Brooks Group

MARCH 28, 2024

Why is selling to the C-suite so critical? As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Gone are the days when you could simply sell to a mid-level manager. You get stuck in the weeds.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Mike Kunkle

AUGUST 30, 2023

Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. At the same time, a unique set of challenges complicates this mission.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Upland

NOVEMBER 27, 2023

The product or service you’re selling is the method or tool they will use to get there. The product or service you’re selling is the method or tool they will use to get there. Before you strategize how you’re going to sell, therefore, you have to understand the organization you’re selling to. What are their goals?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Holden Advisors

OCTOBER 21, 2021

Big or small, almost all B2B companies have to sell to large, powerful companies because they believe that the "big win" keeps the plant running or resources at capacity. Those big companies, or gorillas, control a lot of revenue, and like it or not, we have to sell to them. Those negotiations are often tough and focus on price.

Negotiation 195

Negotiation Suppliers Profitability Government 195

Planview

DECEMBER 8, 2021

Effectively selling Agile to executives is more than just getting the go-ahead for an Agile transformation. Because Agile includes a culture shift and a mindset change, as well as funding, you need executives to truly buy in to the approach. Senior leaders are a significant driver in the success rate of an Agile transformation.

Government 111

Government Leadership Stakeholders Decision-making 111

Red Star Kim

FEBRUARY 8, 2024

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. Here is a summary of the sales targeting toolbox for professional services firms.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Showpad

JULY 7, 2020

Welcome to the second post of this blog series for executives. . Think about the selling potential of customer service and success teams, and think about the growing number of online shops, product and checkout pages also in the B2B space. Did sales enablement success factors change during COVID-19? .

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Key decision makers often include: C-Suite executives : High-level executives such as CEOs, CFOs, or CTOs who oversee strategic decision-making within the organization.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Revenue Storm

MAY 10, 2022

Without people, a company cannot execute their Go-to-Market Strategy, which I believe every company will have to continue to adjust into the foreseeable future, given all the disruption in the market. Which is why the CHRO and other senior HR Leaders are a great opportunity to become your Partner Ally and Executive Sponsor!

Supply Chain 78

Supply Chain Value Proposition Financial Services Finance 78

Upland

JULY 9, 2020

Most of us in senior marketing and sales positions have spent much of our careers thinking about customers as something that happens at the bottom of the funnel. Executing on a Sales Optimization Strategy. It’s a challenging market. In order to get back to growth, sales leaders must focus on existing customers.

Account Management 195

Account Management Management Account Planning Digitalization 195

Hubspot Sales

AUGUST 28, 2023

Selling a product you don’t truly believe in is a challenge — and if you don't understand your own company, your prospects will pick up on that. How senior is your prospect? I find that senior executives tend to be very set in their ways — as they've likely successfully navigated the business world for years.

Value Proposition 87

Value Proposition Decision-making Stakeholders Sales 87

Upland

MARCH 24, 2021

We aren’t just sheltering in place; we’re selling in place, too. We aren’t just sheltering in place; we’re selling in place, too. Now, revenue teams need to visualize an organization’s hierarchy digitally in order to build and execute a pipeline management solution. Who are we talking to?”. Who else do we need to talk to?”.

Management 195

Management Decision-making B2B Sales Environment 195

SOAR Performance Group

FEBRUARY 27, 2023

At this live event on April 18, senior executives will share perspectives and insights related to selling and delivering outcomes and value during uncertain economic times.

Sales Leadership 52

Sales Leadership Leadership Sales 52

Red Star Kim

SEPTEMBER 26, 2022

Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”. What motivates them? What are their challenges?

Digitalization 147

Digitalization Media Marketing Communication 147

SOAR Performance Group

APRIL 25, 2023

Senior executives share perspectives and insights related to selling and delivering outcomes and value during uncertain economic times. Jeff Depa from Gainsight (Chief Revenue […] The post Episode 47: Selling and Delivering Outcomes and Value During Uncertain Economic Times appeared first on SOAR Performance Group.

Value Selling 52

Value Selling Customer Success Sales Leadership Leadership 52

Upland

AUGUST 24, 2020

We aren’t just sheltering in place; we’re selling in place, too. We aren’t just sheltering in place; we’re selling in place, too. Now, revenue teams need to visualize an organization’s hierarchy digitally in order to build and execute an influence strategy. It’s a big blind spot to have. Customer perception is everything.

Decision-making 195

Decision-making B2B Sales Environment Digitalization 195

SOAR Performance Group

APRIL 8, 2022

Senior executives share their perspectives about “Evolution to Enterprise Selling: Transitioning Your Sales Motion”. Speakers: Bobby Goodman from NavigatorCRE (Senior Vice President of Growth) Jim Murphy from Gainsight (Senior Vice […].

Sales 52

Sales Value Selling Sales Leadership Leadership 52

Upland

APRIL 20, 2023

As you’ll see, lone wolf selling is quickly losing efficacy in a B2B business world that puts a premium on relationships. In those days, selling was transactional, while account management was focused on the cross-sell and upsell opportunities in customer accounts. But that doesn’t mean the wolves aren’t still at your door.

Account Management 195

Account Management Management Account Planning Decision-making 195

Revenue Storm

APRIL 11, 2023

I coached an initial call recently, where a senior-level contact asked for a 15-minute meeting to discuss some specific things they had seen on my client’s website. . – When people first meet you, especially busy, senior-level executives, there are two questions they are going to ask themselves about you: Can YOU help me?

