Upland

AUGUST 29, 2023

They are identifying pain points, exploring potential options, and trying to grasp how a particular offering can address their needs. Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Red Star Kim

JULY 11, 2022

This is a summary (and an additional learning resource for delegates) of last week’s M&BD planning workshop through the PM Forum. Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure. Allocate the necessary resources – of which fee-earner time is often key. across the firm.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Red Star Kim

SEPTEMBER 29, 2023

The ambitious, enthusiastic and hard-working delegates considered how they could shine by focusing on their personal development and increasing their contribution to their firms. Build personal brand We did some exercises on identifying words that encapsulate our personal branding. How do you measure up?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue.

Sales 258

Sales Finance Decision-making Profitability 258

Red Star Kim

FEBRUARY 8, 2024

I’ve summarised the key points here as a supplementary learning resource for the delegates. And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

FEBRUARY 15, 2024

They also require the ability to understand the goals, identify the issues and navigate problems to find solutions and enhanced performance. People and Problem-Solving Skills Facilitating, coaching, mentoring and consulting all require great people skills. Trust and a strong, collaborative relationship are fundamental to success.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Account Manager Tips

JUNE 29, 2021

How a capture strategy helps avoid competitive bidding Is your client due for renewal? Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Develop the right relationships with the right people.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Arpedio

APRIL 30, 2024

Understanding how to effectively implement this strategy is crucial for long-term success in maximizing your business growth and revenue. It involves identifying opportunities for growth within your current accounts and developing strategies to capitalize on them.

Account Growth 52

Account Growth Client Relationships Business Growth CRM 52

Red Star Kim

OCTOBER 3, 2022

Last week there was a mixture of legal and accounting firms – and M&BD people as well as fee-earners – at the MBL workshop on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders”. I’m delighted that this session received 100% on “Very satisfied” ratings for both the overall rating and quality of the speaker.

Decision-making 130

Decision-making Communication Meetings Marketing 130

Arpedio

MARCH 6, 2024

Account management involves the strategic management of client accounts to ensure their needs are met, their expectations are exceeded, and their businesses thrive. It encompasses various tasks such as understanding client objectives, coordinating internal resources, and providing personalized support and solutions.

Account Management 52

Account Management Management Client Relationships Communication 52

OnStrategyHQ

APRIL 24, 2023

As your organization begins to sketch out what your strategic plan might look like, it’s likely to come to your attention that you’ll need to gain consensus around what your key performance indicators will be and how they will impact your organization. Today’s whiteboard video is on key performance indicators, or KPIs for short.

Profitability 105

Profitability Publishing CRM Insurance 105

Red Star Kim

JUNE 16, 2022

This article focuses on the key themes that arose and contributes to the learning resources for delegates. A key delegate challenge was how to promote the adoption of a client-focused (and referrer-focused) philosophy across the firm. The Wild West, Cher and Covid – Reflections from a Referrer Management workshop.

Management 130

Management Key Account Management Digitalization Communication 130

CMOE

JUNE 21, 2021

With the right tools and resources by your side, you will feel more confident in driving your team forward. This may require supervisors to assess the strengths and weaknesses that exist within the team and strategize better ways to improve collaboration. What Are the Key Responsibilities of a Supervisor?

Onboarding 98

Onboarding Leadership Emotional Intelligence Communication 98

AchieveIt

MARCH 25, 2024

Let’s dive into how you can master remote change management as we share practical strategies for successful business transitions. Tackling these issues head-on is extremely important for successful change management in a remote setup. Without face-to-face interaction, building shared purpose and trust becomes trickier.

Management 52

Management Remote Working Construction Communication 52

Hubspot Sales

MARCH 18, 2019

But how do you protect those customers from the competitors who are no doubt courting them? How to know whether your company needs a key account management strategy. How to know whether your company needs a key account management strategy. How to identify key accounts. How to write a key account management plan.

Key Account Management 128

Key Account Management Account Management Management Account Strategy 128

CMOE

APRIL 21, 2023

However, as more companies and industries move to flexible work environments and hybrid schedules, business professionals have shifted how they approach workforce training. Knowing how to make virtual training more engaging is crucial to meet the needs of the workforce. Chat features on your video platform.

Digitalization 52

Digitalization Manufacturing Media Strategic Thinking 52

Brooks Group

JULY 14, 2023

To stay relevant and get ahead of the competition, your salespeople must be capable of selling not only your offering but also of selling themselves as strategic advisors capable of helping solve their prospects’ and customers’ business problems. Having a good product or service is no longer enough to stand out. This is a mistake.

Sales 72

Sales Sales Training Brainstorming Communication 72

Nutshell

AUGUST 28, 2023

In this guide to sales processes, we’ll discuss the most common sales process stages, how to develop and improve your process, how to overcome common challenges, and more. It’s a strategic framework designed to optimize efficiency, consistency, and results. Why is it important to have a structured sales process?

Decision-making 118

Decision-making Sales Negotiation Advertising 118

OnStrategyHQ

JUNE 15, 2023

Play Watch the video [Q]: How do I keep my team focused on their OKRs A: Keep your team focused on their OKRs by creating OKRs that are strategic, ensuring they’re measured clearly, celebrating wins, being consistent with reviews, and using “off-target” OKRs as an opportunity to focus and improve. Great question!

Leadership 40

Leadership Performance Review Decision-making Organization 40

Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Producing a great looking document or presentation really quickly is not a great strategy if the win rate isn’t improving.

