. Altify Insights rewrites the rules on what best-in-class looks like in B2B sales solutions. In a time when it couldn’t be more imperative to understand the challenging business landscape, the gears and things that make accounts tick, Altify Insights promises to give sellers what they need to solve problems, build relationships, and land and expand accounts.

Decision-making 195

Decision-making B2B Account Planning Software 195

Upland

JULY 3, 2023

While AI has been evolving for years, ChatGPT has recently burst onto the technology scene, and it’s not going anywhere anytime soon. Everyone is figuring out what it is, how to use it and what it can and can’t do. By leveraging the power of ChatGPT alongside established sales platforms like Altify, however, organizations can unlock new opportunities to drive revenue growth and build stronger customer relationships.

Facilitation 195

Facilitation Customer Success Innovation Customer Experience 195

Upland

JUNE 30, 2023

Enterprise sales is going through a rapid evolution. One groundbreaking development on the horizon is the convergence of Natural Language Processing (NLP) AI technology and enterprise sales methodology. This powerful merger will revolutionize sales organizations, enhance customer engagement, and drive unprecedented insight into how B2B sellers and their prospects collaborate.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Upland

JUNE 15, 2023

You know that you need to find the best account planning software for your team. But how do you do it? Many sales leaders attempt to bring account planning into their organization and fail because they don’t have the right technology in place. A technology that doesn’t integrate well into your processes and has poor adoption with your team is an issue, and it’s often too late once you’ve chosen the software to go back on it.

Account Planning 195

Account Planning Software Software Organization 195

Upland

JUNE 14, 2023

What are the top challenges facing chief revenue officers and sales leaders in 2023? And how can account planning help? There’s plenty of uncertainty in the economy right now. But also, a lot of opportunity. The best chief revenue officers understand that – and they take up the challenge of driving revenue regardless of the business horizon daily.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Supply Chain 195

Upland

JUNE 7, 2023

I’ve lost count of how many times I’ve heard sales and revenue leaders use the terms, “sales process” and “sales methodology” interchangeably and incorrectly. While the difference can be confusing, not knowing precisely what that difference is can be a costly mistake. An organization can make a considerable investment in a methodology, only to discover that it was not effective because there was no sales process to support it.

Sales 195

Sales Negotiation Decision-making CRM 195

Upland

JUNE 1, 2023

Have you considered a land and expand strategy for your business? Landing new business is essential for growth. But new business isn’t the only key area of focus for leaders looking to bolster revenue. When focusing on driving revenue, it’s important to take a holistic view of the account. This means looking beyond the transaction and seeing the opportunity in front of you as a long-term partnership and opportunity for continued growth.

Account Planning 195

Account Planning Sales Customer Knowledge Account Management 195

Upland

MAY 18, 2023

Account planning and effective account management strategies are about much, much more than your key accounts. That said, any account manager worth their salt has a strategy for their key accounts. And it should almost always look different to their strategy for smaller accounts. There are many reasons for this. While all your accounts are important, key accounts are where most organizations receive their greatest revenue.

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

Upland

MAY 5, 2023

Sales is all about kicking butt and taking names. The best sellers get in, get out, land the big deal and move on to the next one. It’s all about putting your strategy for an account first, and everything else will fall in place. Right? Wrong! What if we told you that becoming the best seller in the world had nothing to do with antiquated, lone wolf –run-and-gun tactics and everything to do with – drum roll…becoming a trusted advisor to your client?

Account Planning 195

Account Planning Healthcare Decision-making Stakeholders 195

Upland

MAY 4, 2023

Velocity is the speed of something moving in any given direction. At Upland Altify, we think about velocity a lot. So much so that we created this sales velocity equation to get sales teams moving in the right direction. That direction is revenue. How fast you get there depends on four key levers. Sales velocity vs deal velocity – what’s the difference?

Sales 356

Sales Decision-making Organization Negotiation 356

Upland

MAY 4, 2023

“Give me six hours to chop down a tree, and I will spend the first four sharpening the ax.” -Abraham Lincoln. Honest Abe knew the value of not launching head-first into something without a considered plan of attack. How are sales teams meant to grow revenue in key accounts without a well-thought-out account planning strategy ? Do they need an account planning template in order to properly “attack” the revenue waiting within potential accounts?

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Upland

MAY 3, 2023

As you are developing your sales strategy for 2023, one of the critical elements in determining your sales velocity is your Win Rate. If you don’t know how many opportunities to need to pursue to make your number, your vision for the future will be cloudy. It is hard to build a sales strategy or know what marketing needs to deliver into the funnel.

