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. And yet data-driven decision making is more important than ever. Click To Tweet.

Organization 98

Organization Healthcare Decision-making Government 98

Arpedio

FEBRUARY 26, 2024

Target Account Selling (TAS) is a strategic sales methodology that prioritizes the identification, engagement, and cultivation of relationships with specific high-value target accounts. Ultimately, TAS empowers organizations to not only meet but exceed their revenue targets while delivering exceptional value to their most coveted clients.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Upland

NOVEMBER 28, 2021

Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. A well-oiled, traditional customer reference or advocacy program can be an organization’s strongest asset, but launching, revamping, or expanding a traditional program isn’t right for every organization.

Sales 195

Sales B2B Software Software 195

Planview

JANUARY 30, 2024

As organizations rush to capitalize on AI strategies, many of them meet the same challenge they’ve met before – strategic drift. The consequences reach everyone in the company’s orbit, from employees and executives to stakeholders and customers. Strategic drift could cost organizations up to $1.4 What’s old is new again.

Stakeholders 52

Stakeholders Prioritization Government Leadership 52

Arpedio

MARCH 20, 2024

Organizational change and stakeholder buy-in Implementing ABS often requires a cultural shift within the organization, moving away from a transactional sales approach towards a more strategic and collaborative mindset. Organizations must prioritize high-value accounts and allocate resources judiciously to maximize ROI.

Government 52

Government Innovation Prioritization Facilitation 52

Whetstone

APRIL 5, 2024

During such tumultuous times, organizations that have invested in building a strategic account management program can rely on the pivotal role played by their strategic account managers. If messages are complex or nuanced, arrange face-to-face meetings with key stakeholders. Don’t rely on email.

Account Management 52

Account Management Decision-making Construction Stakeholders 52

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. And yet data-driven decision making is more important than ever. Click To Tweet.

Organization 52

Organization Healthcare Decision-making Government 52

Arpedio

MARCH 6, 2024

Rather than focusing solely on closing deals, account management prioritizes the establishment of robust, enduring relationships built on trust, transparency, and value. By taking a proactive approach to account management, organizations can anticipate client needs, identify growth opportunities , and position themselves as trusted advisors.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Arpedio

APRIL 29, 2024

BANT stands for Budget, Authority, Need, and Timeline, and it provides a structured approach to qualifying leads and prioritizing prospects. It is crucial to identify who has the authority to make purchasing decisions within the organization. By determining the timeline, you can prioritize leads and allocate resources accordingly.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

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 language do they use to talk about the project?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Envisio

AUGUST 21, 2023

Public sector organizations can create effective, impactful strategic plans and build stronger connections with their communities by communicating transparently, engaging the community, and aligning strategic priorities to meet stakeholder needs. The Power of a Public Dashboard with Envisio from Envisio on Vimeo.

Government 52

Government Stakeholders Prioritization Communication 52

ProlifIQ

JUNE 21, 2023

A successful strategic account management strategy begins with a deep understanding of the role strategic accounts play in an organization’s success. When crafting a strategic account development plan, it is essential to align the objectives with the long-term goals of the organization.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Flevy

MARCH 19, 2024

The Ohmae 3C model, also known as “the Strategic Triangle ,” is a strategic framework that assists in developing the fundamentals of Business Strategy for any organization. Organizations that can effectively integrate these 3 C’s into their strategy are capable of penetrating the appropriate segment of the market.

Shareholders 52

Shareholders Decision-making Digital Transformation Manufacturing 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

ProlifIQ

OCTOBER 4, 2023

It encompasses a series of well-thought-out actions designed to meet your goals and objectives while ensuring customer satisfaction, retention, and expansion. By categorizing customers based on factors like industry, size, and needs, you can tailor your approach to meet their specific requirements. Certain industries?

Account Management 52

Account Management Management Account Planning Key Account Management 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

Planview

DECEMBER 8, 2021

The only problem may be that you’re getting little engagement from senior management, and they hold the keys to driving positive and enduring change in the organization. Leading a value stream requires servant leadership, which prioritizes guidance over direction and mentoring over managing. You need them on board, and fully.

Government 111

Government Leadership Stakeholders Decision-making 111

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. Relationship Building Nurturing and strengthening the relationship with key stakeholders through effective communication and value delivery.

