Mike Kunkle

MAY 30, 2023

Logic is our friend. There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work. In less-than-ideal circumstances, a rational tracking and approach like this is even more important. See what I did there?

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Red Star Kim

DECEMBER 18, 2023

Some think about a centralised or decentralised approach to strategy. Others see it more as top-down or bottom-up approach to strategy. The bottom-up approach has the advantage of being well focused on the specific market conditions and client needs. So the marketing approaches are different. the bricks and mortar).

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

OnStrategyHQ

APRIL 16, 2024

Identifying your pitfalls and course-correcting them before they occur is a more beneficial and mature approach to strategic implementation, especially in the beginning stages or if this is your first strategic planning process. Download the Free Guide Tip 3: Recognize the common pitfalls of strategy implementation and avoid them.

Communication 98

Communication Organization Meetings Stakeholders 98

FinListics Solutions

MARCH 22, 2024

Rounding out this series on our Seven-Step Developing Client Insight Process, we will shift focus to the critical concluding steps: Solution Mapping and Developing a Point of View.

Sales Training 81

Sales Training Sales 81

Hubspot Sales

APRIL 15, 2024

But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible. I've noticed a few habits that set our team apart, such as utilizing advanced CRM tools.

Sales 111

Sales Prioritization CRM Communication 111

Mike Kunkle

AUGUST 30, 2023

This applies to the enablement profession as a whole, regardless of name – Sales Enablement, Revenue Enablement, Buying Enablement, Performance Consulting, or even Sales Training and our Sales Operations and Revenue Operations partners. It also hints at the strategy and political approach that we must take with our measurement efforts.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Red Star Kim

FEBRUARY 12, 2024

During the session we created our own persuasive writing checklist – here are the highlights. 25% Our material isn’t suitable for stories 50% Client confidentiality will be an issue 25% I plan to develop more stories in future How useful do you think personas might be? What do you hope to achieve? Use AI tools – Maybe for research.

Media 130

Media Financial Services Advertising Decision-making 130

Zendesk

MARCH 13, 2024

That’s kind of the first place I go to when I’m saying, ‘hey guys, I’m going to test out turning off our chatbot for a bit,’” he said. Tune in for more on Brad’s approach to experimentation, what he’s learned, where he’s prioritizing changes, and what he thinks about the future of CX in our latest episode of Conversations with Zendesk.

Prioritization 113

Prioritization Meetings 113

Zendesk

MARCH 13, 2024

“With Ultimate, we will help our customers set a new standard, with AI agents giving customers the support they need quickly and effortlessly. We’ve seen 99 percent of CX organizations who adopt AI shift permanently to a hybrid human and AI agent approach,” said Reetu Kainulainen, CEO and co-founder of Ultimate. “As

Acquisition 138

Acquisition Customer Experience Innovation Business Growth 138

Peter Simoons

APRIL 21, 2024

These are the industry sectors that are relatively mature in their approach to alliances & partnerships. A collaborative approach requires a different mindset and behaviour than a transactional approach. A collaborative approach requires a different mindset and behaviour than a transactional approach.

Value Proposition 52

Value Proposition Leadership Marketing Management 52

Vantage Partners

SEPTEMBER 12, 2023

Safeer’s book, prepares managers to implement a well-being culture among their team as part of our comprehensive Leadership Development training. Our training professionals guide participants through a step-by-step curriculum, with a “train the trainer” approach to prepare managers to implement the program among their teams.

Leadership 83

Leadership Communication Business Planning Organization 83

Vantage Partners

SEPTEMBER 12, 2023

Safeer’s book, prepares managers to implement a well-being culture among their team as part of our comprehensive Leadership Development training. Our training professionals guide participants through a step-by-step curriculum, with a “train the trainer” approach to prepare managers to implement the program among their teams.

Leadership 83

Leadership Communication Business Planning Organization 83

Brooks Group

MARCH 7, 2024

This post describes how you can use a consultative selling approach to understand the unique buying agenda of procurement managers and sell more effectively. What Is a Consultative Selling Approach? That’s why using a consultative selling approach is critical. This is the opposite of a consultative sales approach.

