Brooks Group

MARCH 7, 2024

Procurement managers have a reputation for focusing only on price. Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable. Is this deserved?

Procurement 68

Procurement Management Decision-making Sales Training 68

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Mike Kunkle

NOVEMBER 21, 2023

Training and Education: Training programs for staff on system operation, maintenance, and best practices for air quality management. Air Quality Testing and Monitoring: Comprehensive testing and monitoring services to verify and maintain indoor air quality standards.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Mike Kunkle

NOVEMBER 23, 2023

Then, the rest of this makes sense and can be really valuable. Targeted Performance: meaning a specific effort focused on a KPI in need of improvement, such as decreasing Closed-Lost or No Decision rates and improving Closed-Won rates, or improving overall profitability in a certain product line where deep discounting is rampant.

Sales 258

Sales Finance Decision-making Profitability 258

Flevy

MAY 23, 2023

Decision Making is critical for every business. Military strategists apply their training and experience to devise battle plans and make quick decisions aimed at achieving specific objectives. It’s a tool that military forces use to plan and execute strategic decisions. Enables prompt, objective decisions.

Decision-making 98

Decision-making Energy and Utilities Digital Transformation e-Learning 98

Upland

AUGUST 30, 2023

It represents the culmination of their journey, where they have progressed through the earlier stages and are now highly engaged and ready to make a purchase. At every stage of this journey, marketers employ targeted strategies to guide potential customers toward making a purchase decision.

Decision-making 195

Decision-making Software Software Retail 195

Flevy

MARCH 5, 2021

Product Managers are responsible for defining the features or functions of a Product and for overseeing the development of the Product. The role of Product Managers spans many activities from developing Product Strategy to tactical plan and can vary based on the organizational structure of the organization. Net Promoter Score (NPS).

Management 85

Management Small Business Decision-making Organization 85

Flevy

SEPTEMBER 22, 2022

Conventional Innovation Management is unable to sustain itself in the face of contemporary needs. Innovation Management comprises of managing the whole process of an organization’s Innovation effort. Organized and most modern Innovation Management necessitates a business to have 2 key capabilities: Discovering fresh offerings.

Innovation 64

Innovation Management Government Idea Management 64

Arpedio

JANUARY 5, 2024

Embarking on the quest for sales optimization , seasoned professionals understand that the core of any robust sales strategy lies in the mastery of effective pipeline management techniques. Managing these stages efficiently ensures a consistent flow of leads and maximizes conversion opportunities.

Management 52

Management Energy and Utilities Sales Prioritization 52

Planview

SEPTEMBER 18, 2023

It’s true for all disciplines and describes the project portfolio management (PPM) market for several reasons. The market’s landmark evolution in 2020, which bifurcated PPM to support strategic portfolio management and adaptive project management. Why is the project portfolio management market continuously evolving?

Management 52

Management Digital Transformation Decision-making Facilitation 52

Flevy

MARCH 19, 2024

Ohmae’s 3C Model (Strategic Triangle) has its applications in Strategic Planning, Market Analysis , and guiding Decision-making processes. The 3C Model makes a case for the executives to carefully comprehend 3 core elements before devising their strategy. products, services, technology, organizational culture, and so on).

Shareholders 52

Shareholders Decision-making Digital Transformation Manufacturing 52

Apptivo

FEBRUARY 20, 2023

ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. However, inbound sales teams need a well-defined lead management system and the right tools to get the most value out of those leads.

Management 103

Management Sales Software Software 103

Flevy

FEBRUARY 9, 2022

The Strategic Thinking Games provide Decision Making models for senior executives to choose from and use as per the situation. Each of the Strategic Thinking Games warrants employing a different mindset and decision-making approach to confront the challenges presented by a particular problem. Organization Learning.

Strategic Thinking 111

Strategic Thinking Decision-making Insurance Banking 111

Flevy

APRIL 16, 2024

In the past, the same phenomenon was at play that used to make people glued to their TV sets for hours, and today, this is what triggers us to check on our phones compulsively numerous times a day. The model stresses making this action as easy as possible to increase the likelihood of the behavior being performed.

Advertising 52

Advertising Decision-making Digital Transformation Digitalization 52

Brooks Group

JANUARY 2, 2024

Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently. What makes successful salespeople isn’t just inherent abilities—it’s also their skill set. Let’s dive into the capabilities that make a salesperson truly exceptional and how to develop these qualities in your sales team.

Sales Training 91

Sales Training Decision-making Sales Communication 91

Brooks Group

MARCH 25, 2024

The IMPACT sales training program begins with a sales assessment of each participant to understand their behavioral patterns, communication styles, and decision-making processes. This levels the playing field and makes sales cycles and revenue more predictable. It increases sales effectiveness and efficiency.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

OnStrategyHQ

MAY 16, 2021

Download the Complete Guide to Strategic Planning today. Phase 4: Executing Strategy and Managing Performance. You remain in this phase of the strategic management process until you embark on the next formal planning sessions where you start back at the beginning. HR Team, Department Managers & Teams. Planning Team.

Management 93

Management Decision-making Meetings Facilitation 93

QYMATIX

JULY 20, 2021

Which decisions are better? Intuitive decisions from the gut or rational decisions based on data and facts? In the business world, executives prefer analytically sound decisions. In the business world, executives prefer analytically sound decisions. many managers in companies make intuitive decisions.

Management 52

Management Decision-making Sales Analytics e-Learning 52

ProlifIQ

FEBRUARY 14, 2023

That’s where opportunity management comes in. Your business can’t reach its revenue numbers consistently without a tight understanding of how to help manage, prioritize, and accelerate certain deals in the queue. As a sales leader, utilizing an opportunity management system is essential for overseeing your sales teams.

