Hubspot Sales

OCTOBER 9, 2023

Over the years, many organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to "challenging" prospects. In many cases, a salesperson in that position panics and starts spewing out product features that don’t match the need and are inappropriate in that conversation.

Shareholders 105

Shareholders Value Proposition Profitability Decision-making 105

Brooks Group

FEBRUARY 12, 2024

Once a prospect buys your product or service, they represent an opportunity for future growth. This post explains how you can help your sales team maximize the potential of existing customers by showing them how to cross-sell and upsell effectively. Examples include service add-ons and complementary products.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Brooks Group

DECEMBER 1, 2023

Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish account management KPIs to measure performance and effectiveness. Those objectives will help you decide which metrics make the most sense for your team to track.

Account Management 93

Account Management Management Account Planning Sales Training 93

Flevy

JANUARY 13, 2024

Strategic, Tactical, and Operational KPIs KPIs can be categorized into strategic, tactical, and operational levels, each serving different but interconnected purposes: Strategic KPIs are high-level indicators focused on the overall performance and long-term goals of the organization.

Healthcare 59

Healthcare Leadership Acquisition Innovation 59

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

Luminas Strategy

APRIL 21, 2024

Adamczyk’s writes about Honeywell’s transformation from an industrial giant to an integrated powerhouse, a journey marked by strategic shifts both internally and externally. Adamczyk’s narrative underscores the imperative of aligning digital initiatives with customer-centricity, value-added services and innovative product development.

Innovation 52

Innovation Organization Digital Transformation Digitalization 52

Envisio

DECEMBER 19, 2023

But identifying your strategic priorities, and aligning your leadership and key stakeholders behind them, is just the beginning. If you’ve already got a strategic plan, great! SMART goal setting and action planning is an essential element of strategic success. Why set SMART KPIs and goals?

Stakeholders 98

Stakeholders Construction Government Organization 98

Hubspot Sales

DECEMBER 7, 2023

It’s no coincidence that 42% of managers and sales pros who coach or train their teams say that their primary goal is to get sales teams aligned on a common goal. It’s here, the biggest sales quarter of the year. Q4 sales are often the most lucrative of the year, but successful sales don’t come simply because of the season.

B2C 121

B2C Transportation Decision-making Logistics 121

Arpedio

JANUARY 5, 2024

At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—Account Management and Customer Success. While both functions are instrumental in driving organizational growth, distinguishing their unique contributions is fundamental.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

Planview

JANUARY 17, 2024

In today’s fast-paced and dynamic world of technology, the adoption of Agile methodologies has undoubtedly transformed the landscape of how technology teams function. An excessive amount of WIP can overwhelm teams, causing delays and inefficiencies. They are the keystone to maintaining a seamless and productive workflow.

Financial Services 59

Financial Services Management Prioritization Facilitation 59

DemandFarm

MAY 2, 2024

Effective relationship management transcends mere customer satisfaction—it’s a strategic endeavour that involves nurturing deep connections that foster loyalty, satisfaction, and mutual growth. This personalized approach helps clients optimize their operations, marketing, and customer service strategies through Salesforce’s platforms.

Management 40

Management Banking CRM Profitability 40

Flevy

MARCH 25, 2024

At FlevyPro , our team of former McKinsey and Big 4 consultants with several decades of combined experience have developed the largest publicly available knowledge base of consulting framework presentations, known as the FlevyPro Library. FlevyPro is currently used by 100s of consultants and business executives.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52

Arpedio

MARCH 13, 2024

In the ever-evolving landscape of sales and marketing, one term that has been gaining significant traction is “product-led sales.” ” This approach represents a fundamental shift in how businesses engage with their customers, placing the product itself at the forefront of the sales process. What are Product-Led Sales?

Acquisition 52

Acquisition Prioritization Onboarding Sales 52

Arpedio

JANUARY 5, 2024

Central to this quest is the art of strategic account planning , a methodical approach that marries sales strategy with customer relationship management to foster business growth. These plans act as blueprints, elucidating quantifiable goals and providing a clear path for sales teams to deliver on their objectives efficiently and effectively.

Account Planning 52

Account Planning Value Proposition Account Management Sales 52

Maximize Business Marketing

NOVEMBER 29, 2023

Showed them the value you are bringing them with your products and/or services? Offered them other products/services you and/or your business partners have? Ensured your CEO had lunch with the appropriate CXO of all of your Strategic Accounts, at least twice per year? Ran a planning session for your clients?

B2B 52

B2B Value Proposition Marketing Sales 52

Brooks Group

SEPTEMBER 14, 2023

Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. 3 Types Of Sales Coaching Sales coaching generally falls into one of three main categories: tactical, strategic, and personal. Outline the team member’s actions and responsibilities.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Planview

SEPTEMBER 20, 2023

We are thrilled to acknowledge a handful of forward-looking organizations that have excelled at achieving their strategic goals by leveraging Planview’s solutions. We recognize Chevron with the 2023 Vision Award due to their application of advanced data modeling techniques onto a well-established strategic portfolio management process.

Energy and Utilities 59

Energy and Utilities Banking Supply Chain Government 59

Brooks Group

FEBRUARY 27, 2024

B2B buyers today see many products and services as commodities: items that seem equivalent no matter who produces them. This is when a value-based selling approach—the ability to add value to your product or service—is critical. But both of these 100-plus-year-old brands have built passionate fanbases.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

Arpedio

JANUARY 9, 2024

Table of Contents Why Metrics and KPI’s are so important Understanding and leveraging metrics and Key Performance Indicators (KPIs) is not just a practice – it’s a strategic imperative. This, in turn, informs strategic decisions that are aligned with customer needs and business goals. Ready to streamline your account planning?

