DemandFarm

OCTOBER 4, 2023

The success and future of any sales organization hinge on the cohesive planning and execution of each step, that is collectively known as sales opportunity management. The best and most effective sales opportunity plans are created and aligned around creating value for the buyer. Learn More: What are White Space Opportunities?

Value Proposition 52

Value Proposition Sales Negotiation Meetings 52

Arpedio

MARCH 15, 2024

Presentation and Proposal: Presenting the proposed solution in a compelling and persuasive manner, highlighting its value and benefits to the prospect. This includes conducting research on the prospect’s business, industry, and competitive landscape, as well as identifying key stakeholders and decision-makers.

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. In turn, those unfortunate experiences have the rep rattled.

Negotiation 125

Negotiation Value Proposition Meetings Procurement 125

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

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. By understanding customer pain points and objectives, organizations can tailor their offerings to deliver maximum value and relevance.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Demonstrate that you value your client's business. Create contact plans to keep in touch with key stakeholders in your company and your client's.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Miller Heiman Group

APRIL 2, 2019

For accounts you’ve lost, you can conduct a similar internal review, based on information from your key relationships inside the customer’s organization. Your value proposition. Once you’ve lost a strategic account, you need to rely heavily on the relationships you built with the key players inside the customer’s organization.

Account Management 110

Account Management Value Proposition Management Suppliers 110

Revenue Storm

DECEMBER 7, 2021

This led to broadening the conversation to the core business issues the organization was trying to solve through a digital transformation. Often, our minds as sellers get there more quickly than the customer’s because we have seen similar situations play out in multiple customer organizations.

Digital Transformation 78

Digital Transformation Procurement Value Proposition Digitalization 78

Flevy

MARCH 20, 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. Each global consulting firm maintains an internal knowledge management library of consulting framework presentations.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Luminas Strategy

JANUARY 15, 2024

Strategic planning is a common organizational practice that, when done properly, will increase the likelihood that an organization will meet its goals. The authors emphasize answering the first question with real and unvarnished honesty about the organization’s strengths and weaknesses. What is a credible path to get there?

Customer Value 52

Customer Value Supply Chain Value Proposition Advertising 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. A typical strategy map organizes objectives into four categories, or perspectives. The four perspectives for for-profit organizations include: Finance.

Value Proposition 98

Value Proposition Software Software Government 98

Brooks Group

MARCH 21, 2024

It turns out, most sales organizations are not using the most effective sales questioning techniques. That means sales organizations are leaving a ton of potential on the table when it comes to questioning. Because they aren’t doing discovery well, most organizations are leaving significant potential revenue on the table.

Sales 91

Sales Sales Training Decision-making Value Proposition 91

OnStrategyHQ

MAY 16, 2021

Knowing why you’re doing what you’re doing (your mission), where you’re trying to go (your vision), and how you’re going to go about it (your values) are the glue that holds an organization together. Mission is a statement about your core purpose, why you exist, and is best stated in the present tense.

Innovation 98

Innovation Value Proposition Decision-making Leadership 98

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

ProlifIQ

NOVEMBER 9, 2022

Only then can you put together a true value proposition for each unique buyer. The dynamic between a sales rep and leaders is different inside each business, yet the need for a strong goal-oriented relationship is always present, no matter your business size or industry. executives in marketing, sales, customer success, etc).

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

5600 Blue

MARCH 22, 2018

Gaining access to stakeholders and uncovering needs is key to presenting your value. This approach makes it difficult to gain access to execute discovery and makes it harder to uncover areas to add value and differentiate. Discovery has long been among, if not the most important selling skill.

Value Proposition 52

Value Proposition Stakeholders Digitalization Meetings 52

Arpedio

APRIL 29, 2024

It is crucial to identify who has the authority to make purchasing decisions within the organization. Implement your preferred methodology in Salesforce with ARPEDIO Ensure that your defined best practice or sales methodology is being followed, accelerated, and rolled out for the entire organization. The second component is Authority.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Planview

JUNE 30, 2022

This helps the organization achieve its desired outcomes and initiatives. When organizations begin feeling the stress of the current financial climate, business leaders take a hard look at spending. Empower the PMO to Drive Greater Value for the Organization. This one is important for maximizing PMO value.

Decision-making 59

Decision-making Government Value Proposition Leadership 59

Brooks Group

MARCH 7, 2024

Consultative selling means understanding each prospect’s unique motivation so you can present your product or service in the way your prospect wants to perceive it. But a deeper look at this type of prospect reveals that their demands may simply be the result of the pressures they face in making buying decisions for their organizations.

Procurement 69

Procurement Management Decision-making Sales Training 69

Hubspot Sales

APRIL 4, 2023

This question allows the interviewer to assess your leadership style and determine if it aligns with the organization's culture. For example, "I work with clients to develop unique value propositions and messaging that sets them apart from the competition. Leadership Questions for Consultants 5. What is your leadership style?

Supply Chain 103

Supply Chain Leadership Construction Artificial Intelligence 103

Hubspot Sales

MARCH 18, 2019

Despite the potential benefits of key account management to your bottom line, it's not a good fit for every organization. Your organization needs an explicit, strict definition of key accounts. With that in mind, it's crucial a KAM can work across the organization to develop these offerings. Can you "land and expand"?

