Account Manager Tips

NOVEMBER 19, 2022

Imagine you're at the front of a boardroom about to make a presentation. Make your first impression count The goal of any executive level presentation is to make sure everyone immediately feels this will be time well spent. I like it because it recognises the personal motivations in decision making. DOWNLOAD NOW.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

PandaDoc

APRIL 8, 2024

This is done by forming a team of stakeholders and decision-makers, establishing approval workflows, and effectively integrating automation tools. Deal desk stakeholders and their roles are clearly defined, streamlining approval workflow. Let’s get to it! See also How to close the sales cycle with sales battle cards 2.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Hubspot Sales

JUNE 18, 2019

You might sell a product that genuinely makes conducting business easier, but this doesn't grant you a simple sales process. Selling to businesses often means proving to multiple decision makers that your product can make their jobs more efficient, provide a significant return on investment ,and outdo competitors in functionality and price.

Decision-making 125

Decision-making Stakeholders Sales Software 125

Hubspot Sales

SEPTEMBER 21, 2020

Enterprise sales also involve multiple stakeholders, and the salesperson is typically in conversation with numerous people before deals are closed. Overall, a complex sale is marked by three key elements: higher perceived risk resulting from higher price points, a longer sales cycle (6+ months), and multiple stakeholders.

Stakeholders 127

Stakeholders Insurance Decision-making Finance 127

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Your prospect lacks budget authority.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Brooks Group

MARCH 7, 2024

Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable. This makes it far more likely they will listen to you—and that you’ll make the sale. They make buying decisions about products and services they don’t personally use.

Procurement 68

Procurement Management Decision-making Sales Training 68

Flevy

JANUARY 17, 2024

They enable organizations to make data-driven decisions, ensuring that digital transformation strategies are aligned with business objectives and are delivering the expected outcomes. Stakeholder Involvement : Involve various stakeholders in the KPI definition process.

Digital Transformation 59

Digital Transformation Digitalization Stakeholders Artificial Intelligence 59

Xant

MAY 13, 2021

Some constructs of field selling are canonical, like conference room meetings and stakeholder meetings. Field reps work to get stakeholders into one room, where the decision-making happens between the champion, boss, and the approver. The Death of the Conference Room Meeting.

Sales 99

Sales Stakeholders Digitalization Construction 99

Clarity Engagement Solutions

NOVEMBER 9, 2020

Access to decision-makers is getting more difficult. Payer bargaining-power is increasing and new decision-making committees and roles are emerging in all jurisdictions. It might sound easy and common-sense – yet making change is a challenge. The feedback from our clients is consistent.

Finance 91

Finance Decision-making Stakeholders Marketing 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

Access to decision-makers is getting more difficult. Payer bargaining-power is increasing and new decision-making committees and roles are emerging in all jurisdictions. It might sound easy and common-sense – yet making change is a challenge. The feedback from our clients is consistent.

Finance 91

Finance Decision-making Stakeholders Marketing 91

Red Star Kim

APRIL 12, 2023

I’ve found some fee-earners don’t contribute to the smaller projects which subsequently slows the larger project down There are focused workshops on achieving buy-in and stakeholder management. Another aspect of the culture shock is that in professional services we refer to clients rather than customers.

Media 130

Media Marketing B2C Stakeholders 130

Hubspot Sales

JANUARY 11, 2018

Authority: Who is the ultimate decision maker? They didn’t learn anything about the decision maker, Sheila; the budget approval process; or the reason for a spring implementation. We’ve calculated your team could potentially gain X amount per [week, quarter, year] by making this [change, investment]. What does BANT stand for?

Decision-making 137

Decision-making Stakeholders Finance Meetings 137

Hubspot Sales

DECEMBER 22, 2017

And, chances are, they’ll need to know someone other than the decision maker pretty well. In days of old, salespeople could call the C-suite, marketing could email them, and it was much easier to gain access to the decision maker. Will they help you make the sale or unknowingly stop you from talking to the right person?

