Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. I hope this will contained to not-yet-profitable, seed-funded early-stage companies with burn-rate/runway issues, but as the recession gears up, it may spread. Strategy First. Solving Complex Business Problems.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Brooks Group

APRIL 23, 2024

This blog post takes a deep dive into the key benefits and drawbacks of the sales profession to help you make an informed decision. Commission-based pay and fluctuations in sales volume can make it challenging to predict your monthly or annual income. This can make it difficult to maintain a healthy work-life balance.

Sales Training 70

Sales Training Sales Decision-making Negotiation 70

Jermaine Edwards

APRIL 3, 2020

Regardless of the size, maturity or sophistication of your organisation, you can apply these ideas to protect your profits, reputation, relationships and revenues. This doesn’t mean it will be easy nor will you not have to make tough decisions. It just means the effort and tough decisions will be worthwhile.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

SBI Growth

AUGUST 26, 2012

When I ask about inbound marketing and what they are doing about content marketing, things like publishing a blog , their eyes glaze over. In other words, content marketing is communicating with your customers and prospects without selling. Let’s take a closer look at blogs and why they are so effective in producing leads.

Advertising 122

Advertising Media B2B Decision-making 122

MDI Training

MARCH 4, 2024

Beyond the Horizon: GenAI and Ethical Leadership In this blog post, keynote speaker Bailey Parnell gives us a few snippets of her exciting keynote speech at our upcoming Leadership Horizon event. Beyond the Horizon: GenAI and Ethical Leadership Prefer to listen to the article? Click below to access our AI speech-generated audio.

Leadership 59

Leadership Digital Transformation Co-Creation Artificial Intelligence 59

Red Star Kim

OCTOBER 16, 2023

Some were focused on specific sectors such as agriculture, sports and not-for-profit and others had a more international focus (particularly the Caribbean and Middle East). And the problem was compounded with extraordinarily long lead times for sales through complex decision-making processes in professional services.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

JUNE 15, 2023

or profits greater than £150000), active and inactive companies with up to 10 years’ of financial data. profit, growth and core legal services) How can Nexl help law firms execute their Strategic Account initiatives? (no-data-entry 200,000 companies with turnover or shareholder funds over £1.5m Why do law firms needs SAM?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Brooks Group

MARCH 6, 2024

But these measurements alone don’t give sales leaders enough information to make good decisions that improve performance. A high call-to-close ratio indicates strong sales skills and effective communication, while a low ratio may indicate a need for additional training or support. Choose KPIs that fit these three criteria: 1.

Organization 88

Organization Account Management Sales Sales Training 88

Strategic Communications

JUNE 29, 2021

that this answer can make the most sense: “Yes, there are definitely times when giving your work?or When you’re passionate about a particular not-for-profit and want to provide your services to them as part of your corporate social responsibility (CSR) efforts. And, perhaps, it is in comparing the two ? or your products?away

Advertising 84

Advertising e-Learning Decision-making Small Business 84

Hubspot Sales

JULY 7, 2023

In this blog post, we'll explore why some sales teams are investing in AI, why others aren't, and which companies are leading the way in AI adoption. AI makes prospecting efforts more effective. However, not all sales teams are investing in AI, as many people have mixed feelings about incorporating the newfound tech.

Artificial Intelligence 117

Artificial Intelligence Emotional Intelligence Sales Decision-making 117

Arpedio

JANUARY 9, 2024

Elevating Account Management Through Metrics and KPIs Explore ARPEDIO's Account Management Software ← Back to blog As companies strive to build lasting relationships with their clients, the need for effective Account Management strategies and tools becomes paramount. Proactive Issue Resolution: Metrics act as an early warning system.

Account Management 52

Account Management Management Client Relationships Account Planning 52

Arpedio

NOVEMBER 22, 2023

Unlock Business Potential with Effective Stakeholder Mapping Improve your critical stakeholder relationships ← Back to blog As businesses strive to achieve growth and success, many overlook the untapped potential of effective stakeholder mapping. This can lead to increased customer satisfaction, loyalty, and retention.

