Miller Heiman Group

DECEMBER 16, 2020

How has COVID-19 impacted virtual selling practices? Sales organizations—including World-Class organizations—overwhelmingly continue to prioritize “protecting their core” customer base (60% of respondents) ahead of focusing on cross-sell/up-sell opportunities (21%) or pursuing new accounts (19%). Learn more here.

Virtual Selling 109

Virtual Selling Prioritization Sales Organization 109

Arpedio

MARCH 31, 2023

In their recent Tech Tide : B2B Sales Technologies, Q1 2023 report, Forrester analyzes the maturity and business value of different sales technology categories, including Account-Based Selling tools such as ARPEDIO. Why Invest in Account-Based Selling (ABS) Technologies? Why Invest in Account-Based Selling (ABS) Technologies?

Sales Technology 52

Sales Technology B2B Account Planning Stakeholders 52

Account Manager Tips

AUGUST 14, 2022

Key account managers need to come up with new ideas and relevant insights. Related courses: Decision Making Under Uncertainty: Introduction to Structured Expert Judgement. Find out how to use expert opinion to measure uncertainty in a rigorous way. They earn their authority through influence and helping everyone work together.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Nutshell

FEBRUARY 6, 2024

You need an actionable plan to deal with the uncertainty and figure out what works. That’s where the next-action-based selling methodology comes in—an approach to sales that focuses on the activities that truly drive results. Table of Contents What is next action-based selling? Why use a next-action approach to sales?

CRM 62

CRM Sales Prioritization Decision-making 62

Arpedio

FEBRUARY 15, 2024

Instead, Mobilizers often emerge organically through their ability to rally support, garner consensus, and mobilize resources to achieve strategic initiatives. They are proactive in seeking out innovative solutions and are receptive to insights that challenge conventional thinking.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Red Star Kim

NOVEMBER 8, 2022

Back in July 2020 I shared some research insights from my book “ Essential Soft Skills for Lawyers ” which generated significant interest – not least from the associated nine-minute video explaining “soft” skills featuring the Worry Monster. Listening is now the new superpower. Whether digitally or in person.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100

Miller Heiman Group

JUNE 17, 2020

We’ve memorialized the key lessons from each webinar, along with top questions and feedback gathered from attendees, in our latest sales resource, a guide to Selling Through the Turn. Sellers today face a quandary: how to break out of the buyer apathy loop while they’re selling from home. Watch the webinar on-demand here. .

Decision-making 69

Decision-making Sales Stakeholders Organization 69

Arpedio

FEBRUARY 22, 2024

In today’s fast-paced and hyper-competitive business landscape, the key to success lies in understanding and effectively leveraging the concept of value selling. Enter value selling – a strategic mindset and approach that focuses on articulating and delivering the unique value proposition of a product or service to potential customers.

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Hubspot Sales

JUNE 23, 2020

Sales teams are being tasked with navigating and selling in an uncertain business environment. Many organizations are already taking steps to build a roadmap that will guide their teams and their customers through to the marketplace of tomorrow. Let’s discuss how we adapt to an ever-changing marketplace.

B2B 120

B2B Digital Transformation Virtual Selling Digitalization 120

Showpad

MARCH 19, 2020

As economic uncertainty, remote workforces and other obstacles caused by COVID-19 transform day-to-day operations, organizations are learning they must pivot their sales strategies – and quickly – to confront the challenge. Pursuing Digital Insights. Supporting Remote Selling.

Cybersecurity 71

Cybersecurity Manufacturing Construction Stakeholders 71

Hubspot Sales

NOVEMBER 2, 2020

This year, many brands were forced to drastically change sales tactics during the COVID-19 pandemic and the economic uncertainty that came with it. Recently, HubSpot spoke with Annelies Husmann , Head of Enterprise Sales at Gong – a revenue intelligence platform that provides sales teams insights from their customer-facing conversations.

Sales Analytics 136

Sales Analytics Sales Decision-making Emotional Intelligence 136

PartnerTap

FEBRUARY 17, 2021

As companies continue to shift to a remote model, it’s important to understand the impact and digital transformation strategic alliances have gone through. There are Three Keys to Ensure the Success of your Alliances: Trust & Data Transparency Accountability Agility Through C-Suite Engagement. AGILITY THROUGH C-SUITE ENGAGEMENT.