Government 130

Government Innovation Meetings Finance 130

Nutshell

JULY 22, 2020

No blog, video, or sales pitch is complete until the phrase “boost ROI” or “improve your net promoter score” is used. Keep reading to learn what the marketing flywheel is, why it’s a beneficial business methodology, and how to implement it at your organization. How to Take a Flywheel Approach.

Marketing 119

Marketing Co-Creation Customer Experience Advertising 119

OnStrategyHQ

AUGUST 4, 2023

Play Watch the video Q: What should we do if we aren’t hitting our annual targets? Then, figure out how to adjust. Confront the reality of the situation and identify areas where adjustments can be made. A: This session surfaced a lot of great insight (and great sports analogies) from our experts. The main takeaways we found: 1.

Meetings 52

Meetings Decision-making Leadership Organization 52

Apptivo

AUGUST 16, 2023

How Does Predictive Analytics Work? How CRM Predictive Analytics Can Improve Your Business 7. Companies use this method to detect possible hazards and possibilities by analyzing large amounts of data spread across multiple repositories within the organization, such as log files, photographs, and videos.

CRM 52

CRM Energy and Utilities Supply Chain Healthcare 52

Zendesk

DECEMBER 4, 2020

It provides your customers with the answers to their questions and solutions to their problems via articles, videos, and more. When quality resources are available for customers, agents are likely to field fewer requests. Support agents can access the same resources as the customers they’re helping. Knowledge base.

Artificial Intelligence 98

Artificial Intelligence Software Software Customer Experience 98

Arpedio

FEBRUARY 14, 2024

A sales strategy serves as a roadmap, guiding your sales team on how to approach prospects, close deals, and drive sales growth. Identifying these objectives will help you tailor your sales strategy accordingly and ensure everyone on your sales team is working towards a common goal. To excel in sales, various factors come into play.

Business Growth 52

Business Growth Sales Sales Training Decision-making 52

DemandFarm

MAY 12, 2023

Among the challenges was gaining visibility into various aspects of their strategic accounts, leveraging best practices from different teams, and institutionalizing processes and systems to ensure smooth operations across their international offices. However, the path to success was proving to be more challenging than anticipated.

Global Accounts 52

Global Accounts Account Management Management Logistics 52

Hubspot Sales

DECEMBER 12, 2019

On the other hand, have you ever worked with a friend or coworker to provide an unbiased outlook on an issue? Sometimes, business owners and leaders need a new set of eyes when approaching an issue; as a consultant, you can provide that unbiased perspective. This is likely something that everyone has experienced. What is consulting?

Healthcare 115

Healthcare Supply Chain Software Software 115

DemandFarm

MAY 22, 2023

With a knack for numbers and an eye for detail, Anna tracks her team’s performance and ensures they have the necessary resources to succeed. While we examine these, let’s also look at how each role can benefit from Digital Key Account Management. On the other side of the same office is Ted, an experienced Key Account Manager.

Key Account Management 52

Key Account Management Account Management Digitalization Sales Management 52

Hubspot Sales

MARCH 13, 2018

Form Strategic Alliances. If you have the resources, Cate also recommends filming a short video. Not only will this video humanize you and make prospects more open to working with you, but it’ll also highlight your passion. Having trouble identifying your personal motivation? Form strategic alliances.

Suppliers 104

Suppliers Sales Investors Meetings 104

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. In plain English, this is a way to look at a whole situation in context – the root cause of the problem and possible solutions – and to come at the problem from different directions at the same time.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Hubspot Sales

JUNE 5, 2019

In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. One of the biggest challenges to scaling revenue? Examples of Sales Channels.

Sales 102

Sales Retail Stakeholders Onboarding 102

Nutshell

JULY 24, 2019

We asked eight sales professionals what “seasonality” means in their business, and how they manage the ups and downs. Plus: Three quick tips on how to get a better understanding of your own seasonal sales trends. What causes sales seasonality? Reason #1: A surge of interest at the end of the calendar year.

Retail 120

Retail Sales Insurance B2B 120

Account Manager Tips

NOVEMBER 25, 2022

Strategic account planning process 1. How should changes be made? How should progress be measured? Create your strategic account plan Categories Objectives Initiatives 4. Review and revise your account plan Strategic account plan Excel template Strategic account planning resources. Table Of Contents.

Account Planning 246

Account Planning Key Account Management Account Management Brainstorming 246

SmartKarrot

JULY 7, 2022

Role: VP of Customer Success Location: New York, NY, US Organization: Instabase As a VP of Customer Success, you will set the vision and strategic plan for the Technical Account Management and Customer Engineering functions, focusing on increasing product adoption, leading an exceptional customer experience, and driving growth.

Customer Success 19

Customer Success Onboarding Prioritization Profitability 19

Red Star Kim

NOVEMBER 9, 2023

This one is equally helpful for experienced leaders and students first grasping the principles of strategic thinking. This one is equally helpful for experienced leaders and students first grasping the principles of strategic thinking. Unusually, he has accolades for both customer service and human resources.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Hubspot Sales

AUGUST 8, 2018

instead of, “Can you walk me through how that’ll help your decision-making process?”. Being even-keeled is crucial during negotiations as well, since getting flustered makes it hard to think strategically. For reps, time and energy are precious resources. To achieve similar results, you’ll need to know what sets them apart.

Sales 92

Sales Internet Decision-making Negotiation 92

SBI

DECEMBER 4, 2019

These insights will give organizations a powerful new way to identify sales performance challenges and skills development needs early, and address those issues more effectively via Brainshark’s best-of-breed training and coaching solutions. Sales leaders use this analysis to identify performance issues and optimize coaching efforts.

Account Planning 29

Account Planning Acquisition Artificial Intelligence Sales 29