Mike Kunkle

AUGUST 8, 2023

It’s easy to prioritize quick wins over sustainable growth initiatives. This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Solution: Embrace a data strategy that prioritizes quality over quantity. Dashboards become mash-boards.

Sales 188

Sales Prioritization Innovation Leadership 188

Scovel

NOVEMBER 25, 2019

You have landed a meeting with a prospective buyer… The floor is yours…. All companies will not prioritize the same problem in a similar way. Be cognizant of a few buyers in the decision cycle. Then comes the next dimension, multiple buyers taking a joint decision. What can you do to make them open up with you?

Meetings 52

Meetings Decision-making Sales Prioritization 52

Upland

OCTOBER 17, 2023

Its many evolutions and the powerful AI of today make it an irresistible tool to many. Recorded phone calls, emails, and virtual meetings create mountains of data. Its content capabilities make it an indispensable tool for your sales team. Many writers use AI to spark ideas. Even musicians use AI to create catchy tunes.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Arpedio

APRIL 11, 2024

The adoption of AI in sales is paramount due to its profound impact on enhancing productivity, improving decision-making, and driving revenue growth. By harnessing AI capabilities, sales teams can make data-driven decisions, prioritize leads effectively, and deliver tailored experiences that resonate with prospects and customers.

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Mike Kunkle

AUGUST 30, 2023

They must show that they can make an impact with enablement and move the needle on the metrics that matter most. But there is much an enabler can do to lead the change projects, garner the support needed, and continue to nudge, push, cajole, and lead the way to making a business impact. But it’s all about behavior change.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Brooks Group

FEBRUARY 16, 2024

You need to stand out to make buyers want to do business with you. This blog post dives into how you can develop these three sales differentiation skills to set yourself apart. We arranged to meet at the store. The bottom 20% focus on two things: “How do I make my number?” I work at [new store].” I didn’t care.

Emotional Intelligence 84

Emotional Intelligence Sales Sales Training Decision-making 84

Arpedio

MARCH 5, 2024

Throughout this blog post, we’ll delve into the realm of account management strategies, exploring how businesses can leverage these techniques to not only retain clients but also to propel themselves toward long-term success.

Account Management 52

Account Management Management Client Relationships Prioritization 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. Unlike traditional sales approaches focused solely on closing deals, consultative selling prioritizes building long-term relationships and delivering genuine value.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Brooks Group

JANUARY 2, 2024

Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently. What makes successful salespeople isn’t just inherent abilities—it’s also their skill set. Let’s dive into the capabilities that make a salesperson truly exceptional and how to develop these qualities in your sales team.

Sales Training 93

Sales Training Decision-making Sales Communication 93

Brooks Group

MAY 14, 2024

When you take the time to actively listen and ask the right sales discovery questions , you gain valuable insights into their motivations, priorities, and decision-making criteria. They likely have budgeted funds available, the authority to make purchasing decisions, and an active project or pain point driving them to explore options.

Sales Training 91

Sales Training Decision-making Meetings Prioritization 91

Brooks Group

MARCH 25, 2024

Sales teams that don’t follow their sales process find it difficult to meet sales goals. IMPACT is a straightforward acronym representing the core stages of the sales process : Investigate, Meet, Probe, Apply, Convince, Tie-It-Up. This levels the playing field and makes sales cycles and revenue more predictable.

Negotiation 83

Negotiation Sales Training Decision-making Sales 83

Showpad

JUNE 6, 2022

Meet Tricia Westfall, a Senior Manager for the Sales Capability Planning & Enablement team at Kaiser Permanente. How do you make sure your sales teams are impacting customer conversations positively? Where do we find that value moment right at the beginning and bring it through the decision-making process?

Virtual Selling 52

Virtual Selling Decision-making Sales Digitalization 52

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships.

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

AchieveIt

DECEMBER 6, 2023

Daniel shares his insights into prioritizing, placing objectives over ideas, adaptability, and more. You have a lot of million-dollar ideas in theory, but it’s a matter of how you prioritize and execute them,” Daniel says. What makes us stand out amongst our competitors? How much strain will this put on resources?

Prioritization 52

Prioritization Profitability Decision-making Organization 52

Zendesk

FEBRUARY 17, 2022

Consumers aren’t always willing to make a purchase on a whim. And if you wait to interact with them until the end of their decision-making process, you’re missing out on profitable sales opportunities. Armed with that knowledge, they can adjust their sales strategy to minimize those pain points and meet their prospects’ needs.

Decision-making 98

Decision-making Media CRM Software 98

Arpedio

FEBRUARY 21, 2024

Whether you’re a seasoned sales professional or just dipping your toes into the world of sales analytics, this blog post will equip you with the knowledge and tools necessary to navigate the intricate realm of sales metrics with confidence and precision. Welcome to our comprehensive guide on mastering sales metrics.

Decision-making 52

Decision-making Sales Profitability Acquisition 52

SuperOffice

AUGUST 1, 2022

How many stakeholders usually take part in the decision-making process? Running a blog? Today, almost every B2B company has a beautifully designed website, which means your ability to present what you offer in the best possible way doesn’t affect prospects’ decisions much anymore. Score leads.

Decision-making 117

Decision-making Prioritization B2B Marketing 117

Hubspot Sales

APRIL 6, 2023

By optimizing your website for mobile use, you can meet consumers where they are. Below is a look of the platforms they used to make those purchases: Given the growing significance of social media in shopping, you should continue to optimize ecommerce for these platforms. Pro tip: Read more about social commerce in this blog post.

eCommerce 105

eCommerce B2B B2C Retail 105

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 Innovation Business Growth 52

Hubspot Sales

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. These steps add zero value to the buyer because all the information they get in these meetings can be found without a sales rep’s help. How do buyers decide whether the challenge or goal should be prioritized? Consideration.