Account Management 52

Account Management Management Client Relationships Account Planning 52

Zendesk

NOVEMBER 16, 2023

Through strategic questions and steps, an organization can evaluate the current status of its employees and identify opportunities for training, hiring, succession planning, and more. In the American National Football League (NFL), teams don’t just happen to win the Super Bowl.

Organization 52

Organization Software Software Stakeholders 52

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on strategic account planning – a vital practice for businesses looking to achieve long-term success and foster strong customer relationships. In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. Let’s dive in!

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on strategic account planning – a vital practice for businesses looking to achieve long-term success and foster strong customer relationships. In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. Let’s dive in!

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Brooks Group

MARCH 6, 2024

Effective performance management requires establishing KPIs, metrics, and performance tracking systems to monitor individual and team performance, identify areas for improvement, and drive accountability. Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully.

Organization 84

Organization Account Management Sales Sales Training 84

Arpedio

FEBRUARY 20, 2024

It involves creating long-term value for a company through the development of strategic partnerships, expansion into new markets, launching new products or services, and increasing revenue streams. Strategic Planning: Developing strategies and plans to capitalize on identified opportunities. appeared first on ARPEDIO.

Negotiation 40

Negotiation Suppliers Strategic Thinking Stakeholders 40

Flevy

MARCH 18, 2024

This essential function encompasses the activities organizations undertake to innovate and improve their products or services. The Strategic Importance of R&D In an era marked by rapid technological advancements and shifting market demands, the importance of R&D cannot be overstated.

Management 52

Management Digital Transformation Innovation Decision-making 52

Arpedio

MARCH 18, 2024

This strategic growth approach suggests that true success lies in meticulous planning, where initial seeds of market presence can grow into a veritable forest of opportunity. The concept of a ‘business expansion strategy’ often conjures images of bold moves and sweeping changes.

Digitalization 52

Digitalization Construction Digital Transformation Supply Chain 52

Flevy

MARCH 19, 2024

It reflects an organization’s ability to manage, prioritize, and convert ideas into viable products or services, ensuring a consistent flow of innovation. This strategic focus on nurturing and managing the innovation pipeline underpins an organization’s resilience, adaptability, and ability to explore new growth avenues.

Innovation 52

Innovation Management Digital Transformation Prioritization 52

Arpedio

APRIL 15, 2024

AI technologies offer a range of capabilities that are essential for organizations to thrive in modern sales environments: Insights and Analytics : AI-driven insights provide sales teams with valuable data and analytics to understand customer behavior, preferences, and buying patterns.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Prioritization 52

OnStrategyHQ

MARCH 4, 2021

What is a Strategic Objective? Strategic objectives are often one of the most challenging components of a strategic plan because they create the bridge between your big, bold vision and the annual goals needed to achieve it. Strategic objectives establish the boundaries for what your organization’s effort must focus on.

Leadership 98

Leadership Acquisition Profitability Suppliers 98

Planview

JANUARY 2, 2024

Clients seeking assistance in ensuring their organizations are well-prepared for success can turn to Planview’s Evolve Advisory Services. This dedicated team of consultants leverages their extensive experience to thoroughly understand organizational needs and apply industry best practices to help attain strategic business objectives.

Digital Transformation 98

Digital Transformation Digitalization Government Decision-making 98

Planview

SEPTEMBER 18, 2023

The market’s landmark evolution in 2020, which bifurcated PPM to support strategic portfolio management and adaptive project management. The market’s landmark evolution in 2020, which bifurcated PPM to support strategic portfolio management and adaptive project management. That challenge will only intensify.

Management 52

Management Digital Transformation Decision-making Facilitation 52

ProlifIQ

OCTOBER 4, 2023

Whether you’re part of the support team, count managers, or a business leader, understanding and implementing these strategies can be the difference in hitting a revenue target or not. Why did your customer bring on your product or service? Make sure you have clear measures for the customer, but also your team!

Account Management 52

Account Management Management Account Planning Key Account Management 52

Brooks Group

NOVEMBER 29, 2023

This is especially true when your job is to be a visible ambassador for a company and its products or services. Today, you’ll see far more transactors of products and services adopt terms like account, client, partner, and relationship manager for their job title than the overt “sales representative.”

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

Flevy

MARCH 26, 2024

At FlevyPro , our team of former McKinsey and Big 4 consultants with several decades of combined experience have developed the largest publicly available knowledge base of consulting framework presentations, known as the FlevyPro Library. FlevyPro is currently used by 100s of consultants and business executives.

Customer Experience 52

Customer Experience Digitalization Digital Transformation Organization 52

Flevy

FEBRUARY 22, 2024

This strategic avenue is not just about expanding business footprints or diversifying portfolios–it’s a complex maneuver that, when executed with precision, can significantly alter an organization’s trajectory towards success. Importance of M&A Strategy M&A Strategy is more than a tactical play.

Management 52

Management Acquisition Digital Transformation Decision-making 52

OnStrategyHQ

MAY 16, 2021

Download the Complete Guide to Strategic Planning today. It is an essential part to building your strategic foundation and developing a strategy. With your planning team established and your schedule set, you’re ready to move into establishing, or reviewing (if you already have these statements), your mission, vision and values.

Innovation 98

Innovation Value Proposition Decision-making Leadership 98

OnStrategyHQ

MARCH 26, 2024

Our team at OnStrategy is incredibly passionate about the power of AI as a mission multiplier because, as practitioners of strategy implementation, we have seen firsthand the power and the possibility it has on organizational transformation. We are witnessing the beginning of a shift that will impact the world for years to come.

Value Proposition 52

Value Proposition Artificial Intelligence Cybersecurity Decision-making 52