Revenue Storm

NOVEMBER 9, 2021

Closure plans are absolutely critical for complex B2B deals where there are multiple authorizers, a formal sign off process, and then a commercial and legal process that takes place with procurement. Then of course, you will have the joys of legal and procurement. Procurement approval: November 15. Do you agree?”. “Is

Procurement 78

Procurement Decision-making Advertising Meetings 78

Planview

MAY 5, 2023

As Planview CEO Razat Gaurav explains, “AWS provides us with the reliable foundation and agility we need to continue to drive innovation, scale our global operations, and quickly, securely, and efficiently serve as the backbone for our connected platform that supports both our organization and our customers.’”

Innovation 59

Innovation Manufacturing Procurement Healthcare 59

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. It's only successful when sales leadership and the sales force execute with dedication and competence. Skilled salespeople will have already involved procurement prior to this stage. But what does that really look like?

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Zendesk

MAY 19, 2021

Panelists indicated that the best way for this to happen is for companies to become very open about hiring people with disabilities, engaging people with disabilities to ferret out barriers to inclusivity in the organization, and working on solutions to help them do their jobs as part of an inclusivity strategy.

Construction 98

Construction Procurement Leadership Innovation 98

Zendesk

MAY 20, 2022

Yossi Mlynsky, founder and CEO of UpStack, a software company that aims to continually streamline and optimize the entire IT procurement experience, said they were struggling for a cohesive sales approach where everyone had clarity and visibility. Solving for a cohesive sales approach with UpStack.

Procurement 98

Procurement Digitalization Customer Experience Leadership 98

Brooks Group

MARCH 28, 2024

Senior leaders control budgets, set strategy, and have the authority to champion major initiatives across the organization. C-level roles can vary depending on the size and structure of the organization. There may be competing interests, priorities, and politics within the prospect’s organization. You face internal competition.

Decision-making 72

Decision-making Logistics Supply Chain Suppliers 72

OnStrategyHQ

MARCH 25, 2022

A SWOT analysis examines your organization’s core Strengths, Weaknesses, Opportunities, and Threats in your competitive environment to help develop focus areas in strategic planning. Conducting a SWOT analysis creates a synthesized view of your organization’s current state. What do you need to do better?

Procurement 98

Procurement Brainstorming Organization Construction 98

PandaDoc

NOVEMBER 25, 2022

Nurture a contact within the customer’s organization. Procurement departments are better at determining the company’s needs. Traditionally, salespeople were taught to target clients that knew what their goals were, knew that they needed to change something, and had a clear procurement process. Customers are better prepared.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Brooks Group

SEPTEMBER 8, 2022

I want to talk about some specifics around that, and I want to reference some ideas that Russ Sharer and Michelle Richardson pointed out in Chapter Six of their book, Agile and Resilient: Sales Leadership for the New Normal. It’s not just one person inside of an organization that are making the buying decisions. I love that term.

Procurement 52

Procurement Decision-making Sales Sales Training 52

DemandFarm

MARCH 31, 2023

Karthik Nagendra-Chief Marketing Officer had a one-on-one chat with Andrew Collings – Head of Enterprise at Gearset where they discussed the changing landscape of B2B selling and shared insights on how organizations can adapt to this new environment. This provides structure to your organization’s interactions.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

SBI

JULY 15, 2021

Another benefit to account visibility is that leadership can access these accounts to give you a realistic view to inform forecasting. They may work with a core buying team in the early stages of the sales process, but they’ll also need to understand who to connect with in the later stages regarding procurement compliance, for example.

Procurement 57

Procurement Account Planning Sales Stakeholders 57

Mike Kunkle

FEBRUARY 5, 2023

Sellers sometimes work with professional procurement leaders and company executives who work together frequently and have processes and policies to guide their purchase pursuits. Servant leadership is a better concept today, and I prefer “influence” and “guide” to control, per se.

B2B 198

B2B Sales Decision-making Negotiation 198

Quip

SEPTEMBER 15, 2020

How are each of you redefining your organizations in the face of COVID-19? With the social unrest, George Floyd, Breonna Taylor, and Jacob Blake, what’s your take on inclusion and accountability in the leadership role? We need political change to address root causes, and leadership from world leaders not just company leaders.

e-Learning 52

e-Learning Internet Retail Procurement 52

Strategic Communications

NOVEMBER 11, 2021

There is often tension between marketing and sales in many organizations. Shouldn’t these two functions be closely aligned to most effectively achieve the revenue and ROI goals of the organization? As a result, it’s critical to get support from the most upper levels of your organization,” Feinberg says.

Marketing 52

Marketing Co-Creation e-Learning Sales 52

Insightly

SEPTEMBER 28, 2023

As a result, these forward-thinking companies view the end-to-end revenue process as a cross-functional effort that involves the entire organization — primarily go-to-market (GTM) teams like sales, marketing, and customer success , but also legal, finance, fulfillment, and more. What does a revenue operations team do?

Finance 52

Finance CRM Customer Success Decision-making 52

Insightly

SEPTEMBER 28, 2023

As a result, these forward-thinking companies view the end-to-end revenue process as a cross-functional effort that involves the entire organization — primarily go-to-market (GTM) teams like sales, marketing, and customer success , but also legal, finance, fulfillment, and more. What does a revenue operations team do?

Finance 52

Finance CRM Customer Success Decision-making 52

Deep Insight

DECEMBER 1, 2022

Kainos may not be a household name but since it floated on the London Stock Exchange in 2015, it has been growing revenues organically by 20-30% a year. Some of our own clients at Deep-Insight are struggling to achieve any organic growth at the moment. That’s 20-30% a year every year. Without fail. The reason?