Decision-making 144

Decision-making Sales Finance Stakeholders 144

Planview

OCTOBER 16, 2023

Diversity also shines through in the sectors represented, with voices from industries as varied as finance, non-profit, government, education, healthcare, technology, manufacturing, travel, and professional services. By interconnecting value streams, organizations can drastically reduce lead times, making delivery more predictable and agile.

Management 64

Management Stakeholders Healthcare Manufacturing 64

Hubspot Sales

SEPTEMBER 1, 2021

A limited partnership is a business model that can connect bold, enterprising entrepreneurs with savvy investors looking to finance lucrative, low-touch business ventures. In most cases, limited partners don't have decision-making authority for the businesses they invest in. Limited partners are called "limited" for a reason.

Investors 86

Investors Shareholders Profitability Decision-making 86

Miller Heiman Group

JULY 30, 2019

In the past, manufacturing sellers could succeed by working with one or two decision-makers, developing friendships with handshake deals were agreed upon at the ballgame, on the golf course or during extravagant dinners. All this has changed. Now according to CSO Insights’ 2018 Buyer Preferences Study , sellers face an average of 6.4

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

AchieveIt

MAY 4, 2023

You can’t make decisions that drive change if it’s taking that long to just figure out your status,” says Jonathan. Plus, we give you next steps to making the move towards flexible and agile organizational planning. If you’re relying on manual processes, you’ll need to create separate reports for each stakeholder.

Stakeholders 52

Stakeholders Decision-making Organization Leadership 52

Miller Heiman Group

JUNE 4, 2020

decision makers involved in a deal and the sales cycle stretching beyond 5 months. When sellers deliver perspective , they share valuable insights that help buyers make better decisions and set a clear vision for success. Then consider the buying influence’s buyer persona, which reflects their decision-making style.

Supply Chain 84

Supply Chain Decision-making Digital Transformation Virtual Selling 84

Xant

MAY 13, 2021

Some constructs of field selling are canonical, like conference room meetings and stakeholder meetings. Field reps work to get stakeholders into one room, where the decision-making happens between the champion, boss, and the approver. The Death of the Conference Room Meeting.

Sales 52

Sales Stakeholders Digitalization Construction 52

ClearPoint Strategy

JULY 7, 2021

And yet data-driven decision making is more important than ever. When done right, dashboards provide valuable insight into the health of an organization and strongly influence executive decision making. Each of these has its own purpose and communicates specific types of data: Finance Dashboards. Click To Tweet.

Organization 98

Organization Healthcare Decision-making Government 98

Hubspot Sales

MAY 24, 2023

You’ve been talking to your prospect for a while now — shouldn’t you already know the stakeholders? Your prospect has a tough decision, so be prepared to make your company the obvious choice. The key is to make the conversation about value — price should never be the focus. Know your attendees. Yes, you should.

Decision-making 109

Decision-making Meetings Negotiation B2C 109

Red Star Kim

APRIL 11, 2023

Internal capabilities – In recent years internal business functions such as finance, legal, risk and HR/people have become more influential in shaping enterprise-level strategy. Outline how other companies in the industry handle similar situations Offer examples with specific protocols and decisions made.

Government 130

Government Innovation Meetings Finance 130

Hubspot Sales

MARCH 18, 2019

Some final thoughts on making your key account management strategy a success. These accounts make up the majority of the business' income. If you can promise to make them a key account -- and your competition can't do the same -- you're likelier to win the deal. It's the understanding of how a company makes money.

Key Account Management 127

Key Account Management Account Management Management Account Strategy 127

ClearPoint Strategy

JULY 28, 2021

The four perspectives for for-profit organizations include: Finance. Making this choice is a big piece of your strategy. Creating productive relationships with external stakeholders. How do you take the concept of a strategy map and make it reality? Kaplan and David P. Internal Processes. People/Learning & Growth.

Value Proposition 98

Value Proposition Software Software Government 98

Openview

MAY 1, 2018

For nearly every enterprise sales cycle, considerable time (and monetary) investments are made: Finance and legal teams work hard on contracts, proposals, and revisit redlines. Factor #2: The Decision Makers and Influencers Weren’t Determined Early Enough. These resources are not insignificant, either.

