Upland

APRIL 20, 2023

Performing a whitespace analysis The most valuable sale is one made to an existing customer. There are many benefits to account management that make the significant investment in resources worth it. Account management takes a ton of time and resources to get right. You might be wondering, “Is it really worth it, in the end?”

Account Management 195

Account Management Management Account Planning Decision-making 195

ProlifIQ

MAY 4, 2023

The Keys To Growing Your Key Accounts Understanding where there is an opportunity to grab additional revenue from your customers is a priority for every GTM today and is also referred to as a white space analysis. Part of this analysis needs to examine: What do my best accounts look like? What is White Space Analysis?

Stakeholders 52

Stakeholders Account Management CRM Key Account Management 52

Sales Management Plus -- SMP

NOVEMBER 30, 2023

The phrase also fits in a distribution sales context as well when you start examining sales gaps between your reps. Examining sales gaps is a great way to find ideas for improving the entire performance of your team. What Are Selling Gaps? One example is the sales activity gap.

CRM 52

CRM Meetings Sales Software 52

Flevy

OCTOBER 23, 2023

Most executives associated with procurement lack the competencies and perspectives required to identify gaps and effectively manage the function. This paucity of attention and capabilities is a certain path to extinction in this age of abrupt supply and demand shifts, intense competition, material and resource scarcity, and political turmoil.

Supply Chain 102

Supply Chain Procurement Suppliers Digital Transformation 102

Zendesk

NOVEMBER 16, 2023

These templates can help with retirement planning initiatives, identify individual and departmental skill gaps, and shine a light on customer service metrics. Read on to learn how you can set up an organizational dynasty with workforce planning templates. More in this guide: Why do you need a workforce planning template? Download template 3.

Organization 52

Organization Software Software Stakeholders 52

AchieveIt

FEBRUARY 19, 2024

Step 2: Conduct a SWOT Analysis – Gaining Strategic Self-Awareness Before embarking on your journey, a thorough SWOT analysis is essential. Strengths : Identify your organization’s unique skills, resources, or competitive advantages that position you for success.

Brainstorming 52

Brainstorming B2B Value Proposition Advertising 52

Red Star Kim

JUNE 1, 2023

So it was interesting that one of the poll results showed that over 60% never complete a competitor analysis in support of their pitches (it is possible that their fee-earners led the way here). So here I focus on Pitching, differentiation and competitor analysis. Scenario analysis Sometimes you don’t know who you are pitching against.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Flevy

DECEMBER 9, 2022

Organizations looking to compete into new business segments must have a clear vision to generate value and the resources needed to compete. Build, improve, reorganize, or divert your distinct organizational capabilities to bridge the gap and encourage customers to shift. attributes, benefits, and communication.

Supply Chain 114

Supply Chain Value Proposition Digital Transformation Profitability 114

Arpedio

OCTOBER 24, 2023

SWOT analysis: A comprehensive guide and template Account Management Software ← Back to blog In this comprehensive guide, we’ll delve deep into the world of SWOT analysis. Table of Contents What is a SWOT analysis? This compass is called a SWOT analysis. Let’s dive in.

Decision-making 52

Decision-making Account Management Prioritization Software 52

ClearPoint Strategy

JULY 28, 2021

The VRIO framework is a strategic analysis tool designed to help organizations uncover and protect the resources and capabilities that give them a long-term competitive advantage. Whether you have one or many sustainable competitive advantages, a VRIO analysis will help you identify and leverage them as part of your strategic plan.

Decision-making 98

Decision-making Organization Software Software 98

AchieveIt

MARCH 6, 2024

This measurement overload not only strains resources but also dilutes the effectiveness of your performance management efforts. One method is trend analysis. Listen to The Strategy Gap A podcast about the space between savvy strategy and practical execution, including everything that can go wrong on the way.

Decision-making 52

Decision-making Profitability Finance Advertising 52

Account Manager Tips

AUGUST 14, 2022

Business Analysis 9. Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? Learn the basics of strategic analysis. Understand how the competitive environment and internal resources and capabilities impact performance. Creativity 2. Persuasion 3.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Arpedio

FEBRUARY 14, 2024

By laying a solid foundation through market research, target audience identification, and competitive analysis, businesses can effectively plan their expansion initiatives for success. Competitive analysis allows businesses to assess the competitive landscape and identify opportunities for differentiation.

