Mike Kunkle

NOVEMBER 23, 2023

This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue. In the example above I mentioned win rates, which could include Closed-Lost, No Decision, and Closed-Won.

Sales 258

Sales Finance Decision-making Profitability 258

Upland

MAY 4, 2023

Account planning template overview According to McKinsey , “The five-year growth rate of total returns to shareholders for digital leaders is almost double that of all other firms,” when they undertake a digitally focused account planning strategy. We started this blog with a U.S. ”

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Mike Kunkle

AUGUST 30, 2023

We need to track metrics such as quota attainment, lead conversion rates, win rates, sales velocity. These should be rooted in business outcomes, such as revenue growth, increased win rates, or enhanced customer satisfaction. Video: Enablement Ignorance – How to Win Against It!

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

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%.” Knowledge Is Potential Power.

B2B 198

B2B Sales Decision-making Negotiation 198

Brooks Group

MARCH 6, 2024

Most organizations track a few key performance indicators (KPIs) such as win rates, quota attainment, and revenue growth. Here’s an example of each: Sales Effectiveness KPIs: KPI: Sales conversion rate Definition: The percentage of leads or prospects that are converted into paying customers within a specific time period.

Organization 84

Organization Account Management Sales Sales Training 84

Mike Kunkle

OCTOBER 8, 2023

Sales enablement equips the sales force with the mindsets, knowledge, skills, and tools to generate their own leads, convert marketing/demand gen leads, and turn both leads into opportunities they can win. Data Points: According to a report by Bain & Company, increasing customer retention rates by 5% can increase profits by 25% to 95%.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Mike Kunkle

MAY 30, 2023

At the same, there’s a burn-rate and a runway for unemployed individuals, much like for start-ups. For the remaining steps, see the blog post already referenced above , as well as the webinar and the eBook , to optimize your efforts. Unemployment and savings will only carry you so far.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

KAM With Passion

NOVEMBER 11, 2020

We will very often look at them on this blog, changing the perspective a little bit each time (remember, this blog is about the colours of sales performance!). In this article, he explains how identifying all the parameters that go in the way of higher win rates requires a detective-like systemic approach.

B2B 130

B2B Sales Management Sales Management 130

Brooks Group

FEBRUARY 23, 2024

Lower Win Rates Qualified leads are more likely to have a genuine need for the product or service and the ability to make a purchase, resulting in higher win rates.  Take advantage of skills tests, role-playing exercises, performance evaluations, and feedback sessions to rate your team’s ability to qualify.  

Prioritization 80

Prioritization Sales Training Sales Construction 80

Mike Kunkle

MARCH 31, 2023

Because getting these right, having them support each other, and fostering adoption and mastery, improves revenue plan attainment, individual rep quota attainment rates, and win rates. It includes frameworks, models, steps, and techniques that sellers use to open and win an opportunity or manage an account.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

PandaDoc

MARCH 29, 2024

A deal desk streamlines deal management and enhances win rates — if the process flow is set up correctly. Analyze your deal desk’s performance by using metrics such as response and resolution time, win rate, deal size, profit, and renewal time. What is the deal desk process?

Negotiation 52

Negotiation Stakeholders Profitability Government 52

Arpedio

FEBRUARY 2, 2024

8 Game-Changing Benefits of Account-Based Selling Explore ARPEDIO's Account-Based Selling Platform ← Back to blog In the world of sales, where personalization is paramount, it is almost impossible to overlook the significance of Account-Based Selling (ABS). Opportunity Management Boost win rates, reduce sales cycles!