Sales 138

Sales Decision-making Healthcare Value Proposition 138

Apptivo

FEBRUARY 7, 2023

This is so because it encapsulates the complete customer experience , from first learning about your company to finally making a purchase. Incidentally since many, if not most, do not make the purchase, the representation takes the shape of a Funnel. They enjoy the blog article and begin to regard you as a subject-matter authority.

Marketing 81

Marketing Decision-making Advertising Prioritization 81

Brooks Group

MAY 9, 2024

When you understand your customers better, you can offer solutions that meet their needs, making it more likely to close a sale. Strategic questioning should aim to uncover the prospect’s pain points, goals, decision-making process, and any potential objections or concerns they may have.

Sales 52

Sales Decision-making Sales Training Facilitation 52

DemandFarm

MAY 22, 2024

Not just that, over 150,000 companies globally depend on Salesforce for CRM services, with the US making up 62% of Salesforce customers. The software offers real-time market knowledge, decision-making capabilities, and advantages across your strategic account portfolio. Salesforce’s revenue reached approximately $31.25

Facilitation 52

Facilitation Key Account Management CRM Decision-making 52

Envisio

SEPTEMBER 29, 2023

In this blog post, we’ll explore the unique nature of strategic planning in small towns, and suggest 5 top strategic planning strategies that may benefit small towns in particular. Strategic Plans for Small Towns: What Makes It Different?

Energy and Utilities 52

Energy and Utilities Government Prioritization Decision-making 52

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Even under financial and emotional duress, strive to make calm, thoughtful, strategic decisions. When managing virtual meetings, it’s even more important to: Set call sales call objectives and back-up objectives.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

SBI Growth

JANUARY 5, 2014

Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Reps struggling to get in front of Decision Makers. INTERNAL MEETINGS. The greatest part of admin is spent on internal meetings. Again, your role it to ensure your team makes the number.

Sales Management 124

Sales Management Management Prioritization Decision-making 124

Hubspot Sales

OCTOBER 5, 2017

Leads: Potential customers who have expressed interest in our company or services through behaviors like visiting our website, subscribing to a blog, or downloading an ebook. Gatekeeper: Person in charge of communicating or preventing information from reaching a decision-maker; for example, receptionists or personal assistants.

Sales 144

Sales Decision-making Prioritization Media 144

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. At its core, it prioritizes building meaningful connections and fostering trust with customers. What is Relationship Selling?

Prioritization 52

Prioritization Communication Software Software 52

Apptivo

APRIL 11, 2023

This blog is the compass for every business that is in search of the best field services solution that fits their unique needs. Overall, field service management software helps to streamline the entire process , making it easier to complete. But, with so many options, how do they choose the best software for their specific needs?

Software 52

Software Software Decision-making CRM 52

PandaDoc

FEBRUARY 13, 2023

For example, you must make sure you’re avoiding silos. You might use document collaboration tools like PandaDoc, for instance, which make it easier for everyone to work together virtually. Make sure you identify important project stakeholders across your company at the beginning of the project.

e-Learning 91

e-Learning Brainstorming Decision-making Communication 91

Brooks Group

SEPTEMBER 27, 2023

Here are some tips you can use to reimagine your sales kickoff, while making it meaningful and relevant. Leverage Technology to Expand Who and When During the pandemic, many organizations were forced to hold fully remote or hybrid meetings. But prioritizing is important.

Brainstorming 52

Brainstorming Sales Meetings Prioritization 52

Brooks Group

OCTOBER 18, 2023

Best Practice #1: Deliver Structured Evaluation and Feedback Best Practice #2: Develop Skills With One-on-One Meetings Best Practice #3: Build a Culture With Team Meetings Best Practice #4: Observe Sales Professionals in Action Best Practice #5: Create Career Roadmaps What is Sales Coaching? Structure feedback.

Sales Management 81

Sales Management Management Sales Meetings 81

DemandFarm

APRIL 8, 2024

At the core of their ABS is an often-overlooked perspective–selling to the humans behind the steely structures that make up their accounts lists. Role changes, departures, new meetings and more, all these variables only end up making this task herculean. Org Chart 2.0: More Intelligent. More Effortless. More Intuitive.

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

Hubspot Sales

OCTOBER 29, 2018

In this blog post, we'll define the buyer's journey, and show you how to think through it when working prospects in your pipeline. Decision Stage: The buyer chooses a solution. The graphic below illustrates a sample buyer's journey for the simple purchasing decision of a doctor visit during an illness. Decision Stage.

Decision-making 110

Decision-making Prioritization Sales Training Meetings 110

Apptivo

FEBRUARY 20, 2023

The predictive scoring model assists you in prioritizing contacts with whom you interact by analyzing historical data and assigning a score to each contact based on factors such as job title, website behavior, and engagement with your company. Whitepapers, manuals, and webinars are examples of informational goods that make strong offers.

Management 103

Management Sales Software Software 103

KAM With Passion

NOVEMBER 11, 2020

By talking to each other and by making sure that conversations are meaningful to both parties. The evolution of social and economic parameters or business models and the disruption caused by the sanitary crisis do not make them less important. Then, the same meeting is used to jointly plan ahead. On the contrary.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Apptivo

JUNE 22, 2023

Now, let’s look at how this is possible in the rest of the blog. CRM is critical in sales management because it smoothly aligns processes, elevates customer connections, facilitates data-backed decision-making, fosters collaborative efforts, and optimizes sales performance. To begin, a grasp of CRM is required.

CRM 52

CRM Sales Management Management Software 52