Planview

JULY 11, 2023

Other decisions are made at the individual level on prioritization and focus on a given day. Companies that transform the quality and speed of their decisions consistently outperform their competitors. So how can you make smarter decisions faster? A two-way door is a decision that is easily reversible.

Decision-making 52

Decision-making Artificial Intelligence Manufacturing Digitalization 52

MTD Sales Training

FEBRUARY 12, 2018

He once said to me, “Sean, what do you do after a sales meeting that ensures the next one will be even better?”. But it got me thinking about what would be the best way to learn from the meeting experience and determine how I could improve next time. Ask yourself questions like these: How did the meeting start?

Meetings 110

Meetings Sales Decision-making Sales Training 110

Account Management Skills

NOVEMBER 28, 2023

Agency owners often tell me they wish their account managers were more confident in client meetings, including being confident enough to suggest new ideas for new projects. But, as with everything else, you can’t expect your account managers to just know how to run an effective client meeting.

Account Management 52

Account Management Meetings Management Decision-making 52

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?

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Meetings Virtual Selling Decision-making Software 62

Nutshell

DECEMBER 4, 2018

Most people find meetings to be a painful experience—and not without reason. Meetings often lack an agenda, purpose, or direction, and on top of that, they’re usually inconveniently scheduled and easily get off track. Make the Meeting Convenient. Ensure Your Meetings Are Purposeful.

Meetings 97

Meetings Sales Decision-making Publishing 97

Openview

MARCH 7, 2019

After a sales meeting, do you ever experience a prospect ‘going dark’ on you? Everything felt like it should have gone great – the prospect seemed interested in the meeting, they asked the right questions, your sales pitch was stellar. During this pre-call, ask: Who will be part of the sales meeting? What are their roles?

Meetings 103

Meetings Sales Decision-making Stakeholders 103

Brightbridge Consulting

AUGUST 5, 2021

A face-to-face meeting is planned! An issue we are not surprisingly seeing is that our customers own clients have stayed with virtual conversations and for lower value sales appear to be increasingly bypassing conversations and going straight for a decision on supplier and placement of the order. The post Meeting up?

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

Planview

AUGUST 29, 2023

Because projects and capacity can change so quickly, a bottom-up process makes it difficult to make adjustments. While many companies hold annual planning meetings to look at the entire year at once, business today moves too fast to be that slow. Using a top-down process allows for easier adjustments.

Meetings 52

Meetings Prioritization Facilitation Decision-making 52

The Center for Sales Strategy

DECEMBER 2, 2019

You’ve secured the appointment with the decision maker. You’ve prepared for the meeting and think you have all the right questions. But aren’t you speaking to the decision-maker with the power to say yes? You’re excited and feeling positive about the sales call. Other people?

Decision-making 73

Decision-making Meetings Sales 73

MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? I absolutely hate it when at the start of an online meeting people can’t login to the session or they need to download some piece of java script for the session to work properly. You just lose all momentum and it always seems to be the decision maker!

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Meetings Suppliers Sales Training Sales 77

OnStrategyHQ

AUGUST 4, 2023

This introspection helps leaders refine their target-setting approach and make better-informed decisions in the future. Environmental changes can impact an organization’s ability to meet its annual targets. Additional Resources to Consider The post [Q&A] What should we do if we aren’t meeting our annual goals?

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Meetings Decision-making Leadership Organization 52

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. There is rarely a deep understanding of how disparate and disconnected decision-making units are across such large organisations.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

MTD Sales Training

SEPTEMBER 19, 2018

Are you using video meetings in your sales process? I absolutely hate it when at the start of a meeting people can’t login to the session or they need to download some piece of java script for the session to work properly. Be prepared and make sure everyone knows what they need to do to access the session beforehand.

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Meetings Sales Training Software Software 86

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.