Account Planning 52

Account Planning Account Management Facilitation Stakeholders 52

Mike Kunkle

AUGUST 8, 2023

It’s easy to prioritize quick wins over sustainable growth initiatives. While immediate wins are crucial, they should also be aligned with a broader, forward-thinking strategy to play foundations for long-term sustained growth. Conduct win-loss analysis. Have your sellers rate themselves on each competency. (I

Sales 188

Sales Prioritization Innovation Leadership 188

KAM With Passion

OCTOBER 27, 2020

Why a new blog on sales performance? Therefore, like these archaeologists, who have not been afraid to go against a dominant doctrine, the KAM WITH PASSION blog will invite its readers to change their perspective and take a broader view on sales performance. Aren’t there already a lot of them? Why was this? Why does it matter?

B2B 130

B2B Co-Creation Account Management Key Account Management 130

Upland

JUNE 7, 2023

A goal of reducing cycle time and increasing win rate. In my next blog post, I’ll share some of my favorite sales process design best practices! Happy selling! Each stage has its own buyer-related exit criteria that captures the buyer-specific actions that indicate a deal has moved from one stage to the next.

Sales 195

Sales Negotiation Decision-making CRM 195

Arpedio

FEBRUARY 15, 2024

Opportunity Management Boost win rates, reduce sales cycles! Relationship Mapping & Org Chart Manage internal and external relationships with key stakeholders. Account Management Build powerful account plans in Salesforce. Enhance forecast accuracy. White Space Analysis Discover upsell and cross-sell opportunities in Salesforce.

B2B 52

B2B Account Planning Facilitation Sales 52

SBI

MAY 16, 2019

Upland provides seven enterprise cloud solution suites that enable more than one million users at over 9,000 accounts to win and engage customers, automate business operations, manage projects and IT costs, and share knowledge throughout the enterprise. Blog Article. Christina Turner. media@uplandsoftware.com. 833-UPLAND-1.

Software 22

Software Software Account Planning Innovation 22

Nutshell

MARCH 31, 2023

There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters. Best blogs for sales managers Sales blogs are an excellent way to learn new sales leadership skills, brush up on your sales knowledge, and get the latest news. Keep exploring our blog for our latest posts!

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Producing a great looking document or presentation really quickly is not a great strategy if the win rate isn’t improving.

Government 130

Government Innovation Meetings Finance 130

Brooks Group

JANUARY 24, 2024

Supply chain bottlenecks, shortages, and inflation are easing and interest rates, although still high, will drop. In this blog post we share 6 of the key differences between successful and underperforming teams. Visit The Brooks Group to learn about our award-winning IMPACT sales process and sales skills training programs.

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Arpedio

DECEMBER 14, 2023

Maximize Your Team with Sales Enablement Tools Explore the ARPEDIO platform ← Back to blog Table of Contents In the ever-evolving world of sales, staying ahead of the curve is key to success. Opportunity Management Boost win rates, reduce sales cycles! Sales Coaching: Offering support and guidance. Enhance forecast accuracy.

Sales 52

Sales Software Software Account Planning 52

Janek Performance Group: Account Planning

OCTOBER 25, 2023

When selling to existing customers, 56 percent achieve win rates greater than 50 percent. It’s working together to achieve win-win outcomes. Plus, with account planning, 74 percent see increased win rates. Also, consider rating scales, such as a Likert. This makes account planning essential.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Arpedio

NOVEMBER 27, 2023

2023/2024 Industry Report Discover the power of sales tech in private equity-backed firms Download report ← Back to blog In this comprehensive report we uncover the strategies and success stories of PE-backed companies that have excelled in the realm of sales optimization. Opportunity Management Boost win rates, reduce sales cycles!

Acquisition 52

Acquisition Facilitation Account Planning Stakeholders 52

Red Star Kim

MAY 16, 2023

With assertive behaviour you minimise the chances of misunderstanding and can find win-win solutions in conflict. When pitching, you could estimate ratings purely by tone of voice” (Pentland, MIT) Avoid upspeak – This is where a statement ends with a questioning up tone. It lacks authority and suggests you are tentative.