Stakeholders 52

Stakeholders Decision-making Business Growth Innovation 52

Arpedio

FEBRUARY 22, 2024

In this blog post, we’ll delve into the intricacies of consultative selling, exploring its core principles, the step-by-step process, and strategies for success. Throughout this blog post, we’ll explore how you can master the art of consultative selling and unlock new levels of success in your sales endeavors.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

PandaDoc

DECEMBER 9, 2022

No company will ever get it right all at once, which makes it so important to iterate and experiment with various approaches. At its core, there is a huge benefit in making your pricing strategy more dynamic and value-focused for a more interactive relationship with markets. Not relying on data for your pricing decisions.

Profitability 52

Profitability Decision-making e-Learning Retail 52

PandaDoc

MAY 8, 2024

Which approach and tools should you implement to make the most of this potential? Selling to small and medium businesses is different from B2C deals, where people are ready to make a purchase without extra persuading. In the U.S. alone there are about 33.2 million small businesses , which constitutes up to 99.9%

B2C 52

B2C Small Business Sales Decision-making 52

Red Star Kim

JULY 11, 2022

Communication and education are required to manage expectations and promote enthusiasm and momentum. There are lots of articles on internal communications, buy-in and stakeholder engagement. For example: Internal communication – Why, how and what (kimtasso.com). Prioritise action. Prepare integrated campaigns.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

PandaDoc

AUGUST 29, 2022

There are two common goals that exist when we speak about the finalizing of the sales process: To make it as fast as possible. This truly makes the magic happen: instead of days spent answering from scratch, you can get the same result in minutes. This way can seriously unify your communications, shortening pauses between both parties.

Negotiation 98

Negotiation Decision-making Stakeholders e-Learning 98

Brooks Group

AUGUST 28, 2023

Value-based selling is a sales approach that focuses on giving value to prospects and customers throughout their decision-making process. They are also more likely to make an investment sooner and with a larger amount of money. It’s cutting into our profit margin substantially. What Is Value-Based Selling?

Sales 63

Sales Suppliers Decision-making Sales Training 63

Jermaine Edwards

MARCH 17, 2020

Companies like Hubspot, Mckinsey and Apple say they get benefits from evaluating their customer life cycle to: Increase customer profitability. In this blog for each of the eight steps of the full life cycle management, I’ve shared a specific question and action to guide how you can discuss this internally and then apply it.

Customer Life Cycle 130

Customer Life Cycle Key Account Management Decision-making Innovation 130

Brooks Group

JUNE 12, 2023

Here are 9 real-world sales negotiation skills your salespeople need to master to avoid price concessions and protect profit margins. Talk to the Right People Nothing is more disheartening than settling on a deal with a prospect, only to find out they don’t have the final say in the decision-making process.

Negotiation 64

Negotiation Sales Decision-making Suppliers 64

OnStrategyHQ

APRIL 24, 2023

But before we do, putting great measures together and making sure they work well for you, you need to have these four attributes. They tell you whether you’re making progress, and ultimately, we want to make progress against our strategy. So let’s make sure they’re really good. And then frequency.

Profitability 105

Profitability Publishing CRM Insurance 105

Apptivo

MAY 31, 2023

” In this blog, one can hope to debunk the concept of sales funnels and provide insider secrets for creating a highly effective one that delivers exceptional sales growth. A sales funnel is a graphic representation and concept that depicts the customer journey from the earliest step of awareness to the last stage of making a purchase.

Sales 52

Sales Decision-making Advertising Media 52

Arpedio

FEBRUARY 27, 2024

In this blog post, we will delve into the principles, strategies, and benefits of relationship selling, exploring how it can drive sustainable business growth and foster enduring customer relationships. The Role of Trust and Communication in Relationship Selling At the heart of relationship selling lies trust and effective communication.

Prioritization 52

Prioritization Communication Software Software 52

Agile CRM

FEBRUARY 11, 2021

It is no longer about making a sale because long gone are the days when customers obliged to simple product advertisements and sales catalogs. Furthermore, it is about promptly responding to their communication efforts and delighting them in every way possible. Customer relationships are at the heart of every business.

CRM 98

CRM Decision-making Digitalization Profitability 98

Red Star Kim

JUNE 16, 2022

Alongside generating new business directly from clients and developing existing client relationships, referrer management was seen as vital to generate revenue and profit – particularly for those reliant on commercial transactions in B2B and consumer clients in B2C. See also: Internal communication – Why, how and what (kimtasso.com).