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Meetings CRM Decision-making Sales 63

Sales Management Plus -- SMP

DECEMBER 20, 2022

To meet their quotas and goals, they need access to the right data. Sales managers can use data to help them make informed decisions about how to lead their sales teams. The post Five Ways Leading Distribution Sales Reps Use Data to Meet Their Goals appeared first on SMP.

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Meetings Sales Sales Management Decision-making 52

Account Manager Tips

OCTOBER 6, 2022

Schedule meetings ASAP 4. Use meeting scheduling tools 5. Schedule follow up meetings during the meeting 6. Only meet for as long as needed 10. Say "No" to update meetings 11. Resolve meeting conflicts immediately 14. Resolve meeting conflicts immediately 14. Batch meetings 16.

Management 246

Management Meetings Decision-making Brainstorming 246

Outbound Engine

MARCH 12, 2019

We have all been either a victim or a perpetrator of meaningless meetings. You’ve likely asked yourself at one time or another if people have any idea of how to run a meeting. What is a meeting? A meeting is defined by Merriam-Webster as coming together for a common purpose. Part II: Running a Meeting.

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Meetings Facilitation Decision-making Stakeholders 45

Drift

APRIL 9, 2020

That’s been the cadence of my days since Drift made the decision to go remote in early March. And technology like Zoom, which has seen a 67% uptick in users since the start of the year, is making it possible. But I also want to make sure things keep moving between meetings. And I don’t want.

Meetings 62

Meetings Decision-making Marketing Sales 62

CSSP

NOVEMBER 8, 2019

Focus of Strategic Planning Meetings. During a few strategic planning meetings in the last couple of years, I’ve noticed something that probably won’t surprise you: I started to get annoyed that we were spending too much time on things that weren’t important. Remember that you are doing STRATEGIC planning. First, “What do we do?”

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Meetings Decision-making Marketing Organization 85

MTD Sales Training

JANUARY 21, 2019

Preparation is key when meeting a new client. So, what should be included on your agenda when meeting with a possible client? How can you make sure this visit is productive and fruitful? Outline what you wish to achieve in this first meeting. Make sure these are the results they definitely want.

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Meetings Decision-making Sales Training Profitability 64

Hubspot Sales

MARCH 12, 2018

There’s nothing more exciting or terrifying than a sales meeting. Ultimately, the goal of every sales meeting is to close the deal or move it toward that result. Knowing when to unleash that sales pitch is what makes sales pros … well, pros. What is a sales meeting agenda? So, how do you know when it’s that perfect time?

Meetings 102

Meetings Sales Decision-making Manufacturing 102

Hubspot Sales

OCTOBER 12, 2017

Most salespeople are thrilled to land a meeting with a C-level executive. C-level sales involves meeting directly with executives at a prospect's company. It also means you have less time (sometimes just one meeting) to make your case. We’ve outlined the top six tips every rep should know about meeting with the C-suite.

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Meetings Decision-making Suppliers Stakeholders 104

MTD Sales Training

MAY 10, 2018

One thing many salespeople tell us is that, when they are in a sales meeting, the prospect often will derail the subject or cause objections to be raised. They are trying to see if the product you are selling is going to be right for them and they run the risk of making a decision that may be counter-productive. Happy Selling!

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Meetings Decision-making Sales Training Communication 65

Scovel

NOVEMBER 25, 2019

You have landed a meeting with a prospective buyer… The floor is yours…. Be cognizant of a few buyers in the decision cycle. Then comes the next dimension, multiple buyers taking a joint decision. People are going to have multiple perspectives when they would make their decisions to solve the business problems.

Meetings 52

Meetings Decision-making Sales Prioritization 52

Openview

APRIL 20, 2018

It’s one thing to get meetings. If you need to drive your own pipeline, you need cold meetings. Unfortunately, many sellers don’t even believe that cold meetings result in sales. Unfortunately, many sellers don’t even believe that cold meetings result in sales. Cold Meetings Are Different. Why are you even here?

