Mike Kunkle

APRIL 8, 2023

And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. It’s entirely possible. Here’s what I mean.

B2B 211

B2B Decision-making Sales Stakeholders 211

SBI Growth

DECEMBER 24, 2012

Bad decisions can cause your company to miss the number. When the decision is made at the top, the collateral damage is multiplied. Below are six of the worst decisions we’ve seen senior sales leaders make. It will help your team better understand how your Customers make a decision. They have the power.

Decision-making 130

Decision-making Sales Internet Profitability 130

PandaDoc

APRIL 3, 2023

Benefits of sales training for sales teams and their managers Sales training is beneficial for all members of a sales force, and investing in it can have many benefits and aid in establishing a culture of growth and support. With a defined and clear structure, staff can make useful decisions without the constant supervision of their manager.

Sales Training 98

Sales Training Management e-Learning Sales 98

Red Star Kim

JUNE 16, 2022

The MBL workshop on Referrer and Intermediary Management earlier this week combined those in front-line fee-earning roles (e.g. employment and family solicitors) with those from marketing and business development in legal, tax, wealth management and property firms. content management, events etc) in which they should do so.

Management 130

Management Key Account Management Digitalization Communication 130

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

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

Mike Kunkle

MARCH 31, 2023

Sales Methodology Sales methodology refers to the overall approach that sellers use to engage with potential customers, manage the sales process, close opportunities, and manage accounts. It includes frameworks, models, steps, and techniques that sellers use to open and win an opportunity or manage an account.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Mike Kunkle

FEBRUARY 5, 2023

Total Quality Management (TQM), Business Process Management (BPM), Six Sigma, and Lead Sigma are powerful methods for this sort of work. It’s also how I have applied systems thinking to The Building Blocks of Sales Enablement to deliver business impact (see this link for a webinar recap on the business impact topic).

B2B 198

B2B Sales Decision-making Negotiation 198

Mike Kunkle

AUGUST 8, 2023

This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Use data to drive informed decisions, optimize sales processes, and identify untapped market opportunities. So can the absence of purposeful change leadership and management.

Sales 188

Sales Prioritization Innovation Leadership 188

Strategic Account Management Association

MARCH 2, 2022

By Gordon Galzerano, Co-Founder and Managing Partner, Timberwilde Consulting Group. But before I delve into what leaders can do to make this happen, I want to share some context for why it’s important. But before I delve into what leaders can do to make this happen, I want to share some context for why it’s important.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

MTD Sales Training

APRIL 19, 2020

That, of course, was written before the virus shutdown, but it shows that virtual meetings with clients and prospects were exponentially on the increase before it became the only methodology that we could use to reach prospects. So, what would be the best practices to adhere to when meeting up with a client virtually?

Meetings 62

Meetings Virtual Selling Decision-making Software 62

Planview

MAY 3, 2023

The world of project management is rapidly evolving, with an increasing emphasis on the role of the PMO in enterprise transformation. Which begs the question—how can today’s project managers leverage automation to drive maximum value for their organizations? Register for the webinar , and learn all about their insights below.

Digital Transformation 52

Digital Transformation Future of Work Decision-making Stakeholders 52

SuperOffice

JANUARY 19, 2022

Types of customer meetings. Along with a sequence of emails, companies with long sales cycles arrange three meetings before the conversion happens: Discovery meeting. This is your first meeting with a warm, qualified lead that’s held with the goal of understanding the specific needs of a prospect. Follow-up meeting.

Meetings 63

Meetings CRM Decision-making Sales 63

ACT

JANUARY 9, 2024

Hosting online events like webinars, training sessions, or networking meetings can be great for business. As an online event management solution, Link2events+ acts as a bridge between functionality found in costly webinar services and standard webinar services. Groups to manage post-event follow-up.

Decision-making 52

Decision-making Media Marketing Management 52

Planview

JANUARY 27, 2022

Today we’re going to look at how a global biotech company used biotech project management software to drive greater business value. We’ll look at the steps the company took to optimize their IT Portfolio Management framework to increase visibility within the organization. Drive innovation and meet customer expectations.

Software 52

Software Software Management Government 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

Zendesk

JANUARY 5, 2022

Before sales reps can meet their targets, they need a clear understanding of what a sales lead is and how a lead is different from a prospect. If they make it through the lead qualification process, you must develop a relationship with them and nurture that connection until they turn into paying customers. Host educational webinars.

Publishing 105

Publishing Sales Media CRM 105

Hubspot Sales

NOVEMBER 28, 2023

In this article, we discuss how sales and marketing collaboration makes a difference and provide tips and tools for making this collaboration more efficient. Collaboration makes it possible for messaging to evolve based on real-time feedback. Training webinars. Table of Contents How can Sales and Marketing collaborate?

Marketing 106

Marketing Sales Decision-making Prioritization 106

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

MDI Training

JUNE 18, 2021

Site Assessment in the context of agile management development Authors: Josef Wegenberger, Oliver Wegenberger. In the mid-1980s, training needs are surveyed – if at all – by well thought-out training needs surveys using questionnaires sent to all managers. Society for Business Psychology and Organizational Dynamics.

