Planview

SEPTEMBER 9, 2021

Each company is a trailblazer in evolving PPM to meet stakeholder needs and achieve strategic objectives. Portfolio Director Mark Wybraniec – Johnson & Johnson – Portfolio Management Organization, Director Allan Spina – Becton Dickinson – Portfolio Management and Innovation Education, VP R&D.

Finance 98

Finance Stakeholders Decision-making Acquisition 98

Red Star Kim

APRIL 12, 2023

RACE by Dave Chaffey) focus on customer acquisition (Reach, Act, Convert, Engage). According to the Oxford dictionary, a customer is “ a person or an organization that buys goods or services from a shop or business,” and a client is “ a person who uses the services or advice of a professional person or organization.”

Media 130

Media Marketing B2C Stakeholders 130

PandaDoc

MARCH 22, 2024

It provides decision-makers with empirical insights to navigate through mergers and acquisitions (M&As) and other business transactions. Key takeaways VDRs used for due diligence provide safe storage of private documentation and ensure secure data sharing between internal and external stakeholders. billion by 2028.

Computers and Electronics 52

Computers and Electronics e-Learning Facilitation Software 52

DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

ProlifIQ

APRIL 3, 2023

Account Planning Tools For B2B Sales Teams Is your sales team building plans in slide decks, or spreadsheets, or storing key information about your stakeholders and accounts that isn’t easy to find? Account Action Plan Relationship Mapping: Understanding who the main decision-makers in your key accounts are is critical.

Account Planning 52

Account Planning Stakeholders CRM Decision-making 52

ProlifIQ

JUNE 21, 2023

Additionally, an effective account plan identifies key stakeholders within the account, including decision-makers and influencers. Understanding the roles and priorities of these stakeholders allows sales representatives to engage with them strategically and build stronger relationships.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Insightly

DECEMBER 13, 2023

Some items for your checklist might be: CRM Customization A one-size-fits-all approach may not be suitable for every business, and the ability to customize a CRM system to align with unique processes and requirements can significantly enhance its effectiveness, making CRM customization a crucial aspect of the CRM evaluation process.

CRM 52

CRM Decision-making Software Software 52

Insightly

DECEMBER 13, 2023

Some items for your checklist might be: CRM Customization A one-size-fits-all approach may not be suitable for every business, and the ability to customize a CRM system to align with unique processes and requirements can significantly enhance its effectiveness, making CRM customization a crucial aspect of the CRM evaluation process.

CRM 52

CRM Decision-making Software Software 52

PandaDoc

FEBRUARY 23, 2024

Opportunity management is an approach that focuses on identifying and managing business opportunities for client acquisition, market expansion , strategic partnerships, and more. At this stage, you also need to make sure you have the right opportunity management tools. What is opportunity management — and why should you care?

Management 52

Management CRM Sales Decision-making 52

Flevy

FEBRUARY 19, 2024

For organizations across the spectrum, these metrics provide a lens through which growth can be assessed, strategies refined, and objectives recalibrated. We aim to shed light on how these KPIs can enhance decision-making processes , inform strategy formulation , and drive operational improvements.

Business Growth 52

Business Growth Management Digital Transformation Profitability 52

Hubspot Sales

MAY 19, 2020

Picking the wrong targets will make it hard for sales and marketing to align and will lead to poor financial results. Here, it’d make sense to pick target accounts that have multiple buying units or subsidiaries. Logo acquisition : Buyers - particularly upmarket/enterprise buyers - crave social proof. The best part?

Decision-making 116

Decision-making Management Acquisition Value Proposition 116

Flevy

MARCH 20, 2024

For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies. Build enterprise-wide AI capabilities : Developing the necessary skills, technologies, and processes across the organization to leverage AI effectively.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

PandaDoc

NOVEMBER 25, 2022

LinkedIn advertising allows precise targeting, meaning you can contact the decision-makers directly and lower the costs of customer acquisition. Nurture a contact within the customer’s organization. This implies a longer sales cycle, higher risk in case the deal falls through, and higher acquisition costs.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Showpad

SEPTEMBER 1, 2020

One critical success factor is meeting your expectations as an executive stakeholder or sponsor. The downside is even more significant, as the majority of organizations only achieves some of their stakeholders’ expectations and don’t move the needle at all. You as an executive should make it a priority to change this.

