Flevy

OCTOBER 23, 2023

The procurement function in most organizations deserves more attention than it gets. This involves looking into the prospects of forming joint ventures, acquiring other firms to supplement existing capabilities and enter new markets, renegotiating contracts, and revisiting inventory management and materials planning systems.

Supply Chain 102

Supply Chain Procurement Suppliers Digital Transformation 102

Flevy

MARCH 12, 2024

Michael Porter in the 1980s was a key proponent of Market-based Positioning view of achieving Strategic Competitive Advantage. Research by various academicians and researchers has suggested other models of gaining profitability and sustainable competitive advantage. RBV argues that an organization’s internal resources—e.g.,

Profitability 52

Profitability Value Proposition Decision-making Digital Transformation 52

Apptivo

JULY 1, 2022

CRM helps to manage the entire customer journey and supports marketing, sales and customer service activities. A CRM strategy is a business plan which helps to grow the revenue and profit for the company. If you do not prioritize the needs and requirements of the customers, you will probably fail. What is a CRM strategy?

CRM 52

CRM Organization Artificial Intelligence Decision-making 52

CoSell

JANUARY 14, 2021

Yet, it is up to us to lead—and to do this, it helps to learn what other sales and marketing leaders are discovering for virtual success. They look at the best practices of European sales and marketing leaders in responding to the current requirements to work virtually. That’s why this article from McKinsey is so insightful.

Marketing 80

Marketing Virtual Selling Sales Prioritization 80

ClearPoint Strategy

JULY 7, 2021

If there is one phrase that represents both enormous potential and challenges to organizations today, it is big data. When done right, dashboards provide valuable insight into the health of an organization and strongly influence executive decision making. Marketing Dashboards. That’s the story a marketing dashboard will tell.

Organization 52

Organization Healthcare Decision-making Government 52

Upland

NOVEMBER 27, 2023

They aren’t in the market for products or services. Before you strategize how you’re going to sell, therefore, you have to understand the organization you’re selling to. All to say, they’re a pretty big deal. One of the most important things in our go-to-market strategy is understanding pressures. Why do they need to act?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Hubspot Sales

OCTOBER 9, 2023

Over the years, many organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to "challenging" prospects. Your sales team needs to determine the reasons your prospect's customers buy, and then prioritize and quantify them. Increase profit? Grow market share?

Shareholders 104

Shareholders Value Proposition Profitability Decision-making 104

SuperOffice

MARCH 28, 2022

I have been working in marketing for many years now. It’s not an easy task, as quite often sales and marketing seem to blame each other for not contributing enough. For example, the sales department would complain that the marketing team is not giving them enough good quality leads, not enough content, not enough research, etc.

Marketing 57

Marketing Sales Profitability B2B 57

Arpedio

MARCH 26, 2024

It serves as the foundation for establishing strong customer relationships, understanding market dynamics, and ultimately closing deals that drive revenue growth. Lead Qualification: Assessing leads based on criteria such as fit, interest, and readiness to buy, to prioritize sales efforts effectively. What is a Pre-Sales Strategy?

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Luminas Strategy

OCTOBER 16, 2023

From Dave Youland, Senior Consultant Business-to-business marketing has always been challenging. Routes to market are diversifying to encompass more self-service options. Prioritize creating value for customers instead of extracting value from customers. The result? The competition for growth is fiercer than ever.

B2B 52

B2B Value Proposition Profitability Suppliers 52

SuperOffice

FEBRUARY 28, 2021

Forget everything you know about marketing. They are adopting digital technologies to shift the buying power in their favor, and it’s re-shaping the traditional way of marketing to win them over. Companies are learning how to improve their marketing with automation and AI. Prioritizing relationships in marketing.

Marketing 55

Marketing Decision-making Profitability Customer Experience 55

Cosawi

FEBRUARY 27, 2023

In part three, we end this trilogy by demystifying a topic whose importance is rapidly accelerating in today’s digital economy as a tool to differentiate your customer engagement and increase revenue generation: Account-Based Marketing (ABM). Most would agree.

