Upland

NOVEMBER 27, 2023

Before you strategize how you’re going to sell, therefore, you have to understand the organization you’re selling to. An initiative is a project your customer is undertaking (or planning to undertake) in order to overcome their pressures and meet their goals. What has their profit and revenue looked like in recent years?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Luminas Strategy

OCTOBER 16, 2023

Accelerated organic growth. __ (original post written by VP, Group Director Srividya Sridharan and appears on Forbes.com) B2B companies won’t win — today or in the future — with outdated short-term strategies. Prioritize creating value for customers instead of extracting value from customers. The result?

B2B 52

B2B Value Proposition Profitability Suppliers 52

Arpedio

JANUARY 5, 2024

Understanding the Fundamentals of Pipeline Management At the core of any thriving sales organization is the concept of pipeline management , a strategic framework crucial for guiding potential clients through sales pipeline stages and optimizing the customer journey.

Management 52

Management Energy and Utilities Sales Prioritization 52

Arpedio

MARCH 26, 2024

Pre-sales strategy refers to the set of activities, processes, and methodologies that organizations employ to engage with potential customers before the actual sales transaction takes place. Lead Qualification: Assessing leads based on criteria such as fit, interest, and readiness to buy, to prioritize sales efforts effectively.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Zendesk

MAY 8, 2023

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. Without the ability to prioritize customer requests, Qumu’s support team had no way to prioritize top-tier customers versus one-and-one tickets.

Prioritization 98

Prioritization Software Software Profitability 98

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

Sales Gravy

MAY 3, 2023

Some sectors, like real estate, are experiencing the brunt of these changes in the market, where other sectors, like defense are seeing more profit. Economic swings are cyclical and always will be, but especially in the last twenty four months, sales organizations are moving to a more traditional kind of selling.

Emotional Intelligence 88

Emotional Intelligence Artificial Intelligence Decision-making Sales 88

ProlifIQ

APRIL 12, 2024

By offering customers additional products or services that complement their original purchases, you can increase the revenue earned per customer, improve customer lifetime value, drive higher profit margins, and strengthen customer relationships. This helps prioritize the data you care about most in your day-to-day work.

CRM 52

CRM Prioritization Profitability Business Growth 52

Hubspot Sales

NOVEMBER 28, 2023

Meeting goals requires CSOs and CMOs to intertwine their unique roles and focus on unified, revenue-generating activities that support both go-to-market strategy and operational execution. Sales also prioritizes its efforts on leads with the highest conversion potential.

Marketing 107

Marketing Sales Decision-making Prioritization 107

Arpedio

FEBRUARY 14, 2024

By implementing strategic account planning , businesses can gain a deeper understanding of their customers’ needs, set clear objectives, and develop effective strategies to meet those objectives. This insight is invaluable for tailoring products/services to meet client needs, driving customer loyalty, and increasing sales.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

By implementing strategic account planning , businesses can gain a deeper understanding of their customers’ needs, set clear objectives, and develop effective strategies to meet those objectives. This insight is invaluable for tailoring products/services to meet client needs, driving customer loyalty, and increasing sales.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 22, 2024

Unlike traditional sales approaches focused solely on closing deals, consultative selling prioritizes building long-term relationships and delivering genuine value. Consultative selling meets this demand by putting the customer at the forefront, actively listening to their concerns, and co-creating solutions that address their pain points.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Hubspot Sales

JULY 3, 2018

One of the essential pillars of a successful business is a robust and organized sales territory strategy. A sales territory owner is responsible for prospecting into their customer base and meeting their territory quota. Know what is unique to your business and prioritize based on what your climate demands. Define Your Market.

Prioritization 131

Prioritization Profitability Sales Account Management 131

Arpedio

MARCH 6, 2024

Effective account management not only strengthens client satisfaction and loyalty but also enhances the overall reputation and profitability of the organization. Role of account managers in fostering client relationships Account managers serve as the primary point of contact between the organization and its clients.

Account Management 52

Account Management Management Client Relationships Communication 52

ClearPoint Strategy

JULY 28, 2021

How do you identify the right goals for your organization? A strategy map is your fail-safe to help you work through your organization’s priorities and goals in the proper order. The map is created during the strategic planning process and is used as a primary reference material during periodic strategy check-in and review meetings.

Value Proposition 98

Value Proposition Software Software Government 98

Hubspot Sales

SEPTEMBER 6, 2023

Well, the trick might be as simple as prioritizing quality over quantity. For eons, salespeople have been told to make more calls, send more emails, and take more meetings. You can be sure the team was excited to start closing deals and getting recognized across the organization! It was unscalable.

Sales 113

Sales Onboarding Prioritization Profitability 113

Arpedio

FEBRUARY 23, 2024

Unlike traditional business intelligence, which focuses primarily on historical data, revenue intelligence emphasizes real-time insights that empower organizations to make informed decisions swiftly. By leveraging real-time insights and data-driven analysis, organizations can make informed decisions swiftly and confidently.

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. Implement your preferred methodology in Salesforce, today Ensure that your defined best practice or sales methodology is being followed, accelerated, and rolled out for the entire organization.

Account Growth 52

Account Growth Client Relationships Business Growth CRM 52

Apptivo

FEBRUARY 20, 2023

The predictive scoring model assists you in prioritizing contacts with whom you interact by analyzing historical data and assigning a score to each contact based on factors such as job title, website behavior, and engagement with your company. Lead Nurturing Not all of your leads are sales-ready. Maintain brevity in your email.

