Flevy

MARCH 19, 2024

The model argues that effective Strategic Planning hinges on leveraging organizational strengths through corporate-focused strategies, aligning these strengths with market demands via customer-centric approaches, and surpassing competitors by employing competitor-focused tactics. Each C is independent, but has an impact on others—e.g.,

Shareholders 52

Shareholders Decision-making Digital Transformation Manufacturing 52

Red Star Kim

SEPTEMBER 6, 2022

I haven’t reviewed a book on the topic of internal communication and yet it’s a vital element of marketing, branding, organisational culture, change management and leadership. Structure to make your point. Focus on your home market (multinationals have got to make community work). Set a clear goal. Get the tone right.

Communication 130

Communication Facilitation Leadership Stakeholders 130

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. Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. That’s hyperbole and humor, to make a point, but it’s not far from the truth.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Arpedio

APRIL 15, 2024

Enhanced Decision-Making : AI algorithms process vast amounts of data quickly and accurately, enabling sales leaders to make informed decisions based on data-driven insights. Predictive Analytics : AI-powered predictive models forecast sales outcomes, identify potential leads, and prioritize opportunities.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Prioritization 52

Hubspot Sales

MARCH 4, 2024

We recently reached out to some of the winners for their insight on what sales leaders should prioritize, some principles they should live by, and how they should work with their teams in 2024. Sales leaders get things confused about what it means to lead — it‘s not because you have a title that makes you a leader.

Leadership 111

Leadership Construction Prioritization Sales 111

Red Star Kim

MAY 2, 2023

LinkedIn Learning reported the 2023 most in-demand soft skills as: Management Communication Customer service Leadership Sales Project Management Research Analytical skills Marketing Teamwork Amongst a list of the most in-demand hard skills were finance, data analysis, operations and customer relationship management.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Upland

NOVEMBER 28, 2021

These days, most prospects both want and expect to speak with a peer reference before they make a final purchase decision, but not all references are created equal. This makes resorting to unofficial sales reference channels all the more tempting. Making targeted, on-demand references a reality.

Sales 195

Sales B2B Software Software 195

Arpedio

MARCH 18, 2024

By meticulously outlining key stakeholders and decision-makers within prospective client organizations, account mapping gifts sales teams with a blueprint for personalized engagement and efficient closing of deals. Ultimately, this unified approach can propel sales performance, driving significant growth for the company.

B2B 52

B2B Stakeholders Sales Decision-making 52

Arpedio

APRIL 11, 2024

The adoption of AI in sales is paramount due to its profound impact on enhancing productivity, improving decision-making, and driving revenue growth. By harnessing AI capabilities, sales teams can make data-driven decisions, prioritize leads effectively, and deliver tailored experiences that resonate with prospects and customers.

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

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

Clarity Engagement Solutions

FEBRUARY 7, 2022

Clarity is proud to introduce Clarity CX1™ , tailored first for Pharma and now other vertical markets. CX1™ HELPS YOU MANAGE: • Multiple types of stakeholders, decision-makers and influencers. That’s where Clarity CX1™ comes in. Growing complexity & increased competition. Longer sales cycles. •

Stakeholders 91

Stakeholders Decision-making Account Planning Prioritization 91

Arpedio

MARCH 20, 2024

However, this process can be complex, requiring a deep understanding of the market, customer personas, and business objectives. Leveraging data analytics, predictive modeling, and market segmentation techniques can help pinpoint accounts with the highest potential for revenue growth and long-term value.

Government 52

Government Innovation Prioritization Facilitation 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

Upland

NOVEMBER 27, 2023

They aren’t in the market for products or services. A goal might be to… Grow revenue by 10% over the next six quarters Increase net new customers to 3,000 in 24 months Expand market share from 30% to 50% in the next five years. What’s putting the squeeze on your customer’s key decision-makers?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Hubspot Sales

NOVEMBER 22, 2023

In that survey, most sales professionals rated CRMs as effective tools, while 78% also noted that they enhance sales and marketing alignment. Ultimately, to achieve consistent growth and stay ahead of the competition, businesses must streamline their sales operations, focus on nurturing customer relationships , and make data-driven decisions.

CRM 99

CRM Decision-making Sales B2C 99

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

ProlifIQ

FEBRUARY 14, 2023

Prioritize The Right People And The Right Deals For B2B sales teams, a sales cycle is the lifeblood of their business. But what about stakeholders? 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.

Management 52

Management Prioritization Stakeholders CRM 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. Most critical, though, is that each stakeholder has a different level of power within their organization. Below we’ll explain how to qualify different sales stakeholders.

Stakeholders 117

Stakeholders Decision-making Sales B2B 117

DemandFarm

APRIL 8, 2024

Identify your target accounts, put together a team of sales plus marketing, work out a hyper-personalized messaging and content strategy for those accounts, and measure your efforts. At the core of their ABS is an often-overlooked perspective–selling to the humans behind the steely structures that make up their accounts lists.

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

AchieveIt

MARCH 15, 2024

What’s often overlooked, however, is the fact that an organization’s success rests heavily on its ability to implement decisions and execute processes efficiently, effectively, and consistently. Adapting to New Realities Market and internal dynamics are in a constant state of flux, requiring organizations to be agile and responsive.

