Upland

NOVEMBER 27, 2023

They’re on a mission to solve a problem, fill a gap, or capitalize on an opportunity. A pressure might be… Losing market share to a competitor Supplier costs rising Insufficient revenue. You need to know your customer because customers buy outcomes. They aren’t in the market for products or services. What are their goals?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Upland

MARCH 13, 2023

It’s just that, thanks to new technologies and proven methodologies, relying on an educated guess to project expected revenue is no longer enough. Sales forecasts also help businesses to understand potential problem areas. Sales forecasting is equal parts art and science, right? Well, not so fast. It is no longer about guesswork.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

Upland

JUNE 14, 2023

What are the top challenges facing chief revenue officers and sales leaders in 2023? The best chief revenue officers understand that – and they take up the challenge of driving revenue regardless of the business horizon daily. And how can account planning help? There’s plenty of uncertainty in the economy right now.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Supply Chain 195

Upland

JULY 12, 2023

It’s not that building that culture is an easy thing to do. In fact, making the shift to a culture where you turn deals away is anything but easy. “It’s a very difficult thing for a salesperson to proactively walk away from a sale, particularly when they’re chasing targets,” Sarah says. Your sellers’ time and resources are finite.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Upland

APRIL 20, 2023

How can effective account management help you defend and grow revenue? You need a strategy to defend and grow revenue in not only key accounts, but in every account. You need a strategy to defend and grow revenue in not only key accounts, but in every account. But that doesn’t mean the wolves aren’t still at your door.

Account Management 195

Account Management Management Account Planning Decision-making 195

Hubspot Sales

MARCH 4, 2024

Recently, HubSpot presented the inaugural Modern Sales Leader 25 award — a distinction recognizing 25 sales and revenue pioneers, working at the forefront of their fields. Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Let’s dive in.

Leadership 108

Leadership Construction Prioritization Sales 108

Kainexus

APRIL 25, 2023

When two companies have the same strategy, the operationally excellent company will have higher revenues, lower costs, and less risk. This type of execution is only possible with outstanding leadership and a culture that supports problem-solving and transparency.

Leadership 82

Leadership Customer Value Organization Management 82

Arpedio

FEBRUARY 22, 2024

Identifying and clarifying the customer’s problems or challenges. Exploring the implications of these problems to emphasize their significance. At the heart of Spin Selling is the SPIN framework, which consists of four key stages: Situation , Problem , Implication , and Need-Payoff. What is Spin Selling?

Software 52

Software Software Decision-making Performance Review 52

Red Star Kim

NOVEMBER 1, 2023

The culture and rewards systems sometimes worked against integrated client teams. tenders converted and revenue generated). 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.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Account Manager Tips

AUGUST 14, 2022

Creativity Each client has their own problems that need solving. 21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. It's not an easy job, and you need many different skills to do it well. Table Of Contents. Need more help to improve your key account management skills?

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

The Center for Sales Strategy

MARCH 12, 2021

"Employers and business leaders need people who can think for themselves - who can take initiative and be the solution to problems.". They lose revenue, damage reputation, impact market share, and hurt the culture to name a few. They lose revenue, damage reputation, impact market share, and hurt the culture to name a few.

Remote Working 115

Remote Working Sales Marketing 115

Upland

AUGUST 18, 2023

SOMA has become one of San Francisco’s most important neighborhoods, boasting a strong financial district, and a gathering space for the arts and culture. SOMA has become one of San Francisco’s most important neighborhoods, boasting a strong financial district, and a gathering space for the arts and culture. Is SOMA Safe?

Artificial Intelligence 195

Artificial Intelligence Account Planning Innovation Digital Transformation 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. Purposefully orchestrating organizational performance improvement is difficult. It’s organizational behavioral change management, for sure, and requires both smart and hard work.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Hubspot Sales

APRIL 4, 2023

You know the ones: you're given a hypothetical problem and asked to analyze the situation and recommend a solution. My clients typically come to me for help with [Problem or Challenge]. Before the interview, research the types of projects the company takes on, as well as its values, culture, and mission.