Sales 132

Sales Stakeholders Onboarding Leadership 132

Miller Heiman Group

APRIL 2, 2019

Were there any events in the news, such as mergers or acquisitions? For accounts you’ve lost, you can conduct a similar internal review, based on information from your key relationships inside the customer’s organization. Make Sure Your Value Proposition Is Mutually Beneficial. Also, consider recent changes with your customers.

Account Management 110

Account Management Value Proposition Management Suppliers 110

SalesGlobe

APRIL 19, 2022

So, what does this mean for sales, and why should sales professionals and partners of the sales organization care? The moment the organization has a green light to access the information, the team can go in and quickly mitigate risks and the sales leader can communicate a message that resonates and makes sense.

Acquisition 52

Acquisition Sales Decision-making Communication 52

ProlifIQ

MAY 14, 2021

It’s not based on one sales rep pursuing one deal at a time, dealing with just a key stakeholder or two. In relationship mapping , it’s important to know to whom each person reports, and the level of decision-making each role has. Few stakeholders are willing to stick their necks out blindly.

Account Planning 64

Account Planning Innovation Stakeholders B2B 64

Arpedio

APRIL 30, 2024

Implement your preferred methodology in Salesforce with ARPEDIO Ensure that your defined best practice or sales methodology is being followed, accelerated, and rolled out for the entire organization. This knowledge will help you tailor your value proposition to address these pain points directly, making your offering more compelling.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

DemandFarm

MAY 2, 2024

CRM technology, such as Salesforce or Hubspot, can also aid in automating various sales tasks and maintaining positive relationships with potential customers through the use of marketing materials and organized data sets. They help organize, automate, and synchronize all facets of customer interaction.

Management 40

Management Banking CRM Profitability 40

Janek Performance Group: Account Planning

MAY 16, 2022

As companies grow, and their account base expands, different clients represent different potential future values for the organization. When a company has the capability to grow revenue organically, from their strategic accounts, they can increase market share while lowering their client acquisition costs.

Account Management 52

Account Management Management Acquisition Strategic Thinking 52

ProlifIQ

MAY 14, 2021

It’s not based on one sales rep pursuing one deal at a time, dealing with just a key stakeholder or two. In relationship mapping , it’s important to know to whom each person reports, and the level of decision-making each role has. Few stakeholders are willing to stick their necks out blindly.

Account Planning 52

Account Planning Innovation Stakeholders B2B 52

SBI

JULY 1, 2020

Customer revenue optimization (CRO) is achieved through the processes and enabling technologies that help organizations identify the optimal path to revenue growth and enable them to capture and realize that revenue predictably and at a lower cost of sales. Gaining client insights is also a powerful advantage in the acquisition of new logos.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

DemandFarm

MAY 12, 2023

Here are three examples where this breaks How does funnel make sense if 67% of the sales cycle is completed on digital channels before contacting the company? Since customer acquisition has changed within the B2B sphere, the sales funnel is a bit outdated. For such organizations, winning the deal is only the beginning.

B2B 52

B2B Key Account Management Account Management Manufacturing 52

Insightly

JULY 26, 2023

It involves establishing, tracking and organizing the various stages of the sales process to ensure smooth and efficient conversion of prospects into customers. CRMs like Insightly will automatically make those calculations. Sales pipeline management is a crucial aspect of successful sales strategies.

CRM 52

CRM Management Sales Decision-making 52

ProlifIQ

FEBRUARY 23, 2024

With more stakeholders involved in buying decisions and higher rates of “no decision” outcomes, maximizing strategic accounts is more critical than ever. We asked respondents how they’re building account plans, which KPIs they’re measured on, and what would make the process more effective.

