Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Upland

MARCH 29, 2023

It means becoming so much more in the eyes of your customers and prospects than just another vendor. Earning a place as a trusted advisor means engaging everyone in the organization with whom you can deliver value. Often, these insights are not visible to the untrained eye. In modern sales deals, it’s relationships that matter.

CRM 195

CRM Management Stakeholders Decision-making 195

Red Star Kim

APRIL 12, 2023

With a full house of marketing and business development executives from legal and accountancy firms across the UK it was an interactive, valuable and fun day (Thank you delegates for your spirited engagement and thanks to Morag Campbell for your superb technical hosting!). Do you feel there is a lot of crossover between them?”

Media 130

Media Marketing B2C Stakeholders 130

Arpedio

JUNE 2, 2022

How GUBI went from limited account insight to complete stakeholder visibility. After several years of strong growth, GUBI has recently partnered with the private equity investment company, Axcel, to help the company expand even further by developing its existing business, accelerating growth in new markets, and launching new products.

Stakeholders 52

Stakeholders Account Planning Account Management B2B 52

ClearPoint Strategy

JULY 7, 2021

If there is one phrase that represents both enormous potential and challenges to organizations today, it is big data. And yet data-driven decision making is more important than ever. When done right, dashboards provide valuable insight into the health of an organization and strongly influence executive decision making.

Organization 98

Organization Healthcare Decision-making Government 98

Flevy

MARCH 19, 2024

The Ohmae 3C model, also known as “the Strategic Triangle ,” is a strategic framework that assists in developing the fundamentals of Business Strategy for any organization. Ohmae’s 3C Model (Strategic Triangle) has its applications in Strategic Planning, Market Analysis , and guiding Decision-making processes.

Shareholders 52

Shareholders Decision-making Digital Transformation Manufacturing 52

SalesGlobe

DECEMBER 4, 2021

Converting stakeholders to business partners. Sales Operations realizes that the Sales organization tends to believe that everyone in the business exists to serve their needs. Sales Operations realizes that the Sales organization tends to believe that everyone in the business exists to serve their needs.

Stakeholders 52

Stakeholders Finance Sales Profitability 52

Clarity Engagement Solutions

FEBRUARY 7, 2022

As global commercial organizations continue to accelerate the shift from tactical selling to strategic customer engagement and partnership value, they need supporting business processes, tools and technology that can keep up with them. CX1™ HELPS YOU MANAGE: • Multiple types of stakeholders, decision-makers and influencers.

Stakeholders 172

Stakeholders Decision-making Account Planning Prioritization 172

Arpedio

APRIL 29, 2024

Key insights and learnings The Symposium brought together thought leaders and visionaries from leading organizations such as Tüv Süd , Zeiss , Mp Consulting , Mercuri and DHL. SAM professionals identified as value creators, ecosystem orchestrators, and champions of data-driven decision-making.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

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. The OODA Loop (Observe, Orient, Decide, Act), or Boyd’s Decision Cycle , is considered Colonel Boyd’s most renowned theory.

Decision-making 98

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

Upland

JANUARY 29, 2024

Sales productivity involves how efficiently and effectively a sales team can generate revenue—while managing costs and resources, building customer relationships, and staying competitive in the market. Greater team collaboration: Account planning often involves multiple departments, such as marketing, customer success, and technical support.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Build relationships with decision-makers and expand your network. Recognize market trends as well as the strengths and weaknesses of competitors.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Arpedio

FEBRUARY 26, 2024

With customers becoming increasingly discerning and markets saturated with choices, sales teams are turning to more strategic methods to secure high-value clients and drive sustainable revenue growth. It involves in-depth research, personalized outreach, and tailored solutions to address the unique needs and challenges of each target account.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Cosawi

JULY 14, 2021

Account Based Marketing interview by Pfizer COE. In conversation with Dominique Côté from Cosawi Consulting– shining a light on the essential role of marketing in KAM. We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). Change involved everyone. It takes two to tango .

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

Arpedio

FEBRUARY 22, 2024

Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. In today’s fiercely competitive market, having a well-defined and meticulously executed sales strategy is more crucial than ever before.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Arpedio

FEBRUARY 15, 2024

In today’s fiercely competitive market, achieving sales excellence is paramount for business growth and success. 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.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Red Star Kim

MAY 2, 2023

Pymetrics is mining behavioural research to see how particular candidates fit with an organization or a specific position. Strategic thinking: Senior professionals will need to be able to see the big picture, identify trends, and make decisions that support the long-term success of the business.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Nutshell

AUGUST 21, 2020

With over a hundred and one different things that could kill your cloud software business, poor marketing is the slow poison that can put it to sleep for good. With every SaaS market crowded these days— G2 lists over 2,800 solutions for “ CRM ” alone—there’s little room for error in your marketing. Product complexity.

Marketing 142

Marketing Onboarding Media B2C 142

Whetstone

APRIL 5, 2024

As we navigate the current economic landscape marked by high inflation, market volatility, and recession fears, businesses and their customers are facing a heightened sense of uncertainty. Trust becomes a critical factor in their decision-making process. 2024 looks like it will be a year of volatility.

