ClearPoint Strategy

DECEMBER 10, 2021

Every organization must make a big strategy shift at some point or another to stay at the forefront of its industry. This shift in thinking came about in 2015 after city administrators read the book, “We Don’t Make Widgets: Overcoming the Myths that Keep Government from Radically Improving.” organization can receive.

Organization 98

Organization Computers and Electronics Banking Government 98

5600 Blue

MARCH 8, 2018

As I was executing research to get ready for the assignment I stumbled on an article stating that this organization had just won: Procurement Organization of The Year! Well, we did it and since that time have worked with many Fortune 100 procurement organizations globally. they are making a decision.

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Chally

OCTOBER 10, 2022

But, with thousands of options available, it might not be clear which assessment is suitable for your organization. Learn what makes Chally different. These can give managers insight into how a candidate fits into your organization. In addition, they can further develop your team and find knowledge gaps within the organization.

Organization 52

Organization Acquisition Decision-making Onboarding 52

ClearPoint Strategy

JULY 7, 2021

If there is one phrase that represents both enormous potential and challenges to organizations today, it is big data. And yet data-driven decision making is more important than ever. When done right, dashboards provide valuable insight into the health of an organization and strongly influence executive decision making.

Organization 52

Organization Healthcare Decision-making Government 52

Flevy

MARCH 17, 2024

NPD is central to organizations looking to maintain or establish a competitive edge, enabling them to capitalize on emerging opportunities and meet evolving customer demands. New Product Success Rate Definition : The percentage of new products that meet or exceed their performance and financial goals.

Management 52

Management Digital Transformation Innovation Prioritization 52

SuperOffice

JANUARY 19, 2022

Types of customer meetings. Along with a sequence of emails, companies with long sales cycles arrange three meetings before the conversion happens: Discovery meeting. This is your first meeting with a warm, qualified lead that’s held with the goal of understanding the specific needs of a prospect. Follow-up meeting.

Meetings 63

Meetings CRM Decision-making Sales 63

Mike Kunkle

APRIL 8, 2023

My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. In addition to having the right decision makers in the deal, which is part of qualification, it’s important to assess the landscape and relationships. Here’s what I mean.

B2B 211

B2B Decision-making Sales Stakeholders 211

Flevy

MARCH 19, 2024

Innovation Pipeline Strength is a critical metric for organizations aiming to maintain a highly competitive level of innovation. It reflects an organization’s ability to manage, prioritize, and convert ideas into viable products or services, ensuring a consistent flow of innovation.

Innovation 52

Innovation Management Digital Transformation Prioritization 52

Nutshell

DECEMBER 7, 2023

In this article, we’ll explain how artificial intelligence software can enhance productivity and provide a comprehensive list of the best AI productivity tools. Make informed decisions: AI software assists decision-makers by providing recommendations based on the latest data.

Artificial Intelligence 100

Artificial Intelligence Software Software Meetings 100

Upland

AUGUST 29, 2023

Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision. It drives individuals and organizations to explore, evaluate, and invest in a product or service. It encompasses the motivation, need, and desire behind any activity.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Flevy

MARCH 18, 2024

This essential function encompasses the activities organizations undertake to innovate and improve their products or services. It is through effective R&D activities that organizations can develop groundbreaking products, improve existing offerings, and discover new ways to meet customer demands.

Management 52

Management Digital Transformation Innovation Decision-making 52

Hubspot Sales

MARCH 12, 2018

There’s nothing more exciting or terrifying than a sales meeting. Ultimately, the goal of every sales meeting is to close the deal or move it toward that result. Knowing when to unleash that sales pitch is what makes sales pros … well, pros. What is a sales meeting agenda? So, how do you know when it’s that perfect time?

Meetings 101

Meetings Sales Decision-making Manufacturing 101

Flevy

FEBRUARY 26, 2024

Pretty much every organization is pursuing a Digital Transformation Strategy to some degree. Digital Transformation Strategy encompasses the integration of digital technology into all areas of an organization, fundamentally changing operations and business models. We’ve living in the Digital Age.