Negotiation 66

Negotiation Value Proposition Stakeholders Sales 66

Hubspot Sales

JULY 9, 2018

You only have one chance to make a first -- and possibly only -- impression. Regardless, there are appropriate ways to access a person’s email address that won’t make your skin crawl. Once you’ve built rapport with the authors, it’s easy to ask for an email introduction to key stakeholder(s). View the “Contact Us” page.

Manufacturing 108

Manufacturing Stakeholders CRM Decision-making 108

Aepiphanni

DECEMBER 15, 2020

Jim Woodruff’s article in Chron highlights the true purpose of accounting within a business, which is to provide financial information to company owners and its stakeholders. A thorough assessment of statements can help with decision-making. However, its role goes beyond simply giving a financial overview.

Investors 40

Investors Profitability Banking Manufacturing 40

Arpedio

OCTOBER 17, 2023

Data-driven decision-making is key to maximizing the effectiveness of account management efforts. Taking the necessary time to make a well-informed decision in this step is crucial, as it will be beneficial in the long run. A smooth implementation can make all the difference in maximizing the benefits of your software.

Account Management 52

Account Management Software Software Management 52

AchieveIt

FEBRUARY 9, 2023

With a record of the steps you took to reach it, you can identify successes and opportunities for improvement, making it easier to replicate the achievements or implement changes. If your goal is to expand your offices, your CSFs could be securing the finance for the expansion and managing the disruptions during construction.

Stakeholders 52

Stakeholders Suppliers Communication Innovation 52

Flevy

MARCH 20, 2024

It’s especially relevant for mid-size to large organizations looking to leverage AI for automating customer service, enhancing decision-making processes, or improving efficiency in various tasks. By following this framework, users can: Understand the underlying technology and its potential applications.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Hubspot Sales

APRIL 4, 2023

Explain your thought process and decision-making. I enjoy the process of analyzing complex data, identifying patterns and trends, and using that data to make informed recommendations. Then, think about the strengths and skills that make you stand out as a candidate. For instance, what was your main objective?

Supply Chain 103

Supply Chain Leadership Construction Artificial Intelligence 103

Hubspot Sales

DECEMBER 13, 2019

Keep reading to learn about what healthcare consulting entails, what makes it a desirable profession, and how you can begin working in the field (if you aren’t already). Make an average salary ranging between $91K and $131K. This will make you even more desirable to work with for specific clients. Why healthcare consulting?

Healthcare 70

Healthcare Government Insurance Decision-making 70

Hubspot Sales

MAY 30, 2019

Customers assess how much of a priority the issue is, determine their options, and develop decision criteria and decision process. Customers research, compare solutions, narrow down choices, and refine decision criteria. Make sure that's clear for your prospect. Knowledgeable customers make their selection and negotiate.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Upland

AUGUST 25, 2023

An influence map is a visual tool that helps you identify and understand the stakeholders who have a say in your project or decision. It can be used to: Identify the key stakeholders who need to be engaged in order to achieve your goals. Understand the relationships between stakeholders and how they influence each other.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Hubspot Sales

MAY 18, 2023

In this course, you'll learn about the following: External financial decision-making reporting. Making sensible choices. You may use this information to better guide your clients and other stakeholders as they make personnel choices inside their businesses. Creating a budget for a business. Reducing financial risk.

Negotiation 78

Negotiation Leadership CRM Insurance 78

Showpad

JUNE 29, 2021

An experience that proves a solution’s business value to multiple buyer stakeholders along the customer journey. Putting buying decisions on hold was most likely a safety mechanism during 2020. However, reprioritizing buying decisions is a changing buying behavior that’s most relevant for both sales and enablement teams.

Digital Transformation 59

Digital Transformation Decision-making Digitalization Onboarding 59

Hubspot Sales

APRIL 3, 2019

Balanced Scorecard Institute sums up strategic planning nicely: "It is a disciplined effort that produces fundamental decisions and actions that shape and guide what an organization is, who it serves, what it does, and why it does it, with a focus on the future. Outline your mission, vision, and key stakeholders.

Stakeholders 106

Stakeholders Sales Software Software 106