Sales 195

Sales Marketing 195

Upland

MAY 3, 2023

When it comes to selling SaaS, conversations with customers often begin with this question: “So what is it that you sell, exactly?” If you sell a technology product, or anything that lives in the cloud, the answer to this question can be a little elusive. Nowadays, the most valuable technology companies don’t just sell products, they sell something more.

CRM 195

CRM Software Software Innovation 195

Upland

APRIL 20, 2023

How can effective account management help you defend and grow revenue? As you’ll see, lone wolf selling is quickly losing efficacy in a B2B business world that puts a premium on relationships. But that doesn’t mean the wolves aren’t still at your door. There are plenty of sellers out there waiting for the slightest chance to jump in and take your hard-earned relationships away from you.

Account Management 195

Account Management Management Account Planning Decision-making 195

Upland

APRIL 5, 2023

There are many “lone wolves” in B2B sales. But what if we told you that the old ways of making deals happen were out of touch with modern realities? What if we told you that relationship selling – putting your relationship with your customers at the heart of each and everything you do – is what really moves the needle? To do this well, it takes more than just merely being “liked” by customers.

B2B 195

B2B Advertising Decision-making Stakeholders 195

Upland

APRIL 5, 2023

With an ever-evolving buying journey, businesses need a revenue team behind them to create the best experiences for customers, build key relationships that matter, and grow and retain revenue in accounts. We’ve seen the era of lone wolf sellers come and go. Those sellers are quickly seeing the rug pulled out from under their feet as buyers are looking for the human touch to help guide them through big B2B purchases.

Account Planning 195

Account Planning Customer Success B2B Decision-making 195

Upland

MARCH 29, 2023

Relationship management in sales is all about delivering value and understanding the people and problems at play within accounts – both from prospective and current customers – in order to help solve their greatest challenges. It’s about sellers becoming trusted advisors to their customers and being the first one to get called to the strategy table when needs arise.

CRM 195

CRM Management Stakeholders Decision-making 195

Upland

MARCH 23, 2023

Having trouble setting accurate sales forecasts or seeing close dates consistently sandbagged to next quarter? You might have a relationship problem. Forecast calls around the world follow a familiar structure. Regardless of the size of your company, the sales leader gathers sellers and runs them through the standard set of questions. These usually include: What’s the latest update?

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

Upland

MARCH 13, 2023

Sales forecasting is equal parts art and science, right? Well, not so fast. The ‘art’ aspect of sales forecasting doesn’t need to be an educated guest. In fact, having the right methodologies and best practices in place throughout the entire sales process, married with the right technology, can make sales forecasting look a lot more like an exact science.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

Upland

MARCH 2, 2023

Sold on account planning but don’t know where to start? For many, account planning in Salesforce is a logical next step. After all, their sellers are already using Salesforce regularly. Crafting structured account plans complete with vital data from Salesforce makes it easier for sellers to get the full benefit of account planning methodologies and build better relationships.

Account Planning 195

Account Planning CRM Account Strategy B2B 195

Upland

FEBRUARY 17, 2023

Buying groups have changed the world of B2B sales. In fact, there is almost double the number of buyers involved in a complex buying journey today than at any other point in history. While selling to a single buyer is a challenge, it’s nothing compared to the challenge of navigating buying groups. Buying groups come with the challenges sellers are already accustomed to, with the added difficulty of handling competing priorities, varying levels of support, more frequent turnover, and beyond.

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

Upland

FEBRUARY 3, 2023

Typically, there can be up to 10 individuals involved in a B2B sale. Called “buying groups”, the reality of these multiple person buying committees points to the growing complexity of B2B selling motions. To handle this complexity, sellers need the right tools, strategies, and methodologies to understand the people, problems and relationships that matter within an account.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Upland

JANUARY 26, 2023

Today, the horizon of B2B selling looks different than it did even just a few years ago. The world has undergone several drastic revolutions in only a few years. Technological innovations, digitalization and workstyle evolutions that were being signaled years ago have today come to fruition. We are a more connected, virtual, and tech savvy business world than ever before.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Upland

OCTOBER 21, 2022

Account planning has never been so necessary – or so challenging – to get right. When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . But what exactly is account planning, and why is it so important in 2023? . In this definitive guide to account planning, we’ve compiled everything you need in order to understand the importance of account planning, what it is, and why a complete mindset shift is critical

Account Planning 195

Account Planning Leadership Software Software 195

Upland

JUNE 14, 2022

I can’t tell you the number of times I’ve seen Professional Services (PS) projects get waylaid by cost overruns, schedule slips, or clinging clients who don’t wish an engagement to end. While there are multiple reasons these common difficulties occur such as poorly scoped deliverables or bad communication on the part of the project team, one of the lesser considered solutions has to do with having a point-of-view (POV).

Construction 195

Construction Software Software Profitability 195