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? What are their motivations?

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Upland

JULY 12, 2023

MEDDIC is not actually a healthcare term. It’s a sales acronym. 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-making 195

Decision-making Sales Account Planning Healthcare 195

Upland

MARCH 29, 2023

Relationship management in sales is all about delivering value and understanding the people and problems at play within accounts – both from prospective and current customers – in order to help solve their greatest challenges. What is relationship management? Suddenly, everyone was on the same playing field.

CRM 195

CRM Management Stakeholders Decision-making 195

Upland

OCTOBER 21, 2022

When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . Account planning is the process of mapping out key aspects of a potential customer or key account. . Account planning has never been so necessary – or so challenging – to get right.

Account Planning 195

Account Planning Leadership Software Software 195

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in quota attainment 19.7%

B2B 198

B2B Sales Decision-making Negotiation 198

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 211

B2B Decision-making Sales Stakeholders 211

Upland

JANUARY 29, 2024

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Upland

JUNE 15, 2023

But how do you do it? A technology that doesn’t integrate well into your processes and has poor adoption with your team is an issue, and it’s often too late once you’ve chosen the software to go back on it. How do you separate the wheat from the chaff? Let us save you some headaches, time, and money.

Account Planning 195

Account Planning Software Software Organization 195

Mike Kunkle

MAY 30, 2023

The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Upland

JULY 10, 2023

Altify Insights rewrites the rules on what best-in-class looks like in B2B sales solutions. Sellers can still build meaningful relationships that deliver mutual value. It takes hard work to uncover the hidden lines of influence within an account.

Decision-making 195

Decision-making B2B Account Planning Software 195

Upland

MARCH 2, 2023

Ultimately, this translates to more revenue for businesses. There’s Never Been a Better Time To Build an Account-Based Sales Culture Face-to-face sales are back on the rise after several years of losing traction, says a recent study performed by Forrester. The CRM is vital to the sales process.

Account Planning 195

Account Planning CRM Account Strategy B2B 195

Sales Outcomes

APRIL 1, 2024

Achieving consistent and reliable sales forecasts depends heavily on the sales manager’s competencies in conducting 1:1 sales pipeline reviews with their team. Pipeline management and forecasting are different , yet many firms focus most of their attention on the forecast at the expense of pipeline management.

Sales Management 52

Sales Management Management Sales Organization 52

Zendesk

APRIL 18, 2023

Customer journey mapping is a simple yet powerful way to gain those insights. A customer journey map frames customer behavior as a story, providing a visual overview of the experiences consumers go through when interacting with a company. What is a customer journey map? Why is customer journey mapping important?

Customer Experience 98

Customer Experience Advertising Media Brainstorming 98

Upland

OCTOBER 17, 2023

And now, savvy sales leaders are using generative AI , too. All you need is the right sales enablement AI tool. Ready to dive into sales enablement AI? What is sales enablement AI? Like other forms of AI, sales enablement AI helps sales teams automate everyday tasks… tasks that take away from the actual selling.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

FEBRUARY 12, 2024

How does this material fit within your overall marketing or sales strategy? Understand their decision-making process. Choose a writing process – Do you prepare a list of key points? Choose a writing process – Do you prepare a list of key points? Prepare a mind map or storyboard? What do you hope to achieve?

Media 130

Media Financial Services Advertising Decision-making 130

Upland

AUGUST 9, 2023

When it came to piloting a new, more holistic approach to his accounts, Sales legend, Todd Adair – MHCL | GE Healthcare – wanted to know how to step things up. So they must be getting the value they need.” The reality, however, was different. Unfortunately, many businesses fail to realize this.

Account Planning 195

Account Planning Innovation Decision-making Healthcare 195

Nutshell

FEBRUARY 6, 2024

When you’re in the depths of the sales process, how do you know what step to take next? How do you know what action will be most effective for moving a lead toward becoming a loyal customer? Just focusing on the desired outcome—a new sale—won’t get you there. So many factors go into a successful won deal.

