Brooks Group

FEBRUARY 10, 2025

B2B buying groups are larger than ever. Ten to fifteen years ago, a seller could huddle up with three or four decision makers and quickly decide on a purchase. Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. Multiple factors are driving this change.

B2B 52

B2B Emotional Intelligence Stakeholders Value Proposition 52

PandaDoc

DECEMBER 19, 2022

B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. You’ll also find a roster of valuable prospecting techniques and an in-depth look into what makes for a good prospective customer. B2B sales prospecting in a nutshell.

B2B 98

B2B Sales Decision-making Publishing 98

Nutshell

MARCH 15, 2021

Sales multithreading is the process of connecting with multiple stakeholders at the companies you hope to sell products and/or services to. To find success with this approach, you simply pinpoint the decision-maker at a company, build a relationship with them, and make them an offer they can’t refuse. More closed deals.

Sales 141

Sales Stakeholders Decision-making Facilitation 141

Hubspot Sales

JUNE 5, 2023

In a B2B Sales role, you'll hear variations of "People buy based on emotion and then use logic to rationalize the decision" hundreds of times or more across your career — and for good reason. For example, he calls out that emotions can impact a buyer’s perception of value and their willingness to take risks.

Value Proposition 120

Value Proposition Decision-making B2B Sales 120

Red Star Kim

JULY 11, 2022

There are lots of articles on internal communications, buy-in and stakeholder engagement. Animal magic of buy-in and stakeholder engagement (Video) (kimtasso.com). Ten top takeaways on stakeholder engagement and buy in (kimtasso.com). None for size of business, size of transaction, decision-making, nature of buyer).

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

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. Therefore, your opportunity should stand out as the best choice for all stakeholders involved. #2:

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Arpedio

OCTOBER 11, 2021

The KAM must manage a program and lead the business strategy across internal stakeholders and the value co-creation with the stakeholders at their key accounts – not a trivial endeavor. Basic alignment on value drives priority, success, and a long-term partnership. SAM is a journey. It's not a one-time project.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Red Star Kim

JUNE 7, 2023

Marketing strategy is the most undervalued skill by businesses, marketers say (marketingweek.com) Value Disciplines: Customer Intimacy, Product Leadership and Operational Excellence When discussing value propositions and competitive positioning at the workshop, we considered the relevance of Treacy and Wiersema’s three strategic choices.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

ProlifIQ

OCTOBER 30, 2024

With kam techology , you can: Centralize Account Information : Make sure the critical information about an account is clean and in one place. Capabilities of KAM Technology Solutions That A Company Needs Map out stakeholders by location, business unit, or job function.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Red Star Kim

OCTOBER 24, 2022

This article is a reminder of the key points valued by the delegates: Nine insights: Sales processes and selling skills for targeting and meetings. Numerous B2B (and B2C) sales processes were considered – from proprietary sales frameworks to firm-specific processes. Behaviour in sales meetings). Sales process. Portfolio management.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Red Star Kim

MAY 11, 2023

Brands have attributes, values and personality – customers will perceive or make associations with a brand that can be positive or negative. Google ZMOT (Zero Moment of Truth) describes this less as a journey and more as a flight map: Zero moment of truth (ZMOT) decision-making moment – Think with Google.

Management 130

Management Co-Creation Publishing Leadership 130

Brooks Group

AUGUST 6, 2024

OEMs and distributors need to be even better sellers now, understand value, and know what’s important to the customer. Sales professionals in B2B industries can use a value-based selling approach to overcome pricing conditions and margins that have changed to your detriment.

Manufacturing 93

Manufacturing Supply Chain Value Selling Sales 93

Arpedio

FEBRUARY 22, 2024

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. This key decision-maker has the authority to approve the purchase and allocate resources accordingly.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Brooks Group

MARCH 21, 2024

Needs & Buying Process = 2nd Most Effective In addition to understanding the buyer’s needs, this approach explores their buying process, decision-making criteria, and potential roadblocks or objections. or, “What makes that particular issue challenging?” But the most successful teams use the best approach: needs and wants.

Sales 95

Sales Sales Training Decision-making Value Proposition 95

Arpedio

FEBRUARY 26, 2024

Importance of TAS in Modern Sales Strategies In an era where buyers are inundated with marketing messages and sales pitches, gaining the attention and trust of key decision-makers within target accounts is paramount.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Openview

MAY 1, 2018

Salesforce.com released B2B sales data that shows, on average, only 13% of leads convert to opportunities and the conversion rate from opportunity to deal is even lower—only 6% of opportunities convert to deals. Let’s take a look at 3 of those biggest factors: Factor #1: The Solution’s Value Wasn’t Properly Established Up Front.

Negotiation 66

Negotiation Value Proposition Stakeholders Sales 66

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 also enables them to tailor their approach and value proposition to address the specific needs and pain points of the account.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Arpedio

NOVEMBER 7, 2022

The Sales MBA at a glance – How to Educate B2B Sales Reps for Maximum Success. ? In today’s modern economy, we see a great demand for highly skilled sales professionals – and knowing how to influence key decision makers can determine whether you make it or break it. B2B Sales: A Combination of Psychology and Strategy.

B2B 52

B2B Sales Decision-making Account Management 52

Arpedio

NOVEMBER 7, 2022

The Sales MBA at a glance – How to Educate B2B Sales Reps for Maximum Success. ? In today’s modern economy, we see a great demand for highly skilled sales professionals – and knowing how to influence key decision makers can determine whether you make it or break it. B2B Sales: A Combination of Psychology and Strategy.