Supply Chain 100

Supply Chain Leadership Construction Artificial Intelligence 100

Red Star Kim

NOVEMBER 24, 2023

28 th PM Forum Conference: Organisational culture, mentoring, digital distraction, ESG and client experience (2023) Reprinted from PM Magazine With 100+ people enjoying coffee in bright orange TUC mugs, the buzz heightened to good vibrations: Connecting with familiar faces and new friends, both old hands and the next generation.

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

Hubspot Sales

MARCH 7, 2023

As businesses continue to shift their strategies to create a more streamlined, efficient customer journey, it's going to become vital for every business to invest time, energy, and resources into a Revenue Operations team, otherwise known as RevOps. The 5 Biggest Missteps Your Revenue Operations Team Might Be Making 1.

Publishing 100

Publishing Customer Experience e-Learning Software 100

Arpedio

MARCH 5, 2024

It involves a strategic blend of communication, problem-solving, and customization to ensure both client satisfaction and organizational prosperity. In the intricate dance of business success, one partner often overlooked is account management.

Account Management 52

Account Management Management Client Relationships Prioritization 52

AchieveIt

FEBRUARY 21, 2024

Our hosts, AchieveIt’s Jonathan Morgan , VP of Revenue Operations and Marketing and Joe Krause , Senior Vice President of Strategy Consulting, sit down to discuss effective leadership, common leadership mistakes, owning failure and avoiding the blame game. As the saying goes, victory has many parents while failure is an orphan.

Leadership 52

Leadership Acquisition Communication Organization 52

Planview

JUNE 6, 2022

Our team is responsible for closing business with new customers and expanding our revenue with existing customers. All while retaining our annual recurring revenue. Mid-Market (companies under $1B in annual revenues, city/county government agencies and higher education) is our fastest growing business segment within Planview.

Leadership 98

Leadership Sales Sales Leadership Meetings 98

Account Manager Tips

MARCH 23, 2021

For many B2B companies, their largest customers represent 30 to 50% of total revenue and margin. You're sitting on a goldmine of existing customers that: can deliver an above-average revenue growth; want to invest in your partnership; will co-create value in ways that neither of you could do alone. Revenue potential. That's it.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

PartnerTap

JANUARY 26, 2022

Revenue began slowing down and employees stopped coming into work. This new way of working required a solution that would align account teams virtually, and drive revenue with the click of a button. This new way of working required a solution that would align account teams virtually, and drive revenue with the click of a button.

Computers and Electronics 97

Computers and Electronics Meetings Virtual Selling Remote Working 97

Arpedio

OCTOBER 17, 2023

These teams not only safeguard and nurture vital client relationships but also drive revenue and stability. When seeking account managers , look for candidates who not only possess the required skills but also align with your company’s values and culture. A strong leader can inspire and guide the team to achieve their goals.

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Red Star Kim

NOVEMBER 2, 2023

Only one— the Activator —shows a positive impact on performance and revenue. The move to an Activator model results in revenue-generation increase of up to 32%. His research on rainmaker best practice is helpful for those providing sales training and coaching to lawyers, accountants and other knowledge-based professionals.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Brooks Group

MARCH 6, 2024

In this sense, measuring sales effectiveness can be as simple as calculating the cost of salaries, training, and/or tools against the revenue generated. Most organizations track a few key performance indicators (KPIs) such as win rates, quota attainment, and revenue growth.

Organization 84

Organization Account Management Sales Sales Training 84

ClearPoint Strategy

SEPTEMBER 2, 2021

Financial performance is top of mind for for-profit companies, and even nonprofits and governments rely on incoming revenue to continue operations. Increase revenue. KPI: Revenue in target markets. If completed successfully, this project would help accomplish the overall goal of increasing revenue. Schedule a demo today!