Digital Transformation 98

Digital Transformation Digitalization Management Finance 98

Red Star Kim

MARCH 6, 2023

Many have seen the brilliant diagram that shows how we move from data, to information, to knowledge, to insight, to wisdom and then to impact. This provides us with some insight into what is happening and helps us to anticipate what options there might be for action. The starting point for strategy is analysis.

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Arpedio

OCTOBER 21, 2021

Although in the past few months our lives have been getting back into a new normal, the world is heading full speed towards a new digital era and it seems like we are all asking ourselves how to best proceed when there is still uncertainty. Would you like to know how to sell more to existing accounts?

Digitalization 52

Digitalization Digital Transformation Account Management B2B 52

Arpedio

OCTOBER 21, 2021

Although in the past few months our lives have been getting back into a new normal, the world is heading full speed towards a new digital era and it seems like we are all asking ourselves how to best to go ahead when there is still uncertainty. Would you like to know how to sell more to existing accounts?

Digitalization 52

Digitalization Digital Transformation Account Management B2B 52

Arpedio

MARCH 18, 2024

It’s about growth through land and expand, where each step is calculated, and each move builds upon the last. Through the land and expand strategy, companies can establish a solid foundation, which is absolutely essential before attempting broader expansion maneuvers.

Digitalization 52

Digitalization Construction Digital Transformation Supply Chain 52

Miller Heiman Group

OCTOBER 6, 2020

Faced with uncertainty, businesses put the brakes on as deals stalled or vanished. During this pandemic, we have seen and heard a lot of concern about adjusting how to sell when selling must be done virtually. We need to respect our customers’ time and ask insightful questions that ensure our solutions align to their needs.

Supply Chain 109

Supply Chain Prioritization Decision-making Virtual Selling 109

CoSell

JANUARY 21, 2021

In many ways, selling is always about managing change. You’ve sold products, services, and solutions in and through all kinds of uncertainties and turbulent conditions. I hope that these ideas inspire you to take on the challenge to boost sales, serve customers, and embrace virtual selling. Co-selling.

Sales 97

Sales Virtual Selling Meetings Communication 97

Revegy

AUGUST 12, 2020

If you’re responsible for growing your company’s revenue, either through a sales or an account management role, the panic of deal slippage or limited revenue opportunities may feel unavoidable. Developing customer insights isn’t a one-time, static exercise. Empower the entire organization to drive client success through transparency.

Account Planning 69

Account Planning Account Management Stakeholders Client Development 69

Arpedio

APRIL 3, 2024

What is Solution Selling? Solution selling is a sales methodology focused on addressing the specific needs and challenges of customers by providing comprehensive solutions rather than simply selling products or services.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

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. Andrews shared valuable insight on how sales and business leaders can overcome these gaps to effectively lead their teams through continued periods of uncertainty.

Prioritization 103

Prioritization Leadership Sales Sales Leadership 103

Red Star Kim

JANUARY 16, 2023

21% Political uncertainty. Increase profile through thought leadership. Creating thought leadership and insight campaigns. There also appears to be a focus on marketing communications whilst personal selling and relationship management are not on the list. 43% Lack of skills and talent. 43% Fee pressures.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Blue Canyon Partners

MAY 29, 2020

As the new normal evolves, business leaders need a playbook to navigate their organization through this critical period. Anticipate : Leaders must anticipate their future business situation, even during a time of uncertainty, unknowns, and shifting landscapes. How fast they will recover is not clear.

B2B 52

B2B Decision-making Marketing Prioritization 52

Blue Canyon Partners

MAY 29, 2020

As the new normal evolves, business leaders need a playbook to navigate their organization through this critical period. Anticipate : Leaders must anticipate their future business situation, even during a time of uncertainty, unknowns, and shifting landscapes. How fast they will recover is not clear.

B2B 52

B2B Decision-making Marketing Prioritization 52

Arpedio

OCTOBER 24, 2023

A SWOT analysis is your compass for navigating through this intricate sea of factors. Now, imagine having a strategic crystal ball, one that could reveal insights into your business. In essence, a SWOT analysis acts as a lighthouse in the sea of uncertainty, guiding your decisions and illuminating the path to success.

