Mike Kunkle

NOVEMBER 21, 2023

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. The Scenario Your employer, AirCo Solutions, sells high-quality air filtration systems commercially.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

QYMATIX

APRIL 29, 2024

The promise of predictive sales software and ERP AI solutions is tantalising. For most of them, AI is both a blessing and a solution. Now imagine a tool that consistently and rigorously does what you expect a salesperson to do. If your AI solution is consistently performing up to your expectations, what is the role of AI?

B2B 52

B2B Artificial Intelligence Manufacturing Software 52

OnStrategyHQ

MARCH 26, 2024

Regardless of whether you plan on utilizing a few out-of-the-box AI tools, like chatbots or natural language processing tools such as Jasper or ChatGPT , or whether you plan on building your personalized solution for process automation, AI integration should always be done to support and cascade up to your organizational strategy.

Value Proposition 52

Value Proposition Artificial Intelligence Cybersecurity Decision-making 52

Clarity Engagement Solutions

FEBRUARY 7, 2022

It directly supports our 4 Zones™ of Customer Engagement technology and is the 1st Industry Cloud Solution software on Salesforce Lightning to focus exclusively on Strategic Customer Engagement for organizations and field teams calling on key accounts. Sales productivity tools have been around a long time. Request a CX1™ Demo Here.

Stakeholders 91

Stakeholders Decision-making Account Planning Prioritization 91

Account Manager Tips

MAY 25, 2021

Provides expertise and integration to create value the client can't achieve without you. Because what makes a key account is its future value. Clients who are a good fit for your solution, and you meet their needs better than other suppliers. Value proposition. Create a differentiated value proposition for key accounts.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Hubspot Sales

AUGUST 2, 2022

In practice, this means connecting with prospective customers to demonstrate the benefits of your SaaS solution (or a resale SaaS offering), making the sale, and then delivering superior service and support to keep clients happy and keep revenue flowing. SaaS as a Predominant Model for Business. SaaS as a Predominant Model for Business.

Software 98

Software Software Acquisition Decision-making 98

Whetstone

FEBRUARY 13, 2023

The Importance of Quantifying Value As the economy softens, customers become more concerned about the value of each dollar they spend. Consequently, salespeople must be able to demonstrate the value they bring to customers in a quantifiable way. Cost Savings A common way to show value is through cost savings.

Stakeholders 52

Stakeholders Decision-making Profitability Organization 52

Mike Kunkle

NOVEMBER 23, 2023

[Click the image to see a larger and expanded version, with the systems] Based on the maturity level of enablement and your business environment and context (see this post for more on the flavors of sales enablement ), at a minimum, you should include training, content, tools, and ensure coaching is occurring. See this chart.)

Sales 258

Sales Finance Decision-making Profitability 258

Mike Kunkle

MAY 11, 2022

Understanding business models, financial acumen, operational metrics, and outcomes such as key performance indicators and critical success factors, pricing, how customer organizations make money, and how to build a business case and calculate ROI. Solution Acumen. Value Creation. How to plan and organize effectively.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Flevy

MARCH 26, 2024

Business frameworks and methodologies are structured tools to approach complex, but common business challenges. For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies. View the full presentation here: [link] 2.

Customer Experience 52

Customer Experience Digitalization Digital Transformation Organization 52

Zendesk

FEBRUARY 29, 2024

In this guide, we cover the basics of revenue churn, how you can calculate and reduce it, and how being attentive to your customer experience (CX) can make a significant impact. If it stays consistent—or even reduces—that tells you your customers value your new approach. More in this guide: Why is revenue churn rate important?

Artificial Intelligence 52

Artificial Intelligence Customer Experience Acquisition Onboarding 52

PandaDoc

OCTOBER 3, 2023

Developing an AI strategy should involve identifying pain points, setting goals, assessing infrastructure, calculating ROI, researching solutions, piloting tools, training staff, and tracking performance. Sales professionals must direct AI tools, validate outputs, provide context, and maintain ethical standards.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52

Brooks Group

MARCH 6, 2024

It encompasses various aspects of the sales process, including lead generation, prospecting, qualifying, presenting solutions, overcoming objections, negotiating terms, closing deals, and ultimately retaining customers for repeat business. Sales effectiveness also corresponds with the return your organization gets from its sales investment.

