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

PandaDoc

MARCH 4, 2024

Virtual data rooms (VDRs) are centralized platforms accessed remotely by all parties connected to deals involving an investment bank. Use cases for VDRs in investment banking Mergers and Acquisitions Investment banks can be involved with either side of M&A transactions. can be completed virtually via an online data repository.

Banking 52

Banking Investors Acquisition Stakeholders 52

Arpedio

JANUARY 3, 2024

It involves a series of interconnected activities, from product development to marketing and distribution. It involves a series of interconnected activities, from product development to marketing and distribution. Operations: This activity involves the transformation of raw materials and components into finished products.

Supply Chain 52

Supply Chain Logistics Procurement Suppliers 52

Upland

JULY 12, 2023

It moved us from talking about qualification to talking about account planning more broadly. Rigorous qualification is a foundational pillar of account planning because it’s the only way to focus your attention on building real, mutually beneficial relationships. aimed at helping sales teams assess the viability of a sales opportunity.

Decision-making 195

Decision-making Sales Account Planning Healthcare 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. Engage fee-earners in the M&BD planning process. There were many reasons for this.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Jermaine Edwards

NOVEMBER 25, 2021

Due to their sponsorship interest, and both positive and negative influence, it is wise to have a stakeholder plan in place. Why is a stakeholder plan critical? A plan provides clarity and buy-in to what you want to achieve as you’ve spent time considering what’s important to your customer.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

SalesPop

MAY 7, 2021

We’ve thoroughly covered many factors of account planning, such as setting goals and targets. But at the end of the day, account planning naturally evolves into creating a project, which falls into the realm of project management. They can use account planning and project management to figure out just how realistic that goal is.

Account Management 98

Account Management Management Innovation Account Planning 98

Arpedio

DECEMBER 20, 2023

Sales forecasting can aid in resource allocation, inventory management, and sales force planning, all leading to improved results and profitability. It involves analyzing data and using it to estimate future sales, enabling businesses to plan their resources better and align their sales strategies to achieve better results.

Decision-making 52

Decision-making Profitability Procurement Sales 52

Hubspot Sales

JANUARY 5, 2023

You need to build more trust with all stakeholders involved in a sale. In fact, 60% of buyers say that vendor sales aren't involved in their research phase, and 68% only involve sales at the last stage of the buyer's journey. The software buyer's journey has shifted dramatically over the past few years. Let's dive in.

Stakeholders 111

Stakeholders Software Software Decision-making 111

Luminas Strategy

JANUARY 15, 2024

Strategic planning is a common organizational practice that, when done properly, will increase the likelihood that an organization will meet its goals. While the annual strategic planning process is often portrayed as an objective exercise that is rooted in facts, this is often not the case. Where do we want to go?

Customer Value 52

Customer Value Supply Chain Value Proposition Advertising 52

Jermaine Edwards

APRIL 3, 2020

The average organisation, if asked about their customers, does not have what we call a Customer Crisis Plan. A customer crisis plan is not a customer retention or renewal plan. Why go through the effort of creating a Customer Crisis Plan. Five-step Customer Crisis Plan. The escalation of smaller incidents.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Red Star Kim

SEPTEMBER 26, 2022

Firms must ensure that internal communications and team cohesion are high on their agenda to ensure M&BD folk feel engaged. From the discussions, exercises and polls they come across as impressive group. Despite their relatively junior status, they have demanding jobs in sophisticated firms supporting senior people. A need to connect.

Digitalization 147

Digitalization Media Marketing Communication 147

ClearPoint Strategy

SEPTEMBER 28, 2021

One fundamental principle of a project is that it has a start and end date, whereas something like a program or objective would not. All approaches involve these four foundational stages: Initiate: Define the scope of the project, including projected costs, outcomes, and risks. Healthcare project management can be intense.

Healthcare 98

Healthcare Management Government Stakeholders 98

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. No surprise there, either.

Sales 258

Sales Finance Decision-making Profitability 258

Flevy

JANUARY 17, 2024

Digital Transformation has evolved to become an overarching strategic process , reshaping how organizations leverage technology, processes, and people to fundamentally transform both operations and go-to-market strategies. Editor’s Note: This is a series of articles on best practices related to KPI selection and implementation.

Digital Transformation 59

Digital Transformation Digitalization Stakeholders Artificial Intelligence 59

Arpedio

MARCH 15, 2024

At its core, strategic selling involves a thorough understanding of the customer’s business, industry, and competitive landscape, as well as the ability to navigate complex sales environments and decision-making processes. But what exactly is strategic selling, and why is it so critical in modern sales?

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Arpedio

SEPTEMBER 25, 2023

Tailored solutions KAM involves customizing your products or services to meet the specific needs and preferences of your key accounts. Strategic planning KAM isn’t just about the present; it’s about the future. Table of Contents What is Key Account Management? What is traditional sales?

Key Account Management 52

Key Account Management Account Management Management Sales 52

Arpedio

APRIL 15, 2024

This involves considering the key components that make up a successful sales enablement program, and how they can be effectively implemented to drive results. This involves considering the key components that make up a successful sales enablement program, and how they can be effectively implemented to drive results.

Sales Training 52

Sales Training Sales Decision-making Account Planning 52

SalesPop

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. In businesses as a whole, though, over 60 percent do not even engage in account planning.

