Arpedio

FEBRUARY 26, 2024

In today’s hyper-competitive business landscape, the traditional sales approach of casting a wide net and hoping for the best no longer suffices. Target Account Selling (TAS) is a strategic sales methodology that prioritizes the identification, engagement, and cultivation of relationships with specific high-value target accounts.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Strategic Account Management Association

SEPTEMBER 13, 2021

SAMA and Boston Consulting Group partnered in May 2020 to conduct a study aimed at discovering the early changes to customer expectations for sales organizations as a result of the COVID pandemic. Indicators show that much of the sales process can — and should — be automated through technological advancements.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Arpedio

MARCH 15, 2024

In today’s competitive business landscape, mastering the art of strategic selling is essential for sales professionals looking to drive revenue growth and outperform their competition. But what exactly is strategic selling, and why is it so critical in modern sales? What is Strategic Selling?

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. Let’s delve into the importance of pre-sales strategy and its impact on overall business success. Let’s delve into the importance of pre-sales strategy and its impact on overall business success.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Hubspot Sales

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. If you're in sales, this result shouldn't be a big surprise. As part of our 2024 State of Sales Series , our Sr.

CRM 100

CRM Decision-making Sales B2C 100

Arpedio

APRIL 29, 2024

BANT stands for Budget, Authority, Need, and Timeline, and it provides a structured approach to qualifying leads and prioritizing prospects. Implementing the BANT methodology in your sales process can help you qualify leads more efficiently, focus your efforts on high-potential prospects, and ultimately close more deals.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 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. When sales leaders use predictive analytics paired with a CRM , they’re more likely to guide sellers to success. Uncovering hidden stakeholders.

Sales Analytics 101

Sales Analytics CRM Stakeholders Sales 101

Arpedio

FEBRUARY 15, 2024

In today’s fiercely competitive market, achieving sales excellence is paramount for business growth and success. One key aspect of this pursuit is understanding and effectively implementing sales methodologies that align with modern buyer behavior and preferences.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 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. Misaligned goals, conflicting metrics, and lack of communication can lead to inefficiencies and missed opportunities.

Government 52

Government Innovation Prioritization Facilitation 52

Arpedio

SEPTEMBER 25, 2023

Key account management vs. traditional sales ← Back to blog The game of sales and customer relations has changed – staying competitive is no longer just about making the sale; it’s about nurturing valuable, long-lasting relationships with your top-tier clients. What is traditional sales?

Key Account Management 52

Key Account Management Account Management Management Sales 52

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. People in these different positions have varied interests, goals, and overall desires towards the products and services they use to meet their business needs. The Gatekeeper.

Stakeholders 117

Stakeholders Decision-making Sales B2B 117

Arpedio

MARCH 6, 2024

Rather than solely focusing on sales transactions, account management emphasizes building trust, understanding client needs, and delivering tailored solutions to drive long-term growth. It’s crucial to distinguish between sales and account management.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Hubspot Sales

DECEMBER 10, 2019

They believe the more prospects, the better — but pursuing the wrong types of prospects wastes precious time, cash, and sales resources. Honing in on the most valuable accounts and customer stakeholders has helped me accelerate B2B sales at each of these. more than $200 million in annual sales). Prioritize your personas.

Manufacturing 109

Manufacturing Media Prioritization Sales 109

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

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. Having access to relevant sales data can be a true differentiator for a successful sales team. In fact, high-performing sales reps are more likely to use data to guide their sales process.

Stakeholders 103

Stakeholders Sales Prioritization Communication 103

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. What is Sales Coaching? Table of Contents 1.

Sales 52

Sales Account Management Stakeholders CRM 52

SuperOffice

OCTOBER 11, 2021

46% of sales representatives say lead quantity and quality is their top challenge, which is hardly surprising. 67% of lost sales are a result of salespeople not properly qualifying their leads before interacting with them. 67% of lost sales are a result of salespeople not properly qualifying their leads before interacting with them.

Decision-making 63

Decision-making Prioritization Stakeholders Sales 63

Arpedio

APRIL 15, 2024

What is Sales Enablement? In order to improve sales effectiveness and drive revenue growth, it is crucial to have a clear understanding of sales enablement. This strategic approach aligns marketing and sales efforts, enhances buyer interactions, and optimizes the sales process.

Sales Training 52

Sales Training Sales Decision-making Account Planning 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

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

Insightly

JULY 26, 2023

Sales pipeline management is a crucial aspect of successful sales strategies. It involves establishing, tracking and organizing the various stages of the sales process to ensure smooth and efficient conversion of prospects into customers. It is important to note the difference between a sales funnel and a marketing funnel.

CRM 52

CRM Management Sales Decision-making 52

SalesGlobe

OCTOBER 10, 2023

In this article, I will touch on reasons why B2B sales teams can benefit from AI and some of the challenges teams may encounter. How AI Can Benefit the Sales Team B2B sales are often complex, with many stakeholders, intricate decision processes, and high-stakes negotiations. Below are a few of these challenges.

