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

Upland

JULY 12, 2023

And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc. Decision criteria: What factors will buyers consider when making their decision?

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

AchieveIt

JANUARY 2, 2024

Does your strategy, the backbone of your organization’s success, live across various spreadsheets and documents? As the strategy leader, you face a number of challenges — updates delayed, clarity lost, team resistance, and decision-making based on gut feeling rather than data. This can lead to resistance and frustration.

Organization 52

Organization Government Onboarding Transportation 52

5600 Blue

MARCH 8, 2018

As I was executing research to get ready for the assignment I stumbled on an article stating that this organization had just won: Procurement Organization of The Year! Well, we did it and since that time have worked with many Fortune 100 procurement organizations globally. they are making a decision.

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Mike Kunkle

APRIL 8, 2023

(Although, in complex B2B opportunities, especially with longer sales cycles, qualification – like discovery – may be ongoing, because new stakeholders are introduced, others leave, budgets shift, and in general, things change.) To start, assess the Buyer Type for each stakeholder. Here’s what I mean.

B2B 211

B2B Decision-making Sales Stakeholders 211

Upland

NOVEMBER 28, 2021

Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. A well-oiled, traditional customer reference or advocacy program can be an organization’s strongest asset, but launching, revamping, or expanding a traditional program isn’t right for every organization.

Sales 195

Sales B2B Software Software 195

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

Upland

MARCH 23, 2023

Who makes the final decision? This can result in problems like not knowing where to invest in inventory, human capital, and derail crucial decision-making. This makes more accurate sales forecasts a possibility while cutting back on sandbagging. These usually include: What’s the latest update?

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

Whetstone

APRIL 5, 2024

During such tumultuous times, organizations that have invested in building a strategic account management program can rely on the pivotal role played by their strategic account managers. Trust becomes a critical factor in their decision-making process.

Account Management 52

Account Management Decision-making Construction Stakeholders 52

Envisio

JUNE 28, 2023

Strategic planning is a key tool for running an effective public sector organization. When done correctly, it turns today’s vision into tomorrow’s reality–but in order to meet the goals in the plan efficiently, these organizations need a management reporting system that helps them implement their plan.

Management 92

Management Government Stakeholders Decision-making 92

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. Economic Buyer The economic buyer is the individual within the customer organization who holds the purse strings.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 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

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.

Meetings 103

Meetings Decision-making Suppliers Stakeholders 103

Arpedio

FEBRUARY 26, 2024

Unlike traditional sales approaches that cast a broad net across various prospects, TAS hones in on a select few accounts deemed most valuable and strategically significant to the organization’s objectives. TAS offers a roadmap for sales teams to cut through the noise, forge meaningful connections, and ultimately win lucrative deals.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Arpedio

FEBRUARY 15, 2024

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. Moreover, Mobilizers exhibit a keen understanding of their organization’s goals, priorities, and challenges.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

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. Close any gaps in your solution, meet all commitments and ensure your client is satisfied.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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. Key account planning drives the sales and support teams to document the stakeholders you will be working with.

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

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

AchieveIt

OCTOBER 31, 2023

Communicating your strategy’s performance to external stakeholders is crucial for organizations that operate in the public sphere, like government bodies, nonprofit organizations, and public health establishments. It doesn’t aim to capture every minute detail of your organization’s inner workings.

Stakeholders 52

Stakeholders Government Decision-making Communication 52

Revenue Storm

MARCH 14, 2023

Well, maybe not, because you may have been told one of the following buyer excuses: #1: “I am the decision maker.” – This is the classic of all deceptions. In a complex B2B sales cycle, there is rarely one decision maker. Therefore, your opportunity should stand out as the best choice for all stakeholders involved. #2:

Procurement 78

Procurement Value Proposition Decision-making B2B 78

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. Changes include the addition of more, and likely new, stakeholders entering the buying and selling process. Who makes the decisions and owns the budget is shifting.

Virtual Selling 122

Virtual Selling Stakeholders Meetings Facilitation 122

Hubspot Sales

NOVEMBER 22, 2023

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. Identify bottlenecks, track key metrics, and make data-driven decisions to close deals faster.

CRM 100

CRM Decision-making Sales B2C 100

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. In the U.S.,

Sales Leadership 142

Sales Leadership Leadership B2B Sales 142

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

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

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

Planview

SEPTEMBER 9, 2021

Each company is a trailblazer in evolving PPM to meet stakeholder needs and achieve strategic objectives. Portfolio Director Mark Wybraniec – Johnson & Johnson – Portfolio Management Organization, Director Allan Spina – Becton Dickinson – Portfolio Management and Innovation Education, VP R&D.

Finance 98

Finance Stakeholders Decision-making Acquisition 98

OnStrategyHQ

DECEMBER 20, 2023

Strategic Planning is when organizations define a bold vision and create a plan with objectives and goals to reach that future. A great strategic plan defines where your organization is going, how you’ll win, who must do what, and how you’ll review and adapt your strategy development. Can certain pitfalls be avoided?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

AchieveIt

JULY 10, 2023

Quarterly tracking seems like a reasonable approach, giving you enough time to assess performance and make the necessary adjustments. We’ve seen it take some organizations anywhere between four to six weeks to carry out their quarterly update process. Decisions cannot be made confidently.

Decision-making 52

Decision-making Stakeholders Meetings Facilitation 52

ProlifIQ

JUNE 21, 2023

A successful strategic account management strategy begins with a deep understanding of the role strategic accounts play in an organization’s success. When crafting a strategic account development plan, it is essential to align the objectives with the long-term goals of the organization.

Account Management 52

Account Management Management Account Planning Stakeholders 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

DemandFarm

APRIL 4, 2023

In case that person leaves your accounts, the amount they were bringing into the organization is automatically at risk. In such a situation, it is important to give visibility to the organizations that relationships are important. The key to this is making account intelligence an asset within your organization.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Arpedio

APRIL 3, 2024

It involves engaging with stakeholders at various levels of the organization to uncover opportunities and develop tailored solutions that align with the customer’s strategic objectives. This trust is essential for overcoming objections and gaining buy-in from key stakeholders.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

AchieveIt

JULY 24, 2023

A few months into implementing their carefully crafted strategy, a team gathers for an organization-wide meeting to present updates on their respective initiatives. It ensures that every department within an organization is reporting on the same key performance indicators (KPIs) and initiatives.

Decision-making 52

Decision-making Facilitation Government Stakeholders 52

DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Brooks Group

MARCH 7, 2024

Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable. This makes it far more likely they will listen to you—and that you’ll make the sale. They make buying decisions about products and services they don’t personally use.

Procurement 68

Procurement Management Decision-making Sales Training 68