Account Planning 98

Account Planning Energy and Utilities Account Management CRM 98

DemandFarm

AUGUST 11, 2023

In traditional sales operations, we have primarily focused on maintaining a healthy sales funnel, achieving high average win rates, and maintaining deal sizes. However, over the past decade, the selling process has undergone a complete transformation. Contrary to popular opinion, Revenue Operations is not a fancy term for Sales Operations.

Key Account Management 52

Key Account Management Account Management Digitalization Digital Transformation 52

Red Star Kim

FEBRUARY 15, 2024

Trust and a strong, collaborative relationship are fundamental to success. MBD executives, advisors, managers, client services executives and BDMs from law firms, economics and management consultancies joined a PM Forum workshop on “Coaching and Consulting Skills for Marketing and Business Development”. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Flevy

MARCH 26, 2024

They allow us to cut through noise, zero in on the key issues, and facilitate the development of insightful recommendations. The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated. FlevyPro is currently used by 100s of consultants and business executives.

Customer Experience 52

Customer Experience Digitalization Digital Transformation Organization 52

Red Star Kim

SEPTEMBER 8, 2023

Second, I observed that often in professional services marketing and business development we have minimal involvement in research, innovation, product development and pricing. Finance fundamentals Financial awareness is another capability required by M&BD. Thanks to Simmons & Simmons for hosting the event at Citypoint.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

ProlifIQ

JUNE 21, 2023

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. One such strategy that has proven to deliver impressive returns is account planning. What is an Account Plan?

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Arpedio

FEBRUARY 27, 2024

This involves not only delivering on promises but also being transparent, honest, and reliable in all interactions. In today’s rapidly evolving business landscape, sales strategies that focus solely on transactions are becoming increasingly outdated. What is Relationship Selling?

Prioritization 52

Prioritization Communication Software Software 52

Flevy

MARCH 25, 2024

Optimizing Innovation : The final stage involves refining and optimizing the business model to maximize efficiency, profitability, and long-term sustainability. They allow us to cut through noise, zero in on the key issues, and facilitate the development of insightful recommendations.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52

Arpedio

OCTOBER 20, 2023

A stakeholder matrix is a visual representation and organizational tool used to identify, categorize, and assess the significance of various stakeholders involved in a client’s organization or account. One invaluable tool that has gained prominence in the realm of account management is the stakeholder matrix. Let's talk!

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

Arpedio

MARCH 6, 2024

At its core, account management involves the strategic oversight and nurturing of client accounts, aiming to maximize their value and satisfaction. Whether through regular check-ins, status updates, or strategic planning sessions, fostering open dialogue fosters trust and strengthens relationships.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Arpedio

DECEMBER 19, 2023

Instead of casting a wide net to capture any potential lead, ABS focuses on targeting and engaging specific high-value accounts that are most likely to convert and generate significant revenue. Let’s break down these fundamental elements: Targeted Account Selection : At the heart of ABS is the meticulous process of selecting key accounts.

Decision-making 52

Decision-making Account Planning CRM Marketing 52

CMOE

MARCH 31, 2022

Because there is greater engagement and commitment from leaders and individual contributors when they know what the strategy is and how they link and align to the plan to win. Strategic thinking has become one of the most valued skills in managers, and many organizations know that strategic thinking is integral to their success.

Strategic Thinking 98

Strategic Thinking Management Shareholders Leadership 98

PandaDoc

MAY 13, 2024

Being a successful salesperson involves being empathetic and resilient in the face of rejection and making meaningful connections with customers. Ever wondered why some businesses can easily sell off high-priced products while others struggle with closing deals on similar, more affordable options? What is sales psychology?

Emotional Intelligence 52

Emotional Intelligence Decision-making Sales e-Learning 52

PandaDoc

FEBRUARY 23, 2024

Automation is fundamental to building a robust sales pipeline ; document management tools fused with CRM software accelerate this process. Leads, opportunities, sales: That’s the natural sequence of the sales process, right? But opportunities can be much more than that. To use it to build a robust sales pipeline , you need to: 1.

Management 52

Management CRM Sales Decision-making 52

Hubspot Sales

DECEMBER 30, 2020

At its most fundamental, lead routing is the process of automatically assigning leads across a sales team, or through the proper sales model if your company has more than one sales approach, like self-serve, transactional, and enterprise. That’s what makes lead routing a critical component to any scaling sales strategy. What is lead routing?

CRM 103

CRM Manufacturing Software Software 103

Arpedio

JANUARY 5, 2024

While both functions are instrumental in driving organizational growth, distinguishing their unique contributions is fundamental. At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—Account Management and Customer Success.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

Shapecast

FEBRUARY 6, 2022

This article is for anybody who is involved in driving strategic change and is interested in the role of strategy execution. We hope that at the end of reading this article, you have a good understanding of the different aspects of strategy execution, difference between strategic planning and execution.

Supply Chain 40

Supply Chain Logistics Marketing Decision-making 40

Zendesk

JUNE 17, 2021

Fundamental changes to their expectations soon followed. Customers expect seamless online transactions, and it’s a high bar. As everything shifted online, smaller companies and non-digital natives suddenly faced a very high bar set by digitally savvy leaders that drive customer expectations and engagement online.

Customer Experience 94

Customer Experience Prioritization Media Digitalization 94

Hubspot Sales

FEBRUARY 3, 2021

Murnaghan also advised any aspiring inside sales reps to unlearn some of the more fundamentally ingrained lessons of their previous experience. She read books, asked questions, shadowed other high flyers, and scheduled meetings with top executives — all while setting goals and establishing firm plans to achieve them.

Sales 129

Sales Digitalization Construction Marketing 129