Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Sales Process A sales process is a series of stages that an opportunity moves through. It should be aligned to the customer lifecycle and buying process, where possible. But they are not the same thing.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Red Star Kim

MAY 3, 2023

Which makes planning difficult and often impacts on project delivery. At the recent PM Forum workshop on stakeholder engagement and buy-in there was an interesting mix of delegates from law, accountancy and actuarial firms from across the UK and Ireland and even China. They seize on “shiny” new ideas and want them implemented immediately.

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

Red Star Kim

OCTOBER 13, 2023

At the 28 th PM Forum Annual Conference in September I (in my capacity as Head of Training and Learning Transfer of the Managing Partners’ Forum and PM Forum), co-presented breakout sessions with Julie McConnell of international law firm White & Case. Preparing M&BD professionals for the future – learning, skills and knowledge transfer.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Arpedio

MARCH 15, 2024

At its core, strategic selling involves a thorough understanding of the customer’s business, industry, and competitive landscape, as well as the ability to navigate complex sales environments and decision-making processes. But what exactly is strategic selling, and why is it so critical in modern sales?

Value Proposition 52

Value Proposition Negotiation Stakeholders Sales 52

PartnerTap

FEBRUARY 12, 2024

The modern business buyer is younger and has completely evolved how they create their short lists, evaluate solutions, and make purchases for their companies. The modern business buyer is younger and has completely evolved how they create their short lists, evaluate solutions, and make purchases for their companies.

Sales 52

Sales Decision-making B2B Suppliers 52

Arpedio

APRIL 3, 2024

In solution selling, sales professionals act as trusted advisors, working closely with customers to identify their pain points, goals, and objectives. What is Solution Selling? By understanding the customer’s unique requirements, sales reps can tailor customized solutions that address their specific needs and deliver measurable value.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Hubspot Sales

APRIL 2, 2021

Some are influencers that speak to the decision-makers and convince them to go in either direction, while others hold the final say on decisions. In this post, we’ll explain how to identify sales leads you may be in conversation with, and give insight from expert sales leaders on how to sell to decision-makers and influencers.

Stakeholders 110

Stakeholders Decision-making Sales B2B 110

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

Janek Performance Group: Account Planning

OCTOBER 25, 2023

This makes account planning essential. This starts with stronger relationships, key to elevating sellers to trusted advisors. In account planning, this process must continue. New employees mean new stakeholders, decision makers, and priorities. It deepens relationships to ensure continued trust.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Jermaine Edwards

NOVEMBER 25, 2021

Almost every business on the planet has been compelled to make adjustments, and in most cases transform the way they relate to their customers from an entirely virtual environment. There’s a reduction in frustration and cost of time due to non-decisions, ghosting and a lack of customer cooperation. Trust goes a long way.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

Arpedio

MARCH 6, 2024

Understanding the Landscape of Account Management Definition of account management Account management refers to the strategic process of overseeing and nurturing relationships with clients or customer accounts. These challenges can hinder productivity, strain relationships, and ultimately impact the bottom line.

Account Management 52

Account Management Management Client Relationships Communication 52

ClearPoint Strategy

FEBRUARY 11, 2022

Use our guide to make sure that your strategy meetings are the ones that people look forward to (and dare we say, the ones that are fun). Use our guide to make sure that your strategy meetings are the ones that people look forward to (and dare we say, the ones that are fun). Defining The Process. Are we making an impact?”

Meetings 98

Meetings Decision-making Leadership Facilitation 98

Red Star Kim

JUNE 15, 2023

We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation). We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation).

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Arpedio

NOVEMBER 30, 2021

Making the customer’s buying journey less complex. The overlay of various interaction media and multichannel customers complicates ‘how’ buyers now interact with sellers and the speed of innovation makes it difficult for customers to keep track and make informed purchase decisions. December 14, 2021. December 14, 2021.

Digitalization 52

Digitalization Account Management B2B Decision-making 52

Hubspot Sales

JANUARY 26, 2018

Here's a list of 13 words that can help you close more deals and earn your prospects' trust in the process. Here's a list of 13 words that can help you close more deals and earn your prospects' trust in the process. A simple way to make that clear is by using the word "you" as much as possible.

