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

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

Flevy

MARCH 17, 2024

NPD is central to organizations looking to maintain or establish a competitive edge, enabling them to capitalize on emerging opportunities and meet evolving customer demands. New Product Success Rate Definition : The percentage of new products that meet or exceed their performance and financial goals.

Management 52

Management Digital Transformation Innovation Prioritization 52

Brooks Group

APRIL 10, 2024

Prospecting Techniques: Before the Sales Call The right sales skills and a consistent set of best practices before sales calls will make prospecting time more productive. Make sure every team member has a professional headshot, sales title, and product-oriented “About” section. Here are some to focus on.

Sales 88

Sales Media B2B Publishing 88

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Money can't buy happiness, but it sure makes misery easier to live with. Find out how much money key account managers REALLY make! How much money does a key account manager make? Develop influential relationships with decision-makers. Enough for champagne and caviar?

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Brooks Group

APRIL 19, 2023

The first key fundamental that IMPACT Selling ® teaches is how sales reps can make their first impression a good one. They are interested in hearing expert opinions, industry insight, and anything that may guide them as they make business decisions. The majority of buyers want more than mere access to what your company sells.

Decision-making 83

Decision-making Sales Training Media Publishing 83

Red Star Kim

NOVEMBER 2, 2023

The article What Today’s Rainmakers Do Differently (hbr.org) was published in Nov-Dec 2023. Traditionally, firms have focused on technical expertise, client impact, and book of business as the criteria for making partner-selection and hiring decisions. billion, making it the fastest-growing law firm in the United States.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Hubspot Sales

MARCH 7, 2023

Let's dive into some of the biggest missteps she sees RevOps teams making, and how you can avoid them. The 5 Biggest Missteps Your Revenue Operations Team Might Be Making 1. But it can also help you know your total relevant market, build up your ICP, and can make you smarter in your go-to-market processes.

Publishing 103

Publishing Customer Experience e-Learning Software 103

Mike Kunkle

MAY 15, 2019

[This article was originally published as part of the Sales Education Foundation 2018 Annual Magazine , co-authored with Robert M. Corporate buyers will also likely leverage AI in their problem-identification, research, problem-solving, and decision processes. Peterson, Ph.D., The man will be there to feed the dog. Improvisation.

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

Flevy

MARCH 19, 2024

Innovation Pipeline Strength is a critical metric for organizations aiming to maintain a highly competitive level of innovation. It reflects an organization’s ability to manage, prioritize, and convert ideas into viable products or services, ensuring a consistent flow of innovation.

Innovation 52

Innovation Management Digital Transformation Prioritization 52

Account Manager Tips

AUGUST 3, 2022

We follow up with clients for to close a sale, to ask a question, to get a decision, to share information or reminders. So before you go chasing your client, make sure you're prepared. Follow up shortens the decision cycle so don’t wait! Make it easy. Help your client to make decisions or to engage.

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

Strategic Communications

MARCH 31, 2022

Organizations benefit not only from the goodwill generated through their giving efforts from those they support, but also from the loyalth and goodwill these efforts generate among employees. Decisions need to be made based on considerations of both employee and customer needs and preferences—and the organization’s mission.

Investors 52

Investors Decision-making Publishing Government 52

AchieveIt

OCTOBER 25, 2023

At the top of the priority list for each organization on a calendar year format is deciding the direction of their strategic plan for the upcoming new year. Together, they make the dream team for building strategic plans to carry the business successfully through the year to come. What comes first with strategic planning?

Facilitation 52

Facilitation Healthcare Negotiation Decision-making 52

Upland

OCTOBER 21, 2022

In this definitive guide to account planning, we’ve compiled everything you need in order to understand the importance of account planning, what it is, and why a complete mindset shift is critical to success for any sales organization looking to grow and retain revenue in their key accounts in 2023 and beyond. . What is Account Planning?

Account Planning 195

Account Planning Leadership Software Software 195

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. Types of sales leads.

Publishing 105

Publishing Sales Media CRM 105

Flevy

MARCH 18, 2024

This essential function encompasses the activities organizations undertake to innovate and improve their products or services. It is through effective R&D activities that organizations can develop groundbreaking products, improve existing offerings, and discover new ways to meet customer demands.

Management 52

Management Digital Transformation Innovation Decision-making 52

DemandFarm

OCTOBER 25, 2023

In the ever-evolving sales landscape, organizations grapple with post-pandemic shifts. Leadership Styles in Sales According to a study by Harvard Business Publishing , quality sales managers will play a crucial role in driving revenue in the post-pandemic environment.

Leadership 52

Leadership Sales Leadership Sales Negotiation 52

Flevy

FEBRUARY 26, 2024

Pretty much every organization is pursuing a Digital Transformation Strategy to some degree. Digital Transformation Strategy encompasses the integration of digital technology into all areas of an organization, fundamentally changing operations and business models. We’ve living in the Digital Age.

Digital Transformation 52

Digital Transformation Digitalization Management Innovation 52

Account Manager Tips

SEPTEMBER 28, 2022

You reveal too much of what is going on behind the scenes in your organization. Instead of supporting internal team decisions, you champion your client's cause. You don't worry about meeting new people. Every month I publish a list of handpicked books to help you with your professional development. You step out of line.