Procurement 68

Procurement Management Decision-making Sales Training 68

Brooks Group

MARCH 25, 2024

Data from our Best Practices of High-Performing Sales Teams report shows: 95% of teams who met or exceeded revenue goals follow their sales process all or most of the time. Since we put the IMPACT sales process in place, we’ve grossly exceeded our goals. Customers appreciate a professional, consultative sales approach.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Hubspot Sales

SEPTEMBER 6, 2023

In 2007, our founders started a web agency, building websites and other solutions for clients. What was the sales approach like in the early stages of the business? In the early stages, our founders were doing it all. Along with that, we weren’t using a consultative approach. What’s the backstory? Including the selling.

Sales 104

Sales Onboarding Prioritization Profitability 104

Sales Gravy

JULY 7, 2023

In this episode of the Sales Gravy Podcast, renowned sales experts Richard Fenton and Andrea Waltz share valuable insights from their book When They Say No that will revolutionize your sales approach. The Power of Reframing Rejection Our fear of rejection is deeply rooted in our evolutionary history.

Sales 87

Sales 87

Clarity Engagement Solutions

MAY 10, 2022

It is a tailored approach that has already been rolled out to commercial Life Sciences and Medical Devices organisations in over 35 countries worldwide. We Can help implement you 4 Zones™ Training with our CX1 – salesforce Lightning Solution. Some of Our Latest Blogs. Click HERE to learn more!

Account Management 91

Account Management Stakeholders B2B Management 91

Customer Think

JULY 7, 2023

These approaches enable organizations to gain valuable insights, enhance their products/services, and deliver the exceptional experiences our customers have come to expect. By actively listening to customers, organizations can meet customer expectations, drive loyalty, […]

Media 106

Media Meetings Organization Customer Experience 106

DemandFarm

APRIL 5, 2024

B2B companies are keen on swapping hit-or-miss approaches with repeatable processes that guarantee retention and growth. In our webinar featuring Forrester Analyst Steve Silver on Mar 28, we discuss: A definitive road map for implementing key account management (KAM) best practices. The wedge in this pursuit?

Key Account Management 52

Key Account Management Account Management Account Planning B2B 52

Hubspot Sales

OCTOBER 4, 2023

Yet, it can actually give us a better understanding of our prospects, making that human connection stronger. With a better understanding of buyer motivation, sales reps can refine their approach. "By This allows sales professionals to tailor their approach and establish deeper connections with prospects." Image Source ) 3. "As

Communication 93

Communication B2B Artificial Intelligence Sales 93

CSSP

OCTOBER 10, 2023

Strategy, these people argue, is so central to our success, that we should assure ample time for planning on an ongoing basis. For most companies, a more “goldilocks planning” approach is likely the most appropriate. Do you spend more or less time on your planning, and what are the pros and cons you see in this approach?

Banking 93

Banking Small Business Profitability Marketing 93

Customer Think

MAY 16, 2023

Do you realize the impact of Motherhood on your approach to customer experience (CX)? It’s fascinating how the skills and lessons learned from being a mom shape our CX role while our customer-centric mindset enhances our parenting too. With Mother’s Day approaching, I’d like us to […]

Leadership 69

Leadership Customer Experience 69

Brooks Group

MARCH 21, 2024

14% of underperforming teams) use the most effective strategy (needs/wants-based approach). Needs & Wants = Most Effective This approach focuses on understanding the prospective buyer’s specific needs, goals, challenges, and desired outcomes. But the most successful teams use the best approach: needs and wants.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Flevy

MARCH 14, 2022

The current ever-changing and increasingly connected world demands taking an amplified approach to Innovation and Innovation Management. Effortless availability of unparalleled knowledge, essential for Innovation, is one key factor in bringing the traditional approach into question. Visiting Approach. Inviting Approach.

Innovation 111

Innovation Banking Decision-making Organization 111

Brooks Group

JANUARY 24, 2024

That is the question our new research report, Best Practices of High-Performing Sales Teams for 2024 , set out to answer. Sales leaders using these approaches have developed resilient, capable sales professionals who can sell effectively and efficiently regardless of market conditions. Sales Strategy 3: “Asking questions is good.