Digital Transformation 52

Digital Transformation Digitalization Management Innovation 52

Red Star Kim

NOVEMBER 2, 2023

The article What Today’s Rainmakers Do Differently (hbr.org) was published in Nov-Dec 2023. Traditionally, firms have focused on technical expertise, client impact, and book of business as the criteria for making partner-selection and hiring decisions. billion, making it the fastest-growing law firm in the United States.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Flevy

FEBRUARY 17, 2024

Customer Segmentation and Analysis stands at the forefront of this understanding, enabling organizations to tailor their strategies, products, and services to meet the diverse needs of their customers. In today’s digital world, understanding your customer base is more crucial than ever.

Management 52

Management Digital Transformation e-Learning Acquisition 52

Mike Kunkle

AUGUST 8, 2023

7 Common Barriers to Sales Transformation Barrier 1: Siloed Mindsets and Departments One of the most persistent challenges in many organizations is the presence of siloed mindsets and departments. This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action.

Sales 188

Sales Prioritization Innovation Leadership 188

MDI Training

NOVEMBER 14, 2023

Coach potentials: AI can make learning suggestions Answers from ChatGPT: The four main roles of a leader according to Covey – building trust, developing vision, implementing strategies, and coaching potential – can be supported to varying degrees by AI technologies. “What can humans do better?”

Leadership 52

Leadership Artificial Intelligence Digital Transformation Co-Creation 52

Flevy

MARCH 21, 2024

The objective of this article is to shed light on the significance of Intellectual Property Strategy within organizations, emphasizing how Key Performance Indicators (KPIs) associated with IP can guide strategic decision-making, facilitate the formulation of effective strategies, and enhance operational improvements.

Management 52

Management Digital Transformation Innovation Negotiation 52

Arpedio

DECEMBER 20, 2023

In the world of sales, a robust strategy can make all the difference between closing deals and losing them. MEDDPICC is a sales strategy that stands for Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion, and Competition. Identifying the paper process is also essential.

Decision-making 52

Decision-making Organization Sales Meetings 52

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. click the image to see a larger version] This makes sense, right?

B2B 198

B2B Sales Decision-making Negotiation 198

Revenue Storm

NOVEMBER 9, 2021

We took someone’s word that they were moving ahead with us, without having much insight into the full decision-making process. Yet, in the example I share at the end of this article, there were actually five people on the call. I feel as though we are aligned about your needs, and we can meet those needs well.

Procurement 78

Procurement Decision-making Advertising Meetings 78

Arpedio

DECEMBER 20, 2023

With the right sales forecasting techniques, businesses can make informed decisions to allocate resources, adjust inventories, and manage their sales teams effectively. Whether you are a small business owner or a large corporation, sales forecasting can help you make informed decisions that improve your bottom line.

Decision-making 52

Decision-making Profitability Procurement Sales 52

Brooks Group

MAY 2, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. Opening the Meeting Is More Important Than You Know Our culture seems to underemphasize the importance of starting off strong. The Meet step of the IMPACT Selling ® process is where the proverbial rubber meets the road.

Negotiation 81

Negotiation Sales Training Meetings Decision-making 81

Mike Kunkle

JUNE 12, 2022

I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Zoltner on HBR: 4 Things Sales Organizations Must Do to Adapt to the Crisis.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Flevy

JANUARY 13, 2024

Editor’s Note: This is a series of articles on best practices related to KPI selection and implementation. As organizations strive to enhance their performance management processes, they often encounter common pitfalls that can undermine the effectiveness of their KPIs. How do we identify this pitfall?

Retail 52

Retail Healthcare Decision-making Performance Review 52

Brooks Group

APRIL 19, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. The first key fundamental that IMPACT Selling ® teaches is how sales reps can make their first impression a good one. They are interested in hearing expert opinions, industry insight, and anything that may guide them as they make business decisions.