Supply Chain 52

Supply Chain Decision-making Government Marketing 52

Upland

OCTOBER 17, 2023

With AI, sellers can save valuable time and resources. It takes data analysis a step further by using that data to generate text, images, sounds, and more. AI can help through data analysis. Savvy marketers use AI data analysis to create highly personalized content. Unstructured data that would take weeks to go through.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Zendesk

MARCH 1, 2024

Analysis and matching: The ICR system then analyzes this data against predefined routing rules and agent skill sets. Tip: Foster a culture of continuous learning to fill gaps in agent skills and develop a dynamic team that can take on any issue. Additionally, direct your employees on how to manage their time to maximize availability.

Telecommunications 52

Telecommunications Prioritization Customer Experience Software 52

Red Star Kim

OCTOBER 16, 2023

This post adds to the learning resources from the session. Expectations and business goals The business case for devoting resources to this time-intensive activity has to be clear and compelling. Expectations and business goals The business case for devoting resources to this time-intensive activity has to be clear and compelling.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Flevy

JANUARY 13, 2024

These resources are provided in support of the Flevy KPI Library , one of the largest available databases of business KPIs. Ignoring these pitfalls in KPI implementation can lead to strategic misdirection, where organizational efforts and resources are wasted on activities that do not align with the core objectives and long-term goals.

Retail 52

Retail Healthcare Decision-making Performance Review 52

Arpedio

JANUARY 3, 2024

Sales enablement focuses on providing tools, training, and resources to sales representatives, while sales operations focus on streamlining processes and managing sales data and systems. Sales operations teams are responsible for managing sales data and systems, optimizing sales processes, forecasting, and performance analysis.

Sales 52

Sales Finance Sales Training Decision-making 52

Account Manager Tips

JUNE 29, 2021

Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Unhappy clients don't renew, so it's important to identify any gaps and how you'll close them. Include a SWOT analysis in your account plan. Assemble your "win team" early to secure the resources and cooperation of people you need.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Planview

MARCH 1, 2024

Also, it’s worth noting that Sales teams aren’t given unlimited resources when it comes to staffing. Analysis services to other groups: Know what those services are used for. Conversely, if they’re struggling, identifying this issue enables you to allocate resources strategically to ensure their retention.

Value Proposition 59

Value Proposition Software Software Finance 59

Red Star Kim

FEBRUARY 8, 2024

I’ve summarised the key points here as a supplementary learning resource for the delegates. In my business development competency framework, I place market analysis and targeting as an early core skill. Targeting: Analyse the past There’s an assumption with this approach that future clients will be the same as past and current clients.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

OnStrategyHQ

DECEMBER 20, 2023

But, move at a pace that works best for you and your team and leverage this as a resource. Our cloud-based software and hands-on services closes the gap between strategy and execution. An environmental scan is called a PEST analysis, an acronym for Political, Economic, Social, and Technological trends.

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Envisio

DECEMBER 19, 2023

Note, this can also mean “Resourced”, meaning—ensuring that your goal has what it needs to be accomplished!) Inputs Inputs are the resources, such as employee hours, budget, technology, or other assets, that are required to carry out your goals and subsequently, your strategies. Timebound: Your activity should have start and end dates.

Stakeholders 98

Stakeholders Construction Government Organization 98

Account Manager Tips

OCTOBER 18, 2022

Current perception of your performance - any gaps, strengths, lingering issues. Learn the basics of strategic analysis. Understand how the competitive environment and internal resources and capabilities impact performance. Get a glimpse of their vision for the 2023 and how they plan to achieve them. Foundations of Strategy.

Key Account Management 130

Key Account Management Suppliers Account Management Construction 130

Account Manager Tips

OCTOBER 12, 2022

Current perception of your performance - any gaps, strengths, lingering issues. Learn the basics of strategic analysis. Understand how the competitive environment and internal resources and capabilities impact performance. Get a glimpse of their vision for the 2023 and how they plan to achieve them. Foundations of Strategy.