Supply Chain 96

Supply Chain Negotiation Sales CRM 96

Help Scout

APRIL 4, 2024

There are several approaches to the software development process that prompt us to focus on specific priorities over others. Get our take in this post from the Help Scout engineering team. But which one is best? Read the full article

Software 49

Software Software 49

Planview

MARCH 8, 2024

Led by the Women@Planview Employee Resource Group (ERG), we’re hosting seven events in our offices around the world this month, from Bangalore to Vancouver. Despite our age disparity, we gelled well. By embracing diversity, we not only foster a sense of belonging but also fuel our organization’s growth and innovation.

Banking 105

Banking Government Innovation Leadership 105

Sales Gravy

FEBRUARY 25, 2024

It was a pivotal moment that tested my resolve, but it also brought to light the incredible strength and support of our team," she shared. This approach has not only propelled KaTom to new heights but has also cultivated a sense of ownership and pride among the employees.

Suppliers 95

Suppliers Innovation Leadership Decision-making 95

Revenue Storm

DECEMBER 8, 2020

The opportunities are only limited by our imagination. Another key sales approach is to vow to broaden the search for people we are targeting to develop new business relationships. Unfortunately, too many of us have allowed our comfort zone to dictate our results. Do you know what your clients are focused on?

Brainstorming 148

Brainstorming Decision-making Sales Marketing 148

Flevy

MAY 13, 2022

Solving problems, complex problems at that, involves not only good problem formulation but also a structured approach to complement it. Structured Problem Solving is a formal, logical, and methodical approach to organizing individuals’ thinking. To help us crack a problem in a structured way, our approach—i.e.,

Banking 111

Banking Manufacturing Supply Chain Leadership 111

Flevy

APRIL 25, 2024

The Zaltman Metaphor Elicitation Technique (ZMET) Framework is a groundbreaking approach for gaining deep insights into customer thoughts and feelings, which often remain untapped by traditional market research methods. It integrates diverse academic insights with practical experiences to uncover deep consumer insights.

Construction 52

Construction Digital Transformation Communication Decision-making 52

Sales Gravy

FEBRUARY 2, 2022

Kelly (host of the Sales Evangelist podcast) discuss how to approach customers with price increases. At Sales Gravy we are constantly adding free sales training resources to our growing library of downloads. Kelly (host of the Sales Evangelist podcast) discuss how to approach customers with price increases.

Sales Training 117

Sales Training Sales 117

Customer Think

NOVEMBER 18, 2022

We have a debate between our marketing and sales teams on whether the best approach is marketing emails, sales outreach, or something else.&nbs. TweetLinkedInShareEmail A client asks:“What’s the best way to market to purchased lists like ZoomInfo? &nbs.

Marketing 111

Marketing Sales Digitalization 111

Envisio

JANUARY 24, 2024

” ― Toni Morrison A new year, a new chance to shift our perspectives, understand one another and the systems around us, and take our strategic thinking to new heights. Reflecting on the success of our previous recommended reads of the best strategy books to read in 2022 , such as W. Books are knowledge. ” 4.

Government 105

Government Leadership Innovation Decision-making 105

Envisio

DECEMBER 19, 2023

We’ll spend more time on the “family of measures” approach later! For developing KPIs that work for you and your public sector organization, we recommend a strategic framework known as the Family of Measures (FoM) approach. SMART goals define a clear path from point A to point B. If we didn’t have this data, who would miss it?

Stakeholders 98

Stakeholders Construction Government Organization 98

Planview

FEBRUARY 14, 2024

The value of visibility and predictability To begin our journey into the first 12 months of using a VSM solution, let’s first understand why visibility and predictability matter. Follow a structured approach with five well-defined levels of maturity, each with specific goals, outcomes, and exit criteria.

Management 64

Management Organization Stakeholders Onboarding 64

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. Debunking the Myths of Social Selling Social selling has been touted as a revolutionary approach in the digital era.

Sales Management 81

Sales Management Management Sales Leadership Leadership 81