Decision-making 52

Decision-making Account Management Prioritization Software 52

Miller Heiman Group

JULY 28, 2020

With the sudden transition to digital selling, lengthened sales cycles and personnel changes such as layoffs and furloughs, not only has the flow of prospects in sellers’ pipelines trickled to a drip, but customers have also become harder to reach and deals have become more challenging to close. Sellers Are Relying More on Data.

Sales 85

Sales Sales Technology CRM B2B 85

DemandFarm

APRIL 13, 2023

Whether you’re new to Account Management or a seasoned KAM professional, this glossary can help you improve your knowledge of account management & strategic selling strategies and build stronger relationships with your most important customers.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Hubspot Sales

JUNE 29, 2023

Captive agents sell insurance for only one company. No matter how shy you are about selling insurance, you help people in ways they will never know unless they get into a life-changing accident,” says Paul Moss, Founder of HeyDriver. Other times, they try hard to find exclusive leads through techniques like cold-calling.

Insurance 104

Insurance Sales Interpersonal Skills Decision-making 104

Hubspot Sales

FEBRUARY 22, 2021

Salespeople often lean on resources that streamline and enhance their ability to effectively sell from anywhere, so it's no surprise that several businesses are prioritizing this kind of content creation. That's why 36% of HubSpot's survey respondents say they leverage the medium to enable their sales teams' remote selling efforts.

Logistics 98

Logistics Sales Banking Publishing 98

Zendesk

SEPTEMBER 23, 2021

Aside from informing the budget, CAC can also provide valuable insight into potential inefficiencies within a company’s sales funnel. If a phase of your funnel has bottlenecks—such as too few leads coming in—your company is likely spending more than average to move more leads through to the next stage.

Acquisition 97

Acquisition Supply Chain Advertising Digitalization 97

Miller Heiman Group

SEPTEMBER 20, 2019

While sales are still growing as money continues to flow through the economy, organizations see little need to transform their processes. Though revenue plan attainment is up for the third year in a row, seller performance continues to decline, according to the CSO Insights 2019 World-Class Sales Practices Study.

Profitability 57

Profitability Innovation Organization Prioritization 57

Jermaine Edwards

MAY 18, 2020

It’s organisations like Chik-fil-A, Southwest Airlines and Apple who connect through intentional relationships, build highly-valued and sought after results to create unforgettable moments. and the other through my studies on the evolution of customer service over the last 10 years.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

It’s organisations like Chik-fil-A, Southwest Airlines and Apple who connect through intentional relationships, build highly-valued and sought after results to create unforgettable moments. and the other through my studies on the evolution of customer service over the last 10 years.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Arpedio

JANUARY 26, 2022

This includes both cross-selling opportunities as well as upselling opportunities. To put it in slightly other words, White Space Analysis is a process businesses use to uncover new opportunities in the market for upselling and cross-selling, but also to recognize deals or accounts in need of nurturing. What is White Space Analysis?

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

Arpedio

JANUARY 26, 2022

This includes both cross-selling opportunities as well as upselling opportunities. To put it in slightly other words, White Space Analysis is a process businesses use to uncover new opportunities in the market for upselling and cross-selling, but also to recognize deals or accounts in need of nurturing. What is White Space Analysis?

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

Apptivo

MAY 26, 2023

If the team exceeds the target and sells 1,200 units, it signifies that the sales goal was met successfully. However, if the team falls short and only sells 800 units, the sales objective is clearly missed. Customer Insights Get to know the customers inside out! Share market insights, consumer demands, and corporate priorities.

CRM 52

CRM Sales Profitability Communication 52

Miller Heiman Group

JULY 8, 2019

Last year, the average sales organization saw revenue attainment of 101%, according to CSO Insights, the research division of Miller Heiman Group. CSO Insights found that less that 25% of buyers say they consider salespeople to be a resource to solve business problems. Predicting the arrival of economic uncertainty is, well, uncertain.

Sales Management 82

Sales Management Management Sales Sales Training 82