Upland

SEPTEMBER 29, 2023

Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. In stakeholder mapping, you need to: Define stakeholder goals: what are their biggest priorities? Today, there are as many as 6-10 buyers in a buying group.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Account Manager Tips

AUGUST 4, 2022

Unstoppable Self Confidence: How to create the indestructible, natural confidence of the 1% who achieve their goals, create success on demand and live life on their terms Why this book? The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results Why this book?

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Mike Kunkle

MAY 30, 2023

It requires a wide range of knowledge, skills, capabilities, practices, and mindsets, as well as mental toughness, emotional maturity, and, often, the ability to influence without authority. Sometimes, that reality being what it is, we need to work in environments that are not ideal for what we do. Therefore, enablement is hard work.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Mike Kunkle

MARCH 31, 2023

Because getting these right, having them support each other, and fostering adoption and mastery, improves revenue plan attainment, individual rep quota attainment rates, and win rates. As you can see in the image above, a buying process consists of these same elements – stages, names, objectives, tasks, and exit criteria.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Upland

JANUARY 26, 2023

Today, the horizon of B2B selling looks different than it did even just a few years ago. Technological innovations, digitalization and workstyle evolutions that were being signaled years ago have today come to fruition. The world has undergone several drastic revolutions in only a few years.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Upland

APRIL 20, 2023

How can effective account management help you defend and grow revenue? There are plenty of sellers out there waiting for the slightest chance to jump in and take your hard-earned relationships away from you. You need a strategy to defend and grow revenue in not only key accounts, but in every account. How do we know this?

Account Management 195

Account Management Management Account Planning Decision-making 195

Mike Kunkle

OCTOBER 8, 2023

Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. This unified effort propels businesses to new heights of success. I’m not saying it should report elsewhere, just that it is critical to commercial success.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

MDI Training

JANUARY 10, 2023

Read this article to find out how you can get everyone to listen to you in online meetings and what you need to keep in mind in a hybrid setting. You know it – sometimes you are leading an online meeting and you get the feeling that the participants do not pay enough attention to you.

Meetings 98

Meetings Leadership Digital Transformation Facilitation 98

Revenue Storm

JUNE 21, 2022

By now I am sure you are tired of hearing how the pandemic, along with other issues like supply chain, inflation, and the war in Ukraine, have turned our lives upside down. How and where we work, how our clients work and buy, and how we have to sell. Yet, I continue to see Leaders do what they have always done, only faster now.

Supply Chain 88

Supply Chain Negotiation Leadership Prioritization 88

Upland

JULY 9, 2020

That same advice is just as timely today for B2B sales and marketing leaders facing significant headwinds with COVID-19 and a very conservative spending climate. In order to get back to growth, sales leaders must focus on existing customers. In order to get back to growth, sales leaders must focus on existing customers.

Account Management 195

Account Management Management Account Planning Digitalization 195

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. And today, even functions entitled sales training are doing some enablement work. Many have worked to codify and influence what sales enablement is and does. Pay attention. This is free consulting. Background & Context. Enablement is Booming.

Sales 130

Sales Sales Training Leadership Decision-making 130

SalesGlobe

OCTOBER 11, 2023

Success in Challenging Sales Environments Mark Donnolo Welcome to the Rethink Sales Podcast. We’re we’re going to be talking about your most valuable asset, right. Mark Donnolo Which is you and how you think. What do I fill out? And we’re going to dive deep into that today.

Sales Environment 52

Sales Environment Sales Supply Chain Software 52

MDI Training

MARCH 27, 2023

If we are not able to realize our WeQ, we will get in trouble, because today’s complex problems cannot be solved by single geniuses anymore. If we are not able to realize our WeQ, we will get in trouble, because today’s complex problems cannot be solved by single geniuses anymore. Can you name a practical example?

Leadership 96

Leadership Digital Transformation Digitalization Meetings 96

Hubspot Sales

MAY 18, 2021

How do you win more consistently and more often? business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople. business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople.

Value Proposition 118

Value Proposition Sales Communication Onboarding 118

Zendesk

DECEMBER 6, 2021

Leaders first need to define the strategy, understand what success looks like, and look for ways to not only deliver a customer-first experience today but also set up for tomorrow. A customer-first mindset is closely related to purpose-driven thinking. Customer first means business success.

Co-Creation 98

Co-Creation Customer Experience Profitability Decision-making 98

Mike Kunkle

JUNE 12, 2022

Now, facing a blossoming recession, we’re hearing of layoffs, downsizing, cost-cutting, and new hires being told their positions have vaporized. I usually chastise leaders for doing a series of downsizings. But at a time like this, you can’t afford not to be strategic and logical. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. It answers some crucially important questions I’ve received when working with leaders and their teams over the last five years. What is a stakeholder?

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

Account Manager Tips

AUGUST 10, 2021

You ask your clients to recommend you to people they know. So if the idea of asking for a client referral scares you even just a little, you're not alone. Referred customers have a 16% higher lifetime value. Sales Insights Lab surveyed 400 salespeople to gain insights into today's selling world. Really hard.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Brooks Group

NOVEMBER 14, 2023

But knowing whether you’re moving in the right direction is easier said than done. Every sales leader understands there are pitfalls to building a sales strategy. This post walks you through the four pitfalls of sales strategy and provides best practices to avoid them. And why do we want to be that? Buyers have changed.

Supply Chain 52

Supply Chain Sales Sales Training Meetings 52

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. But you can quickly improve with a little work and reflection. Discover fifteen things you should stop doing and what to start doing instead. Only the ones you want to keep!