Marketing 52

Marketing Suppliers Investors Account Planning 52

Upland

JANUARY 29, 2024

Sales productivity involves how efficiently and effectively a sales team can generate revenue—while managing costs and resources, building customer relationships, and staying competitive in the market. Greater team collaboration: Account planning often involves multiple departments, such as marketing, customer success, and technical support.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

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? In a 2013 Harvard Business Review article , “Why Sales and Marketing Don’t Get Along,” authors Andris A. Zoltners, P.K.

Marketing 52

Marketing Co-Creation e-Learning Sales 52

CoSell

DECEMBER 17, 2020

Building a marketing strategy can feel like navigating in an ocean of highs and lows. Discovering what works best to identify, refine, focus, and track potential clients can help you take smart actions to achieve the best results from your marketing approach. In the center, sales are driving profits.

Marketing 52

Marketing Brainstorming Media Prioritization 52

Sales Gravy

MAY 3, 2023

Key Takeaways: Salespeople can successfully navigate the transition from a red hot market to a stagnant down market, but it requires grit, discipline, and creativity. Some sectors, like real estate, are experiencing the brunt of these changes in the market, where other sectors, like defense are seeing more profit.

Emotional Intelligence 88

Emotional Intelligence Artificial Intelligence Decision-making Sales 88

Arpedio

JANUARY 5, 2024

In a market where competition is incessant, and customer expectations are ever-evolving, leveraging systematic pipeline management practices becomes an indispensable arsenal for achieving not just short-term sales targets, but also long-term business success.

Management 52

Management Energy and Utilities Sales Prioritization 52

Arpedio

FEBRUARY 23, 2024

At its core, revenue intelligence involves the systematic collection, analysis, and interpretation of data related to sales, customer behavior, market trends, and competitor insights. This data is then analyzed using advanced analytics techniques to extract meaningful insights and identify patterns that can inform strategic decision-making.

Decision-making 52

Decision-making Customer Experience CRM Profitability 52

Arpedio

APRIL 30, 2024

Creating a Customer-centric Approach When it comes to account growth strategy, it is essential to prioritize creating a customer-centric approach. By conducting thorough market research, surveys, and interviews, you can identify the challenges they face and the solutions they are seeking.

Account Growth 52

Account Growth Client Relationships Business Growth CRM 52

Hubspot Sales

JULY 3, 2018

Define Your Market. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Define Your Market. There are numerous ways for a business to define a market. Know what is unique to your business and prioritize based on what your climate demands. Sales Territory Plan.

Prioritization 132

Prioritization Profitability Sales Account Management 132

Planview

MARCH 26, 2024

We talked about how the PMO can be one of your organization’s greatest strategic value drivers. And it starts with understanding the purpose they play in your organization. Understanding the Purpose of Your PMO You want your PMO’s value to be recognized and appreciated throughout the organization, especially by leadership.

Government 59

Government Stakeholders Prioritization Organization 59

CMOE

MARCH 31, 2021

If, like many companies and organizations, your answer is yes, your company stands to benefit from greater diversity, equity, and inclusion in these five highly profitable ways. Prioritizing diversity and inclusion in the hiring process will develop a more qualified talent pool and attract talent with a wider variety of skills.

Profitability 98

Profitability Shareholders Innovation Advertising 98

Hubspot Sales

JUNE 30, 2020

Sales-marketing alignment is a hot topic for most sales and marketing organizations and has been since the beginning of business. Here on the HubSpot blog, we’ve published several posts outlining ways sales and marketing organizations can work better together. Sales and Marketing Alignment vs. Revenue Operations.