CRM 62

CRM Sales Prioritization Decision-making 62

Brooks Group

FEBRUARY 12, 2024

When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. Yet many sales professionals overlook these opportunities, either preferring to stay in “hunter” mode or because they lack the sales training , skills, and coaching to get it done.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Red Star Kim

JUNE 1, 2023

A key theme that often arises in pitching is how to differentiate. Whilst there are many ways to differentiate (see below) it does imply that you will consider – from the client’s perspective – how your firm’s offering or value proposition is different from the competitors.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Red Star Kim

OCTOBER 24, 2022

Last week, we welcomed UK and international delegates to a PM Forum digital workshop on “Selling Processes and Sales Skills for Marketing and BD Professionals”. sales processes 2. Behaviour in sales meetings). Sales process. Multifaceted map of the sales process.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Red Star Kim

SEPTEMBER 5, 2023

The 2019 second edition of this book (subtitled “How to apply neuroscience and psychology for improved learning and training” ) provides fascinating insight and practical ideas to incorporate neuroscience into learning and development initiatives. And how these need to be considered in learning environments.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Hubspot Sales

DECEMBER 28, 2020

Sales is changing. A study by Gartner's uncovered that enterprises lose out on up to 10% of their annual sales due to poor planning. Moving into 2021, sales territory mapping software is here to help clear up the ambiguity, help you plan for the future, and get your team on the right track. But, who has the time for that?

Sales 137

Sales Software Software Remote Working 137

PandaDoc

MAY 8, 2024

Such huge numbers equate to huge revenue potential in terms of SMB sales. Read on as we cover everything you need to know about the SMB sales process, and how your sales team can crush it in the competitive landscape. What are SMB sales? What is the difference between SMB vs B2C? In the U.S.

B2C 52

B2C Small Business Sales Decision-making 52

Red Star Kim

FEBRUARY 14, 2023

Some key insights from the session: Coaching and Consulting skills – Limiting beliefs, different approaches to helping and marketing consultancy. And then consider then how to apply the strengths to the areas where they are seeking support. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

DemandFarm

APRIL 8, 2024

If you’re part of a B2B sales team, chances are that ABS as a strategy is on your radar. Account Based Selling (ABS) burst into the spotlight in the mid 2010s and has been steadily gaining traction as the go-to approach among B2B sales organizations. Relationship mapping is still ad-hoc. Sounds simple enough!

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

DemandFarm

MAY 9, 2024

Have you ever walked into a company’s headquarters and seen a wall filled with employee photos, names, and titles connected by lines that map out who reports to whom? In this blog, we’ll explore the top organizational chart software of 2024, focusing on its features, usability, and how it caters to key account managers like you.

Key Account Management 52

Key Account Management Account Management CRM Client Relationships 52

Nutshell

APRIL 11, 2023

Targeted marketing and sales campaigns can drive more revenue for your business by directly appealing to your target audience. But how do you create those personalized marketing campaigns in the first place? Let’s dive into the basics of market segmentation and how you can start creating your own customer segments today.

CRM 62

CRM Media Decision-making Marketing 62

Red Star Kim

MARCH 16, 2023

And incentive and reward systems drive attention on short term sales rather than long term relationships. Internal communication – Why, how and what (kimtasso.com). Most recognise the important communication, cross-fertilisation and collaboration role of M&BD in promoting a different culture.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Red Star Kim

OCTOBER 16, 2023

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. This post adds to the learning resources from the session. Generate more referrals” is insufficient to drive action.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

QYMATIX

JULY 10, 2023

They also allow a cost-effective application of predictive analytics in Business-to-Business (B2B) sales. However, mapping this customer journey represents – at the same time – one of the most difficult challenges companies face. In this new B2B world, sales data is gold.

Sales Analytics 75

Sales Analytics Internet B2B Digitalization 75

Arpedio

DECEMBER 14, 2023

Maximize Your Team with Sales Enablement Tools Explore the ARPEDIO platform ← Back to blog Table of Contents In the ever-evolving world of sales, staying ahead of the curve is key to success. It requires a comprehensive approach that aligns with your business objectives and supports your sales team throughout the entire buyer journey.

Sales 52

Sales Software Software Account Planning 52

Arpedio

APRIL 13, 2023

Stakeholder Management: A Must Read Guide ← Back to blog Stakeholder management refers to the process of identifying, understanding, and engaging with individuals or groups who have a stake or interest in a project, initiative, or organization. What are the Different Types of Stakeholders? What are the Different Types of Stakeholders?

Stakeholders 52

Stakeholders Management Shareholders Suppliers 52

OnStrategyHQ

DECEMBER 20, 2023

The Strategic Planning Process in 4 Steps To help you throughout our strategic planning framework, we have created a how-to guide on the basics of a strategic plan, which we will take you through step-by-step. A good strategic plan dictates “how” you travel the selected road. Questions to Ask: Who is on your Planning Team?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Nutshell

DECEMBER 22, 2023

Business insights: Insights gathered from survey data can also help you better understand the ins and outs of your sales process. Improves sales process: Finally, you can put your survey data to good use by using it to improve your sales process for customers and create a better customer experience.

CRM 126

CRM Software Software Internet 126