Management 98

Management Government Profitability Manufacturing 98

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Arpedio

MARCH 20, 2024

Leveraging data analytics, predictive modeling, and market segmentation techniques can help pinpoint accounts with the highest potential for revenue growth and long-term value. Account-Based Selling (ABS) has emerged as a potent strategy for businesses aiming to target high-value accounts strategically. Are you already using Salesforce?

Government 52

Government Innovation Prioritization Facilitation 52

SalesGlobe

SEPTEMBER 12, 2023

Unlocking the Growth Potential in Your Strategic Accounts Effective account planning is essential to growing the organization’s strategic accounts, which typically comprise most of the organization’s revenue and growth potential. Thinking Bigger and Changing the Paradigm. Creating a Goal Build and Pursuit Pipeline. Is not just a tool.

Account Planning 52

Account Planning Procurement Decision-making Manufacturing 52

AchieveIt

DECEMBER 6, 2023

His team became akin to a strategy SWAT team, entering both Fortune 500 organizations and startups to help them rapidly and effectively find new revenue streams and scale their business. When company culture becomes fixated on individual credit for ideas, progress is ground to a halt.

Prioritization 52

Prioritization Profitability Decision-making Organization 52

Hubspot Sales

SEPTEMBER 14, 2018

Identify culture warriors and hire for those attributes. Give cultural warriors yes/no authority in hiring. It causes expensive problems like a low average quota attainment of 58.4% A strong culture of employee engagement. What Is a Culture of Engagement? How to build a high-performing sales team.

Sales 135

Sales Decision-making Customer Success Prioritization 135

Hubspot Sales

AUGUST 1, 2022

A sales operator works to enable your salespeople to focus on selling. Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. Several organizations realize the importance of this role. Optimization. Communication.

Sales 111

Sales Stakeholders Communication CRM 111

Flevy

MARCH 20, 2024

By examining these KPIs, we seek to provide insights that enable organizations to maximize the benefits of open innovation, fostering a culture of collaboration and driving sustainable growth. Key Challenges to Open Innovation Despite the potential benefits, implementing and managing Open Innovation Programs presents several challenges.

Innovation 52

Innovation Co-Creation Management Digital Transformation 52

Flevy

MARCH 21, 2024

They help ensure that the analysis is comprehensive and that critical aspects of a problem are thoroughly examined. They accelerate the problem-solving process, as they allow consultants to apply proven methods and best practices, rather than reinventing the wheel each time or wasting time and effort pursuing dead ends.

Energy and Utilities 52

Energy and Utilities Innovation Stakeholders Decision-making 52

PartnerTap

JUNE 8, 2021

Digital transformation is really about fostering a culture within your company that adapts to the changing digitized landscape. It is imperative that we reshape our channel cultures now, so we don’t fall behind our competitors. The Cultural Keystone. The problem is–company culture is hard to change.

Digital Transformation 83

Digital Transformation Digitalization Co-Creation Artificial Intelligence 83

Hubspot Sales

APRIL 22, 2021

Founders AJ Bruno and Cole Evetts started QuotaPath on the belief that sales performance is intensely results-driven, but successful sales cultures, quota attainment, and revenue growth are stifled by manual processes and tools. QuotaPath’s product is a commission tracking and compensation management solution for revenue teams.

Finance 86

Finance Value Proposition Sales Leadership CRM 86

KAM With Passion

FEBRUARY 22, 2021

A variety of large companies as diverse as Schneider Electric, Siemens, SKF, DHL, Marriot Hotels, Gallup, and Roche put Key Account Management at the very heart of their strategy and even of their culture. Polarized attitudes towards Key Account Management. Key Account Management, what is it really?

Key Account Management 130

Key Account Management Account Management Management Co-Creation 130

SalesPop

OCTOBER 13, 2021

Small businesses need to get their sales right to match their revenue and growth goals. But an HR strategy that aligns with your long-term vision and culture sets you on the right track. A lean sales team can bring an immense boost in your revenues and profits, so upskill them early. Create a positive culture.

Small Business 52

Small Business Sales Onboarding Profitability 52