Miller Heiman Group

JUNE 4, 2020

Our 2019 World-Class Sales Practices Study showed that lead conversion and quota attainment were both down by double digits (13% and 10%, respectively). Next, assess the role that your buying influence—each stakeholder who has a potentially positive or negative impact on your opportunity—plays in the decision-making process.

Supply Chain 84

Supply Chain Decision-making Digital Transformation Virtual Selling 84

Arpedio

MAY 30, 2022

Here’s what you need to be aware of right now if you are operating within Strategic Account Management and Account Based Selling : SAMA Conference Attendee Takeaways. With the rise of virtual selling comes the rise of omnichannel. Marketing supports messaging, digital advertising, and critical signals that informs the SAM.

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

Aepiphanni

JANUARY 28, 2021

There are new stakeholder behaviors, and knowing which traits are here to stay will make all the difference. The COVID crisis reinvigorated the need to innovate, more so to digitize everything from supply-chain reinvention to AI in healthcare. Tech advancement & digitization benefits continue to favor industrial growth.

Supply Chain 40

Supply Chain Remote Working Suppliers Innovation 40

PandaDoc

AUGUST 10, 2020

They do not engage on most digital platforms and, unlike the majority of people searching Google or visiting your website or following you on Twitter, C-suite buyers are not interested in your product. During a recent Stop the Sales Drop Podcast , Lori Harmon mentioned that virtual selling will not be temporary.

Investors 52

Investors Decision-making Leadership Virtual Selling 52

Arpedio

MAY 23, 2023

Start by centralizing your account and stakeholder data in Salesforce! Evaluating remote selling techniques and tools to ensure sales reps are equipped with the best practices for effective virtual selling. Start by centralizing your account and stakeholder data in Salesforce! Let's talk! Let's talk!

Sales 52

Sales Account Management Stakeholders CRM 52

Zendesk

JUNE 28, 2022

Enterprise sales tend to have an extended sales cycle, and they’ll involve many high-level people—on average, half a dozen stakeholders or company influencers will have a say. Sales Engine is a sales consulting firm that aims to improve company growth via transformative teaching and virtual selling tools. Sales Engine.

Sales Training 52

Sales Training B2B Sales Profitability 52

Showpad

JUNE 14, 2021

With a restarting economy, many B2B go-to-market teams are at risk of being left behind as competitors lean in strongly to digitally transformative selling and buying strategies. Buyer engagement, a little less conversation, a little more digital. How does frictionless selling translate in the B2C world?

Meetings 59

Meetings B2C Stakeholders B2B 59