Upland

OCTOBER 17, 2023

These include the more tedious aspects of selling that can take hours to complete. 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. Many writers use AI to spark ideas.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Brooks Group

MARCH 6, 2024

It encompasses various aspects of the sales process, including lead generation, prospecting, qualifying, presenting solutions, overcoming objections, negotiating terms, closing deals, and ultimately retaining customers for repeat business. But improving sales effectiveness is a complex task that few organizations do well.

Organization 84

Organization Account Management Sales Sales Training 84

Account Manager Tips

MARCH 23, 2021

To identify key accounts with true growth potential, you must dig deeper. Your biggest accounts are not always your best accounts. Why large accounts are not key accounts Key accounts are your most valuable customers, and organisations frequently rely on volume to identify them.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

Red Star Kim

AUGUST 24, 2023

He has also been a management consultant, a marketing director and a financial journalist. I invited him once to facilitate a junior professionals’ networking event for an accountancy practice – where he talked about one of his other books “All you need to know about the City” (latest version updated in 2022).

Finance 130

Finance Government Profitability Banking 130

Red Star Kim

SEPTEMBER 8, 2023

This week’s PM Forum training workshop “Commerciality: Finance, Pricing, Innovation and Research” was attended by delegates from law, accountancy and insolvency firms. As well as marketing and business development executives and managers there were also those in specialist pricing and bid roles. Price is a major driver of profit.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Upland

NOVEMBER 27, 2023

Four essential insights to better know your customer Picture seeing what looks like a great opportunity. But before you jump head-first into the sales process, there are four fundamental things you must know: 1. What’s putting the squeeze on your customer’s key decision-makers? What are their goals? Why do they need to act?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Red Star Kim

JUNE 1, 2023

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. A key theme that often arises in pitching is how to differentiate. There is more information on branding theory Book review – Managing Brands (kimtasso.com).

Value Proposition 130

Value Proposition Innovation Marketing Media 130

PartnerTap

MAY 11, 2021

There are four common roadblocks that partnerships hit within the first year that are often fatal. If you want to have a successful partnership (one that drives revenue for both firms), you must avoid these four pitfalls… 1. A critical aspect of Partner strategy is setting your Partner up for success. Poor Communication.

Communication 93

Communication Management Meetings Sales 93

Whetstone

JUNE 12, 2023

Engaging Internal Stakeholders in Strategic Accounts Introduction : No one questions the critical importance of effective stakeholder engagement in managing strategic accounts. One leader explained to his team, each of which was responsible for four strategic accounts, that they all had a +1 account.

Stakeholders 52

Stakeholders Account Management Decision-making Finance 52

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships.

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

Brooks Group

JANUARY 10, 2023

Too many sales managers think their team has a closing problem, when in reality, they have a prospecting problem. Six Keys for Effective Prospecting. Here are six keys to maximizing their productivity. They’re not profitable, unhappy, give away their company’s profit, and make life difficult for their sales managers.

Negotiation 77

Negotiation Sales Training Profitability Construction 77

Mercuri International

JULY 1, 2021

Most people think that the biggest challenge for a Key Account Manager is the need to understand their account but is this all that is needed? To serve their accounts as effectively as possible, the KAM needs to access resources across different business units and silos of their own company. It’s about scale.

Key Account Management 64

Key Account Management Value Proposition Account Management Profitability 64

OnStrategyHQ

APRIL 24, 2023

As your organization begins to sketch out what your strategic plan might look like, it’s likely to come to your attention that you’ll need to gain consensus around what your key performance indicators will be and how they will impact your organization. Today’s whiteboard video is on key performance indicators, or KPIs for short.

Profitability 105

Profitability Publishing CRM Insurance 105

DemandFarm

MAY 12, 2023

In certain cases, Key Accounts are further identified which are given additional attention. The 4 streams of revenue for a B2B Company There are four primary sources of revenue for any B2B company. The 4 streams of revenue for a B2B Company There are four primary sources of revenue for any B2B company.

