Upland

FEBRUARY 29, 2024

Revenue growth isn’t easy, but it can be simplified when sales organizations balance complex processes with a simplified approach. As he sought to establish account planning in his organization, what Eric found was that those who gave account planning a serious effort never looked back.

Account Planning 195

Account Planning Management Leadership Organization 195

Arpedio

APRIL 29, 2024

What is the BANT Methodology? Implementing the BANT methodology in your sales process can help you qualify leads more efficiently, focus your efforts on high-potential prospects, and ultimately close more deals. The first component of the BANT methodology is Budget. The second component is Authority.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Upland

JUNE 15, 2023

Many sales leaders attempt to bring account planning into their organization and fail because they don’t have the right technology in place. A technology that doesn’t integrate well into your processes and has poor adoption with your team is an issue, and it’s often too late once you’ve chosen the software to go back on it.

Account Planning 195

Account Planning Software Software Organization 195

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sales force.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. It’s entirely possible. Let’s dig in.

B2B 211

B2B Decision-making Sales Stakeholders 211

Upland

MARCH 29, 2023

What is relationship management? Relationship management refers to the processes and strategies businesses, sellers and other customer-facing roles use to build effective relationships with customers. Suddenly, everyone was on the same playing field. Enter the importance of relationship management.

CRM 195

CRM Management Stakeholders Decision-making 195

Mike Kunkle

MAY 30, 2023

Purposefully orchestrating organizational performance improvement is difficult. The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. See what I did there? Therefore, enablement is hard work. Logic is our friend.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Mike Kunkle

NOVEMBER 26, 2022

Here is what Felix had to say when we launched: Why Did We Create this Learning Experience? . Here are three of the key reasons we’ve created this course: Businesses are investing heavily in enablement, yet many are struggling to achieve advanced maturity levels and move the needle on the metrics that matter most.

Sales 200

Sales Leadership Transportation Sales Training 200

Mike Kunkle

OCTOBER 2, 2022

I think the answer depends on what you mean by that (intent) and how you define “sales.” ” What is Modern, Professional B2B Selling All About? Very often, in life and business, we participate in what I call “the influence business.” But that’s not selling, per se. Or at least it shouldn’t be.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Strategic Account Management Association

FEBRUARY 3, 2022

But as a provider of a robust set of sales management and methodology capabilities , our teams work with some of the biggest sales organizations in the world. But as a provider of a robust set of sales management and methodology capabilities , our teams work with some of the biggest sales organizations in the world.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Mike Kunkle

JULY 2, 2022

Many have worked to codify and influence what sales enablement is and does. So, what is sales enablement? The goal of enablement is to support sellers in supporting their buyers and customers, to help them facilitate buying decisions, improve the buying experience, and as a result, improve sales performance.

Sales 130

Sales Sales Training Leadership Decision-making 130

Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. What do you think is most important for a M&BD assistant? How do you measure up?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. The methodology emphasizes the importance of asking strategic questions tailored to uncovering specific customer pain points and motivations. What is Spin Selling?

Software 52

Software Software Decision-making Performance Review 52

Arpedio

FEBRUARY 23, 2024

In today’s fast-paced and ever-evolving business landscape, organizations face a myriad of challenges when it comes to driving revenue growth and maximizing profitability. What is Revenue Operations? So let’s dive in and unlock the power of Revenue Operations together.

Acquisition 52

Acquisition Facilitation Artificial Intelligence Decision-making 52

Arpedio

APRIL 15, 2024

What is Sales Enablement? In order to improve sales effectiveness and drive revenue growth, it is crucial to have a clear understanding of sales enablement. This strategic approach aligns marketing and sales efforts, enhances buyer interactions, and optimizes the sales process.

Sales Training 52

Sales Training Sales Decision-making Account Planning 52

Arpedio

APRIL 11, 2024

AI refers to the use of advanced algorithms and machine learning techniques to automate and optimize various aspects of sales processes. The adoption of AI in sales is paramount due to its profound impact on enhancing productivity, improving decision-making, and driving revenue growth. What is AI for Sales?

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Flevy

MARCH 26, 2024

Business frameworks and methodologies are structured tools to approach complex, but common business challenges. The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated.

Customer Experience 52

Customer Experience Digitalization Digital Transformation Organization 52

Arpedio

MARCH 13, 2024

” This approach represents a fundamental shift in how businesses engage with their customers, placing the product itself at the forefront of the sales process. But what exactly does it entail, and how does it differ from traditional sales models? What are Product-Led Sales?

Acquisition 52

Acquisition Prioritization Onboarding Sales 52

Planview

FEBRUARY 14, 2024

In the fast-paced world of business today, one thing is clear: leaders want results, and they want them fast. This drive for efficiency and effectiveness is the foundation of modern business strategy. In a world where speed is critical, businesses are often left wondering why they can’t get things out the door faster.

Management 64

Management Organization Stakeholders Onboarding 64

Nutshell

FEBRUARY 20, 2024

What if instead of going out and finding leads, you could get leads to come to you? That’s the idea behind inbound marketing—an essential marketing strategy for today’s businesses. Keep reading to learn about what inbound marketing is, how it can benefit your business, and the steps to take to launch your inbound marketing strategy.

