Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Upland

JULY 3, 2023

In this article, we will delve into the realm of how Altify and Chat GPT can empower sellers and customer success teams by streamlining research on personas and industries, optimizing discovery and qualification, mastering sales methodologies, harnessing competitive intelligence, and facilitating effective summarization of calls and actions.

Facilitation 195

Facilitation Customer Success Innovation Customer Experience 195

Hubspot Sales

JANUARY 30, 2024

Salespeople say that a change in the sales field that has had the biggest impact on their role is that selling has become more focused on presenting a solution than pitching a product or service. They prefer to gather information themselves before speaking to a human when researching a brand or product. Why the change?

Virtual Selling 88

Virtual Selling Media Sales Decision-making 88

Red Star Kim

JUNE 15, 2023

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Key Account Management (KAM) – Research companies Larger firms may have access to research and knowledge specialists. 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

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Disconnection – Often the marketing (lead generation) and sales processes (lead nurturing and conversion) are disconnected.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

The SAMA Podcast

APRIL 30, 2023

Every SAM dreams of having customized insights that identify, eliminate, and replace flaws in the delivery process with in-depth solutions. Join host Harvey Dunham as he speaks with “Praj” about his journey, his vision, and the future of account-based marketing. Finding the bandwidth to make that a reality — that’s a different story.

Marketing 104

Marketing Sales 104

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. Why are segmentation and targeting critical to marketing and business development success?

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. Differentiation is a critical aspect of professional services marketing and is no different in personal brands.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Mike Kunkle

OCTOBER 2, 2022

It’s about deeply understanding their situation and desired outcomes, ensuring need and solution alignment, and working to produce the desired outcomes, from the buyers’ perspective. It’s targeting (markets, personas, problems). They look for need and solution alignment. They are consultative.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Arpedio

MARCH 26, 2024

It serves as the foundation for establishing strong customer relationships, understanding market dynamics, and ultimately closing deals that drive revenue growth. Customer Profiling: Conducting research to understand the needs, preferences, pain points, and buying behaviors of target customers. What is a Pre-Sales Strategy?

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Brooks Group

APRIL 9, 2024

Their choices directly shape the direction of the procurement process and determine which solutions are selected. Department heads: Leaders of specific departments or teams who are accountable for the success of the purchased solution in their areas. They play a crucial role in securing buy-in and consensus among stakeholders.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Red Star Kim

JUNE 1, 2023

This may take place on a periodic basis – for example, in support of your marketing planning cycle. Business analysts and PSL Some firms have dedicated business analysis teams who undertake both ongoing analysis of markets, clients and themes as well as special projects to investigate on a one-off basis.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Hubspot Sales

APRIL 1, 2024

It means sales and go-to-market motions are going to have to evolve. Marketing is going to have to evolve, too, but that's a whole other topic.) We all know buyer research is changing. You have to do your research to identify potential prospects. What It Means for Sales Reps So, what exactly does that mean for you?

CRM 80

CRM Sales Environment Leadership B2B 80

Mike Kunkle

MARCH 31, 2023

Here are two examples of customer lifecycles and the corresponding sales processes, for a consultative process with an implemented solution, and a transactional process with a flow of purchase, stock, use or resell, and restock. The corresponding buying process stage might be Identify Possible Solutions.) See the image below.)

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Arpedio

FEBRUARY 26, 2024

With customers becoming increasingly discerning and markets saturated with choices, sales teams are turning to more strategic methods to secure high-value clients and drive sustainable revenue growth. It involves in-depth research, personalized outreach, and tailored solutions to address the unique needs and challenges of each target account.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Zendesk

JANUARY 29, 2024

The Gartner Magic Quadrant for the Customer Engagement Center (CEC) and accompanying Critical Capabilities report provides valuable information for business leaders looking for technology solutions that best meet their current and long-term needs. According to Gartner, “The $28.9 According to Gartner, “The $28.9

CRM 52

CRM Publishing Software Software 52

Planview

APRIL 15, 2024

Dr. Rich Sonnenblick, Chief Data Scientist at Planview, warned against choosing solutions merely because they have AI in their title or seem on trend right now. If you decide to build it yourself, you face the initial cost of enabling the solution. Be very intentional about choosing use cases connected to pain points.

Prioritization 64

Prioritization Decision-making Digital Transformation Digitalization 64

Hubspot Sales

NOVEMBER 20, 2023

Industry Research You can’t sell if you’re not an expert on something. Instead of losing dozens of hours mastering new topics, you can use AI to perform sales-focused industry research. Using AI to generate lists of associations, companies, and national, local, and annual events can cut your research in half.

Artificial Intelligence 95

Artificial Intelligence Decision-making Profitability Sales 95

Hubspot Sales

MARCH 18, 2024

Research shows there is a weapon you can use to increase your sales performance — a sales strategy that's effective no matter where you work or what you sell. According to a study from two Stanford Graduate School of Business researchers , highlighting the experience someone will have with your product is key.

Advertising 103

Advertising Sales Marketing 103

Arpedio

FEBRUARY 22, 2024

Unlike traditional sales methods that rely heavily on pushing product features, value selling shifts the focus to the outcomes and value that the customer stands to gain from choosing your solution. Differentiating Features vs. Benefits One common pitfall in sales and marketing is conflating product features with customer benefits.