Key Account Management 130

Key Account Management Account Management Management Publishing 130

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

Hubspot Sales

NOVEMBER 17, 2020

Our mission at HubSpot is to help millions of organizations grow better. And in addition to trying to hit revenue numbers, sales leaders needed to take care of their employees, and make sure they felt comfortable in this new selling environment. What changes can sales leaders think about making when they are planning for next year?

Virtual Selling 126

Virtual Selling Shareholders Decision-making Communication 126

Strategic Communications

JUNE 29, 2021

that this answer can make the most sense: “Yes, there are definitely times when giving your work?or For organizations that produce products, product sampling has long been a very successful way of raising awareness and preference for products. For service organizations ? And, perhaps, it is in comparing the two ?

Advertising 84

Advertising e-Learning Decision-making Small Business 84

Flevy

FEBRUARY 21, 2024

As a foundational element of Strategic Planning and Performance Management , Market Analysis empowers organizations to identify opportunities, anticipate trends, and mitigate risks. It is an indispensable tool for shaping an organization’s strategic direction and ensuring its offerings resonate with the target audience.

Marketing 52

Marketing Management Digital Transformation Value Proposition 52

AchieveIt

AUGUST 11, 2023

Be honest, does your organization truly embrace transparency? This fear of transparency leads to a culture of secrecy and mistrust within an organization. Imagine you’re part of an organization that has a company-wide event twice a year to present all of the progress that has been made in the past six months.

Healthcare 52

Healthcare Decision-making Stakeholders Government 52

Flevy

MARCH 21, 2024

The objective of this article is to shed light on the significance of Intellectual Property Strategy within organizations, emphasizing how Key Performance Indicators (KPIs) associated with IP can guide strategic decision-making, facilitate the formulation of effective strategies, and enhance operational improvements.

Management 52

Management Digital Transformation Innovation Negotiation 52

Hubspot Sales

JANUARY 21, 2021

She maintains active LinkedIn and Twitter presences and publishes a stream of high-quality, longer-form content through the SalesLatitude blog. He also produces and hosts TheAlignmentPodcast.com and publishes blog content through his website.

Sales 133

Sales Publishing Leadership B2B 133

Zendesk

FEBRUARY 17, 2022

Consumers aren’t always willing to make a purchase on a whim. And if you wait to interact with them until the end of their decision-making process, you’re missing out on profitable sales opportunities. Armed with that knowledge, they can adjust their sales strategy to minimize those pain points and meet their prospects’ needs.

Decision-making 98

Decision-making Media CRM Software 98

Peter Simoons

MAY 4, 2021

You and your partner will be able to accomplish so many things just by trying to bridge your organizations’ two distinct cultures and create a third culture that’s all your own. It will help bridge differences, especially when they are reviewed on a regular basis, such as during key partner meetings.

Publishing 64

Publishing Government Decision-making Profitability 64

Hubspot Sales

JUNE 6, 2022

This can help you get a sense of their decision-making authority and place within their organization. Is this their first time making this kind of purchasing decision? Shared connections: If you have a connection in common with your prospect, make sure to bring it up during your conversation.

Sales 128

Sales Publishing Decision-making Media 128

PandaDoc

DECEMBER 19, 2022

B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. You’ll also find a roster of valuable prospecting techniques and an in-depth look into what makes for a good prospective customer. Consider how your product or service can meet their specific needs.

B2B 98

B2B Sales Decision-making Publishing 98

OnStrategyHQ

APRIL 24, 2023

As your organization begins to sketch out what your strategic plan might look like, it’s likely to come to your attention that you’ll need to gain consensus around what your key performance indicators will be and how they will impact your organization. So let’s make sure they’re really good. We can help!

Profitability 105

Profitability Publishing CRM Insurance 105

Hubspot Sales

JULY 27, 2023

Mostly, strategic and administrative tasks like: Participating in internal meetings. Goldman Sachs made headlines after publishing a report which estimates that AI could take away as many as 300 million jobs. Make sure that they use the time freed up in their calendar productively. Retain the human factor in decision-making.

Leadership 90

Leadership Artificial Intelligence Decision-making Healthcare 90

Zendesk

NOVEMBER 29, 2022

Refunds (Support) lets agents make a refund request on behalf of a customer. Approve/Reject and Export processes give your finance team the control to see the refund requests that agents make. Using its no-code designer, people can build Slack apps on their own and publish them.

e-Learning 98

e-Learning Finance Banking Construction 98

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.

Sales 141

Sales Decision-making Software Software 141

Mike Kunkle

JUNE 12, 2022

At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. 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.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Strategic Communications

DECEMBER 9, 2022

Marketing is an Organization-wide Undertaking. Marketing is making sure that the products and services you provide—and every element that goes into the provision of those services – satisfies or exceeds the expectations of your customers. Effective marketing generates positive financial results for organizations.

Advertising 52

Advertising Marketing Shareholders Publishing 52

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. I’ve compiled a list of 18 sales planning tools, listed here in no particular order, which can help you organize your sales process and plan calls and more with greater efficiency.

Account Planning 116

Account Planning Sales CRM Prioritization 116