Marketing 77

Marketing e-Learning Media CRM 77

Planview

NOVEMBER 29, 2023

In today’s competitive business environment, companies are relentlessly seeking ways to optimize their solutions delivery, with a strong emphasis on improving efficiency. Their story offers a window into how VSM can be leveraged by starting with a pilot and continuously improving processes.

Financial Services 59

Financial Services Customer Value Customer Experience Decision-making 59

Arpedio

FEBRUARY 21, 2024

Sales metrics serve as the compass guiding businesses toward their goals, providing invaluable insights into performance, identifying areas for improvement, and ultimately driving revenue growth. What are Sales Metrics? And What is the Purpose? Welcome to our comprehensive guide on mastering sales metrics.

Decision-making 52

Decision-making Sales Profitability Acquisition 52

Flevy

FEBRUARY 26, 2024

Digital Transformation Strategy encompasses the integration of digital technology into all areas of an organization, fundamentally changing operations and business models. This strategic pivot is essential for enhancing competitiveness, improving customer experience, and fostering innovation.

Digital Transformation 52

Digital Transformation Digitalization Management Innovation 52

Arpedio

APRIL 15, 2024

In today’s rapidly evolving business landscape, artificial intelligence (AI) has emerged as a pivotal tool in revolutionizing the sales domain. Importance of AI in the Sales Domain The importance of AI in the sales domain cannot be overstated, particularly in today’s fast-paced and data-driven business landscape.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Prioritization 52

Mike Kunkle

OCTOBER 8, 2023

Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. This unified effort propels businesses to new heights of success. Nowhere is this truer than with the commercial organization. So, why care, or why read it?

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Planview

APRIL 24, 2024

Without clear visibility into these areas, it becomes increasingly difficult to prioritize tasks effectively, ensuring that outcomes align with top business priorities. The Six Hidden Costs of Software Development Resource waste is a pervasive issue that can significantly hinder productivity, efficiency, and the achievement of business goals.

Software 59

Software Software Prioritization Communication 59

Kainexus

OCTOBER 14, 2020

Modern leaders are fortunate to have a host of proven continuous improvement tools like DMAIC , Standard Work, kanban, Hoshin Kanri , and more. We owe a lot to those who pioneered Lean management and other methodologies that bake quality improvement into daily business processes. Why is that?

Decision-making 97

Decision-making Organization Management Leadership 97

Nutshell

FEBRUARY 6, 2024

When you’re in the depths of the sales process, how do you know what step to take next? How do you know what action will be most effective for moving a lead toward becoming a loyal customer? You need an actionable plan to deal with the uncertainty and figure out what works. So many factors go into a successful won deal.

CRM 62

CRM Sales Prioritization Decision-making 62

Arpedio

FEBRUARY 23, 2024

Welcome to our guide on revenue intelligence—a powerful concept that has revolutionized the way businesses approach strategy and decision-making. Brief Overview of Revenue Intelligence Revenue intelligence represents a paradigm shift in how businesses harness data to drive revenue growth. What is Revenue Intelligence?

Decision-making 52

Decision-making Customer Experience CRM Profitability 52

Arpedio

APRIL 30, 2024

Understanding how to effectively implement this strategy is crucial for long-term success in maximizing your business growth and revenue. Collaborative Planning: Working together with your clients to develop joint strategies and goals that align with their business objectives.

Account Growth 52

Account Growth Client Relationships Business Growth CRM 52

PandaDoc

MAY 13, 2024

This article will focus on the sales enablement process, what it means for your organization, and how you can benefit from the approach. It’s a different process to sales operations (which helps support the day-to-day functioning of sales) and encompasses much more than sales training. What is sales enablement?

Sales 52

Sales Software Software Sales Training 52

Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. Let’s delve into the importance of pre-sales strategy and its impact on overall business success. What is a Pre-Sales Strategy?

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Flevy

MARCH 21, 2024

Business frameworks and methodologies are structured tools to approach complex, but common business challenges. The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated.

Energy and Utilities 52

Energy and Utilities Innovation Stakeholders Decision-making 52

Insightly

MARCH 25, 2024

It encompasses a wide range of practices, technologies, and methodologies to nurture relationships with prospects and customers. At the heart of CRM lies lead management —a process that involves capturing, nurturing, and converting leads into loyal customers. What is a CRM? What is Lead Management?

CRM 52

CRM Management Prioritization Communication 52

Arpedio

APRIL 30, 2024

What is Value Selling? Simply put, it puts your customers at the center of the sales process. Understanding Value Selling In today’s competitive business landscape, value-based selling has emerged as a game-changing approach for driving sales success. So, what sets value-based selling apart?

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Arpedio

FEBRUARY 5, 2024

In this article, we will explore what lead scoring is, why it is important for sales, how it works, its benefits, best practices for implementation, and the tools and technologies available. Lead scoring is a system that allows businesses to quantify and rank their leads based on predetermined criteria.

Prioritization 52

Prioritization Software Software Decision-making 52

The Chapman Group

DECEMBER 8, 2020

They often need little guidance and development; however additional development, and exposure to new ideas, processes, and skills are usually welcomed. They often need little guidance and development; however additional development, and exposure to new ideas, processes, and skills are usually welcomed.

Account Management 133

Account Management Management Value Proposition Account Planning 133