Organization 84

Organization Account Management Sales Sales Training 84

Arpedio

APRIL 15, 2024

Sales enablement encompasses a range of activities and tools aimed at equipping sales teams with the knowledge, resources, and support they need to effectively engage with prospects and close deals. One of the key benefits of sales enablement is its ability to align marketing and sales efforts.

Sales Training 52

Sales Training Sales Decision-making Account Planning 52

Planview

AUGUST 2, 2023

Amidst an ever-changing and unpredictable market landscape, Fortune 500 companies are increasingly turning to the Scaled Agile Framework® (SAFe®) to enhance their value streams and meet customer demands. Organizations confront a harrowing truth in the quest for business agility: they still struggle to measure flow within their value streams.

Decision-making 52

Decision-making Software Software Organization 52

Red Star Kim

DECEMBER 5, 2023

Others commented that those who already have Adobe Creative Cloud | Details and products | Adobe , can also look at Free Design, Photo, and Video Tool | Adobe Express as alternative to Canva it’s already part of the package. However, there are limitations compared to Canva. Others asked about platforms for event invitations.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Hubspot Sales

FEBRUARY 14, 2024

A compelling or high-value offer. The email should conclude with shining a light on the end of their challenges, Colgan says, with your solution. I then back it up with social proof and show how another company benefited from our solution. But the transformation that you're offering, thanks to your solution or service.

Sales 92

Sales Marketing B2B Digitalization 92

Zendesk

AUGUST 2, 2021

Just like understanding benchmarks and working through practice tests will help you tackle an AP exam, using sales analytics and analytics tools will help you boost sales numbers. Prescriptive: What’s the best solution or action? Once you know your sales target, it’s easy to calculate the percentage. What is sales analytics?

Sales Analytics 98

Sales Analytics Sales Supply Chain Profitability 98

QYMATIX

JANUARY 1, 2024

How can you calculate and optimise these and ensure that your company not only survives but also thrives in the stormy seas of wholesale? In this article, we explore not only the formula for calculating return on sales , but also innovative ways to improve it, including the revolutionary use of artificial intelligence (AI).

Profitability 40

Profitability Artificial Intelligence B2B Sales 40

QYMATIX

MARCH 19, 2024

Moreover, I will discuss how to effectively manage dynamic pricing on the system side , even when the changes are volatile, with a focus on process automation solutions. It's essential to view dynamic pricing as a tool to enhance, rather than undermine, trust and loyalty. Customers value transparency and consistency.

B2B 52

B2B Digitalization Suppliers Sales Analytics 52

SBI Growth

JANUARY 3, 2013

As the CSO, you want to arm your reps with every tool to give them an advantage. One of the most common we see is the ROI Calculator. Anybody who has placed an ROI calculator in front of a customer knows differently. Download this, the Story by Numbers Tool , to give your reps a powerful story the customer can visualize.

Sales 127

Sales Software Software Customer Success 127

Sales Outcomes

JUNE 13, 2022

An initial value proposition enables salespeople to effectively communicate the value (business case) of a potential solution in a manner that accelerates the sales cycle. After introducing the initial value propositions, the Zoom meeting was silent for several minutes. How did you calculate that? Adaptable 4.

Value Proposition 52

Value Proposition Finance B2B Software 52

Nutshell

JANUARY 14, 2020

Essential Software Tools for SaaS Sales. You’ll be hard-pressed to sell someone a software tool when they don’t understand what it does, so we have to uncover a customer’s problem and then educate them on how we fix or help their issue.”. What’s the Length of a SaaS Sales Cycle? The Unique Challenges of SaaS Sales. What Is SaaS Sales?

Sales 127

Sales Software Software CRM 127

Insightly

JANUARY 2, 2024

The return on investment (ROI) calculation is ubiquitous in business. Facilities managers use ROI to determine the value of real estate investments. The basic formula for calculating ROI is not overly complicated. In this post we will: Explore best practices for calculating the return on your CRM investment (e.g.