Account Management 52

Account Management Decision-making Construction Stakeholders 52

Insightly

SEPTEMBER 6, 2023

For organizations to scale in a way that supports the customer journey, many are turning to automated systems that help them strike a better balance between growth and personalization. Marketing automation tools, such as Insightly Marketing , can be especially useful when implemented thoughtfully and strategically.

CRM 52

CRM Marketing Digitalization Advertising 52

Insightly

SEPTEMBER 6, 2023

For organizations to scale in a way that supports the customer journey, many are turning to automated systems that help them strike a better balance between growth and personalization. Marketing automation tools, such as Insightly Marketing , can be especially useful when implemented thoughtfully and strategically.

CRM 52

CRM Marketing Digitalization Advertising 52

ClearPoint Strategy

JULY 7, 2021

If there is one phrase that represents both enormous potential and challenges to organizations today, it is big data. And yet data-driven decision making is more important than ever. When done right, dashboards provide valuable insight into the health of an organization and strongly influence executive decision making.

Organization 52

Organization Healthcare Decision-making Government 52

Clarity Engagement Solutions

FEBRUARY 7, 2022

Clarity is proud to introduce Clarity CX1™ , tailored first for Pharma and now other vertical markets. As global commercial organizations continue to accelerate the shift from tactical selling to strategic customer engagement and partnership value, they need supporting business processes, tools and technology that can keep up with them.

Stakeholders 91

Stakeholders Decision-making Account Planning Prioritization 91

Arpedio

APRIL 15, 2024

AI technologies offer a range of capabilities that are essential for organizations to thrive in modern sales environments: Insights and Analytics : AI-driven insights provide sales teams with valuable data and analytics to understand customer behavior, preferences, and buying patterns.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Prioritization 52

Planview

FEBRUARY 29, 2024

According to McKinsey , this “tax” on development comprises about 40 percent of IT balance sheets, stemming from the intense pressure to enter the market and gather feedback swiftly. The impact of technical debt on quality, speed, and performance often remains obscured, making it crucial to bridge this gap in understanding.

Prioritization 59

Prioritization Innovation Suppliers Manufacturing 59

Arpedio

APRIL 29, 2024

By addressing these four key components, you can gain valuable insights into a prospect’s readiness and likelihood of making a purchase. By assessing the budget early on, you can determine whether the prospect has the necessary funds to make a purchase. This represents the decision-making power of the prospect.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Flevy

MARCH 21, 2024

For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies. This framework is designed not only for new CEOs , but also for guiding any substantial transformation project within an organization.

Energy and Utilities 52

Energy and Utilities Innovation Stakeholders Decision-making 52

Scovel

SEPTEMBER 22, 2021

What are the Account Based Marketing needs of that account? Apart from generating leads, ABM also takes a holistic marketing view. Marketing existing customer accounts to drive sales and cross-selling is one of the keys to getting the most out of your biggest account. Example of account-based marketing.

Marketing 52

Marketing Advertising B2B Decision-making 52

Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. These evaluators can be at any level and position within an organization, from team managers to CTOs. Below we’ll explain how to qualify different sales stakeholders.

Stakeholders 117

Stakeholders Decision-making Sales B2B 117

OnStrategyHQ

MAY 19, 2023

A: Give yourself enough time, do market research, and hire a consultant or follow a guide! Do Market & Customer Research Before You Plan Take your time and do a great amount of discovery work. Ask them what they aspire for in your company or organization. Great question! Give Yourself Enough Time – and Don’t Try to Rush!

Facilitation 97

Facilitation Shareholders Stakeholders Decision-making 97

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Your prospect lacks budget authority.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Flevy

JANUARY 17, 2024

Digital Transformation has evolved to become an overarching strategic process , reshaping how organizations leverage technology, processes, and people to fundamentally transform both operations and go-to-market strategies. It’s a journey that demands not only technological change, but also a cultural shift within the organization.

Digital Transformation 59

Digital Transformation Digitalization Stakeholders Artificial Intelligence 59

ProlifIQ

MARCH 30, 2023

The account planning process includes assessing an account’s business needs, goals, and structure and making sure your product or service delivery and value meet and exceed the expectations of your key accounts. How does the company go to market? What are the main challenges of the business? Who are their competitors?

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

Insightly

SEPTEMBER 12, 2022

The idea of account-based marketing (ABM) has been around since the early 2000s. It’s an innovative approach to B2B marketing that helps businesses target high-value prospects. When used effectively, account-based marketing can help companies to close bigger deals while reducing the total effort spent on marketing.

Marketing 52

Marketing CRM Decision-making B2B 52

Arpedio

FEBRUARY 14, 2024

In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

JANUARY 4, 2024

As businesses vie for market dominance, an articulate account strategy empowers organizations to deepen customer relationships and scale their operations effectively. It is a critical component of sales enablement , equipping teams with the knowledge and insights needed to perform their best in a competitive market.

B2B 52

B2B Sales Decision-making CRM 52