Communication 130

Communication Brainstorming Decision-making Marketing 130

Arpedio

MARCH 31, 2023

ARPEDIO is Acknowledged in The Forrester Tech Tide : B2B Sales Technologies, Q1 2023 ← Back to blog In order to boost revenue growth, businesses are investing in sales technologies to win, serve, and retain more customers. These platforms streamline account planning processes to increase rep efficiency.

Sales Technology 52

Sales Technology B2B Account Planning Stakeholders 52

Red Star Kim

AUGUST 31, 2023

Satisfaction rates continue to rise (from 2019 to 2021 surveys from 85% to 88%). The campaign comprised webinars, videos and insight and resulted in 2,900 points of contact with people Go-to advisors that clients want by their side Its third client survey measuring the same things so that a benchmark is formed.

Marketing 130

Marketing Leadership Government Logistics 130

Arpedio

DECEMBER 4, 2023

Measuring the Success of Account-Based Selling Explore the ARPEDIO platform ← Back to blog Account-based selling (ABS) is becoming increasingly popular in the B2B software industry as it allows businesses to target specific high-value accounts and personalize their marketing and sales efforts.

Decision-making 52

Decision-making Prioritization Media Marketing 52

Arpedio

FEBRUARY 14, 2024

Decoding ARPEDIO: More than just a name Explore the ARPEDIO platform ← Back to blog Have you ever found yourself struggling to pronounce or understand a company name? Opportunity Management Boost win rates, reduce sales cycles! Well, you’re not alone! Account Management Build powerful account plans in Salesforce.

Account Planning 52

Account Planning Account Management Stakeholders B2B 52

Showpad

JULY 7, 2020

Welcome to the second post of this blog series for executives. . Win rates for forecast deals have been below the win rate of gambling in Las Vegas for years. But these 19% moved their win rates by 17.9%. . Did sales enablement success factors change during COVID-19? .

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Customer Think

AUGUST 1, 2021

Yes; this approach for winning with the customer flips the age-old expression on its head. But I assure you it’s the only way to manage a customer service team as it’s allowed my department to deliver exceptionally high time-to-value and adoption rates, which of course are critical to customers […].

Management 132

Management 132

Hubspot Sales

MARCH 21, 2019

A sales velocity equation uses four metrics (number of opportunities, average deal value, win rate, and length of sales cycle) to determine an organization’s sales velocity and how much revenue they can expect to generate over a specific time period. Is it when they read a specific blog post on your site? Source: Altify.

Sales 105

Sales Negotiation CRM Organization 105

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

Flevy

OCTOBER 5, 2023

Growth Hacking is neither “scoring some quick wins to kick-start growth” nor “breaking into something one should not.” It was Andrew Chen who gave the term widespread exposure through his blog titled, “Growth Hacker is the new VP Marketing.” It is an important element of Marketing aimed at organizational growth.

Acquisition 103

Acquisition Investors Digital Transformation Profitability 103

Arpedio

OCTOBER 17, 2023

How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. Hire the right talent Building a winning account management team starts with hiring the right individuals.

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Red Star Kim

FEBRUARY 21, 2024

(Strategy) And in the great book by the former leaders of P&G “ Playing to win” they argue strategy is the answer to these five interrelated questions: What is your winning aspiration? How will you win? The way you will win on the chosen playing field. The purpose of your enterprise, its motivating aspiration.

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Nutshell

APRIL 11, 2023

In this blog post, we’ll discuss important aspects of setting up metrics and KPIs in CRMs, including: Identifying key metrics Setting up tracking systems Creating reports Tracking customer engagement Using KPIs to optimize the CRM system Read on to learn more! Customer churn rate: The rate at which your customers stop doing business with you.

CRM 62

CRM Stakeholders Government Acquisition 62

Red Star Kim

AUGUST 29, 2023

Use bold colours and professional images If it captures attention, we are more likely to engage We are drawn to financial rewards or other incentives (e.g. Welcome back from your holidays! All the partners who used the new CRM alert system to identify their top priority BD calls have been pleased with the results.

Management 130

Management Marketing Decision-making Government 130