B2B 140

B2B Publishing Organization Communication 140

Arpedio

FEBRUARY 14, 2024

This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth. This can be done through market research reports, industry publications, customer interviews, and online surveys.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth. This can be done through market research reports, industry publications, customer interviews, and online surveys.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Flevy

MARCH 21, 2024

As companies increasingly rely on their intellectual assets to gain competitive advantage, develop new products, and enter new markets, establishing a robust IP strategy becomes essential. Furthermore, a strong IP portfolio can enhance an organization’s valuation , attract investment, and facilitate entry into global markets.

Management 52

Management Digital Transformation Innovation Negotiation 52

Flevy

MARCH 20, 2024

Open Innovation Programs represent a paradigm shift in how organizations approach innovation, moving beyond the confines of internal R&D to leverage the collective creativity and expertise of external partners. Here are the top 10 KPIs vital for assessing the effectiveness and impact of Open Innovation.

Innovation 52

Innovation Co-Creation Management Digital Transformation 52

Apptivo

FEBRUARY 20, 2023

Depending on where they are in the marketing funnel , you can then follow up with different leads or retarget them with content. Lead Enrichment and tracking Your teams, whether in sales or marketing operations, should not be wasting time hunting for information on each lead or manually entering data.

Management 103

Management Sales Software Software 103

Nutshell

MAY 7, 2024

When you understand your ROI, you understand how much each trade show is worth to your business and get insights on how to improve your trade show performance and better allocate your marketing budget to drive optimal results. It tells you how much profit your business gained from something and helps you evaluate whether it’s worthwhile.

CRM 71

CRM Media Advertising Marketing 71

Flevy

MARCH 21, 2024

For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies. This framework is designed not only for new CEOs , but also for guiding any substantial transformation project within an organization.

Energy and Utilities 52

Energy and Utilities Innovation Stakeholders Decision-making 52

PandaDoc

APRIL 17, 2024

Well, are you a SaaS company or an organization that deals with yearly or multiyear subscriptions and/or contracts? This is the total revenue you gain from a customer for a specific contract throughout their relationship with your organization. Which customers are investing the most in your organization? we hear you ask.

Sales 52

Sales Internet Profitability CRM 52

Flevy

FEBRUARY 17, 2022

Due to organizations having limited resources (e.g. the focus of Strategy Development is often the optimization and prioritization of said resources to maximize the potential to reach its strategic objectives. Many organizations that have embraced this approach managed to achieve astounding results.

Prioritization 111

Prioritization Profitability Business Planning Organization 111

Arpedio

FEBRUARY 22, 2024

Importance of Value Selling in Today’s Competitive Market In today’s hyper-connected and information-rich world, consumers have more options than ever before. Differentiating Features vs. Benefits One common pitfall in sales and marketing is conflating product features with customer benefits.

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Zendesk

MAY 8, 2023

With the surge of generative AI tools coming on the market, software companies can keep pace and scale to support more customers without adding more headcount. If you haven’t already, now is the time to start thinking about how your organization can harness AI to deliver intelligent CX that benefits agents and customers.

Prioritization 98

Prioritization Software Software Profitability 98

Hubspot Sales

APRIL 4, 2019

The price can vary depending on how much buyers are willing to pay, how much the seller is willing to accept, and how competitive the price is in comparison to other businesses in the market. Selling price can also be known as market price, list price, or standard price. The price that's competitive in the market.

Profitability 99

Profitability Retail Prioritization Decision-making 99

Mike Kunkle

OCTOBER 24, 2021

At a minimum, these leaders must tackle quota setting, territory optimization, account assignments, account plans, any compensation plan updates, go-to-market strategy shifts, tactical plans, playbooks, and more. How can you use sales analytics and strategic objectives to prioritize those gaps?

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Flevy

FEBRUARY 22, 2024

This strategic avenue is not just about expanding business footprints or diversifying portfolios–it’s a complex maneuver that, when executed with precision, can significantly alter an organization’s trajectory towards success. Importance of M&A Strategy M&A Strategy is more than a tactical play.

Management 52

Management Acquisition Digital Transformation Decision-making 52