Arpedio

MARCH 20, 2024

Leveraging data analytics, predictive modeling, and market segmentation techniques can help pinpoint accounts with the highest potential for revenue growth and long-term value. Securing buy-in from key stakeholders , including sales, marketing, and leadership teams, is crucial for the success of ABS initiatives.

Government 52

Government Innovation Prioritization Facilitation 52

Arpedio

APRIL 15, 2024

In today’s rapidly evolving business landscape, artificial intelligence (AI) has emerged as a pivotal tool in revolutionizing the sales domain. Importance of AI in the Sales Domain The importance of AI in the sales domain cannot be overstated, particularly in today’s fast-paced and data-driven business landscape.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Prioritization 52

Flevy

MARCH 21, 2024

A well-defined IP Strategy is vital for maximizing the value of intellectual assets and ensuring long-term business sustainability. Effective management of IP assets not only protects companies from infringement and competitive threats but also opens up new revenue streams through licensing agreements, partnerships, and market exclusivity.

Management 52

Management Digital Transformation Innovation Negotiation 52

Arpedio

APRIL 29, 2024

BANT stands for Budget, Authority, Need, and Timeline, and it provides a structured approach to qualifying leads and prioritizing prospects. Implementing the BANT methodology in your sales process can help you qualify leads more efficiently, focus your efforts on high-potential prospects, and ultimately close more deals.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Arpedio

FEBRUARY 26, 2024

In today’s hyper-competitive business landscape, the traditional sales approach of casting a wide net and hoping for the best no longer suffices. Target Account Selling (TAS) is a strategic sales methodology that prioritizes the identification, engagement, and cultivation of relationships with specific high-value target accounts.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Upland

OCTOBER 13, 2020

It makes for compelling TV, but this kind of relationship mapping is also a powerful tool in B2B sales — particularly when you start selling to larger accounts. To maximize your chances for success, you will need to discern who is influential, who is friendly to your proposition, who is a detractor, and competing for the same budget.

Decision-making 195

Decision-making B2B Organization Stakeholders 195

Flevy

MARCH 20, 2024

Business frameworks and methodologies are structured tools to approach complex, but common business challenges. Frameworks are helpful for several reasons: They provide structured and detailed process for addressing the business challenge at hand. FlevyPro is currently used by 100s of consultants and business executives.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. It serves as the foundation for establishing strong customer relationships, understanding market dynamics, and ultimately closing deals that drive revenue growth. What is a Pre-Sales Strategy?

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

PandaDoc

APRIL 8, 2024

This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. Key takeaways One of the primary functions of a deal desk is to bring together decision-makers from sales, legal, financial, and marketing departments to optimize the deal creation and execution process.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Arpedio

FEBRUARY 20, 2024

What is a Sales Process? The sales process is a structured set of steps and activities that sales professionals follow to guide potential customers from initial contact to closing the deal. Objection Handling: Addressing any concerns, objections, or questions raised by the prospect during the sales process.

Value Proposition 40

Value Proposition Negotiation Sales Facilitation 40

Arpedio

APRIL 15, 2024

As the tapestry of sales continues to evolve, the incorporation of artificial intelligence in sales stands out as a transformative force. To remain competitive and forward-thinking, companies are increasingly looking towards an AI sales strategy that not only augments human capabilities but reshapes them.

Artificial Intelligence 52

Artificial Intelligence Decision-making Sales Sales Environment 52

Arpedio

JANUARY 5, 2024

Embarking on the quest for sales optimization , seasoned professionals understand that the core of any robust sales strategy lies in the mastery of effective pipeline management techniques. It’s the linchpin that can fortify the bridge between potential opportunities and tangible increase in revenue.

Management 52

Management Energy and Utilities Sales Prioritization 52

ProlifIQ

JUNE 21, 2023

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. It serves as a blueprint, providing a clear direction for sales teams on how to engage with customers effectively.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Insightly

MARCH 25, 2024

Unsurprisingly, CRM, or Customer Relationship Management , is the foundation of any successful sales and marketing strategy. Consider your CRM a hub for managing customer relationships, facilitating communication, and driving sales growth. What is a CRM? Let’s start with the basics. What is Lead Management?

CRM 52

CRM Management Prioritization Communication 52

Arpedio

JANUARY 4, 2024

In the competitive world of B2B sales, harnessing the power of an effective account mapping strategy is key to sales optimization and revenue growth. Prepare to unlock the intricacies of account mapping and embark on a path to unmatched sales proficiency.

B2B 52

B2B Sales Decision-making CRM 52

Arpedio

JANUARY 3, 2024

When it comes to improving your sales team’s performance, there are two primary approaches: sales coaching and sales training. Understanding these differences is crucial for optimizing your sales team’s development and driving better results for your organization. What is Sales Coaching?

