Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! Key decision makers often include: C-Suite executives : High-level executives such as CEOs, CFOs, or CTOs who oversee strategic decision-making within the organization. The B2B buying journey is getting longer and more complex.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

OnStrategyHQ

DECEMBER 21, 2023

Your strategic plan is like a flight of stairs. A gap analysis is not merely a 2-step process that focuses on where the organization is now versus where you want it to be in the future, but a fully thought-out action plan to elevate your organization. Implement a change management process.

Software 52

Software Software Construction Organization 52

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. Ready to streamline your account planning?

Account Management 52

Account Management Management Client Relationships Account Planning 52

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

DECEMBER 2, 2022

It was a full house at November’s PM Forum workshop for Proactive Marketing and Business Development Executives. Many management teams I speak to express a desire for their M&BD Execs to be more proactive – which takes time, tact and the confidence to think ahead and adopt a more advisory approach. What stops us being proactive?

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Hubspot Sales

JUNE 1, 2021

Your organization's broader goals can't be achieved all at once. Operational objectives are often confused with strategic objectives — longer-term, organizational goals that can guide an operations team's immediate plans and actions. Everybody get on it!" You can't exactly wing business-wide objectives.

eCommerce 89

eCommerce Onboarding Prioritization Publishing 89

OnStrategyHQ

JANUARY 19, 2024

This is the age of Artificial Intelligence – and as the world grapples with using generative AI models contextually inside their organizations, we’re here to help explore how to use AI practically and incorporate it into your next strategic planning process. However, it cannot design an entire strategic plan for you.

Artificial Intelligence 52

Artificial Intelligence Organization Media Decision-making 52

AchieveIt

MARCH 22, 2023

Corporate strategic planning is essential to businesses and one of the basics of a business plan. However, setting strategic goals is more complex than writing them down during a board meeting. In This Article What Is Corporate Strategic Planning?

Software 52

Software Software Communication Organization 52

OnStrategyHQ

APRIL 24, 2023

As your organization begins to sketch out what your strategic plan might look like, it’s likely to come to your attention that you’ll need to gain consensus around what your key performance indicators will be and how they will impact your organization. So KPI’s answer the quantifiable piece of your goals and objectives.

Profitability 105

Profitability Publishing CRM Insurance 105

Brooks Group

OCTOBER 18, 2023

Unfortunately, many sales leaders may be aware that their managers need to spend more time coaching, but formal programs tend to be poorly executed or non-existent. Just 42% say sales managers at their organization are actually held accountable for providing good coaching. No one likes to feel that their behavior is under scrutiny.

Sales Management 79

Sales Management Management Sales Meetings 79

AchieveIt

JANUARY 16, 2024

In the modern business environment, implementing a successful change management strategy is crucial. A good change management strategy includes methods, strategies, and plans for smoothly adopting new initiatives. By using this multi-faceted approach, teams and individuals can work towards defined goals and constructive changes.

Management 52

Management Decision-making Leadership Facilitation 52

PandaDoc

APRIL 25, 2023

A sales plan is a roadmap that outlines your business’s strategy for selling its products or services. Acting as an essential tool for businesses of all sizes and in all industries, a robust sales plan helps to identify sales goals, target markets, and sales tactics to achieve those goals. What is a sales plan?

Sales 52

Sales Government Business Planning CRM 52

AchieveIt

FEBRUARY 9, 2023

These factors focus your team and align tasks toward achieving your goals. Each critical success factor lays a solid foundation for future business development. Your business must achieve these high-level goals to meet your strategic objectives. The critical success factors of a business are crucial to its success.

Stakeholders 52

Stakeholders Suppliers Communication Innovation 52

Red Star Kim

APRIL 12, 2023

Just before Easter I spent a day facilitating the popular PM Forum training workshop “The Proactive M&BD Executive”. It’s great that people have a vested interest but it can be hard to manage and get a final sign off”. Detailed delegate poll results and feedback are shown towards the end of the post.

Media 130

Media Marketing B2C Stakeholders 130

Brooks Group

OCTOBER 25, 2023

Exceptional sales management is key to an organization’s success—yet the role of a sales manager is one of the most challenging. It’s not that sales managers don’t want to lead effectively. But many simply haven’t gotten the training, support, or knowledge they need to help their team succeed.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Brooks Group

DECEMBER 20, 2023

As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics. In a landscape where intuition must be complemented by concrete evidence, sales metrics empower managers to make informed choices.

Sales 93

Sales Decision-making Sales Training Sales Management 93

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. Table of Contents 1. What is Sales Coaching? Sales Coaching Examples​ 5.

Sales 52

Sales Account Management Stakeholders CRM 52

PandaDoc

APRIL 21, 2023

Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value. Let’s examine what strategic account management is and the best ways to approach it.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

DemandFarm

OCTOBER 4, 2023

Sales opportunity planning is a complex process that entails following several steps and requires a comprehensive guide. It’s built around a multi-step sales cycle with several stages that include research, qualification, and strategy development.

Value Proposition 52

Value Proposition Sales Negotiation Meetings 52

Apptivo

MAY 26, 2023

The benefits of setting a sales target 3. Things to consider before placing a sales goal 4. How to set realistic sales targets for your sales team? A sales target is a specific goal or objective set by a company or individual to achieve a predetermined level of sales within a given time period.

