DemandFarm

MARCH 31, 2023

The world of B2B selling has transformed dramatically in recent years, as the shift towards digitalization has changed the way businesses interact with one another. The leadership team plays a big role in creating an impression that as a business it is vital to understand all the stakeholders in the buying process.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Your prospect lacks budget authority.

Decision-making 72

Decision-making Logistics Supply Chain Suppliers 72

PandaDoc

NOVEMBER 25, 2022

Probably the most popular approach to complex B2B sales, solution selling has been around for decades. LinkedIn advertising allows precise targeting, meaning you can contact the decision-makers directly and lower the costs of customer acquisition. Procurement departments are better at determining the company’s needs.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

DemandFarm

AUGUST 31, 2023

Data is the IQ and knowing what to do with it, or understanding the humans that make decisions based on that data is EQ. ” – ( Snippets from episode #11 of The Shift podcast ) The tools have changed, but the core remains the same. This empowers them to be more strategic, build relationships and align stakeholders effectively.

Digitalization 52

Digitalization Retail Sales Decision-making 52

Showpad

MAY 24, 2022

B2B buyers aren’t going to tolerate old-school selling. A single stakeholder rarely makes B2B purchases anymore. Multiple people weigh in, from leaders to end-users to procurement and financial partners. The B2B journey is partially self-guided. And right now, sales needs your help. Digital-first.

Procurement 52

Procurement Sales Analytics e-Learning Digitalization 52

Showpad

APRIL 25, 2022

There are so many content formats out there for B2B go-to-market teams: email, ebooks, videos, blog posts, podcasts, infographics …. And today, some of the most compelling B2B content is digital and interactive—which engages buyers far more than a static PDF can. procurement folks. Buyers appreciate that. Who’s got the time?

B2B 52

B2B Stakeholders Procurement Digitalization 52

Hubspot Sales

AUGUST 7, 2018

Understanding the reasons why a prospect became a customer, opted for the competition, or made no decision at all makes your sales process all the stronger for future bids. Just make sure not to ask all of them -- in-person interviews should be no longer than 15-20 minutes.). Did you define your decision criteria?

Procurement 76

Procurement Decision-making Logistics Stakeholders 76

Account Management Skills

FEBRUARY 20, 2023

Katherine Strachan is the founder of CopyHouse , an award winning B2B content marketing agency for fast growing FinTech and Tech brands. So I would say it really depends and that people should think, hard and long, about what they want in their life and what they want in their career, and then make the decisions appropriate for that.

Stakeholders 52

Stakeholders B2B Decision-making Marketing 52

SuperOffice

DECEMBER 21, 2021

But for businesses in construction, IT and manufacturing, there are additional aspects of CRM that can make daily tasks simple. So, what makes CRM any different? This doesn’t make it easy to distinguish meaningful information from the noise. Speed and accuracy are critical when it comes to making tough business decisions.

Construction 75

Construction Manufacturing CRM Supply Chain 75

SmartKarrot

SEPTEMBER 1, 2022

In this write-up, I will first explain what makes enterprise clients different and then take you through the all-important enterprise sales terminology that every B2B SaaS company should know. What makes enterprise clients different? . Important enterprise sales terminology that every B2B SaaS company should be aware of.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10

Hubspot Sales

JUNE 13, 2018

If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. Features are more important to users than decision makers. Benefits have the highest influence over the purchasing decision, but only when presented near the end of the sales conversation. Would X make it simpler to achieve [positive event]?

Procurement 145

Procurement Decision-making Meetings Publishing 145

Account Management Skills

AUGUST 24, 2021

With the account management world, you do it based on the commitments you’re making to your customers. I’m updating internal and external stakeholders, and all that sort of stuff. So in the B2B world, 70% of your revenue every year comes from existing customers, only 30% comes with new customers.

Account Management 98

Account Management Management Account Planning Co-Creation 98

SBI

NOVEMBER 7, 2019

The unification of two essential pillars in the marketing technology stack will also offer comprehensive insights and data for marketers to make full-scale, intelligent improvements to their entire content investment. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20