Sales Training 52

Sales Training Sales Organization Meetings 52

Brooks Group

FEBRUARY 12, 2024

The revenue potential of your customers doesn’t end when they sign the contract. If growing customer revenue is on your mind, you’re not alone. When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Insightly

SEPTEMBER 28, 2023

Revenue operations (or “RevOps”) is currently the fastest growing job in the US, according to a recent jobs analysis report from LinkedIn. Compared to traditional corporate functions — like sales, marketing, human resources, and finance — revenue operations is a relatively new field. Let’s get you on a RevOps career path!

Finance 52

Finance CRM Customer Success Decision-making 52

Insightly

SEPTEMBER 28, 2023

Revenue operations (or “RevOps”) is currently the fastest growing job in the US, according to a recent jobs analysis report from LinkedIn. Compared to traditional corporate functions — like sales, marketing, human resources, and finance — revenue operations is a relatively new field. Let’s get you on a RevOps career path!

Finance 52

Finance CRM Customer Success Decision-making 52

Arpedio

JANUARY 3, 2024

In the intricate world of business operations , the distinction between roles in sales and client management is pivotal. Specifically, sales positions such as Account Executive and Account Manager are critical in driving a business’s success. The role necessitates a strong emphasis on sales metrics and performance.

Account Management 52

Account Management Management Acquisition Account Growth 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

ProlifIQ

MARCH 30, 2023

Account Planning Template for B2B Sales Teams You can steal the key account plan template we use with customers here. Strategic Account Planning is a strategic process sales teams use to increase the likelihood of winning, retaining, and growing critical accounts, to maximize the long-term revenue of an account.

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

Hubspot Sales

SEPTEMBER 27, 2023

Picture this: You're a sales leader determined to drive revenue growth for your business. Excited about the potential of subscription-based offerings, you convince your team to launch a new subscription service. Monitor important metrics such as churn rate, revenue, customer retention, and engagement trends.

Management 89

Management Software Software Decision-making 89

ProlifIQ

JUNE 21, 2023

It involves identifying and planning around your most important accounts— usually those with significant revenue potential and strategic importance. Effectively identifying and targeting the right accounts is crucial for sales managers and sales professionals involved in strategic account management.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Flevy

MARCH 21, 2024

Business frameworks and methodologies are structured tools to approach complex, but common business challenges. Frameworks are helpful for several reasons: They provide structured and detailed process for addressing the business challenge at hand. FlevyPro is currently used by 100s of consultants and business executives.

Energy and Utilities 52

Energy and Utilities Innovation Stakeholders Decision-making 52

Arpedio

DECEMBER 20, 2023

In today’s competitive business landscape, outbound sales can be a game-changer. By taking a proactive approach to reaching potential customers, businesses can expand their reach and boost their revenue. In this section, we will discuss what outbound sales is, and the benefits and challenges of outbound sales.

Sales 52

Sales Value Proposition Decision-making Communication 52

Arpedio

FEBRUARY 14, 2024

This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth. Are you ready to unlock the full potential of your key accounts? Let’s dive in!

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth. Are you ready to unlock the full potential of your key accounts? Let’s dive in!

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

JANUARY 3, 2024

When it comes to customer acquisition and growth , businesses have two primary sales strategies at their disposal: inbound sales and outbound sales. While both approaches aim to increase revenue, they rely on different tactics to achieve that result.

Acquisition 52

Acquisition Sales Media Decision-making 52

Arpedio

JANUARY 3, 2024

When it comes to improving sales performance, businesses rely on various functions such as sales enablement and sales operations. These two roles play a crucial part in driving revenue growth and achieving sales objectives, albeit with different focuses. Enter sales enablement.

Sales 52

Sales Finance Sales Training Decision-making 52

Arpedio

FEBRUARY 22, 2024

In the dynamic landscape of modern business, sales strategy stands as a cornerstone of success. Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. What is MEDDPICC?

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Hubspot Sales

MARCH 20, 2020

Sales coaching is all about looking forward and developing your people. High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. A survey of 330 U.S.

Sales 113

Sales Sales Training Sales Management Management 113

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

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively.

Software 52

Software Software Decision-making Performance Review 52

Arpedio

JULY 12, 2023

Account-Based Marketing (ABM) vs Account-Based Selling (ABS) ← Back to blog In the ever-evolving sales ecosystem, businesses are continuously embracing new approaches to stay ahead of the competition. ABM is usually led by Marketing, and ABS is often a cooperative effort between Marketing and Sales. Table of Contents 1.

Marketing 52

Marketing Advertising Decision-making Communication 52

Brooks Group

MARCH 27, 2023

Understanding Sales Operations A company’s operations team is responsible for everything from managing leads, selling strategy, and territory planning. This post is an acting guide on efficient sales operations team structure! This post is an acting guide on efficient sales operations team structure!

Sales 52

Sales Advertising Sales Training Profitability 52

Flevy

MARCH 18, 2024

By exploring these KPIs, we aim to provide insights that enable organizations to harness the full potential of their R&D activities, thereby fostering Innovation, growing their competitive moats, and achieving long-term growth. Here are the top 10 KPIs essential for effective R&D.

Management 52

Management Digital Transformation Innovation Decision-making 52