CRM 52

CRM Sales Profitability Communication 52

SalesGlobe

JUNE 28, 2022

One significant benefit of a mentorship program is providing access to a diverse set of employees to the leadership team. One significant benefit of a mentorship program is providing access to a diverse set of employees to the leadership team. Development. Consider connections beyond the first line manager. Investment.

Marketing 52

Marketing Leadership Innovation Organization 52

Apptivo

JULY 4, 2023

Footnotes A company sets its sights on expansion, ready to conquer new horizons. But to ensure they’re heading in the right direction and making the most of their sales efforts, they need a compass, a guiding light. These metrics not only fuel the sales team’s success, but also hold them accountable for their actions.

Sales 52

Sales Profitability Sales Management Sales Training 52

DemandFarm

MAY 12, 2023

The management team quickly realized that they were facing a number of obstacles in their quest for global presence. This is where Global Account Management (GAM) comes into play. Intrigued by the potential benefits, the company’s management team decided to give GAM a try. What is Global Account Management?

Global Accounts 52

Global Accounts Account Management Management Logistics 52

Strategic Communications

NOVEMBER 11, 2021

Shouldn’t these two functions be closely aligned to most effectively achieve the revenue and ROI goals of the organization? Brown believes that the need for alignment between marketing and sales is higher than ever in the digital environment, where the face-to-face intimacy of communication in traditional sales settings is lacking.

Marketing 52

Marketing Co-Creation e-Learning Sales 52

PandaDoc

OCTOBER 3, 2023

Machine learning and artificial intelligence can handle them: analyze tons of data and make strategic predictions, cover multiple communication channels, provide valuable advice, and automate most of your routine tasks. Sales enablement software remains vital for managing sales activities efficiently. Try now What is AI in sales?

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52

AchieveIt

AUGUST 2, 2023

We spoke with Joe Rafter , Vice President at Capgemini , who shared the key ingredients for a successful business strategy: authentic leadership, tailored action, resilience, and self-awareness. Strategy development vs. strategy execution As a practiced strategy expert, Joe focuses on transformation.

Leadership 52

Leadership Decision-making Digital Transformation Organization 52

Apptivo

MAY 26, 2021

So, in this blog, Apptivo has brought the main steps and best practices to the CRM planning process in your business for a successful implementation. It helps businesses in managing different business aspects such as marketing, sales, inventory management, customer support, etc.

Management 52

Management CRM Software Software 52

Hubspot Sales

SEPTEMBER 12, 2018

The more opportunities in your pipeline, the more likely you are to reach or exceed your revenue goals. Growing a healthy pipeline is possible through careful assessment and management. In this guide, you'll learn everything you need to know about sales pipeline management, including: Sales Pipeline Definition.

Sales 142

Sales Negotiation Decision-making CRM 142

Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Arpedio

MARCH 7, 2022

Back to blog. For key or strategic accounts, does it matter if marketing works with sales? So, why do so many strategic/key account management (SAM/KAM) programs not integrate with ABM? Dominique is on the board of Strategic Account Management Association (SAMA), and leads the SAMA ABM Academy.

Co-Creation 52

Co-Creation Account Management Account Planning Key Account Management 52

PandaDoc

JULY 11, 2022

When you find the right candidate and you’re prepared to invest in their personal development, it makes sense to keep them on your team as long as possible. Behind almost every successful business is a successful sales team. Unfortunately, the art of hiring great sales reps is often overlooked. Let’s get to it. How to hire sales reps.

Sales 52

Sales Emotional Intelligence Decision-making Software 52

DemandFarm

OCTOBER 12, 2023

There is no one-plan-that-fits-all and the methodology you select must align with your organization’s mission, targets and needs. MEDDIC MEDDIC is a B2B sales methodology that was developed by Jack Napoli and Dick Dunkel in the 1990s. The success of sales is intrinsic to the long-term health of any organization. When to use MEDDIC?

Decision-making 52

Decision-making Sales B2B Key Account Management 52

Apptivo

OCTOBER 7, 2022

If you fail to plan, then you are planning to fail,” said Benjamin Franklin – arguably the leading intellectual of his time. Plans and strategies are vital for the growth and success of any business. Many sales techniques we use are not sales strategies neither can they be construed to be a plan. Introduction. “If

Sales 19

Sales Sales Training Customer Experience CRM 19

SmartKarrot

MARCH 8, 2022

Her blog posts continue to serve as a valuable resource for people who seek to understand and master customer success processes. Her blog posts continue to serve as a valuable resource for people who seek to understand and master customer success processes. Who else would you nominate? Please tell us in the comments! Allison Pickens.

Customer Success 21

Customer Success Co-Creation Customer Experience Leadership 21

Arpedio

MARCH 13, 2024

Definition of Go-to-Market Strategy At its core, a Go-to-Market strategy is a comprehensive plan that outlines how a company will bring its products or services to market and reach its target audience effectively. It provides a roadmap for cross-functional teams, ensuring that everyone is aligned and working towards common goals.

Value Proposition 52

Value Proposition Marketing Media Retail 52

Mike Kunkle

JULY 2, 2022

According to Paul Krajewski’s blog , where he tracks the profession, there were 15,000 LinkedIn users with “sales enablement” in their job title, as of June 17, 2022. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team. Enablement is Booming.

Sales 130

Sales Sales Training Leadership Decision-making 130