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Nutshell

AUGUST 28, 2023

Your steps may vary based on your industry and how thorough your process needs to be to secure leads, but in general, you’ll want to have strategies for each of these moments in the sales funnel: Prospecting Qualifying Developing rapport Presenting solutions Handling objections Closing the sale Following up 1.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Zendesk

JANUARY 5, 2022

But it may take more nurturing before they realize they need your solution. You may find after speaking to a lead that they don’t need your solution or they simply don’t have the funding to invest in it. Prospects need your solution; they’re also ready to listen and ready to buy. Create original research.

Publishing 105

Publishing Sales Media CRM 105

PartnerTap

JANUARY 17, 2024

Many companies pointed to the general market conditions in 2023 or noted that buyers were taking longer to make purchasing decisions for their companies. Buyers no longer want to: Sift through pages of search results and marketing content to come up with a list of options to consider.

Procurement 59

Procurement Suppliers Sales B2B 59

Showpad

DECEMBER 5, 2021

Meet Tom Carter , National Vice President, Business Marketing at Kaiser Permanente. In this interview, Tom shares how the partnership between marketing and sales made all the difference in rolling out a new digit al sales strategy. . “If How do you think about sales and marketing today? . ” . ” .

Digitalization 98

Digitalization B2B Sales Customer Value 98

Nutshell

DECEMBER 7, 2023

Explore this comprehensive list of AI productivity tools by category to find the right solution for your business: AI chatbots An AI chatbot is a computer program that simulates human conversation using artificial intelligence and natural language processing. assists with research and reporting for long-form articles. Copy.ai: Copy.ai

Artificial Intelligence 100

Artificial Intelligence Software Software Meetings 100

Flevy

MARCH 12, 2024

Michael Porter in the 1980s was a key proponent of Market-based Positioning view of achieving Strategic Competitive Advantage. Research by various academicians and researchers has suggested other models of gaining profitability and sustainable competitive advantage.

Profitability 52

Profitability Value Proposition Decision-making Digital Transformation 52

Arpedio

FEBRUARY 14, 2024

This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth. By conducting thorough research and analysis , businesses can identify their customers’ pain points, challenges, and goals.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth. By conducting thorough research and analysis , businesses can identify their customers’ pain points, challenges, and goals.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Hubspot Sales

MARCH 25, 2024

Anyone not living under a rock knows that subscription businesses are huge these days: The global subscription market is projected to reach $1.5T How Long Would A Typical User Need My Solution? Do your research, talk to potential users, and evaluate how long they’ll likely need your solution. Now onto the questions: 1.

Investors 75

Investors Acquisition B2B Digitalization 75

Insightly

MARCH 31, 2023

An inside look at how sales, marketing & customer service teams are leveraging their CRM for a better customer experience. According to the research that follows, the top two strategic priorities in the year ahead for all mid-market organizations surveyed are revenue growth and improving the customer experience.

CRM 52

CRM Customer Experience Decision-making Customer Success 52

ACT

APRIL 25, 2024

The second email opens with a reference to your recent LinkedIn post, connects it to your pain points , and offers a helpful solution. Why personalised messages matter in sales outreach Every industry is crowded with multiple players offering similar solutions. With its feature-packed CRM and marketing automation software, Act!

Sales 52

Sales Decision-making Media CRM 52

Planview

FEBRUARY 16, 2024

She’s led her team in bringing AI to the market throughout this turbulent year. Jana Eggers, CEO of Nara Logics , started as a research scientist and now helms the AI platform Nara Logics (and she joked with us that, surprisingly, it’s one that’s actually profitable).

Organization 64

Organization Artificial Intelligence Government Digital Transformation 64

Planview

SEPTEMBER 18, 2023

It’s true for all disciplines and describes the project portfolio management (PPM) market for several reasons. The market’s landmark evolution in 2020, which bifurcated PPM to support strategic portfolio management and adaptive project management. The pandemic’s impact on the labor market and the rise in burnout.

Management 52

Management Digital Transformation Decision-making Facilitation 52

Flevy

AUGUST 5, 2022

Websites, annual financial reports, and Form 10-K report are all critical resources to understand an organization, key offerings, competitive advantage, and market position. Research into the public documents of listed companies brings to light key data about these companies, their Strategies, and their Strategic Priorities.

Shareholders 109

Shareholders Investors Supply Chain Prioritization 109

Hubspot Sales

AUGUST 30, 2023

HubSpot conducted research on the “State of AI,” with over 1,350+ specialists reporting on how AI affects their business. HubSpot’s research says that sales professionals spend 2+ hours daily to automate repetitive tasks. Outgrow ’s research claims that companies saw a 67% increase in sales after implementing chatbots. “I

Decision-making 84

Decision-making Sales Profitability Artificial Intelligence 84

The Center for Sales Strategy

MARCH 12, 2021

"Employers and business leaders need people who can think for themselves - who can take initiative and be the solution to problems.". Research shows that high-tech companies lose as much as $2 million per year on a bad sales hire. They lose revenue, damage reputation, impact market share, and hurt the culture to name a few.

Remote Working 115

Remote Working Sales Marketing 115