Upland

MARCH 24, 2021

Who makes the final decision? For all the rigor put into deal probabilities, analytics, and forecast accuracy, in-depth understanding of relationship strength and influence remains a blind spot for most organizations. Who are we talking to?”. Who else do we need to talk to?”. What do we know about their selection process?”.

Management 195

Management Decision-making B2B Sales Environment 195

Upland

AUGUST 24, 2020

For all the rigor put into deal probabilities, analytics, and forecast accuracy, in-depth understanding of relationship strength and influence remains a blind spot for most organizations. Now, revenue teams need to visualize an organization’s hierarchy digitally in order to build and execute an influence strategy.

Decision-making 195

Decision-making B2B Sales Environment Digitalization 195

Upland

JANUARY 29, 2024

Sales productivity becomes even more difficult for complex B2B accounts with large buying groups and multiple divisions involved in the decision-making process. Know the people that matter Efficient selling requires identifying key players within an account—people who have true influence over purchasing decisions.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Red Star Kim

AUGUST 29, 2023

The EAST framework was developed by the Behavioural Insights Team (BIT) in 2012 to help policy makers promote change. To change behaviour the intervention must be: EASY – If a decision requires minimal effort, it’s more likely to be the one that’s chosen. How might we use the EAST framework for behavioural nudges in marketing?

Management 130

Management Marketing Decision-making Government 130

Red Star Kim

MARCH 1, 2024

Be influential and persuasive Influence is having a vision of the optimum outcome and then, without using force or coercion, motivating people to work together toward making the vision a reality. Influencing is reliant on our personal credibility. We considered various ways to increase our influence.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Upland

MARCH 29, 2023

It means building out a robust understanding of roles in the decision-making process, how (and to what extent) they exert influence and what priorities are top-of-their-mind. When a deal comes down to the line, it’s the quality of the relationship that gets the seller the phone call when a buyer is making decisions.

CRM 195

CRM Management Stakeholders Decision-making 195

Clarity Engagement Solutions

FEBRUARY 7, 2022

Tailored by vertical industry and 100% native to Salesforce Lightning, CX1™ makes it easy for sales and account teams to map stakeholder relationships, identify the sources of decision-making influence and manage a larger number of better-qualifed opportunities as a result. Request a CX1™ Demo Here. Longer sales cycles. •

Stakeholders 172

Stakeholders Decision-making Account Planning Prioritization 172

SBI Growth

APRIL 6, 2020

Your customers, your decision-makers, your influencers—they’re all people. Which decisions can wait, and. CMOs are in the people business. And that’s no different for B2B CMOs. And like you, they’re all set with similar worries: How long will my business be disrupted?

Marketing 96

Marketing B2B Decision-making Customer Experience 96

Upland

FEBRUARY 3, 2023

Relationship mapping refers to the process of outlining the inner workings of an organization – the decision makers, influence, and political structure – to ascertain the path of least resistance to building meaningful relationships with stakeholders. That time is, however, well spent. This is rarely the case.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Mike Kunkle

FEBRUARY 5, 2023

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. Servant leadership is a better concept today, and I prefer “influence” and “guide” to control, per se.

B2B 198

B2B Sales Decision-making Negotiation 198

Arpedio

FEBRUARY 22, 2024

This framework provides a structured methodology for understanding customer needs, identifying key decision-makers, and ultimately closing deals with precision and efficiency. This key decision-maker has the authority to approve the purchase and allocate resources accordingly.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Arpedio

APRIL 29, 2024

It enables you to identify if a prospect has the budget to commit to your solution, the authority to make purchasing decisions, a genuine need for your product or service, and a timeline for when they intend to make a purchase. This represents the decision-making power of the prospect. The second component is Authority.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Mike Kunkle

OCTOBER 2, 2022

Very often, in life and business, we participate in what I call “the influence business.” We’re trying to persuade, influence, and negotiate to get what we want and get others to do what we want. They don’t believe sellers communicate well with senior influencers and decision makers. or their issues.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Hubspot Sales

MAY 10, 2023

The more people involved in a buying decision, the less likely you are to close. Getting multiple stakeholders to arrive at a consensus is hard enough on its own, and bringing an additional decision-maker into the fold means adding a potential detractor to the mix. 4 Types of Decision-Makers Who Can Sabotage a Deal 1.

Stakeholders 119

Stakeholders Decision-making Meetings Software 119

Brooks Group

APRIL 18, 2024

By sharing relatable anecdotes or case studies, sellers can evoke emotions such as empathy, trust, and excitement, which can significantly influence purchasing decisions. This is powerful because emotions (not logic) drive most consumer decisions. Stories, on the other hand, are more memorable. Use humor (but don’t overdo it).

Sales 95

Sales Decision-making Sales Training Communication 95

Arpedio

FEBRUARY 20, 2024

It involves mapping out key relationships, identifying influencers and decision-makers, and leveraging insights to build stronger connections and foster mutual trust and value.

Interpersonal Skills 52

Interpersonal Skills Management Stakeholders Communication 52

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Clients use bid decision criteria to decide who wins the contract. Be transparent and accountable for purchasing decisions. Otherwise, you'll struggle because your ability to influence outcomes diminishes. Define price strategy. Benchmark pricing.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Miller Heiman Group

JULY 7, 2020

Before you can sell to your customers, you need to understand their mindset and, more importantly, recognize how their mindset affects their decision-making. The Rational Decision Maker vs. the Emotional Decision Maker. Think about your buying influence as consisting of two separate decision makers.

