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.

Decision-making 130

Decision-making Sales Internet Profitability 130

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

DemandFarm

OCTOBER 3, 2023

Customer-centric companies are 60% more profitable than companies that aren’t. Gartner defines customer centricity as: “ the ability of people in an organization to understand customers’ situations, perceptions, and expectations. Data and Insights Customer data and insights provide valuable information for decision-making.

Decision-making 98

Decision-making Innovation Customer Experience Profitability 98

Upland

JANUARY 29, 2024

Sales productivity becomes even more difficult for complex B2B accounts with large buying groups and multiple divisions involved in the decision-making process. This targeted approach makes successful sales and better relationships more likely. This requires that sales teams work with their greater revenue teams.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Arpedio

DECEMBER 20, 2023

Sales forecasting is a critical process that enables businesses to project future sales activity and streamline their business strategy for better results and profitability. With the right sales forecasting techniques, businesses can make informed decisions to allocate resources, adjust inventories, and manage their sales teams effectively.

Decision-making 52

Decision-making Profitability Procurement Sales 52

Sales Gravy

AUGUST 27, 2022

If you want to succeed at any job, make yourself invaluable. Go the extra mile; make them never be able to imagine what life without you there would be like. No Mercy for Anchors The good news for you and sales professionals everywhere is that most organizations and their leaders are smart.

Decision-making 115

Decision-making Profitability Leadership Meetings 115

Hubspot Sales

NOVEMBER 20, 2023

AI and the pandemic threw a wrench in the typical sales funnel that companies have now realized is too outdated to consistently bring in the profits they want to see. In reality, what your audience wants is to know that you’re in tune with their needs and you have what it takes to make their jobs easier.

Artificial Intelligence 103

Artificial Intelligence Decision-making Profitability Sales 103

Mike Kunkle

APRIL 8, 2023

My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. In addition to having the right decision makers in the deal, which is part of qualification, it’s important to assess the landscape and relationships. Here’s what I mean.

B2B 211

B2B Decision-making Sales Stakeholders 211

Upland

AUGUST 29, 2023

Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision. It drives individuals and organizations to explore, evaluate, and invest in a product or service. It encompasses the motivation, need, and desire behind any activity.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Arpedio

FEBRUARY 23, 2024

In today’s fast-paced and ever-evolving business landscape, organizations face a myriad of challenges when it comes to driving revenue growth and maximizing profitability. Revenue Operations (RevOps) is a strategic approach that aims to streamline and optimize the entire revenue generation process within an organization.

Acquisition 52

Acquisition Facilitation Artificial Intelligence Decision-making 52

Arpedio

FEBRUARY 23, 2024

Welcome to our guide on revenue intelligence—a powerful concept that has revolutionized the way businesses approach strategy and decision-making. This data is then analyzed using advanced analytics techniques to extract meaningful insights and identify patterns that can inform strategic decision-making.

Decision-making 52

Decision-making Customer Experience CRM Profitability 52

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 100

Meetings Sales Decision-making Manufacturing 100

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 71

Decision-making Logistics Supply Chain Suppliers 71

AchieveIt

DECEMBER 6, 2023

His team became akin to a strategy SWAT team, entering both Fortune 500 organizations and startups to help them rapidly and effectively find new revenue streams and scale their business. What makes us stand out amongst our competitors? They are now tackling issues concerning burnout rates and profitability.

Prioritization 52

Prioritization Profitability Decision-making Organization 52

Strategic Planning and Management Insights

MARCH 6, 2023

SME Strategy is a strategy consulting firm that specializes in helping organizations align their teams and operations around a shared vision, mission, values, goals, and action plans. The success of your organization is heavily reliant on its ability to effectively implement its strategic plan.

Management 98

Management Decision-making Facilitation Software 98

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.

Meetings 64

Meetings Suppliers Sales Decision-making 64

AchieveIt

MARCH 6, 2024

You need a solid, data-driven plan to gauge your organization’s performance and steer decisions in the right direction. This is where organizational performance metrics come into play, acting as the secret sauce to your organization’s success. The key is to embrace the philosophy of “fewer, better metrics.”

Decision-making 52

Decision-making Profitability Finance Advertising 52

Zendesk

MARCH 7, 2024

On one side, a capable workforce is always available to meet consumer demand. On the other, there’s a profitable balance sheet. Leaning too far in one direction compromises the other, so organizations must find balance to get across to safety. Businesses today walk on a tightrope when it comes to customer service and efficiency.

Prioritization 52

Prioritization Profitability Customer Experience Decision-making 52

Sales Gravy

MAY 3, 2023

You'll learn how to succeed in volatile economic times by effectively handling decision deferment objections and conducting thorough research during the discovery phase of the sales process. Conducting effective, deep discovery and handling buying decision deferment objections will give salespeople a competitive edge in any economic climate.