Decision-making 112

Decision-making Stakeholders Suppliers Negotiation 112

Zendesk

APRIL 21, 2022

We’ll also lay out the six stages in a solution sales process, as well as some techniques you can use to launch your own approach to solution sales. Instead, it involves a more consultative selling approach that shows what the product or service can do for a prospect to make their lives easier. What is solution selling?

Sales 98

Sales CRM Cybersecurity Meetings 98

OnStrategyHQ

APRIL 25, 2024

Introduction to AI guiding principles and responsible AI. Welcome to the journey of defining responsible AI within your organization! AI is crucial for driving innovation and improving operational efficiency in today’s business environment. However, as we harness Artificial Intelligence’s potential, we must do so responsibly.

Artificial Intelligence 52

Artificial Intelligence Government Energy and Utilities Healthcare 52

PandaDoc

AUGUST 10, 2020

Through his social content and discussions on LinkedIn, James Harris (the CEO of Seraph Science) mentions that the C-suite are not interested in making more friends or building their networks. This is the platform where business and sales leaders can earn the trust of buyers and deliver value.

Investors 52

Investors Decision-making Leadership Virtual Selling 52

Hubspot Sales

APRIL 13, 2020

The quality of your sales content can be a critical factor in a potential customer's decision to trust your business. If you can produce compelling content — specific to your business and how it will impact their lives or company operations — you can make them legitimately consider purchasing your product or service.

Marketing 95

Marketing Facilitation Brainstorming Sales 95

OnStrategyHQ

DECEMBER 1, 2023

To get started, use the power of AI in your existing processes As we said earlier, this is not a comprehensive guide for AI implementation. But the time to implement AI in your organization is NOW! This question has probably been top of mind for many leaders since the rapid emergence of AI in the market over the last year. The big takeaway?

e-Learning 40

e-Learning Leadership Artificial Intelligence Decision-making 40

Red Star Kim

MAY 11, 2023

This post reviews the core material covered in Managing Brands Chartered Institute of Marketing (CIM) professional qualification (Level 6 elective New CIM professional marketing qualifications – 2020 (kimtasso.com) ) and the Cambridge Marketing College’s Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com).

Management 130

Management Co-Creation Publishing Leadership 130

ProlifIQ

MAY 14, 2021

It’s about putting together a complete vision for the entire account to understand the organization as a whole, uncover pain points and needs throughout the company, identify key stakeholders, build consensus, and develop long-term plans for exploring a company’s full potential for deals. Account Planning Strategy | Top 4.

Account Planning 64

Account Planning Innovation Stakeholders B2B 64

DemandFarm

AUGUST 31, 2023

Consensus across research confirms: retaining existing customers costs 5 to 25 times less than acquiring new ones. In the business world, customer success management is no longer an afterthought; it’s a necessity. The rise of the digital era has changed the rules of the game. In this context, a one-size-fits-all approach no longer works.

Key Account Management 52

Key Account Management Account Management Customer Success Management 52

Openview

DECEMBER 12, 2018

The end of each year brings a number of end-of-year articles that predict the trends for the coming year. Over the past few weeks, myself and Jeff Rosset have seen our fair share of sales trends for 2019. The Rise of Feedback. Today, buyers know where to look for evidence of the pros AND CONS of your products, services and even your culture.

Sales 100

Sales Decision-making Leadership Financial Services 100

Hubspot Sales

MARCH 10, 2020

Welcome to the 2020 sales process where every single customer or sales initiated action is examined, scrutinized and obsessed over by sales people, sales managers, sales operation people and senior management. Request for quote — typically indicated that the prospect was requesting pricing information to potentially make a purchase.

B2B 105

B2B Negotiation CRM Decision-making 105

ProlifIQ

JUNE 21, 2023

Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role. It involves identifying and planning around your most important accounts— usually those with significant revenue potential and strategic importance.