Sales 78

Sales Leadership Meetings Media 78

Red Star Kim

MARCH 22, 2023

This book addresses networking (both in person and through social media), personal brand, internal collaboration, selling and referral management. SO here’s a book review: Connected leadership – How professional relationships underpin executive success by Andy Lopata. And quick to read at just 150 pages.

Leadership 130

Leadership Media Client Relationships Innovation 130

Red Star Kim

DECEMBER 2, 2022

It was a full house at November’s PM Forum workshop for Proactive Marketing and Business Development Executives. Release time to become a more proactive Marketing and Business Development Executive. Release time to become a more proactive Marketing and Business Development Executive. What does proactive look and feel like?

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Sales Readiness Group

JANUARY 21, 2021

It’s harder than ever to reach senior executives. They need to speak senior executives’ language and be clear about their objective. Here are four simple steps – also known as the RAMP method – that can help you sell higher in the organization.

Meetings 71

Meetings Organization Sales 71

Red Star Kim

AUGUST 7, 2023

Raya Blakeley-Glover, Global Head of Business Development – Markets and Business Relationships, Bird & Bird Amanda Afful, Senior BD Executive, Bird & Bird (Moderator) Employee communications There was a discussion about the importance of internal communication for stakeholder engagement and buy-in.

Communication 130

Communication Management Value Proposition Stakeholders 130

Whetstone

MAY 7, 2024

The Evolution of Sales: Moving Beyond Transactional Selling Selling products and quoting on them has long been the cornerstone of success for sales professionals. I can remember, as one of the early evangelists of CRM, selling the exciting vision of entire companies running off a single repository of customer data.

Artificial Intelligence 52

Artificial Intelligence Manufacturing e-Learning Suppliers 52

Sales Readiness Group

JUNE 9, 2021

Every sales leader wants their team to “sell higher,” and it’s easy to understand why. Senior-level executives can make bigger decisions faster than the typical buyers salespeople engage with: low-level technical users, program managers, and mid-level executives.

Decision-making 71

Decision-making Organization Management Sales 71

Red Star Kim

JUNE 15, 2023

Boardroom Insiders – Database of 40,000 executive profiles Home Boardroom Insiders Companies house – Financial accounts and directors of UK Companies Get information about a company – GOV.UK (www.gov.uk) Beauhurst – 35,000 of the fastest growing companies in the UK. Others may find that the M&BD team is responsible for research.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. Associations exist now, such as the Sales Enablement Society (with their annual conference and chapters) and ATD’s Sales Enablement Community (with a track at their annual talent development conference and the dedicated ATD SELL conference). Pay attention.

Sales 130

Sales Sales Training Leadership Decision-making 130

Hubspot Sales

MARCH 14, 2021

Solid social selling skills are transitioning from a nice-to-have to a need-to-have for sales professionals, but developing that kind of expertise is much easier said than done. Part of being an inbound executive is to make sure you are optimizing multiple platforms to make it easy for people to find you and reinforce your brand.

Media 140

Media Manufacturing Account Management Sales 140

Mike Kunkle

MARCH 31, 2023

click the image to view a larger version] Competencies enable the reps to more effectively navigate the process and execute their methodology. click the image to view a larger version] Competencies enable the reps to more effectively navigate the process and execute their methodology. Terminology varies, but this is how I frame it.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

SOAR Performance Group

FEBRUARY 18, 2022

At this event, the panel of senior executives shared insights, perspectives, and experiences on the differences between opportunity-focused selling and account-based selling. The post Episode 40: Moving From Opportunity-Focused Selling To Account-Based Selling appeared first on SOAR Performance Group.

Account Management 52

Account Management Sales Leadership Leadership Management 52

Mike Kunkle

FEBRUARY 5, 2023

increase in the win rates So, let me ask you… What CEO or senior sales/revenue leader doesn’t want to report increases like these? .” increase in the win rates So, let me ask you… What CEO or senior sales/revenue leader doesn’t want to report increases like these? increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success.

Sales 188

Sales Prioritization Innovation Leadership 188

Red Star Kim

MARCH 24, 2023

Nearly 40% said the majority of their time was spent supporting M&BD executives and managers. Yet while there is a significant variety in their roles, expertise and aspirations they were all keen to know more about how M&BD is applied in different professional services firms. As the poll results below indicate, their roles are varied.

Marketing 130

Marketing Digitalization Communication Media 130

Revenue Storm

FEBRUARY 14, 2023

Whether you are a salesperson from India selling to Latin America or a Norwegian selling to a Canadian, there are important factors to consider in advance as part of your Thought Leadership preparation. Are you selling to an executive who is an Engineer, Sales and Marketing Leader, or Controller for the company?

Meetings 78

Meetings Finance Leadership Business Growth 78

Red Star Kim

APRIL 12, 2023

Just before Easter I spent a day facilitating the popular PM Forum training workshop “The Proactive M&BD Executive”. As an additional learning resource for delegates, I review the key themes of The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media.

Media 130

Media Marketing B2C Stakeholders 130

Hubspot Sales

AUGUST 13, 2018

They were transcribed and analyzed with AI to isolate successful and unsuccessful selling behaviors. In other words, the new study focuses on selling to senior decision makers at mid-sized and large companies. Senior Executives Have “Discovery Fatigue”. I asked open-ended questions to unearth pain. So, what gives?

Banking 98

Banking Decision-making Publishing Meetings 98

Red Star Kim

FEBRUARY 9, 2023

Overcoming silos and internal communication for cross-selling A key barrier to cross-selling and internal referrals was that firms were structured into silos. insolvency and tax investigations) were more reliant on external referrer management than those with ongoing clients where internal cross-selling initiatives were more important.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130