Key Account Management 130

Key Account Management Suppliers Account Management Management 130

ProlifIQ

JUNE 21, 2023

By identifying and categorizing strategic customers, account managers can allocate appropriate resources, tailor their approach, and develop customized strategies to meet the specific needs of each account. But where do companies often have gaps? White space analysis is another valuable tool in strategic account management.

Account Management 52

Account Management Management Account Planning Stakeholders 52

AchieveIt

MARCH 15, 2024

This realignment requires more than just adjusting reporting lines; it demands a close analysis of roles, responsibilities, and processes to ensure they are facilitating, not hindering, strategic execution. Use it to guide decision-making, resource allocation, and performance evaluations. The Fix: Foster a sense of ownership.

Decision-making 52

Decision-making Stakeholders Prioritization Communication 52

AchieveIt

NOVEMBER 28, 2023

But, these objectives’ success metrics are only tangible through data analysis. They can use relevant metrics and data-driven insights to reallocate resources to the areas that need it the most. Data has transformed decision-making, offering early indicators of an organization’s progress. Tune in to the episode.

Decision-making 52

Decision-making Banking Government Organization 52

Hubspot Sales

NOVEMBER 9, 2021

And while those gaps are more obvious and pressing for some companies, every organization stands to gain from consistent, incremental improvement. Every business has room for improvement — and if your company has the resources and ability to analyze a bank of buyer and prospect data, you can act on it through revenue performance management.

Management 105

Management Banking Acquisition Decision-making 105

Hubspot Sales

NOVEMBER 3, 2023

Machine learning generates accurate sales predictions based on time-series analysis, regression analysis, and decision trees. This means whenever your sales team needs to plan for the months or years ahead, they can rely on their ML-powered analysis. These tasks are not only time-consuming but also prone to errors.

Artificial Intelligence 85

Artificial Intelligence Supply Chain Sales Decision-making 85

AchieveIt

MARCH 22, 2023

The process requires careful evaluation and analysis to garner the best business results. The Four Elements of Corporate Strategic Planning Visioning Objective Setting Allocating Resources Making Strategic Trade-Offs Why Is Corporate Strategic Planning Important? It allows you to proceed toward your objectives with direction and focus.

Software 52

Software Software Communication Organization 52

Arpedio

JANUARY 9, 2024

Resource Optimization: Resources are finite, and optimizing them is crucial for operational efficiency. Metrics and KPIs guide Account Managers in allocating resources effectively, ensuring that efforts are focused on activities that yield the highest return on investment and contribute to overall account success. Let's talk!

Account Management 52

Account Management Management Client Relationships Account Planning 52

SBI Growth

AUGUST 23, 2012

You continue funding the programs you started last year with little consideration for time-to-return, resource requirements or revalidating the market demand for your sales initiatives. Win/loss/no decisions analysis (detailed third party analysis, not the rep; “we lost on price” type). Do I have enough resources to execute?

Sales 117

Sales Decision-making Prioritization Sales Training 117

Zendesk

OCTOBER 25, 2023

The time saved by AI allowed Liberty to focus more resources on quality service, coaching, logistics, and internal incentive programs. This helps management identify training gaps and refine the process. For example, AI reporting software can analyze historical data and highlight gaps in existing macros (prewritten responses).

Onboarding 52

Onboarding Artificial Intelligence Decision-making Logistics 52

Hubspot Sales

JULY 7, 2019

In this section, list and describe where you are currently adding value, analyze the ROI of that value, and identify gaps in the value chain. Include the following information: Whitespace analysis. Section 5: Competitor Analysis. Map critical resources. Current sales performance. Current margin performance.

Account Planning 119

Account Planning Co-Creation Account Management Negotiation 119

Analytics-Based Performance Management

FEBRUARY 15, 2019

There is a widening gap between what the CFO and accountants report and what internal managers and employee teams want and need. Examples include driver-based rolling financial forecasts and true marginal cost analysis for what-if scenarios. This does not mean that information produced by the accountants is of little value.

Decision-making 40

Decision-making Profitability Banking Retail 40

Flevy

MARCH 25, 2024

They help ensure that the analysis is comprehensive and that critical aspects of a problem are thoroughly examined. Focused Innovation : Understanding the current stage of the business model allows for more targeted and effective Innovation efforts, ensuring resources are allocated to initiatives that offer the greatest potential for impact.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52