Upland

FEBRUARY 17, 2023

Buying groups, or buying committees, are often composed of 10 stakeholders but can have more. It is the job of these trusted stakeholders to make sure that they make the right purchasing decision for their business or organization. Instead, there are multiple buyers involved in the purchasing decision.

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

Upland

AUGUST 25, 2023

An influence map is a visual tool that helps you identify and understand the stakeholders who have a say in your project or decision. It can be used to: Identify the key stakeholders who need to be engaged in order to achieve your goals. Understand the relationships between stakeholders and how they influence each other.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

CMOE

OCTOBER 13, 2022

A key component of being a good manager is being able to effectively communicate with leaders and key stakeholders. Doing so can help you save time by avoiding unnecessary topics and make your communication more effective and focused. 6 Tips for Speaking With Leaders and Key Stakeholders.

Stakeholders 52

Stakeholders Leadership Investors Communication 52

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. This enables them to work faster, engage buyers more effectively, and make better decisions.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Miller Heiman Group

FEBRUARY 28, 2019

Wouldn’t life be easier if the only stakeholder a seller needed was the main point of contact? Stakeholder management is complicated—because it involves an ever-expanding number of roles who influence purchase decisions at an organization. Other stakeholders are simply not accustomed to engaging directly with sales teams.

Stakeholders 106

Stakeholders Procurement Decision-making Organization 106

Upland

MARCH 29, 2023

It means becoming so much more in the eyes of your customers and prospects than just another vendor. Earning a place as a trusted advisor means engaging everyone in the organization with whom you can deliver value. Often, these insights are not visible to the untrained eye. In modern sales deals, it’s relationships that matter.

CRM 195

CRM Management Stakeholders Decision-making 195

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

PandaDoc

APRIL 29, 2024

Schedule your demo What to include in a data room index Your data room index should have a clear hierarchy and simplified structure — folder organization will affect how easily partners, team members and investors will locate needed data. This makes it easier for users to understand what each folder contains and find documents quickly.

Organization 52

Organization Investors e-Learning Shareholders 52

Upland

FEBRUARY 3, 2023

Relationship mapping refers to the process of outlining the inner workings of an organization – the decision makers, influence, and political structure – to ascertain the path of least resistance to building meaningful relationships with stakeholders. What drives the relationship between two important stakeholders?

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Arpedio

JUNE 2, 2022

How GUBI went from limited account insight to complete stakeholder visibility. Prior to teaming up with ARPEDIO, the main challenge for GUBI was too little visibility into accounts and stakeholders. The organization as a whole simply didn’t have the full insight potential it desired into its customers and stakeholders.

Stakeholders 52

Stakeholders Account Planning Account Management B2B 52

Miller Heiman Group

APRIL 9, 2019

According to CSO Insights research , only 29 percent of organizations report being effective at using a formal process for account engagement and development of relationships with key stakeholders. When managing large accounts, many sales teams struggle to access diverse stakeholders. Develop a Situation Appraisal.

Stakeholders 92

Stakeholders Value Proposition Decision-making Account Management 92

Red Star Kim

OCTOBER 18, 2022

So here’s a book review: The Management Shift – How to harness the power of people and transform your organization for sustainable success by Vlatka Hlupic. Organizations today are surfing on the edge of chaos”. Organic growth based on expertise (allow groups and communities of interest to form and the self-selection of leaders).

Organization 130

Organization Innovation Leadership Management 130

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

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

Planview

AUGUST 17, 2022

Being an adaptable organization is essential to your company’s long-term survival. Rather than make rash decisions, your business can use times of uncertainty to embrace agility and flexibility when scaling back spending, revisiting priorities, and realigning their workforces. We all know the story of Chicken Little.

Organization 52

Organization Decision-making Prioritization Facilitation 52

SalesGlobe

DECEMBER 4, 2021

Converting stakeholders to business partners. Sales Operations realizes that the Sales organization tends to believe that everyone in the business exists to serve their needs. Sales Operations realizes that the Sales organization tends to believe that everyone in the business exists to serve their needs. Contact Us.

Stakeholders 52

Stakeholders Finance Sales Profitability 52

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

Red Star Kim

SEPTEMBER 6, 2022

It notes that employees have a different relationship with the organization from customers. The author’s definition: ”Internal communication includes everything that gets said and shared inside an organization. Structure to make your point. And there’s a nod to communications theory. Set a clear goal. Get the tone right.

Communication 130

Communication Facilitation Leadership Stakeholders 130

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

OnStrategyHQ

MAY 17, 2023

Core Values: Outlining the behaviors and values you expect from your team and organization. Definition The mission statement describes an organization’s purpose or reason for existing. Outcome A short, concise, concrete statement that clearly defines the scope of the organization. Output: Phrases to use in a mission statement.

Organization 40

Organization Brainstorming Leadership Decision-making 40

Clarity Engagement Solutions

FEBRUARY 7, 2022

As global commercial organizations continue to accelerate the shift from tactical selling to strategic customer engagement and partnership value, they need supporting business processes, tools and technology that can keep up with them. CX1™ HELPS YOU MANAGE: • Multiple types of stakeholders, decision-makers and influencers.

Stakeholders 172

Stakeholders Decision-making Account Planning Prioritization 172

Arpedio

APRIL 29, 2024

Key insights and learnings The Symposium brought together thought leaders and visionaries from leading organizations such as Tüv Süd , Zeiss , Mp Consulting , Mercuri and DHL. SAM professionals identified as value creators, ecosystem orchestrators, and champions of data-driven decision-making.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

Red Star Kim

NOVEMBER 9, 2023

What does success look like for your organization? What is the informal decision-making process? link] There’s advice to jump your uncertainty gaps by decision-making and actions which involves risk. Strategy is a stream of decisions and actions”. What would it take to do it ten times better?

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

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

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. But there is much an enabler can do to lead the change projects, garner the support needed, and continue to nudge, push, cajole, and lead the way to making a business impact.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Flevy

MAY 23, 2023

Decision Making is critical for every business. Military strategists apply their training and experience to devise battle plans and make quick decisions aimed at achieving specific objectives. It’s a tool that military forces use to plan and execute strategic decisions. Enables prompt, objective decisions.

Decision-making 98

Decision-making Energy and Utilities Digital Transformation e-Learning 98

Kainexus

MARCH 28, 2023

Effective leadership in healthcare organizations requires open lines of communication between caregivers working directly with patients and hospital administrators who seek to protect the interests of all stakeholders.

Healthcare 94

Healthcare Communication Stakeholders Decision-making 94

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

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

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.

B2B 52

B2B Stakeholders Sales Decision-making 52

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

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. Create contact plans to keep in touch with key stakeholders in your company and your client's.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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

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

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

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. Aim to make your insights of such value that they are circulated internally.

Account Management 52

Account Management Decision-making Construction Stakeholders 52

Clarity Engagement Solutions

FEBRUARY 7, 2022

It directly supports our 4 Zones™ of Customer Engagement technology and is the 1st Industry Cloud Solution software on Salesforce Lightning to focus exclusively on Strategic Customer Engagement for organizations and field teams calling on key accounts. CX1™ HELPS YOU MANAGE: • Multiple types of stakeholders, decision-makers and influencers.

Stakeholders 91

Stakeholders Decision-making Account Planning Prioritization 91