Management 130

Management Key Account Management Digitalization Communication 130

Hubspot Sales

NOVEMBER 28, 2021

It can see the blogs they read, the emails they opened, the pages on the website where they lingered. Plus, they can set notifications as to when they need to follow up with prospects, and make notes of personal information they receive during an interaction, so they can personalize the next conversation. Increase Teamwork.

CRM 129

CRM Communication Decision-making Profitability 129

Mike Kunkle

NOVEMBER 30, 2018

Relationship selling (not dead by any means; people make decisions emotionally). And, how to work more effectively with people whose personality type, working style or communication preference is different than yours (a form of adaptive selling in a multi-threaded deal, that is helpful for enterprise-level B2B complex selling).

Profitability 130

Profitability Publishing Manufacturing Negotiation 130

SuperOffice

AUGUST 1, 2022

Time passes and you notice that it takes you a lot of effort to convert and serve new customers, yet your profits grow rather slowly. How many stakeholders usually take part in the decision-making process? Running a blog? Instead, 81% of customers say they need to trust a brand to make a purchasing decision.

Decision-making 117

Decision-making Prioritization B2B Marketing 117

Arpedio

MAY 10, 2023

Why Key Account Management is Essential for Business Success ← Back to blog In today’s fast-paced business world, simply acquiring new customers isn’t enough – you need to keep them coming back for more. That’s where Key Account Management (KAM) comes in. Key Account Management vs. Strategic Account Management: What’s the Difference?

Key Account Management 52

Key Account Management Account Management Management Profitability 52

Brooks Group

JUNE 27, 2022

Whether you’re negotiating with a potential customer or working out the details of a contract, being able to negotiate effectively can make the difference between success and failure. Always be clear about your intentions and the type of deal you are willing to make. Negotiation is not easy. Why is Sales Negotiation Important?

Negotiation 88

Negotiation Emotional Intelligence Sales Profitability 88

PandaDoc

APRIL 17, 2024

Also, it makes it easier to pay contractors accurately and in a timely manner. This is vital in an increasingly digital world as it makes it easier to organize and review necessary documentation. You should make all relevant regulations and policies available to contractors. This is crucial when working on government contracts.

Software 52

Software Software Management Construction 52

PandaDoc

APRIL 17, 2024

Also, it makes it easier to pay contractors accurately and in a timely manner. This is vital in an increasingly digital world as it makes it easier to organize and review necessary documentation. You should make all relevant regulations and policies available to contractors. This is crucial when working on government contracts.

Software 52

Software Software Management Construction 52

ProlifIQ

JUNE 21, 2023

In this blog post, we will explore the ROI of account planning, define what an account plan entails, discuss its role in sales success, and provide valuable insights backed by trusted sources such as Gartner and Forrester. One such strategy that has proven to deliver impressive returns is account planning.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Apptivo

MAY 26, 2023

Tips to effectively communicate sales targets to your team 6. This knowledge helps businesses set sales goals that make sense and can be achieved given the market conditions. Business Objectives Make sure sales goals match the big picture. Feedback and communication Join hands with the sales team!

CRM 52

CRM Sales Profitability Communication 52

DemandFarm

MAY 2, 2024

For a sales team, relationship management is essential in nurturing potential customers and onboarding new clients, and utilising effective customer communication techniques, such as consistent and reciprocal communication, can help achieve this. The global Customer Relationship Management market is projected to grow from $71.06

Management 40

Management Banking CRM Profitability 40

Hubspot Sales

DECEMBER 8, 2017

Profit Story. 5) Profit Story. Calculate this along with a slew of other profit-based metrics with Profit Story. If your organization uses an eSignature system such as DocuSign or Adobe EchoSign, make sure to download the corresponding mobile app to enable prospects to sign wherever, whenever, and however.

CRM 145

CRM Profitability Sales Meetings 145

Brooks Group

NOVEMBER 10, 2023

At the same time, deals take longer to make their way through the sales process than they used to. But if a buyer is not ready to make a deal, there’s nothing that can make it happen any quicker. Sales teams can close more deals in the same amount of time, resulting in higher profits. That’s true in any sales landscape.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52