B2B 52

B2B Key Account Management Account Management Manufacturing 52

Showpad

JUNE 9, 2020

If, for example, sales enablement is currently established in one of four business divisions, the question of centralization has a different context compared to an organization that has sales enablement implemented across all business units. . Driving sales enablement impact requires the right set-up: strategic, formal and charter-based.

Sales 121

Sales Sales Management Organization Government 121

AchieveIt

NOVEMBER 28, 2023

Use the right balance of metrics to lead your decisions Striking the right balance of key metrics and KPIs is crucial for making effective decisions. In recent years, data has transformed how businesses, government entities, and third-sector organizations operate. Organizations suddenly have access to huge amounts of data and insights.

Decision-making 52

Decision-making Banking Government Organization 52

Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Here are some of the highlights mentioned by the delegates: Pitch points from a pitching and tendering training workshop.

Government 130

Government Innovation Meetings Finance 130

CoSell

JANUARY 12, 2021

We can use data to segment our audiences and target the right accounts. Let’s look at the key resources to make the best use of partnership technology—and help us achieve a huge benefit: gaining a distinct competitive advantage. Competitive Advantage: Focus on the important aspects of selling. What do you notice? A Rolodex.

CRM 96

CRM Media Finance Decision-making 96

Brooks Group

SEPTEMBER 21, 2022

Here are four tips to up your skills so you can up your sales. Confidence is key, and confidence shows up quickly when you have a clear understanding of what your customer needs and wants and how your product or service will help them get it. Are Your Salespeople Comfortable Upselling? So why does upselling feel so risky in person?

Emotional Intelligence 72

Emotional Intelligence Negotiation Sales Training Decision-making 72

Arpedio

OCTOBER 24, 2023

SWOT analysis: A comprehensive guide and template Account Management Software ← Back to blog In this comprehensive guide, we’ll delve deep into the world of SWOT analysis. Discover how to leverage your strengths, mitigate your weaknesses, seize opportunities, and defend against threats. Table of Contents What is a SWOT analysis?

Decision-making 52

Decision-making Account Management Prioritization Software 52

Hubspot Sales

MAY 6, 2020

Unlike a traditional job where you often have upper-level management driving business objectives and keeping you accountable, being an entrepreneur requires the ability to hold yourself accountable when you don’t have a "boss" to do so. Let’s dive into what they are. Discipline. Starting and operating a business is no easy feat.

Supply Chain 122

Supply Chain Decision-making Small Business Onboarding 122

Flevy

MARCH 20, 2024

They allow us to cut through noise, zero in on the key issues, and facilitate the development of insightful recommendations. They help ensure that the analysis is comprehensive and that critical aspects of a problem are thoroughly examined. FlevyPro is currently used by 100s of consultants and business executives.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Hubspot Sales

DECEMBER 7, 2020

A sales process generally abides by some sort of step by step format — typically covering aspects of a sale like prospecting, connecting, qualifying, researching, handling objections, closing, and ongoing communication. Leia Dudek, Channel Account Manager. Lyndon Burke, Senior Account Executive.

Sales 118

Sales Decision-making Stakeholders Prioritization 118

SalesGlobe

APRIL 26, 2022

Due to a recent acquisition , the goal was to implement a consistent definition and pursuit strategy that supported account management and new business development. Due to a recent acquisition , the goal was to implement a consistent definition and pursuit strategy that supported account management and new business development.

Transportation 52

Transportation Account Management Acquisition Innovation 52

Red Star Kim

APRIL 12, 2023

With a full house of marketing and business development executives from legal and accountancy firms across the UK it was an interactive, valuable and fun day (Thank you delegates for your spirited engagement and thanks to Morag Campbell for your superb technical hosting!).

Media 130

Media Marketing B2C Stakeholders 130

OnStrategyHQ

DECEMBER 21, 2023

Pro Tip: If you’re stuck on which components or aspects of your business you should focus on or assess, try thinking of the balanced scorecard approach. The core elements of a comprehensive gap analysis template. There are 5 core elements included in any gap analysis template. Your organization’s desired future state.