Decision-making 113

Decision-making Government Sales 113

Revenue Storm

MARCH 14, 2023

Well, maybe not, because you may have been told one of the following buyer excuses: #1: “I am the decision maker.” – This is the classic of all deceptions. In a complex B2B sales cycle, there is rarely one decision maker. You are dealing with a variety of different influences and opinions. 2: “I am very interested.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Customer Think

JANUARY 22, 2024

Decision makers, agents, and customers are redefining how the experience will take shape in the future, thanks to the influence of AI, automation, and a new approach to data […]

Customer Experience 59

Customer Experience 59

Hubspot Sales

APRIL 26, 2023

Who else will be involved in this decision? If the prospect says, "I don’t know" to any of those questions, they're either not serious or not a decision-maker. Somewhere during the approval process, the real decision-maker will ask them those same questions. When do you need to have this project done?

Decision-making 113

Decision-making Value Proposition Negotiation Stakeholders 113

DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Hubspot Sales

OCTOBER 5, 2021

Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. Alternatively, if you don't have a strong connection to the decision-maker, consider how you might name-drop a publication related to their work.

Decision-making 131

Decision-making Sales Stakeholders Software 131

Hubspot Sales

AUGUST 28, 2023

Questions like those allow you to get a better sense of your prospect‘s decision-making authority without potentially offending them by undermining their position. If your contact doesn’t control the purse strings, you need to leverage your relationship to loop in the key decision-makers that do. Are they respected internally?

Value Proposition 85

Value Proposition Decision-making Stakeholders Sales 85

The Center for Sales Strategy

NOVEMBER 9, 2020

At The Center for Sales Strategy (CSS), we’re big proponents of thinking like an owner — in other words, getting into the minds of the decision makers and decision influencers you call on.

Sales 96

Sales 96

Miller Heiman Group

JULY 9, 2020

In our last blog, we talked about how sellers can address emotional decision makers and those who are stuck in a fight, flight or freeze mode without resorting to what we call the three deadly sins. Today, we’ll address four steps to lead buyers away from decisions fueled by rationality rather than emotion. Here’s how.

Decision-making 82

Decision-making Leadership Sales 82

Account Manager Tips

AUGUST 14, 2022

Because the job is so varied and involves many different tasks, you need a lot of skills to do it well: Strategic thinking Influencing Business management Leadership Teamwork Change management Innovation and creativity Solution design and positioning Relationship building Sales Project management Phew! Instead, they manage by influence.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Revegy

MARCH 26, 2021

According to Gartner, the typical buying group for a complex B2B solution involves six to 10 decision-makers. How to deploy team members to gain meaningful access to all of the decision-makers. A more effective way to uncover who has decision-making authority vs. influence.

Stakeholders 105

Stakeholders Remote Working Decision-making B2B 105

Flevy

JUNE 2, 2021

By managing customer demand downstream, organizations control the decision makers responsible for the purchase decision. When companies are unable to control the decision makers, they look for levers across the Value Chain to influence decisions. Information Access.

Suppliers 110

Suppliers Manufacturing Decision-making Innovation 110

Clarity Engagement Solutions

FEBRUARY 7, 2022

Tailored by vertical industry and 100% native to Salesforce Lightning, CX1™ makes it easy for sales and account teams to map stakeholder relationships, identify the sources of decision-making influence and manage a larger number of better-qualifed opportunities as a result. Click the button below to request a demo today!

Stakeholders 91

Stakeholders Decision-making Account Planning Prioritization 91

Account Manager Tips

JULY 13, 2022

The researchers conducted 35 interviews between sales people, sales managers and buying decision makers following failed key account sales proposals. Did we have access to decision makers? Were there any open issues that influenced the decision? It’s from 2014 but the findings are just as relevant today.

Key Account Management 130

Key Account Management Sales Account Management B2B 130

Arpedio

FEBRUARY 15, 2024

By understanding how Mobilizers drive buying decisions and integrating the Challenger approach into your sales process, you can unlock new avenues for success and elevate your sales performance to new heights. They are proactive in seeking out innovative solutions and are receptive to insights that challenge conventional thinking.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Revegy

JANUARY 18, 2021

There may be 6 – 8 decision-makers in these deals. Visualizing this information with a relationship map, representing friends, foes, and third-party influencers are critical to helping your team identify gaps in relationships and build quality relationship development plans.

CRM 119

CRM Procurement Stakeholders Facilitation 119

Arpedio

OCTOBER 20, 2023

By thoroughly analyzing stakeholders, organizations gain invaluable insights into who holds the power, who can impact decisions, and how to engage stakeholders strategically. These insights are crucial for informed decision-making, risk mitigation, and ensuring project alignment with broader organizational goals.

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

Strategic Communications

DECEMBER 14, 2022

Instead of addressing, typically, one decision-maker in a B2C environment, the B2B advertiser must connect with multiple decision-makers. Understanding the decision-making process that takes place within your target B2B environment is obviously critical. Best Practices in Influencer Marketing.

B2B 52

B2B Marketing B2C Advertising 52

Arpedio

JANUARY 4, 2024

The Strategic Importance of Account Mapping in B2B Sales Account mapping has become a lynchpin in B2B sales strategies, empowering organizations to gain an unprecedented view of their clients’ hierarchies and influence networks. Plot out the network of client relationships, recognizing key stakeholders and influencers.

B2B 52

B2B Sales Decision-making CRM 52

Account Manager Tips

FEBRUARY 28, 2021

HINT: That's you and me) In addition to us, here's what else they need: Data to make predictive decisions to support business goals. Fair and decisive. Commercial acumen Knowing how to balance business decisions with costs. They need people with entrepreneurial spirit and creativity to find solutions to these challenges.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246