Management 98

Management e-Learning Leadership Digitalization 98

SuperOffice

JUNE 14, 2022

To find out more about the secrets to becoming a professional in prospecting , I decided to talk to an expert – a person who claims he is able to create a meeting with a new prospect every 50 minutes! ??. When you deal with prospecting, you need to focus on finding champions, not decision-makers , advised Thibaut.

Decision-making 118

Decision-making B2B Digitalization Meetings 118

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Even under financial and emotional duress, strive to make calm, thoughtful, strategic decisions. Even so: How will you divide inbound and outbound lead gen, opportunity management, and strategic account management?

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Miller Heiman Group

OCTOBER 10, 2019

Last month, Miller Heiman Group CEO Byron Matthews kicked off our webinar series, The Future of Sales Is Now , by sharing marketplace trends that challenge sales teams across all industries: Sales performance is faltering. Sixty-two percent of buyers say that sellers “meet” their expectations. Listen to the Webinar.

Management 60

Management Sales Onboarding Sales Training 60

Planview

SEPTEMBER 9, 2021

Each company is a trailblazer in evolving PPM to meet stakeholder needs and achieve strategic objectives. Portfolio Director Mark Wybraniec – Johnson & Johnson – Portfolio Management Organization, Director Allan Spina – Becton Dickinson – Portfolio Management and Innovation Education, VP R&D. How did you retire them?

Finance 98

Finance Stakeholders Decision-making Acquisition 98

Mike Kunkle

MAY 15, 2019

In a B2B setting, AI will review customer websites, blogs, PR statements, financial reports, social media contributions from potential decision makers, determine price elasticity segmented by the sales representative that is assigned to the opportunity, based on their past discounting habits, and assign a probably of winning an opportunity.

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

Planview

JANUARY 10, 2022

At Planview, we have two great products that meet the varying needs of Professional Services organizations—whether it be products for Professional Services companies, professional services groups embedded in product companies, or those providing Managed Services. Webinar: Is Your PSA Accelerating Project Maturity?

Energy and Utilities 98

Energy and Utilities Profitability Decision-making Acquisition 98

Nutshell

JULY 16, 2018

We understand that customer relationship management software helps sales organizations keep track of their clients and manage leads through their sales pipeline , which makes selling easier and more effective. Touchpoint #1: The Potential Buyer Makes Contact. Does your solution make financial sense?

Management 81

Management Decision-making Sales Software 81

Nutshell

JULY 16, 2018

We understand that customer relationship management software helps sales organizations keep track of their clients and manage leads through their sales pipeline , which makes selling easier and more effective. Touchpoint #1: The Potential Buyer Makes Contact. Does your solution make financial sense?

Management 81

Management Decision-making Sales Software 81

Nutshell

OCTOBER 31, 2023

To make VisitorIQ even more useful for you, we just released some updates! The new VisitorIQ features also make it easy to find the people and companies that matter most to you. You can filter your results based on industry and individuals’ management level, job field, and contact details. And there’s more great news!

Artificial Intelligence 62

Artificial Intelligence Meetings Decision-making Onboarding 62

Planview

APRIL 29, 2022

We’ve included four webinars in this post to help you make this shift. The need to manage that change is more important than ever. Making the transition is vital to helping your organization achieve its business goals in the face of change. Access the on-demand webinar here to learn more.

Organization 59

Organization Government Prioritization Decision-making 59

Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Zendesk

FEBRUARY 21, 2024

In today’s virtual world, inside and outside sales teams play crucial roles—making it important for your business to incorporate them into your modern sales strategy. Inside sales agents work in a centralized location, like an office, and do not travel to meet with prospective buyers face-to-face. What is outside sales?

Sales 52

Sales Computers and Electronics Decision-making Software 52

Hubspot Sales

DECEMBER 7, 2023

Budget management: In many companies, if business leaders don’t spend their budget, they may lose it altogether. It’s no coincidence that 42% of managers and sales pros who coach or train their teams say that their primary goal is to get sales teams aligned on a common goal. Touch base with your manager.

B2C 121

B2C Transportation Decision-making Logistics 121

Hubspot Sales

OCTOBER 4, 2023

Laslty, you’ll also gain visibility into sales performance with Sales Reporting & Performance Management Software — which can measure the results of your training. per active user per month, Managed at $2.95-$5.95 Through the platform, you can train reps with webinars. Pricing: Free version available.

Sales Training 81

Sales Training Software Software Sales 81

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

Arpedio

JANUARY 3, 2024

Two common methods for lead management are lead scoring and lead qualification. We will also discuss the importance of implementing best practices for optimal lead management. Key Takeaways: Lead management techniques like lead scoring and lead qualification can help identify high-quality leads and improve conversion rates.

Prioritization 52

Prioritization Decision-making Marketing Media 52

Hubspot Sales

JULY 30, 2020

Warmer months mean more distractions, and with key decision makers on vacation, a potential drop in leads. This is a toxic combination for sales reps and their managers. Invest in sales management coaching. One clear way to motivate salespeople in the summer is to empower front-line managers to be better coaches.

Sales 120

Sales Brainstorming Decision-making Communication 120