CRM 52

CRM Co-Creation Onboarding Decision-making 52

Apptivo

DECEMBER 1, 2021

This blog from Apptivo brings to you some of the most significant customer retention metrics that help companies to increase the customer retention rate and increase the customer lifetime value. Customer Retention Rate Calculation. Multiply it by 100 to get the value in percentage. Customer Lifetime Value.

CRM 98

CRM Software Software Organization 98

Account Manager Tips

APRIL 26, 2021

Your priorities are to keep your clients and find new ways to use your solutions for mutual benefit. Understand your client's business model and define value-added solutions. It's a skilled, exciting, but demanding role that adds a lot of value to your organization's bottom line, and your salary should reflect that.

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Account Manager Tips

JUNE 29, 2021

Create sustained value. Add value on a regular basis and show your client the benefits of your partnership well in advance of the renewal. Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Demonstrate that you value your client's business. Compare available solutions.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Arpedio

FEBRUARY 5, 2024

It allows companies to identify gaps in the market that can be filled by their products or services, providing a unique value proposition to customers. Customized Solutions and Personalization Personalization is a powerful tool for exploiting whitespace in sales. Increased market share 1. Conduct market research 2.

Acquisition 52

Acquisition Decision-making Sales Innovation 52

Arpedio

FEBRUARY 22, 2024

Presenting solutions that address the customer’s needs and provide tangible benefits or outcomes. Breakdown of the SPIN Framework Situation: In the Situation stage, sales professionals aim to gather information about the prospect’s current circumstances, environment, and existing solutions.

Software 52

Software Software Decision-making Performance Review 52

Arpedio

JUNE 16, 2022

What you want from your sales opportunity plan is a value-based strategy for a specific customer or prospect opportunity, which involves learning about the customer, building a value case and moving from contact to close. Instead, Sales Managers need to have a proper solution in place to keep track of their opportunities.

Account Planning 52

Account Planning Account Management B2B Prioritization 52

OnStrategyHQ

MARCH 22, 2024

Just as the steam engine replaced human and animal physical labor, AI solutions are beginning to replace repetitive tasks that require human cognition with artificial intelligence. Your organization must value the people who make it possible for your organization to run and function.

Artificial Intelligence 40

Artificial Intelligence Value Proposition Innovation Organization 40

Hubspot Sales

APRIL 22, 2021

This leaves stakeholders across operations, finance, and sales without a scalable, automated solution and causes frustration among reps when their paychecks don’t match expectations due to mismatched spreadsheets. QuotaPath’s product is a commission tracking and compensation management solution for revenue teams.

Finance 86

Finance Value Proposition Sales Leadership CRM 86

ACT

MARCH 11, 2024

Here’s why you need to replace them with a scalable CRM solution—and what to consider when you stop using Excel as a CRM. Additionally, CRM solutions with cloud services make it possible for multiple team members to access and work with client data simultaneously, regardless of their location.

CRM 52

CRM Small Business Software Software 52

Hubspot Sales

JUNE 15, 2020

Drag and drop capabilities using interactive presentation tools allow companies to create animated PowerPoint presentations from traditional files to present in a new and more appealing format. Increase the impact of sales through value selling. Rely on remote learning.

Decision-making 98

Decision-making Value Selling Meetings Organization 98

Revenue Storm

DECEMBER 14, 2021

This can be valued perspective on the sales situation of what may be going on behind the scenes or the likely perspective of the client’s decision-makers. Insight may be what you see in the x-rays of the Revenue Storm sales tools. We all learn lessons when we take calculated risk. Plus, it is likely very average performance.

Sales 78

Sales Leadership Sales Environment Communication 78

Hubspot Sales

NOVEMBER 20, 2019

If you are manually tracking orders, you can save time, reduce your sales cycle, and increase future sales by implementing a configure price quote (CPQ) solution. If you think using a CPQ tool is the same as sending a basic PDF invoice, think again. Value-based pricing — Charging how much a customer is willing to pay for the product.

Software 80

Software Software CRM Facilitation 80

Insightly

FEBRUARY 2, 2022

When you make a sale, you need to know if people are engaging with your solution or product and having a positive experience. . No one will argue that engaged customers create lasting value for your company. Demonstrate ‘quick wins’ and value early on. Offer fast page load speeds. No user experience is perfect.

Onboarding 105

Onboarding Customer Experience eCommerce Prioritization 105