Decision-making 83

Decision-making Sales Training Media Publishing 83

Arpedio

APRIL 15, 2024

By establishing a strong alignment between these two departments, organizations can ensure that marketing materials, messaging, and content are tailored to meet the needs of the sales team and ultimately drive revenue. One of the key benefits of sales enablement is its ability to align marketing and sales efforts.

Sales Training 52

Sales Training Sales Decision-making Account Planning 52

Revenue Storm

MARCH 14, 2023

Well, maybe not, because you may have been told one of the following buyer excuses: #1: “I am the decision maker.” – This is the classic of all deceptions. In a complex B2B sales cycle, there is rarely one decision maker. This can also be followed up with “…so I do not want you talking to anyone else.” 2: “I am very interested.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Mike Kunkle

MARCH 31, 2023

When many organizations develop competency models and assess their sales force, they often weave both methodology and competencies into the assessment, which they can do, because they have implemented a specific methodology. These organizations are just combining them. But the definitions in this post still hold true.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Hubspot Sales

MAY 24, 2023

You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process. In this article, you'll find what you can control and exactly how to do it. In this article, you'll find what you can control and exactly how to do it. Prepare to bring added value.

Decision-making 110

Decision-making Meetings Negotiation B2C 110

Nutshell

DECEMBER 20, 2023

Your team can keep conversations organized and filter out email threads that aren’t relevant to specific leads by easily routing emails to the right project in Nutshell. Learn about the three ways to use the emails on lead timelines feature in this support article.

CRM 71

CRM Artificial Intelligence Meetings Decision-making 71

Corporate Visions

AUGUST 6, 2020

Those campaigns generated interest, but at some point, there was always that handoff to Sales, who would ultimately guide the buyer toward a decision. In other words, nearly two-thirds of your buyers’ decision-making process was happening without any input from your sellers. Then, several years ago, it all started to change.

Marketing 90

Marketing Suppliers Decision-making Sales 90

Account Manager Tips

SEPTEMBER 28, 2022

You reveal too much of what is going on behind the scenes in your organization. Instead of supporting internal team decisions, you champion your client's cause. You don't worry about meeting new people. I love that you can create clips from your favourite episodes and make audio notes. You step out of line. You slack off.

Key Account Management 130

Key Account Management Account Management Management Publishing 130

ClearPoint Strategy

OCTOBER 22, 2021

In business, everyone talks about the importance of the strategy report : We can all agree it’s an essential document that provides an analysis of past performance and insight into the organization’s main objectives, strategies, and risks. In this article. Did you make progress toward your goals in the past month or quarter?

Decision-making 98

Decision-making Stakeholders Software Software 98

Arpedio

NOVEMBER 22, 2023

In this article, we will explore the benefits of effective stakeholder mapping and the steps required to conduct a successful stakeholder mapping process. Stakeholders can include a wide range of individuals, groups, or organizations, such as customers, suppliers, employees, shareholders, government agencies, and communities.

Stakeholders 52

Stakeholders Decision-making Innovation Business Growth 52

ClearPoint Strategy

DECEMBER 2, 2021

We put together this guide to help organizations like yours get more out of their KPIs. In this article. Here’s how we define KPIs : Key performance indicators (KPIs ) are the subset of performance indicators most critical to your business at the highest level of your organization. Chapter 1: A KPI Definition. Bounce rate.

Cybersecurity 105

Cybersecurity Decision-making Meetings Software 105

Hubspot Sales

NOVEMBER 28, 2023

In this article, we discuss how sales and marketing collaboration makes a difference and provide tips and tools for making this collaboration more efficient. Collaboration makes it possible for messaging to evolve based on real-time feedback. Table of Contents How can Sales and Marketing collaborate? Case studies.

Marketing 107

Marketing Sales Decision-making Prioritization 107