Profitability 52

Profitability Procurement B2B Digital Transformation 52

SmartKarrot

AUGUST 29, 2022

Role: Senior Customer Success Manager Location: Boston, MA, US Organization: LeanIX As a Senior Customer Success Manager, you will be responsible for the retention of customer accounts by ensuring continuous communication and relentless support and guidance. Ensure a successful and robust onboarding experience for all new customers.

Customer Success 19

Customer Success Procurement Onboarding Government 19

Openview

MARCH 16, 2018

A culture of experimentation needs to be established at the top and pushed down into an organization. Leadership teams need to create room for this and encourage creativity without repercussions. They pivot their entire company and point the outbound team at ONLY enterprise meetings. It takes guts to test things, fail and go again.

Investors 89

Investors Prioritization Sales Decision-making 89

PandaDoc

MAY 24, 2023

It’s a person who has the knowledge, resources, and leverage within the organization to provide the folks “in the field” with everything they need to engage prospects, nurture opportunities, and close deals in the most efficient manner. Do sales enablement managers and sales managers have anything in common?

Management 52

Management Sales Software Software 52

SmartKarrot

OCTOBER 21, 2021

Role: Director, Customer Success Location: Remote, United States Organization: FloQast As a Director of Customer Success, you will ensure the CS organization enables customers to reach desired outcomes while providing a great customer experience. High level of attention to detail, proficient in data analysis, and highly organized.

Customer Success 19

Customer Success Procurement Account Management Digitalization 19

Farland Group

SEPTEMBER 28, 2022

Q: Do you feel that a lot of the work you’ll need to do in building account-based growth will be around organization and culture? Some organizations have always done this well, like the World Economic Forum—they’ve always had Davos, a big event, with lots of glitz and so on. Do you think that’s part of the issue-based focus?

Co-Creation 52

Co-Creation Marketing Management Suppliers 52

SmartKarrot

MARCH 31, 2021

Role: Vice-President, Customer Success Location: Greater Chicago Area, US Organization: Davisware As a Vice-President of Customer Success, you will achieve targeted Go-Live Dates to maximize Annual Recurring Revenues (ARR) through robust customer management, including effective hand-off to the account management team at go-live.

Customer Success 10

Customer Success Supply Chain Procurement Sales Leadership 10

Account Management Skills

FEBRUARY 20, 2023

Particularly where big enterprise level clients have procurement departments, and perhaps you had to deal with procurement, where they are now looking for ways that agencies can bring value. A lot of the content we do is thought leadership based. Jenny Plant 18:57 I think, again, it’s something that is super smart.

Stakeholders 52

Stakeholders B2B Decision-making Marketing 52

SalesGlobe

JULY 13, 2022

Look, we are a problem solving firm for sales and we solve the toughest sales challenges in areas like sales strategy, sales organization, design, sales compensation. And finally, capital synergies and just think about that as oh, gosh, as a as a larger organization, I can probably get better lending terms or better negotiations on contracts.

Acquisition 52

Acquisition Sales Account Management Financial Services 52

Account Management Skills

FEBRUARY 6, 2023

Well, first of all, it’s good to have a really concrete plan for whatever reason that is, but I think some people start an agency organically because they have left one and they wanted to run their own thing, and it’s just sort of grown. I think it’s useful to have. Can you talk to me a bit around that?

Acquisition 52

Acquisition Finance e-Learning Advertising 52

SalesGlobe

MARCH 8, 2023

Everybody’s talking about price increases and you can make real big adjustments in your organization, but it kind of can take true approach. But you could think of this as the big piece of how does our organization, how does our coverage model match up to the market? That’s a time that in the market you have a smoke screen.

Sales 52

Sales Marketing Decision-making Organization 52

Account Management Skills

JULY 17, 2023

I’ve listened to your podcast for a long time and probably started listening to it at a time when I really needed some structure and some organization around what it means to be in account management and especially what it means to be a client service director. Enormously helpful also in making sense of and organizing ideas.

Account Management 52

Account Management Meetings Management Digitalization 52

SmartKarrot

SEPTEMBER 1, 2022

It is a sign of development, showing that the business has effectively transitioned from an R&D organization dependent on venture capital to an autonomous, long-lasting enterprise. . It is challenging and labor-intensive to develop a product that meets all the requirements of an enterprise organization.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10

Hubspot Sales

JUNE 13, 2018

The specific questions will depend on your product; for example, if you offer leadership training for mid-level managers, you might ask, “How do you currently teach first-time managers best practices and strategies?”. Liaise with Procurement and/or Legal when necessary to get the deal over the finish line as quickly and easily as possible.

Procurement 145

Procurement Decision-making Meetings Publishing 145

SBI

NOVEMBER 7, 2019

Wootton will join Seismic’s senior leadership team and continue to lead the Percolate team, reporting directly into Seismic CEO Doug Winter. Inside Sales organizations are getting a lot of the glory these days; perhaps it shouldn't be a surprise that they're also benefitting from a. Headcount exceeds 800 across 12 offices. Field Sales.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20

Hubspot Sales

AUGUST 13, 2018

The VP of Sales uses department forecasts to project organization sales. These reports are typically shared with company leadership, along with board members and/or stockholders. Your first rep has a meeting with Procurement scheduled for Friday, while your second rep just gave her first presentation to the buying committee.

Sales 135

Sales CRM Procurement Decision-making 135