SBI

JANUARY 28, 2020

. “ Sales enablement is the strategy and processes for helping sales teams efficiently move customers through the sales process to the point where the customer can make a buying decision with a higher likelihood of buying their solution. “ Sales Enablement supports the sales team to move buyers to a decision point.

Sales Management 52

Sales Management Management Sales Stakeholders 52

Revegy

JULY 17, 2018

A good strategic account program requires a clear understanding of the customer’s internal structure, personnel and decision-making process, including the buying centers with responsibility for initiatives and budgets. eBook: The Field Guide to Account Based Sales Enablement. eBook: Account Planning Template.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

Mike Kunkle

AUGUST 30, 2023

They must show that they can make an impact with enablement and move the needle on the metrics that matter most. But there is much an enabler can do to lead the change projects, garner the support needed, and continue to nudge, push, cajole, and lead the way to making a business impact.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Zendesk

MAY 26, 2022

Good sales collateral gives your prospects the information they need to make a purchase decision. Different kinds of businesses may also prioritize specific types of sales collateral to fit their target demographics—after all, no one needs a full case study to be convinced to buy a pint of Ben and Jerry’s.

Advertising 97

Advertising Sales Digitalization Decision-making 97

ClearPoint Strategy

FEBRUARY 19, 2021

Its plan “encourages more of what we love about Savannah,” and aims to provide decision-makers with a set of design principles going forward. A good master plan should pull in ideas from a variety of sources: the public, city council, key stakeholders (like historical, environmental, or cultural groups), private contractors, etc.,

Government 52

Government Transportation Investors Decision-making 52

Better Ways Sales Strategies

JANUARY 3, 2020

The primary “gap” in their version is the orientation of the value proposition – they tend to focus on what makes their organization or solution better (or more valuable) than their competitors. It’s what I wrote about a few years back when the eBook, UnSelling – Sell less to win more was published.

Value Proposition 40

Value Proposition Decision-making Stakeholders Sales 40

Showpad

OCTOBER 8, 2019

Sales enablement as a methodology itself is beyond ripe for innovation and transformation, making Sales enablement tools mission critical to today’s businesses. It’s a strategy for converting as many leads as possible, while making the full Sales cycle smoother. In most spheres, the evolution is welcome.

Sales 45

Sales Software Software Co-Creation 45

ClearPoint Strategy

JANUARY 14, 2021

But you can be in the 10% of businesses that actually make their strategic plan stick—and we can help you with that. and requested that you “make a strategic plan and then report back to the leadership team when you’re done”—stop right where you are. Table of Contents. Introduction. Chapter 1: Prepare For Strategic Planning.

Leadership 52

Leadership Decision-making Organization Meetings 52

Hubspot Sales

JULY 1, 2019

Instead of one salesperson targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company. The product team uses insights from customer stakeholders to plan new features and develop potential use cases. Who Should Use Account-Based Selling?

Stakeholders 84

Stakeholders Sales Finance Decision-making 84

Hubspot Sales

MAY 22, 2018

The trick to successfully getting your business off the ground is to meticulously plan and organize your materials, prioritize properly, and stay on top of the status and performance of each and every one of these moving parts. How to Make a Business Plan. Narrow down what makes you different.

Finance 145

Finance Business Planning Small Business Investors 145

Showpad

OCTOBER 14, 2019

An ideal use of social media in a B2B Sales strategy is for lead engagement, not necessarily making sales. These engagement points can help direct customers to a purchasing decision organically as they consume educational materials and other content resources, or just get to know more about your business from a profile page.

B2B 40

B2B Sales Media Decision-making 40