Account Management 52

Account Management Management Account Planning Stakeholders 52

OnStrategyHQ

MAY 16, 2021

You may modify your mission, vision, or values over time, but the intent stays unchanged and you will have complete clarity when making critical business decisions that impact your future. Don’t let being pragmatic get in the way of this important stage of building a strong foundation of consensus for your organization.

Innovation 98

Innovation Value Proposition Decision-making Leadership 98

ProlifIQ

MAY 14, 2021

It’s about putting together a complete vision for the entire account to understand the organization as a whole, uncover pain points and needs throughout the company, identify key stakeholders, build consensus, and develop long-term plans for exploring a company’s full potential for deals. Account Planning Strategy | Top 4.

Account Planning 52

Account Planning Innovation Stakeholders B2B 52

OnStrategyHQ

OCTOBER 26, 2023

to discuss effective ways to make your OKR process work for you and avoid an OKR mess and overwhelm. A key result defines how you will achieve the objective and results that your organization will deliver to make your desired impact a reality. Read on for our tips! A Review on OKRs OKR stands for objectives and key results.

Communication 40

Communication Shareholders Organization Decision-making 40

SuperOffice

FEBRUARY 28, 2021

In traditional marketing, a customer’s buying decision can be influenced by the seller’s ability to show up at the right moment or touchpoint. ” In Podium ’s report on online reviews, consumers want to hear about your experience with people before they make a buying decision. Absolutely not.

Marketing 55

Marketing Decision-making Profitability Customer Experience 55

SBI

AUGUST 1, 2019

The problem is that they each focus on different areas of the buying process. They do so in silos, guided by a linear process that dictates marketing works on the first part and sales works on the second. Only 12% of marketers agree they have a successful process from lead to deal. Sales Enablement Brings Cohesion.

Marketing 37

Marketing Sales Decision-making Facilitation 37

Liston Witherill

MARCH 23, 2021

And I’m on a mission to make 100 million people, world class ethical communicators, because the world needs more good people. A friend recently broke up with her boyfriend. It was a short lived romance. You know the kind, it starts with a rush of excitement, followed by the first sign of differences beyond repair. Now to the show.

Management 52

Management Client Relationships Decision-making Profitability 52

CM Partners

DECEMBER 13, 2017

The norms of old – static organizational structures, vertical reporting lines, arms-length relationships with other organizations, upward flow of information and downward flow of decisions and directives – have been abandoned in favor of leaner, more direct flows of information and decision-making. Nor are they single-tracked.

Leadership 52

Leadership Supply Chain Negotiation Suppliers 52

Liston Witherill

MARCH 22, 2021

A friend recently broke up with her boyfriend. It was a short lived romance. You know the kind. It starts with a rush of excitement, followed by the first sign of irreparable differences. You have a creeping suspicion that maybe it won’t work out – or maybe you just know it. Why It’s So Important to Manage Expectations.

Management 52

Management Client Relationships Profitability Negotiation 52

Hubspot Sales

JULY 1, 2019

As the number of people involved in the purchasing decision rises, so does the need for a multi-threaded, or ABS, approach. An account-based model treats every account like a market of one. This hyper-personalized approach is typically too high-touch for B2C products, but it can be ideal for organizations selling to enterprises.

Stakeholders 79

Stakeholders Finance Sales Decision-making 79

ReviewTrackers

JANUARY 5, 2018

Whether you’re searching for a sporting goods store or a restaurant, chances are you have at some point glanced at online reviews to see what other customers have to say before making a purchase decision. . Her research focuses on website builders, web design, and app development. If you’ve done this, you’re not alone.

e-Learning 37

e-Learning Decision-making B2B Prioritization 37

Account Management Skills

APRIL 3, 2023

Welcome to Episode 84. If you’re interested in the fast-changing world of generative AI, and how clients and agencies are using it, then you will love this conversation. Roy Murphy is the founder of Synthetic , an agency specialising in emerging technologies. Roy, a very warm welcome. Big fan of the podcast. Looking forward to getting into it.

Co-Creation 52

Co-Creation Account Management Procurement Management 52