Account Planning 52

Account Planning CRM Energy and Utilities Account Management 52

Nutshell

AUGUST 21, 2020

To make matters worse, B2B sales require approval from multiple stakeholders in a given company, so adrenaline-purchases by individual customers don’t happen the same way they do in B2C sales. You need to have a straightforward answer to the question: How will this product make my customer more successful? Target users.

Marketing 142

Marketing Onboarding Media B2C 142

SBI

DECEMBER 14, 2021

With the combined solution, revenue teams will now know if a buyer is actively reviewing case studies, value calculators, and presentation materials, even sharing them with multiple other stakeholders (who are now also engaging). In a digital-first world, sellers need more than just traditional content management and enablement tools.

B2B 56

B2B Digitalization Decision-making Healthcare 56

Showpad

FEBRUARY 3, 2020

Make it SMART. Whatever goals you come up with, strive to make them: Specific : This is the who, what, where, when, and how of the Sales enablement process. Measurable : Data is the lifeblood of strategic decision-making, and Sales enablement metrics are no different. Think of this as due diligence for goal-setting.

Sales 85

Sales Onboarding Decision-making Software 85

SBI Growth

APRIL 24, 2013

This post provides a strategy for making the list in 2014. Both sets of stakeholders are looking for a consistent solution to their problems. Data driven decision making is becoming standard across the sales organization. Will lower Customer Acquisition costs necessitate a new buyer profile?

Leadership 103

Leadership Sales Acquisition Sales Leadership 103

Planview

MARCH 24, 2016

Getting (and retaining ) buy-in from decision makers for innovation projects is often the stumbling block that many a corporate innovator and intrapreneur faces. Are there examples of similar organizations in the same industry successfully implementing these strategies (competitors maybe)? Employee Churn. Work Within Risk Boundaries.

Innovation 45

Innovation Decision-making Investors Stakeholders 45

5600 Blue

OCTOBER 16, 2018

Senior executives know that, beyond mergers and acquisitions, a company’s growth is driven one deal at a time through the effective sales and negotiations of their direct and indirect salespeople. Organizations use up valuable resources with only modest connection to the highest impact execution priorities.” (4) Inconsistent usage: “.more

Sales Training 52

Sales Training Finance Negotiation Decision-making 52

SBI

SEPTEMBER 28, 2021

Remote Selling has become an important focus for every sales organization. CFOs have grown to like the massive reduction in travel and entertainment expenses, so even when sellers do want to go on-site, there will be more hurdles and constraints in place to make it harder.

Artificial Intelligence 31

Artificial Intelligence Finance Decision-making Facilitation 31

Planview

MARCH 24, 2016

Getting (and retaining ) buy-in from decision makers for innovation projects is often the stumbling block that many a corporate innovator and intrapreneur faces. Are there examples of similar organizations in the same industry successfully implementing these strategies (competitors maybe)? Employee Churn. Work Within Risk Boundaries.

Innovation 40

Innovation Decision-making Investors Stakeholders 40

SmartKarrot

FEBRUARY 1, 2022

The reasons that make getting buy-in so tough. It has become the new battlefield for organizations worldwide. A CX Value framework will help define value on and across different stakeholder groups, build connections, ensure teams are aligned, and more. Vary your pitch based on the attitude of the decision-makers.

Customer Experience 21

Customer Experience Leadership Decision-making Customer Success 21

Nutshell

JANUARY 14, 2020

Software-as-a-service (SaaS) refers to any cloud software product that a company hosts and makes available to customers over the Internet, rather than offering it as a download onto their computers or mobile devices. With commissions, SaaS reps can expect the numbers on their paycheck to rise. Price of Product.

Sales 127

Sales Software Software CRM 127

Upland

JANUARY 26, 2023

This is where account-based selling really gets interesting. Account-Based Sales Takes a Revenue Team One of the top challenges organizations face in transitioning to an account-based sales model is the change in mindset necessary to succeed at account-based selling. Large B2B sales deals are not done one-on-one.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Arpedio

MARCH 18, 2024

By meticulously outlining key stakeholders and decision-makers within prospective client organizations, account mapping gifts sales teams with a blueprint for personalized engagement and efficient closing of deals.

B2B 52

B2B Stakeholders Sales Decision-making 52