Flevy

FEBRUARY 19, 2024

Thus, it’s critical leaders select appropriate Key Performance Indicators (KPIs) designed to translate growth efforts into measurable outcomes. The purpose of this article is to explore the critical Business Growth Metrics that serve as signposts on the journey of sales growth and organizational maturity.

Business Growth 52

Business Growth Management Digital Transformation Profitability 52

OnStrategyHQ

DECEMBER 20, 2023

The Strategic Planning Process in 4 Steps To help you throughout our strategic planning framework, we have created a how-to guide on the basics of a strategic plan, which we will take you through step-by-step. What senior leadership members and key stakeholders are included? Free Strategic Planning Guide What is Strategic Planning?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Flevy

FEBRUARY 20, 2024

Competitive Benchmarking involves the comparison of an organization’s processes, performance metrics, and products against industry bests or best practices from other industries. Benchmarking against industry peers is something all organizations (should) do.

Management 52

Management Digital Transformation Profitability Decision-making 52

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 92

Sales Decision-making Sales Training Sales Management 92

Flevy

MARCH 21, 2024

Intellectual Property (IP) Strategy is a critical aspect of modern business management, pivotal for protecting and monetizing innovations. Challenges to Effective IP Strategy & Management Executives and senior managers face several challenges in developing and implementing an effective IP Strategy.

Management 52

Management Digital Transformation Innovation Negotiation 52

Hubspot Sales

OCTOBER 18, 2022

Any company's sales leadership needs to keep a pulse on how its salespeople are performing, both individually and on a broader organizational level — getting there often starts by understanding the degree of effort reps are putting in. That's where performance indicators known as sales productivity metrics come in.

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Management CRM Leadership Sales 110

Flevy

FEBRUARY 21, 2024

As a foundational element of Strategic Planning and Performance Management , Market Analysis empowers organizations to identify opportunities, anticipate trends, and mitigate risks. One of the most powerful data-driven tools to do this is Market Analysis Key Performance Indicators (KPIs).

Marketing 52

Marketing Management Digital Transformation Value Proposition 52

Flevy

MARCH 18, 2024

Within the broader framework of strategic planning and performance measurement, R&D is pivotal for organizations aiming to stay at the forefront of industry trends , adapt to changing customer needs, and sustain long-term growth.

Management 52

Management Digital Transformation Innovation Decision-making 52

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

ProlifIQ

OCTOBER 4, 2023

Where To Start In the complex world of B2B sales and account management, success hinges on the ability to develop and execute a robust account management strategy. We’ll walk through the key components of building an effective account management strategy that drives revenue, customer retention, and loyalty.

Account Management 52

Account Management Management Account Planning Key Account Management 52

Flevy

FEBRUARY 25, 2024

By integrating Key Performance Indicators (KPIs) into the Strategic Planning process , organizations can ensure their strategies are data-driven, focused, and aligned with overarching business goals. Strategic Planning KPIs address these challenges by offering a structured approach to goal setting and performance measurement.

Supply Chain 52

Supply Chain Management Digital Transformation Decision-making 52

Brooks Group

NOVEMBER 14, 2023

What is a sales strategy? Every sales leader understands there are pitfalls to building a sales strategy. Many sales teams engage in activities that are working against them, without even realizing it. This post walks you through the four pitfalls of sales strategy and provides best practices to avoid them.

Supply Chain 52

Supply Chain Sales Sales Training Meetings 52

ClearPoint Strategy

DECEMBER 2, 2021

By following the guidance presented here, you can rest assured you’re measuring and tracking the right things for your business—and doing it in the most efficient way possible. You’ve heard it before: “What gets measured gets managed.” Nowadays, companies can (and do) measure almost everything in an effort to somehow manage it all.

Cybersecurity 105

Cybersecurity Decision-making Meetings Software 105

Red Star Kim

SEPTEMBER 5, 2023

I’m pleased to report that most of the ideas were already incorporated into my training programmes and “train the trainer” resources. I’ve summarised some key ideas to incorporate into your training programmes and included an overview of my training services at the end. Most concepts – and many are complex – are conveyed simply.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Flevy

FEBRUARY 17, 2024

This article aims to highlight the pivotal role of Customer Segmentation and Analysis within the Strategic Planning and Performance Measurement framework. This approach not only helps in identifying the most valuable customer segments but also in understanding their unique needs and preferences.

Management 52

Management Digital Transformation e-Learning Acquisition 52

KAM With Passion

MARCH 17, 2022

Once this organisation will have progressed enough on complex sales and on basic account management, it be in a much stronger position to enhance and expand its KAM intiative. Key customers were quite disappointed by serious weaknesses in the quality of the technical support and the solidity of the technical roadmap.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

Flevy

FEBRUARY 23, 2024

This article aims discusses the importance of Revenue Diversification KPIs in guiding organizations towards more robust financial health and strategic flexibility. Importance of Revenue Diversification to Businesses The strategic imperative to diversify revenue sources is driven by the need to reduce risk and ensure long-term sustainability.

Digital Transformation 52

Digital Transformation Management Digitalization Publishing 52

Arpedio

DECEMBER 4, 2023

Measuring the Success of Account-Based Selling Explore the ARPEDIO platform ← Back to blog Account-based selling (ABS) is becoming increasingly popular in the B2B software industry as it allows businesses to target specific high-value accounts and personalize their marketing and sales efforts.