Management 52

Management Prioritization Stakeholders CRM 52

Miller Heiman Group

JUNE 25, 2020

Even before the rise of COVID-19, sales managers had what’s known as the “hardest job in sales.” As the rest of their organization pivots to manage the challenges of the coronavirus and establish strategies for rebounding from the crisis, sales managers also must shift.

Leadership 90

Leadership Sales Management Sales Leadership Management 90

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis.

Software 52

Software Software Management Sales 52

Envisio

NOVEMBER 1, 2023

Today, we are delighted to announce the launch of Envisio Projects – a suite of project management tools to help manage, deliver, and communicate Capital Improvement Plans (CIP). I like the reports’ simplicity for Project Managers. The tool we currently use for reporting is very tedious and defined.

Management 52

Management Government Stakeholders Decision-making 52

DemandFarm

MAY 25, 2023

Everything to do with our dealings has been carefully recorded and stored in our Customer Relationship Management (CRM) system. He knows immediately who can best influence the decision he will need when he presents them with a great growth opportunity. There seems to be a recurring problem with this download. After: Dear Ms.

Account Management 52

Account Management Digitalization Key Account Management Digital Transformation 52

Arpedio

OCTOBER 11, 2021

Key Account Manager or Strategic Ecosystem Leader? Key Account Manager or Strategic Ecosystem Leader? ? On September 15th, more than eighty Key Account Managers (KAM) assembled in Copenhagen and online for a hybrid event. KAMs must embrace technology and data to support their program execution and informed decision-making.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Force Management

SEPTEMBER 8, 2023

Last month, the Revenue Builders Podcast featured some hard-hitting tactical conversations about the journey to elite sales leadership and the decisions we make along the way. Make sure to tune in to the Revenue Builders podcast on your favorite podcast player, so you can easily download, listen, and share.

Leadership 96

Leadership Sales Leadership Decision-making Sales 96

Flevy

JUNE 2, 2021

Management plans and execute strategies and operations based on this sequence. Such a competitive environment calls for implementing more robust ways of managing Customer Demand and Value Creation. By managing customer demand downstream, organizations control the decision makers responsible for the purchase decision.

Suppliers 110

Suppliers Manufacturing Decision-making Innovation 110

Nutshell

AUGUST 28, 2023

Building a sales process is absolutely necessary to your company’s success, and is perhaps the most important thing you can do as a sales manager to impact your team’s ability to sell. This data-driven approach helps you identify bottlenecks, refine strategies, and make informed decisions that create continuous improvement.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Flevy

MARCH 12, 2024

As per Pralahad and Hamel, distinctive competencies or capabilities of the organization make the key difference in achieving superior performance and competitive advantage. Informed Decision making by identifying unique resources and capabilities. This rarity of resources or capabilities make them hard to replicate.

Profitability 52

Profitability Value Proposition Decision-making Digital Transformation 52

Flevy

APRIL 14, 2024

CES is valued for its simplicity, quick evaluation, and adaptability across various service channels, making it highly relevant for measuring business outcomes and providing actionable insights. Purchase Decision Support. Gauge the effort required to navigate through product options, influencing the customer’s purchase decision.

Digital Transformation 52

Digital Transformation Decision-making Customer Experience Facilitation 52

Flevy

APRIL 24, 2024

To make sense of this phenomenon, Jay Barney introduced the VRIO framework. A valuable resource must make a significant impact on an organization’s effectiveness or efficiency. This phase is crucial as it sets the stage for all strategic actions that follow, grounding decisions in solid, evaluative research.

Digital Transformation 52

Digital Transformation Organization Decision-making Leadership 52

Flevy

FEBRUARY 29, 2024

In today’s rapidly changing world, management faces multitude of challenges. Designed specifically for management professionals, this framework equips you with the tools to tackle critical issues, such as risk management, strategic insights, and crisis preparedness.

Innovation 52

Innovation Digital Transformation Decision-making Leadership 52

Brooks Group

MAY 2, 2024

Emotional intelligence is the ability to be aware of one’s own emotions and the emotions of others and to manage them in a productive and empathetic manner. Self-aware sales professionals are better able to manage their time and energy around their emotional states. Look for self-management, ability to stay calm under pressure.)

Emotional Intelligence 52

Emotional Intelligence Sales Decision-making Sales Training 52

Flevy

OCTOBER 8, 2021

Rather than using past assumptions and relying on instincts, using the Flywheel Strategy , decision makers exploit the power of Artificial Intelligence (AI) and Advanced Analytics. Instead of numbing decision-makers with a profusion of options they created, the simulations render elucidative insights.

Artificial Intelligence 111

Artificial Intelligence Energy and Utilities Decision-making Advertising 111

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. 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.

Sales 93

Sales Decision-making Sales Training Sales Management 93

Flevy

APRIL 30, 2024

This helps in understanding the day-to-day activities that might influence purchasing decisions. By investing in Customer Journey Mapping, organizations can achieve a clearer understanding of the customer experience, enabling them to make informed decisions that enhance interactions at every touchpoint.

Telecommunications 52

Telecommunications Healthcare Retail Customer Experience 52

Brooks Group

OCTOBER 24, 2023

Have Expert Sales Coaches Lead the Program Eventually sales managers will be the main source of direction and leadership for your sales reps—and sales management training can prep them for this responsibility. The coach is there to answer any questions, and to make the seller feel comfortable putting their new tools into action.

Sales Training 74

Sales Training Sales Decision-making Sales Management 74