B2B 52

B2B Sales Decision-making Account Management 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

Nutshell

JUNE 22, 2019

can make them resist adopting one that better suits their needs. It’s not enough for you to find the CRM with the right features at the right price ; to implement these changes effectively, it’s crucial that your team wants the change, and that they’re right there with you on the value of learning a new way to do business.

CRM 93

CRM Software Software Decision-making 93

Brooks Group

MARCH 7, 2024

Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable. This makes it far more likely they will listen to you—and that you’ll make the sale. They make buying decisions about products and services they don’t personally use.

Procurement 73

Procurement Management Decision-making Sales Training 73

DemandFarm

OCTOBER 23, 2024

This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs. Compared to small or mid-sized business (SMB) sales, enterprise sales typically entail a longer decision-making process, more resources, and more stakeholders.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Hubspot Sales

AUGUST 21, 2023

To make the process easier to navigate, I’m going to walk you through everything you need to know to build a killer go-to-market strategy in this article. This guide can be used for startups, B2B businesses, and virtually any new venture you plan on launching. These people make up what is called the "buying center."

Marketing 98

Marketing Brainstorming Advertising Decision-making 98

ProlifIQ

NOVEMBER 9, 2022

Why You Should Care: The data shows that in most B2B selling trends, the prospect is now approaching potential vendors much later than they have in the past. Only then can you put together a true value proposition for each unique buyer. Here is where account planning can really make or break your selling strategy.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

DemandFarm

JULY 30, 2024

Using the MEDDIC framework, the duo increased sales from $300 million to $1 billion in four years, making it a unique success story in the history of technology for the PTC sales organization. Managing a B2B sales process can often feel the same way –complex and frustrating. What is MEDDPICC?

Decision-making 40

Decision-making Value Proposition Sales B2B 40

ProlifIQ

JUNE 21, 2023

Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Role of Strategic Account Management in B2B Organizations The strategic account management team plays a vital role in executing the account plans, and management, and driving success. But where do companies often have gaps?

Account Management 52

Account Management Management Account Planning Stakeholders 52

DemandFarm

NOVEMBER 27, 2024

Case Study Example: Consider a B2B tech company that adopts RevOps and integrates its CRM system across departments. Key accounts often contribute significantly to revenue, making real-time insights into customer health, segmentation, and engagement vital.

Artificial Intelligence 40

Artificial Intelligence Key Account Management Decision-making Account Growth 40

ProlifIQ

APRIL 21, 2023

such as identifying key accounts, developing comprehensive account plans, using data to drive decisions, communicating effectively with customers, and collaborating with internal teams. Such as the account’s goals and objectives, their needs and pain points, the business’s value proposition.

Account Growth 52

Account Growth Account Planning Key Account Management Account Management 52

Arpedio

JULY 12, 2023

And what is it about them that makes them such a good fit? You can think of it like this: Marketing creates the initial demand and interest after which account-based selling activities take over to build relationships, engagement and consensus among the stakeholders involved in the buying decision.

Marketing 52

Marketing Advertising Decision-making Communication 52

PandaDoc

JULY 9, 2024

Key takeaways Enterprise sales software gives your business a stamp of credibility, especially when you work with high-value corporations and businesses. Salespeople and stakeholders can rely on enterprise sales solutions to make data-guided decision-making and forecasting. Be there, be first.

Software 52

Software Software Negotiation Sales 52

Arpedio

JULY 11, 2022

If you’re doing B2B sales – whether you’re aware of it or not – you’re most likely already doing account-based selling, hence ‘business to business’. And if you keep working on your stakeholder relationships , best case scenario, you might even reach a point where they’ll be doing the selling for you.

B2B 52

B2B Account Management Customer Success Leadership 52

SBI

OCTOBER 10, 2019

Transforming Sales: How to Make Your Way of Selling Into Your Competitive Advantage. Define your customer segments, value proposition, and sales strategy. Train your sales managers and make sure that they can coach well. Make sure they have the best tools available (not just a digital Rolodex).

Value Proposition 39

Value Proposition Sales CRM Decision-making 39

Arpedio

MARCH 27, 2023

This includes everything from identifying and qualifying leads, to tracking touchpoints and communications with prospects, to forecasting potential sales, to finally analyzing data to make your sales process even more efficient. Value Proposition 4. Identify Decision Makers 5. Prospecting 2. Qualification 3.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

This includes everything from identifying and qualifying leads, to tracking touchpoints and communications with prospects, to forecasting potential sales, to finally analyzing data to make your sales process even more efficient. Value Proposition 4. Identify Decision Makers 5. Prospecting 2. Qualification 3.

Software 52

Software Software Management Sales 52

SBI

OCTOBER 15, 2019

Explains the value proposition, product positioning, and competitive analysis. Normally, when sales departments train, they make use of demos, mentorships, shadowing or similar methods – which are all prone to human error. There could be similar stakeholders in charge of purchase decisions. Improves training.

Sales 40

Sales Value Proposition Onboarding Stakeholders 40

LinkedFusion

SEPTEMBER 2, 2024

Research on LinkedIn for B2B Sales: How to Use LinkedIn for In-Depth Prospect Research When it comes to B2B sales, LinkedIn is your secret weapon for prospect research: Profile Insights: Analyze a prospect’s LinkedIn profile to tailor your pitch. Example: “Helping B2B Tech Companies Scale with Strategic Sales Solutions.”

Sales 40

Sales B2B CRM Decision-making 40