Key Account Management 126

Key Account Management Account Management Management Account Strategy 126

OnStrategyHQ

FEBRUARY 16, 2024

Embracing AI within your business strategically can transform your organization, helping you multiply your mission and achieve what was impossible without adding additional human labor. A thoughtful, strategic approach to integrating AI into your organization is essential; otherwise, you’re throwing valuable time and investment away.

Artificial Intelligence 52

Artificial Intelligence Government Value Proposition Co-Creation 52

Arpedio

AUGUST 22, 2023

Whether you’re seeking to refine your existing practices or delve into the world of KAM for the first time, these best practices will equip you with the tools you need to forge strong, lasting partnerships and drive exceptional results for both your clients and your organization.

Key Account Management 52

Key Account Management Account Management Management Onboarding 52

PandaDoc

DECEMBER 19, 2022

B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. Going after richer data enablement will allow your sales organization to stay competitive, as the sales industry is only getting increasingly data-driven. Step 2: Identify the value proposition.

B2B 98

B2B Sales Decision-making Publishing 98

AchieveIt

SEPTEMBER 11, 2023

Since every organization is unique, a wide selection allows you to find resources that fit well, offering the right focus areas and strengths for your needs. Stakeholders can make their decisions with these goals in mind, making navigating competing demands and complex business processes easier. But it can also be a little daunting.

Decision-making 52

Decision-making Communication Organization Value Proposition 52

Miller Heiman Group

JULY 30, 2019

However, four common buying influences in manufacturing include: Procurement: Also called Purchasing in some organizations, these buying influences are primarily concerned with price. Sellers should also ask about executives who regularly check in on the progress to see if there are any hidden stakeholders they haven’t identified.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Desired Path

AUGUST 5, 2020

It is a complex practice involving the interests of multiple parties with different objectives, company cultures and many, varied personas and stakeholders. I was recently asked to present at CS in Focus’ first virtual event to discuss how to navigate Customer Success during a global pandemic.

Customer Success 52

Customer Success Telecommunications Value Proposition Healthcare 52

Desired Path

AUGUST 5, 2020

It is a complex practice involving the interests of multiple parties with different objectives, company cultures and many, varied personas and stakeholders. I was recently asked to present at CS in Focus’ first virtual event to discuss how to navigate Customer Success during a global pandemic.

Customer Success 52

Customer Success Telecommunications Value Proposition Healthcare 52

Desired Path

AUGUST 5, 2020

It is a complex practice involving the interests of multiple parties with different objectives, company cultures and many, varied personas and stakeholders. I was recently asked to present at CS in Focus’ first virtual event to discuss how to navigate Customer Success during a global pandemic.

Customer Success 52

Customer Success Telecommunications Value Proposition Healthcare 52

Brooks Group

AUGUST 16, 2022

And while there are a lot of different things that might go into making a sale go well, there are a few essential components that all effective sales presentations and pitches have in common. In this article, we’ll take a look at some of the most critical components of an effective sales presentation, so stay tuned for that!

Sales 52

Sales Energy and Utilities Decision-making Sales Training 52

Hubspot Sales

NOVEMBER 27, 2017

Ask them for introductions to the other stakeholders; forging multiple relationships means you’re less vulnerable if one of your contacts finds a new job, loses influence, or decides to focus on different priorities. 4) Provide immediate value. To differentiate yourself, look for creative ways to add value upfront.

Procurement 95

Procurement Decision-making Negotiation Value Proposition 95

SmartKarrot

OCTOBER 10, 2022

Analyze and synthesize data in order to present a story to a customer and persuade them to engage in next steps. Apply here: [link] Role: Customer Success Manager Location: Remote, United Kingdom Organization: Trimble Inc. Manage complex, cross functional customer implementations for new product deployments.

Customer Success 19

Customer Success Value Proposition Onboarding Healthcare 19

Nutshell

JUNE 22, 2019

And the steps you’ll want to follow may sound a lot like your regular sales process —with a few modifications to account for your relationship with your team and the structure of your organization. Stage 1: Presenting. As with external clients and customers, successfully presenting to your team requires research and preparation.

CRM 93

CRM Software Software Decision-making 93

Arpedio

OCTOBER 30, 2023

When presented with the topic of account plans , the CEO proudly fetched a hefty binder from a locked cupboard, blowing off the dust and revealing their “current” account plan. Tailored Value Delivery: Beyond the initial sale, it’s vital to provide a tailored value experience that aligns with the customer’s needs.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52

SmartKarrot

MAY 11, 2022

Director of Customer Success Location: Remote, Richmond, VA, US Organization: Partnerize As a Sr. Be the named contact for specific strategic accounts and own senior customer stakeholder relationships. Ensure successful delivery of technical and business value propositions according to customer needs.

Customer Success 19

Customer Success Value Proposition Stakeholders Onboarding 19

SmartKarrot

APRIL 1, 2022

Role: Customer Success Director, WordPress VIP Location: Remote, United States Organization: Automattic As a Customer Success Director, you will be responsible for developing and supporting best-in-class account teams (Technical Account Managers, Engineers, and Support Engineers) by acting as a mentor, coach, and team player.

Customer Success 19

Customer Success Value Proposition Stakeholders Onboarding 19

SmartKarrot

APRIL 6, 2022

Organization: Esper. As a Director of Customer Success, you will be responsible for a team of passionate Customer Success professionals to achieve aggressive usage, adoption, and value realization targets while continually evolving Esper’s customer success methodology and deliverables. Organization: Vanta.

Customer Success 19

Customer Success Value Proposition Onboarding Customer Experience 19