Stakeholders 52

Stakeholders Organization Logistics Brainstorming 52

Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. Relationships are deepened protecting against any key contact leaving. In light of these dramatic changes, this article takes things to the next level.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

Hubspot Sales

JANUARY 11, 2021

While it's true that not everyone is a perfect fit for the sales profession, most people just need the right motivation and management to thrive. Administering the Myers-Briggs test allows you to discover your employee's preferences, and it assigns each of them a four-letter "type" that encompasses their personality.

Management 132

Management Decision-making Sales Management Publishing 132

Miller Heiman Group

JULY 28, 2020

The global State of Sales Project , which surveyed more than 500 B2B buyers and 500 B2B salespeople and sales managers from companies of various sizes and industries, found that COVID-19 is strengthening and accelerating trends that were already starting to transform sales before the pandemic hit. Sellers Are Relying More on Data.

Sales 85

Sales Sales Technology CRM B2B 85

Hubspot Sales

AUGUST 18, 2020

There are several categories of sales AI resources, but for the sake of this piece, we're going to focus on four of the most prominent, typically affordable types of platforms: Conversational Intelligence — resources that record, transcribe, and analyze phone calls. How Affordable AI Streamlines Sales Processes.

Artificial Intelligence 106

Artificial Intelligence Sales Software Software 106

Brooks Group

OCTOBER 18, 2023

Unfortunately, many sales leaders may be aware that their managers need to spend more time coaching, but formal programs tend to be poorly executed or non-existent. Just 42% say sales managers at their organization are actually held accountable for providing good coaching. Anticipate nerves. Structure feedback.

Sales Management 79

Sales Management Management Sales Meetings 79

Zendesk

MAY 19, 2022

Customer accounts, also called customer profiles, are created the first time a customer buys a product or service from your business. Customer accounts, also called customer profiles, are created the first time a customer buys a product or service from your business. Let’s dive in. A few basic sales terms. Sales metrics terms.

B2C 98

B2C Sales CRM Profitability 98

Zendesk

FEBRUARY 23, 2022

Value chain analysis lets you pinpoint the costs and values of every aspect of your business so that you can put your best foot forward and increase your profit margin. When done right, it not only boosts profits, it also: Establishes better vendor management. What is value chain analysis? Value chain analysis importance. Porter’s VCA.

Logistics 52

Logistics Procurement Profitability Supply Chain 52

Nutshell

MAY 12, 2020

These two aspects of the prospecting experience need to be as consistent as possible. Nutshell’s BOUNDLESS 2020 event was full of incredible insights from legends in the fields of sales, marketing, and customer success. Salespeople can get up to bat all they want, Barb says, but “Numbers aren’t the way to get there.

Decision-making 71

Decision-making Media CRM Communication 71

PandaDoc

DECEMBER 9, 2022

The definition of pricing for each business, from retail to eCommerce, or even for Amazon merchants, boils down to: This process is a fundamental part of product management, as well as one of the marketing Ps — whether you’re more likely to have four or seven of them exist in your view of the marketing world. Determine the full cost.

Profitability 52

Profitability Decision-making e-Learning Retail 52

QYMATIX

OCTOBER 11, 2021

For business-to-business sales managers and marketers alike, the ability to calculate what customers are worth is hugely appealing. Regardless of the definition and calculation of the LTV, one thing is clear: every manager should aim to improve it. This key figure is a frequently used metric from business administration.

B2B 52

B2B Profitability Sales Analytics Customer Value 52

SmartKarrot

MARCH 23, 2023

To give input on what “delights” our customers in addition to reviews with a rating of four or higher, and to use that feedback to systematically improve our customer experience. Accountability for maintaining and growing a designated base of accounts. Controlling extensive client accounts.

Customer Success 19

Customer Success Onboarding Leadership Organization 19