Planview

JANUARY 10, 2022

With our acquisitions of Changepoint and Clarizen, Planview was dubbed the “new kids on the block” in the PSA market. Establishing comprehensive visibility that drives faster and better decision making. Click here to download the whitepaper. TSW Conference. Successfully delivering business results for customers.

Energy and Utilities 98

Energy and Utilities Profitability Decision-making Acquisition 98

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. In this article, we’ll take an in-depth look at each strategy and compare their tactics and effectiveness, helping you decide which approach is right for your customer acquisition goals.

Acquisition 52

Acquisition Sales Media Decision-making 52

Arpedio

DECEMBER 20, 2023

The criteria for qualifying leads as SQLs can vary but typically includes factors such as their level of engagement, budget, and timeline for making a purchase. Authority: Is the lead in a decision-making role? Timeline: Is the lead looking to make a purchase in the near future?

Sales 52

Sales Prioritization Decision-making Communication 52

Apptivo

FEBRUARY 20, 2023

For example, if a C-level representative in B2B contacts you via your website’s contact form, this can be considered a bottom-funnel lead – your sales team can contact the individual directly and begin the account acquisition process. Whitepapers, manuals, and webinars are examples of informational goods that make strong offers.

Management 103

Management Sales Software Software 103

SBI Growth

OCTOBER 3, 2013

The Edelman Trust Barometer has done extensive research on B2B decision making. They found 84% of B2B decision makers begin the buying process with a referral. In addition, customer acquisition costs are reduced as reps create their own opportunities. You’re not asking your reps to write books or whitepapers.

Acquisition 130

Acquisition Sales Decision-making B2B 130

Mike Kunkle

NOVEMBER 21, 2023

Your previous CEO retired during the pandemic and your new CEO and the CRO he brought in, have aspirations to grow through acquisition (M&A) and new business development (which has not been a primary focus for at least 15 years). Now, customers are demanding more.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

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. The short answer is: Those who matter need to define their own needs and make the decision on the best way to execute… prior to a decision.

Sales Training 52

Sales Training Finance Negotiation Decision-making 52