B2B 52

B2B Artificial Intelligence Sales Decision-making 52

ProlifIQ

OCTOBER 4, 2023

Where To Start In the complex world of B2B sales and account management, success hinges on the ability to develop and execute a robust account management strategy. It encompasses a series of well-thought-out actions designed to meet your goals and objectives while ensuring customer satisfaction, retention, and expansion.

Account Management 52

Account Management Management Account Planning Key Account Management 52

Arpedio

NOVEMBER 6, 2023

Sales automation software: The ultimate guide Explore the ARPEDIO platform ← Back to blog In today’s fast-paced business landscape, sales teams face numerous challenges in managing accounts, seizing opportunities, and nurturing relationships with stakeholders. Sales, a pivotal function in any organization, is no exception.

Software 52

Software Software Sales Artificial Intelligence 52

Hubspot Sales

DECEMBER 7, 2020

A sales process is like a figure skating routine. And while no adjustments salespeople can make to their sales processes can touch the earth-shattering next-level-ness of that tiger costume, they can certainly take strides to make their professional lives a little easier. Simplifying Your Sales Process.

Sales 126

Sales Decision-making Stakeholders Prioritization 126

DemandFarm

APRIL 4, 2023

By providing personalized solutions, account managers and sales leaders can build stronger relationships with key accounts, increasing customer loyalty and retention. Competitive advantage By adopting digital strategies, organizations can differentiate themselves from their competitors and meet the evolving needs of their customers.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

ProlifIQ

JUNE 21, 2023

Effectively identifying and targeting the right accounts is crucial for sales managers and sales professionals involved in strategic account management. These plans provide a detailed overview of the account’s goals, strategies, and specific actions to be taken to meet the objectives.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Hubspot Sales

AUGUST 30, 2023

But what changes will it bring to the sales industry? Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? Furthermore, we’ve interviewed leading sales teams to collect 11 AI sales predictions that you should watch in 2023. Let’s jump to the nitty-gritty.

Decision-making 92

Decision-making Sales Profitability Artificial Intelligence 92

Zendesk

AUGUST 24, 2021

Enterprise sales is like running a marathon. And just like a marathon results in big physical and mental gains, enterprise sales results in significant revenue and increased opportunities for your business. You shouldn’t jump into enterprise sales unprepared, either. You shouldn’t jump into enterprise sales unprepared, either.

Stakeholders 52

Stakeholders Sales CRM Procurement 52

Upland

NOVEMBER 27, 2023

But before you jump head-first into the sales process, there are four fundamental things you must know: 1. An initiative is a project your customer is undertaking (or planning to undertake) in order to overcome their pressures and meet their goals. Sales is all about conversations. What are their goals?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

DemandFarm

NOVEMBER 3, 2023

Several companies are adopting strategies such as opportunity management to manage the sales pipeline at every stage which involves identifying, tracking, and managing potential sales opportunities. It’s crucial and your sales team must put their best foot forward to introduce your product and convince your prospect to close the deal.

Management 52

Management Artificial Intelligence Stakeholders Decision-making 52

Arpedio

APRIL 3, 2024

Solution selling is a sales methodology focused on addressing the specific needs and challenges of customers by providing comprehensive solutions rather than simply selling products or services. What is Solution Selling?

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Showpad

MARCH 17, 2020

While there was a time when working remotely was the sole domain of field sales representatives, it’s become the new normal for sellers of all types. With that in mind, here are five ways to achieve favorable outcomes for your remote sales team. Prioritize Sales Coaching. Sales training isn’t a one-and-done affair.

Sales 80

Sales Prioritization Remote Working Decision-making 80

Planview

DECEMBER 8, 2021

Leading a value stream requires servant leadership, which prioritizes guidance over direction and mentoring over managing. The Agile leadership team should meet regularly, maybe an hour a week, to talk about the change and how it’s going. Read Next: Agile Transformation: 10 Lessons Learned (so far) on our Agile Journey.

Government 111

Government Leadership Stakeholders Decision-making 111

Hubspot Sales

DECEMBER 22, 2017

Will they help you make the sale or unknowingly stop you from talking to the right person? How to Identify Sales Prospects. Or, “ You wear a lot of hats, how do you prioritize your day? ”. They’re rarely involved in the research or vetting stage of the sales process. 1) The Gatekeeper. 3) The Decision Maker.

Decision-making 144

Decision-making Sales Finance Stakeholders 144

Planview

MAY 20, 2022

You’ve initiated your project, created an in-depth plan, and secured stakeholder buy-in. Starting the execution process can be overwhelming, especially when juggling stakeholder and team needs. To successfully steer your project through the execution phase, you’ll need to manage stakeholder expectations throughout the project.

Stakeholders 59

Stakeholders Prioritization Remote Working Decision-making 59