Meetings 65

Meetings Sales Decision-making B2B 65

MTD Sales Training

JULY 10, 2013

How many times have you been in discussions with a prospect and got on well, only to find that they don’t have the authority to make a decision? Sales Meetings decision-makers decision-making process how decisions are made' Visit my website for full links, other content, and more! ]].

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Decision-making Meetings Sales 97

The Center for Sales Strategy

JULY 16, 2019

Everyone wants a piece of the "big cheese"… the "head-honcho," the "main man" or "main woman," or otherwise known as the decision maker. Often, the lone source of the YES to the solutions you sell, connecting with the elusive decision maker can be mission impossible and derail a sale before it gets started.

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Meetings Decision-making Media Sales 72

MTD Sales Training

JULY 13, 2017

Having an element of fear before a sales meeting shows that you care. Make Sure You Prepare Effectively. If that happens, you need to know what you are aiming to achieve at this particular meeting and then work toward that goal. You put pressure on yourself if you think that you need to make a perfect presentation.

Meetings 67

Meetings Sales Training Sales Decision-making 67

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. In fact between 70 to 80 percent feel vendors are not prepared for their meetings with senior level executives. Imagine you're at the front of a boardroom about to make a presentation. How do you feel?

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Value Proposition Decision-making B2B Meetings 246

Corporate Visions

NOVEMBER 7, 2018

Tis the season for picking sales meeting kickoff themes for sales and marketing organizations around the world. But when it comes to the content for the sales kickoff meeting, don’t settle for a new version of the same checklist you may be using. That would make for a big kickoff! Advise brain science vs. new theories.

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Meetings Suppliers Sales Decision-making 64

SBI Growth

AUGUST 3, 2013

Meet Kathy. He was struggling to make his number. BPM’s are a sales tool that map the decision-making process used to purchase something. Generates meetings with decision makers inside of your target prospects. Kathy knows the new Sales Leader is motivated to make an impact. Social Selling Guidance.

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Meetings Marketing Logistics Sales 121

The Center for Sales Strategy

APRIL 2, 2024

They are always in a constant struggle to outperform rivals and meet set goals. For salespersons, coaching can help refine critical skills like negotiation, communication, confidence, and decision-making. Salespeople, just like athletes, encounter setbacks like pressure to perform and rejection in their day-to-day work.

Negotiation 109

Negotiation Decision-making Communication Meetings 109

MTD Sales Training

FEBRUARY 7, 2018

So much has been said about how sales meetings should be carried out and I’m sure you’ve read most of them. The sales meeting can make or break any deal, so it makes sense to get this important stage of the sales process correct. Thirdly, make it easy for them to make commitments to the next stage.

Meetings 65

Meetings Manufacturing Decision-making Sales Training 65

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. Bad decision.

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Decision-making Sales Internet Profitability 130

SBI Growth

DECEMBER 1, 2012

Do you want to increase sales and meet your 2013 goals? 4 Keys to Making the Persona Project Successful. During project meetings focus your thoughts on how to operationalize the personas. What changes do I need to make to our CRM or Sales Force Administration Tools? interactions where decisions are made).

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Meetings Facilitation Construction Decision-making 115

SBI Growth

MARCH 2, 2013

Connecting with customer priorities is what will make win themes the most successful. Schedule a discovery meeting with the buyer. During the meeting you present a partial list from the Evaluation Criteria Matrix. You need a message that makes customers think and relate. But don’t be fooled. Evaluation Criteria Matrix.

Meetings 126

Meetings Value Proposition Decision-making Communication 126

MTD Sales Training

JULY 10, 2017

So you’ve arrived 30 minutes early and you’re sitting in your car ready to go in and visit a prospect and you’ve made the cardinal sin and have not done any sales preparation for this meeting! What do you want to get out of this meeting? Is it to identify the real decision maker? Don’t make this mistake!

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Meetings Suppliers Sales Sales Training 67