Emotional Intelligence 88

Emotional Intelligence Artificial Intelligence Decision-making Sales 88

Brooks Group

APRIL 23, 2024

This blog post takes a deep dive into the key benefits and drawbacks of the sales profession to help you make an informed decision. Commission-based pay and fluctuations in sales volume can make it challenging to predict your monthly or annual income. This can make it difficult to maintain a healthy work-life balance.

Sales Training 68

Sales Training Sales Decision-making Negotiation 68

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. Key Resources to Guide Your Organization’s Success.

Energy and Utilities 98

Energy and Utilities Profitability Decision-making Acquisition 98

Arpedio

FEBRUARY 14, 2024

In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. By implementing strategic account planning , businesses can gain a deeper understanding of their customers’ needs, set clear objectives, and develop effective strategies to meet those objectives.

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. By implementing strategic account planning , businesses can gain a deeper understanding of their customers’ needs, set clear objectives, and develop effective strategies to meet those objectives.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Hubspot Sales

NOVEMBER 18, 2020

Inclusive organizations report 28% higher revenue, 2x net income, and 30% better economic performance on profit margin. The top data insights sales leaders use for decision-making are forecasting data, rep productivity data, and team performance to quota. Sales Performance. Sales Leader Priorities. Sales Management.

Sales Leadership 142

Sales Leadership Leadership B2B Sales 142

Envisio

JANUARY 24, 2024

The book suggests you should meet with employees for one-on-ones six to twelve times per year which will allow for employee development and higher achievement of performance goals. We talk about their professional goals, how the organization can support them, and any hurdles in achieving the goals that have been mutually set.

Government 105

Government Leadership Innovation Decision-making 105

Flevy

FEBRUARY 17, 2024

Customer Segmentation and Analysis stands at the forefront of this understanding, enabling organizations to tailor their strategies, products, and services to meet the diverse needs of their customers. In today’s digital world, understanding your customer base is more crucial than ever.

Management 52

Management Digital Transformation e-Learning Acquisition 52

Miller Heiman Group

DECEMBER 21, 2020

A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. It makes sense to focus on protecting the core when 70% of organizations report it’s taking longer or significantly longer to close deals with new clients.

Virtual Selling 122

Virtual Selling Stakeholders Meetings Facilitation 122

SBI Growth

DECEMBER 1, 2012

Do you want to increase sales and meet your 2013 goals? Over the past year, many organizations have built buyer personas (Read more about buyer personas here and here ). 4 Keys to Making the Persona Project Successful. Note: If your organization has already built personas skip to second key. Hey, Sales Operations leaders.

Meetings 115

Meetings Facilitation Construction Decision-making 115

Luminas Strategy

JANUARY 15, 2024

Strategic planning is a common organizational practice that, when done properly, will increase the likelihood that an organization will meet its goals. The authors emphasize answering the first question with real and unvarnished honesty about the organization’s strengths and weaknesses.

Customer Value 52

Customer Value Supply Chain Value Proposition Advertising 52

Arpedio

JANUARY 3, 2024

This sales strategy allows a company to have complete control over the sales process, build strong customer relationships, and maximize profit margins. It’s essential to have a deep understanding of the characteristics of each sales strategy to make an informed decision.

Sales 52

Sales Profitability Value Proposition Retail 52

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. I hope this will contained to not-yet-profitable, seed-funded early-stage companies with burn-rate/runway issues, but as the recession gears up, it may spread. Strategy First. Solving Complex Business Problems.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. When you can pinpoint dips in productivity and identify the elements that contribute to slower workflows, you can make the changes needed to support your sales team.

CRM 71

CRM Sales Software Software 71

Arpedio

NOVEMBER 22, 2023

Stakeholders can include a wide range of individuals, groups, or organizations, such as customers, suppliers, employees, shareholders, government agencies, and communities. This tool allows businesses to prioritize their stakeholders and allocate resources more effectively to meet their needs.

Stakeholders 52

Stakeholders Decision-making Innovation Business Growth 52

CMOE

JUNE 8, 2021

This dynamic creates opportunities and challenges for every organization. This suggests that in order to compete, grow, and avoid extinction, organizations have to be flexible and adapt. This framework reflects the skills and mindset leaders can use every day to build an agile organization, solve problems, and deliver results: 1.

Leadership 98

Leadership Stakeholders Government Profitability 98

Nutshell

AUGUST 28, 2023

The stages of the sales process 5 less-common (but still important) sales process stages 4 formats for organizing your sales process Strategies for creating and improving your sales process Challenges of a sales process What is a sales process? Qualifying The qualifying stage marks the first time your reps make direct contact with a lead.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

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. Table of Contents How can Sales and Marketing collaborate? Case studies.

Marketing 106

Marketing Sales Decision-making Prioritization 106

Zendesk

DECEMBER 15, 2023

Overall, workforce managers seek to get the most out of employees and processes to ensure businesses can meet and exceed their goals. Workforce managers play a pivotal role in an organization by ensuring everything operates at peak efficiency. Here are some of their primary responsibilities.

Management 52

Management Software Software Decision-making 52