Decision-making 52

Decision-making Stakeholders Prioritization Communication 52

Hubspot Sales

MAY 5, 2023

More than a third (35%) of US consumers are planning to make fewer purchases due to a possible recession. Consumers need more time to make purchasing decisions — and each purchase is more scrutinized, regardless of how essential. To make things more complicated, you may have to manage more stakeholders in the process.

Decision-making 107

Decision-making Sales Stakeholders Prioritization 107

Arpedio

APRIL 30, 2024

Creating a Customer-centric Approach When it comes to account growth strategy, it is essential to prioritize creating a customer-centric approach. By conducting thorough market research, surveys, and interviews, you can identify the challenges they face and the solutions they are seeking.

Account Growth 52

Account Growth Client Relationships Business Growth CRM 52

SuperOffice

OCTOBER 11, 2021

This way you can determine which leads your sales reps should pay their attention to the most, and which leads are still to be nurtured by your marketing team. Even qualified leads are not equally interested in making a purchase. Authority : Is this person a decision-maker? CHAMP (Challenges, Authority, Money, Prioritization).

Decision-making 63

Decision-making Prioritization Stakeholders Sales 63

Flevy

MARCH 21, 2024

Drive the Transformation : Over the first 18 months, the focus is on executing the transformation, making adjustments as necessary, and ensuring that the initiatives are having the intended impact. 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

DemandFarm

APRIL 4, 2023

The key to this is making account intelligence an asset within your organization. This data can be used to analyze trends, identify opportunities, and make data-driven decisions. More importantly, stakeholder mapping also ensures that customer needs are being prioritized.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Arpedio

OCTOBER 24, 2023

Join us on a journey that unravels the art of strategic decision-making, one SWOT quadrant at a time. In the ever-evolving landscape of business and decision-making, staying ahead of the curve requires a strategic approach. It’s a crucial step in decision-making and steering a business. Let’s dive in.

Decision-making 52

Decision-making Account Management Prioritization Software 52

Hubspot Sales

JUNE 18, 2019

You might sell a product that genuinely makes conducting business easier, but this doesn't grant you a simple sales process. Selling to businesses often means proving to multiple decision makers that your product can make their jobs more efficient, provide a significant return on investment ,and outdo competitors in functionality and price.

Decision-making 125

Decision-making Stakeholders Sales Software 125

Arpedio

MAY 26, 2023

Relationship management is a fundamental concept that encompasses the strategies, practices, and techniques employed to cultivate and nurture connections with various stakeholders. By prioritizing relationship management, you can forge long-lasting connections that lead to beneficial outcomes for all parties involved. Let's talk!

Management 52

Management Stakeholders Prioritization Software 52

Arpedio

MARCH 26, 2024

It serves as the foundation for establishing strong customer relationships, understanding market dynamics, and ultimately closing deals that drive revenue growth. Lead Qualification: Assessing leads based on criteria such as fit, interest, and readiness to buy, to prioritize sales efforts effectively. What is a Pre-Sales Strategy?

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Arpedio

FEBRUARY 19, 2024

By harnessing the power of predictive analytics and machine learning, sales professionals gain valuable insights into customer behavior, preferences, and buying signals, enabling them to make informed decisions and tailor their strategies for success. This information can then be used to optimize sales strategies and close more deals.

Artificial Intelligence 52

Artificial Intelligence Sales Government Decision-making 52

ProlifIQ

JUNE 21, 2023

The team’s expertise and knowledge help in navigating complex organizational structures, understanding customer dynamics, and building strong relationships with stakeholders. By leveraging data, market research, and customer insights, account managers can make informed decisions, identify growth opportunities, and mitigate risks.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Hubspot Sales

AUGUST 30, 2023

AI recognizes facial impressions and drives emotion-based decisions The market size for facial recognition software was valued at USD 4.35 I think the biggest AI trend we’ll see in the next couple of years is the ability for AI to make emotion-based decisions. AI makes customer data more vulnerable.

Decision-making 91

Decision-making Sales Profitability Artificial Intelligence 91

Flevy

JANUARY 13, 2024

This misalignment can significantly hamper the organization’s growth and competitiveness in the market. A healthcare provider prioritizes KPIs related to patient processing speed, which unintentionally compromises patient care quality, deviating from its primary mission of delivering excellent healthcare.

Retail 52

Retail Healthcare Decision-making Performance Review 52

Arpedio

APRIL 15, 2024

This strategic approach aligns marketing and sales efforts, enhances buyer interactions, and optimizes the sales process. One of the key benefits of sales enablement is its ability to align marketing and sales efforts. What is Sales Enablement?

Sales Training 52

Sales Training Sales Decision-making Account Planning 52

PandaDoc

FEBRUARY 23, 2024

Opportunity management is an approach that focuses on identifying and managing business opportunities for client acquisition, market expansion , strategic partnerships, and more. What will this opportunity bring me in terms of results (revenues, exposure, market penetration, etc.)? What’s their business value?

Management 52

Management CRM Sales Decision-making 52