Account Management 246

Account Management Key Account Management Management Suppliers 246

Miller Heiman Group

AUGUST 13, 2020

Sales managers are being tested in ways they’ve never seen before, and new managers have even more challenges as they assume their roles in the midst of sweeping change. The attributes of top sellers don’t always align with the skills needed to be a great sales leader, which is why managers need to be equipped with a specific set of tools.

Sales Management 107

Sales Management Management Sales Meetings 107

Hubspot Sales

DECEMBER 7, 2023

Q4 sales are often the most lucrative of the year, but successful sales don’t come simply because of the season. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

B2C 120

B2C Transportation Decision-making Logistics 120

MDI Training

FEBRUARY 14, 2023

Being a servant leader “Servant Leadership” is a concept by Robert Greenleaf that describes the manager as a servant to their employees. What this model is specifically about and what its strengths are, you can read in this article. To me, it seems more like a motivational ploy. ” Trick or mission?

Leadership 97

Leadership Shareholders Decision-making Digital Transformation 97

Hubspot Sales

MAY 24, 2021

When you're interviewing for a sales role, you're bound to run into both kinds of candidates, so the question becomes, "How do I tell them apart?". When you're interviewing for a sales role, you're bound to run into both kinds of candidates, so the question becomes, "How do I tell them apart?". Let's take a look! Let's take a look!

Sales 138

Sales Decision-making Marketing B2B 138

Hubspot Sales

APRIL 11, 2023

If any of your top salespeople leave your company, you may fall behind. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units. Why do sales teams experience high turnover? Why do sales teams experience high turnover?

Sales 120

Sales Brainstorming Leadership Insurance 120

Hubspot Sales

OCTOBER 28, 2020

As companies are facing uncertainty with their ability to operate and sell their products, effective leadership may have a whole new set of requirements. If you’re still leading the same way you have been for years, now is the perfect time to adapt your leadership style to better meet the needs of your organization during challenging times.

Prioritization 103

Prioritization Leadership Sales Sales Leadership 103

ACT

APRIL 22, 2024

Today’s CEOs believe there’s a 24 percent likelihood that their companies will be exposed to macroeconomic volatility in the next 12 months. Business leaders also believe that there’s a 24 percent chance inflation will be a key threat to their companies during the same period. Here are a few strategies to help you get started.

Supply Chain 52

Supply Chain Small Business Investors Sales 52

Brooks Group

AUGUST 10, 2022

This article aims to focus some of that information through the lens of setting sales goals, how to set sales goals, and what to do if you’re missing your sales goals. Motivational psychology, however, has found that people are much more likely to work to keep something they already have, than gain something they don’t yet possess.

Sales 70

Sales Sales Management Sales Training Prioritization 70

Account Manager Tips

JULY 27, 2020

Now, if there’s one thing that I know it’s when you are a small business, your priority is survival. So organizational design and formal systems, you know, well, that can wait. You can’t run an account management team like that, let alone a business. 15:33 Why embracing failure has been the secret to success. Time Stamps.

Account Management 130

Account Management Business Growth Management Account Planning 130

CMOE

FEBRUARY 7, 2023

An organization or workplace can have a positive culture, shown by high productivity, collaboration, and retention, or a negative culture. An organization or workplace can have a positive culture, shown by high productivity, collaboration, and retention, or a negative culture. What Is a Negative Workplace Culture?

Emotional Intelligence 52

Emotional Intelligence Innovation Leadership Organization 52

MDI Training

MARCH 22, 2022

6 things you can do to support your hybrid team. That’s why it’s even more important that you, as a leader, keep a cool head and take the pressure off your employees as much as possible. With these 6 tips, you get 6 things you can do to support your hybrid team with their current challenges. .

Leadership 98

Leadership e-Learning Digitalization Digital Transformation 98

MDI Training

MAY 19, 2021

Successful collaboration, whether in a virtual or real environment, is defined by several important aspects. Leadership E-Learning By the way, Peter shows you in our new e-learning course successful virtual collaboration & mentoring step by step! Successful collaboration through mentoring, attentiveness and empathy.

e-Learning 98

e-Learning Leadership Digitalization Decision-making 98

MDI Training

OCTOBER 11, 2021

Immersive learning through virtual reality can help organizations address some of today’s key leadership challenges. Why is virtual reality for leaders on the rise? What do new VR leadership trainings look like in practice? Other VR trainings involve the whole team and you can think of it more like a virtual escape room.

Leadership 98

Leadership e-Learning Digital Transformation Digitalization 98

MDI Training

FEBRUARY 25, 2021

Driving business innovation as a leader. Successfully driving business innovation as a leader is essential to living a positive innovation culture and strong innovation management. Are you a leader? Or are you an HR business partner, HR developer or organizational developer? Anita Berger.

Innovation 98

Innovation Digital Transformation Leadership Digitalization 98

CMOE

NOVEMBER 10, 2021

Jim Collins’ definition of the Stockdale Paradox teaches us that our faith that we will prevail in the end must be balanced with confronting the brutal facts of a situation—and given the challenging reality that we have all been living through since early 2020, this idea now seems more relevant than ever. So we changed.

Supply Chain 98

Supply Chain Leadership Communication Organization 98

Hubspot Sales

JUNE 23, 2020

As the global economy regains its footing after the fallout from COVID-19, business leaders are focused on finding a new way to protect the bottom line and their communities at the same time. According to McKinsey , marketing and sales leaders need to operate across a range of different environments.

B2B 119

B2B Digital Transformation Virtual Selling Digitalization 119