Management 103

Management Sales Software Software 103

Zendesk

DECEMBER 6, 2021

It’s easy to talk about being a customer-first organization. It’s comforting to think that everyone in the organization puts the customer first. But defining and executing a customer-first strategy is not as organic as it might seem. In doing so, they also became highly profitable and successful businesses.

Co-Creation 98

Co-Creation Customer Experience Profitability Decision-making 98

CMOE

AUGUST 19, 2021

Successful organizations are those that foster a collaborative work culture, but fully 86 percent of leaders and team members believe a lack of teamwork leads to project failure and team conflict. Organizations that are successful in fostering a collaborative work environment are driven to achieve common goals. Foster transparency.

Communication 105

Communication Profitability Remote Working Performance Review 105

Arpedio

FEBRUARY 22, 2024

By effectively communicating how your product or service can solve their problems and meet their needs, you’re more likely to win their trust and secure their business. By prioritizing the needs and goals of your customers over short-term gains, you lay the groundwork for lasting partnerships built on mutual respect and shared success.

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Envisio

JANUARY 16, 2024

The city’s Housing Element policy, covering the period from 2021 to 2029, outlines a comprehensive strategy to meet the housing needs of its residents. Prioritizing fair housing: Promoting establishment of “missing middle” housing, workforce related housing, and community housing. The result?

Government 52

Government Energy and Utilities Prioritization Construction 52

MDI Training

FEBRUARY 27, 2023

On one side, it’s heartening to see organizations worldwide upgrade from simple Corporate Social Responsibility commitments to more holistic and comprehensive Environmental, Social, and Governance commitments , as well as aspire to B-Corp status. Consider that in 1958, the average age of an S&P 500 company was a healthy 61 years.

Leadership 98

Leadership Shareholders Digital Transformation Prioritization 98

Nutshell

MAY 7, 2024

It tells you how much profit your business gained from something and helps you evaluate whether it’s worthwhile. ROO measures how well participating in a trade show helped your company meet its non-sales objectives. Plus, you’ve already started warming up leads before meeting them at the event. Find out here.

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

DemandFarm

APRIL 4, 2023

In case that person leaves your accounts, the amount they were bringing into the organization is automatically at risk. In such a situation, it is important to give visibility to the organizations that relationships are important. The key to this is making account intelligence an asset within your organization.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Upland

JANUARY 29, 2024

Successful account planning prioritizes your buyers’ unique needs and challenges over promoting products or solutions. It’s a crucial practice that identifies the most viable and profitable opportunities. It would force my team to think beyond simply meeting the requirements customers were looking for. Is it worth winning?

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

PandaDoc

APRIL 21, 2023

Key accounts deliver huge revenue and profitability compared to other clients in your business portfolio. However, this is sometimes easier said than done, and many sales organizations struggle to develop a strategy that gets real results. Revenue potential After volume, you should consider an account’s revenue potential.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Strategic Planning and Management Insights

MARCH 6, 2023

SME Strategy is a strategy consulting firm that specializes in helping organizations align their teams and operations around a shared vision, mission, values, goals, and action plans. The success of your organization is heavily reliant on its ability to effectively implement its strategic plan.

Management 98

Management Decision-making Facilitation Software 98

CMOE

FEBRUARY 13, 2024

What areas must we prioritize or focus on? Provide team members with a better understanding of the organization’s current challenges, and opportunities, and thus help form a vision closely aligned with the organization’s needs and overall strategic goals. How might this contribute to the team’s overall success?

Shareholders 52

Shareholders Suppliers Manufacturing Prioritization 52

Arpedio

NOVEMBER 22, 2023

Stakeholders can include a wide range of individuals, groups, or organizations, such as customers, suppliers, employees, shareholders, government agencies, and communities. This tool allows businesses to prioritize their stakeholders and allocate resources more effectively to meet their needs.

Stakeholders 52

Stakeholders Decision-making Innovation Business Growth 52

ProlifIQ

JUNE 21, 2023

By implementing B2B Account Planning, organizations can improve customer retention, identify upselling or cross-selling opportunities, and strengthen their competitive position in the market. Prioritize your accounts based on factors like revenue potential, strategic fit, and growth opportunities.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Arpedio

FEBRUARY 27, 2024

At its core, it prioritizes building meaningful connections and fostering trust with customers. Customers are more likely to do business with brands they trust, and relationship selling prioritizes building and maintaining trust at every stage of the customer journey. What is Relationship Selling?

Prioritization 52

Prioritization Communication Software Software 52

Arpedio

DECEMBER 15, 2023

Key responsibilities of account managers include: Building and maintaining client relationships: This involves understanding the client’s needs and expectations, and developing a strong rapport with key stakeholders in the organization. This, in turn, can drive growth and revenue for the business.

Account Management 52

Account Management Management Client Relationships Negotiation 52

Brooks Group

FEBRUARY 28, 2023

Sales goals are the lifeblood of any organization, and as a business leader, you ignore them at your peril. However, specifics might differ from organization to organization, and this is just a small sample of 2022 goals and ideas. You could use a monthly sales goal to an annual goal; there are many to choose from.

Sales 52

Sales e-Learning Profitability Acquisition 52

Flevy

MARCH 21, 2024

The objective of this article is to shed light on the significance of Intellectual Property Strategy within organizations, emphasizing how Key Performance Indicators (KPIs) associated with IP can guide strategic decision-making, facilitate the formulation of effective strategies, and enhance operational improvements.

Management 52

Management Digital Transformation Innovation Negotiation 52