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. Relationship Building Nurturing and strengthening the relationship with key stakeholders through effective communication and value delivery.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

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

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

Flevy

MARCH 26, 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. Supporting Content and Features : Identifying the content and features that support the customer’s journey and meet their needs at each stage.

Customer Experience 52

Customer Experience Digitalization Digital Transformation Organization 52

Arpedio

FEBRUARY 15, 2024

Understanding Mobilizers Mobilizers are pivotal individuals within organizations who possess the authority, influence, and vision to drive significant change and make critical buying decisions. Moreover, Mobilizers exhibit a keen understanding of their organization’s goals, priorities, and challenges.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Miller Heiman Group

NOVEMBER 19, 2020

Buyer behaviors have undergone massive changes over the past year, forcing sales organizations to evolve their processes to meet new demands and overcome new challenges. Uncovering hidden stakeholders. Another way to leverage data is to recognize how sellers need to move through the prospect’s organization.

Sales Analytics 101

Sales Analytics CRM Stakeholders Sales 101

Envisio

NOVEMBER 1, 2023

Envisio Projects allows you to connect your capital improvement projects with your organization’s strategic plan or any other overarching plan. This means that your projects become woven into your strategic objectives, fostering a unified vision for your organization, and helping you to stay on track.

Management 52

Management Government Stakeholders Decision-making 52

Arpedio

MARCH 15, 2024

Unlike transactional selling, which prioritizes closing deals quickly, strategic selling emphasizes a consultative and solution-oriented approach aimed at delivering maximum value to customers.

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Arpedio

APRIL 3, 2024

It involves engaging with stakeholders at various levels of the organization to uncover opportunities and develop tailored solutions that align with the customer’s strategic objectives. This trust is essential for overcoming objections and gaining buy-in from key stakeholders.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. These evaluators can be at any level and position within an organization, from team managers to CTOs. Below we’ll explain how to qualify different sales stakeholders.

Stakeholders 117

Stakeholders Decision-making Sales B2B 117

OnStrategyHQ

DECEMBER 20, 2023

Strategic Planning is when organizations define a bold vision and create a plan with objectives and goals to reach that future. A great strategic plan defines where your organization is going, how you’ll win, who must do what, and how you’ll review and adapt your strategy development. Can certain pitfalls be avoided?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

DemandFarm

APRIL 21, 2023

Large organizations rely on technology to streamline their processes and improve their efficiency – and are constantly looking for tools that can help them in this regard. With key account management evolving and becoming more complex , organizations are turning to AI as a key differentiator and enabler.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Sales Outcomes

MAY 1, 2023

Today, an organization’s CRM is as essential as billing, inventory, ERP, or other IT systems. Typically, 12-18 months after CRM implementation, organizations recognize that the CRM is not meeting expectations. CRM leadership can sometimes seem like hand-to-hand combat, with multiple stakeholders demanding attention.

CRM 52

CRM Leadership Prioritization Finance 52

Hubspot Sales

JULY 7, 2020

As the field of sales changes to meet the needs of our evolving business landscape, data becomes even more prevalent. Have you worked with challenging stakeholders? With data being front-and-center for many sales organizations, sales analysts can sometimes be tasked with completing analysis for demanding stakeholders.

Stakeholders 103

Stakeholders Sales Prioritization Communication 103

Planview

JANUARY 27, 2022

We’ll look at the steps the company took to optimize their IT Portfolio Management framework to increase visibility within the organization. Let’s start by looking at the challenges this organization was facing. Drive innovation and meet customer expectations. Deliver value to the organization.

Software 52

Software Software Management Government 52

Upland

SEPTEMBER 29, 2023

Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. In stakeholder mapping, you need to: Define stakeholder goals: what are their biggest priorities? Unfortunately, sellers rarely meet the right people.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

SuperOffice

OCTOBER 11, 2021

When understanding the quality of a specific lead, a sales rep can prioritize leads in their pipeline and invest their time in building a relationship with people who are most likely to purchase. CHAMP (Challenges, Authority, Money, Prioritization). The framework prioritizes leads’ challenges and pain points.

Decision-making 63

Decision-making Prioritization Stakeholders Sales 63

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

ProlifIQ

JUNE 21, 2023

Additionally, an effective account plan identifies key stakeholders within the account, including decision-makers and influencers. Understanding the roles and priorities of these stakeholders allows sales representatives to engage with them strategically and build stronger relationships.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52