Decision-making 52

Decision-making Prioritization Media Marketing 52

Flevy

JANUARY 13, 2024

As organizations strive to enhance their performance management processes, they often encounter common pitfalls that can undermine the effectiveness of their KPIs. So, let’s dive into the 10 most common pitfalls in KPI implementation. (As

Retail 52

Retail Healthcare Decision-making Performance Review 52

ClearPoint Strategy

AUGUST 24, 2021

Key performance indicators (KPIs) play a role in nearly every organization. This can be a tough step, but it’s an undeniably important one. Below is everything you need to know about KPI reports, including what a KPI report is, why it’s critical to your company’s success, and the most important elements to include in one.

Healthcare 98

Healthcare Government Finance Construction 98

QYMATIX

FEBRUARY 26, 2024

Businesses looking to increase growth may find themselves asking, “What is ‘return on sales’, why is it important and how to improve it?”. As an important metric for business success, today we’ll answer these core questions and offer some advice on increasing return on sales in your organisation.

Shareholders 52

Shareholders Suppliers Profitability Sales Analytics 52

Nutshell

MARCH 7, 2023

Table of Contents What are KPIs in sales? Why should sales managers track KPIs? How to track and report on KPIs KPIs for Sales Managers What are KPIs in sales? Examples of sales KPIs include customer lifetime value, conversion rate, and number of new leads. Why should sales managers track KPIs?

Sales Management 62

Sales Management Management Acquisition Sales 62

Apptivo

NOVEMBER 10, 2023

Why is Salеs Analysis Important? Ways to Conduct a Salеs Analysis 4. Improvе Salеs Analysis and Forеcasting with Apptivo CRM In thе dynamic rеalm of businеss, staying ahеad of thе competition requires morе than just a great product or sеrvicе, it dеmands a keen undеrstanding of your salеs pеrformancе management.

CRM 52

CRM Decision-making Acquisition Facilitation 52

Hubspot Sales

MAY 18, 2021

Are there specific traits and habits that top-performing salespeople possess as compared to their peers? business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople. Top sales performers scored an average of 7.6 Communicate Value. average rating.

Value Proposition 117

Value Proposition Sales Communication Onboarding 117

Arpedio

FEBRUARY 5, 2024

Whitespace in sales is a concept that holds immense potential for businesses seeking enhanced growth and customer acquisition. One of the key benefits of whitespace analysis is its ability to contribute to increased revenue generation. This, in turn, can lead to higher sales volumes and greater profitability.

Acquisition 52

Acquisition Decision-making Sales Innovation 52

Hubspot Sales

MARCH 21, 2019

This quote, from marketing guru Seth Godin, sums up the importance of good data in making better decisions. Failing is a natural part of life, what matters most -- especially for salespeople -- is how you move forward. So, how can you visualize your sales data to make key decisions and analyze performance?

Decision-making 105

Decision-making CRM Sales Sales Management 105

Nutshell

AUGUST 29, 2023

Your sales pipeline is a representation of the journey your customers take when they interact with your company. From the moment they first make contact with you to well after they book with you, your sales hospitality sales pipeline is key to providing guests with a smooth customer journey.

Management 62

Management CRM Negotiation Sales 62

Nutshell

JUNE 26, 2023

In today’s hyper-connected business landscape, customer relationship management (CRM) systems have become indispensable tools for organizations of all sizes. It’s also become essential to integrate your CRM with your other software tools to improve efficiency, streamline data management, and enable new uses for your CRM data.

CRM 62

CRM Software Software Government 62

Showpad

DECEMBER 18, 2020

A comprehensive and well-thought-out sales enablement strategy can be exactly that advantage. Modern sales managers have a lot on their plates and may not have had the time to plot out enablement in a way that would work most effectively for their unique needs. Optimize content for your key customer personas.

Artificial Intelligence 98

Artificial Intelligence Sales Onboarding Prioritization 98

Nutshell

MARCH 7, 2023

but rather a capable and dependable sales time. In this article, we’re breaking down some key tips on how to build a sales team that’s successful, reliable, and just maybe rivals Earth’s Mightiest Heroes. Did you know Nutshell isn’t just for contact management?

Sales 62

Sales CRM Small Business Software 62

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. With a defined and clear structure, staff can make useful decisions without the constant supervision of their manager.

Sales Training 98

Sales Training Management e-Learning Construction 98

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ In sales, your goal may be to own a certain share of the market. To do that, the company needs to win a set percent of deals in the sales pipeline. Your sales strategy is a long-range plan for reaching your goal.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds. The result?

Marketing 99

Marketing Sales Decision-making Prioritization 99

Account Manager Tips

MAY 29, 2021

If that doesn't convince you, a Rain Group survey found an average of 28% of sales bids were lost to competitors. Capture planning is your new best friend Most enterprise clients are on fixed agreements - usually one to three years. So your client is at high risk of leaving if it gets to an RFP situation. You guessed it.

Negotiation 130

Negotiation Decision-making Suppliers CRM 130

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. What is Sales Coaching?

Sales 52

Sales Account Management Stakeholders CRM 52

Hubspot Sales

AUGUST 25, 2018

A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. What if the biggest threat to sales teams isn't losing clients, but losing our teammates themselves?

Sales 111

Sales Acquisition Account Planning Sales Management 111

ClearPoint Strategy

AUGUST 2, 2021

Now, OKRs (objectives and key results) has become one of the most popular frameworks for any organization—even outside Silicon Valley—that wants to set and reach goals in a unified and intentional way. What are objectives and key results? All these years later, it’s pretty clear this OKR system worked. In this article.

Publishing 98

Publishing Organization Management Communication 98