Upland

OCTOBER 17, 2023

What is sales enablement AI? It frees them up to do what they do best—sell, sell, sell. A team to know what parts of AI are worth using. It then creates new content based on that data. How does AI help sales teams with account-based selling? Customer success leaders leverage chatbots to lighten workloads.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Upland

JANUARY 29, 2024

Sales productivity involves how efficiently and effectively a sales team can generate revenue—while managing costs and resources, building customer relationships, and staying competitive in the market. Without account planning, the sales process is reduced to putting basic facts and information into a proposal and emailing it to the prospect.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Upland

JANUARY 26, 2023

And because the human touch is so important, so is account-based selling. What is Account-Based Selling? If B2B sales is your domain, you may have already heard about account-based selling (ABS). Large B2B sales deals are not done one-on-one.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Upland

APRIL 5, 2023

With an ever-evolving buying journey, businesses need a revenue team behind them to create the best experiences for customers, build key relationships that matter, and grow and retain revenue in accounts. We’ve seen the era of lone wolf sellers come and go. Do You Need a Revenue Team? That depends.

Account Planning 195

Account Planning Customer Success B2B Decision-making 195

Upland

SEPTEMBER 29, 2023

Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. In stakeholder mapping, you need to: Define stakeholder goals: what are their biggest priorities? What are their motivations?

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

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

Upland

JULY 10, 2023

Altify Insights rewrites the rules on what best-in-class looks like in B2B sales solutions. It takes hard work to uncover the hidden lines of influence within an account. While selling to a single buyer is a challenge, it’s nothing compared to navigating multiple buyers in an account.

Decision-making 195

Decision-making B2B Account Planning Software 195

Mike Kunkle

DECEMBER 21, 2023

Which personas or archetypes are your common buyers, and what are their roles, goals, COIN-OP (Challenges, Opportunities, Impacts, Needs, Outcomes, and Priorities), buyer’s journey, buying process exit criteria, and other factors that make up their profile. ” Encourage your team to view the world through the lens of your customers.

Sales 289

Sales Decision-making Value Proposition Sales Training 289

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Find out the average salaries for key account managers in Australia, India, the United Kingdom and the United States and what the job is REALLY like before you decide if it's for you. Hard work Key account managers are responsible for the most important clients a company has.

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Red Star Kim

NOVEMBER 17, 2023

At training workshops, people often ask me for case studies of successful marketing and business development strategies and campaigns at professional services firms. Both to support their competitor analysis and to see what good strategies and campaigns look like. Prior to 2019 there were no marketing analytics in place.

Marketing 130

Marketing Key Account Management Innovation Account Management 130

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

Account Manager Tips

MARCH 23, 2021

To identify key accounts with true growth potential, you must dig deeper. Your biggest accounts are not always your best accounts. Why large accounts are not key accounts Key accounts are your most valuable customers, and organisations frequently rely on volume to identify them. Click to Tweet. That's it.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

Mike Kunkle

MAY 30, 2023

See what I did there? Sometimes, that reality being what it is, we need to work in environments that are not ideal for what we do. There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Arpedio

APRIL 30, 2024

Understanding Account Growth Strategy In this section, we will take a closer look at the intricacies and purpose of account growth strategy. 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

JUNE 7, 2023

I was delighted to return to Dublin to lead an in person training workshop for PM Forum Ireland on “ Being more strategic” with delegates from law, accountancy and consultancy firms. We considered strategic thinking, business strategy and marketing and business development strategy. Strategic change takes time and energy.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Red Star Kim

SEPTEMBER 26, 2023

I presented a methodology to design marketing and BD team structures in November 2015. Some of the points raised then remain the same, whilst new market conditions bring additional components into the equation. Other factors to take into account: Organisational culture (centralised or decentralised?)

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

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

ProlifIQ

OCTOBER 21, 2021

You wouldn’t even need an umbrella, just a big bank account. Ask ten sales reps “What is opportunity planning? To help you use this invaluable process, we’re going to give you what we think is the best overall definition of the term and how it can benefit you. What Is Opportunity Planning? Nice, huh?).

Sales 98

Sales Key Account Management Banking CRM 98

ProlifIQ

MAY 17, 2024

Core Facets Of Key Account Management In Life Sciences Managing relationships and building strategic plans to grow revenue across complex accounts is a part of day-today life for anybody in sales, marketing, or account management in the Life Sciences space. What does their current state look like?

Key Account Management 52

Key Account Management Account Management Management Procurement 52

Arpedio

JANUARY 31, 2024

When it comes to digital marketing, where trends and tactics evolve rapidly, the pursuit of strategies that consistently yield impactful results is both a challenge and a necessity. Account-Based Marketing (ABM) has emerged as a powerful and targeted method to engage with high-value accounts, gaining significant traction in the process.

Marketing 52

Marketing Facilitation Digitalization Acquisition 52

QYMATIX

MAY 6, 2024

Getting an edge in today’s competitive market place is vital. Now, medium-sized companies with limited marketing budgets can access these hi-tech solutions too and use it in a broader range of circumstances also, including B2B sales. Let’s review what are the five ways Predictive Analytics can help a B2B company this year.

Sales Analytics 52

Sales Analytics Key Account Management B2B Sales 52

Arpedio

APRIL 29, 2024

A sales account plan strategy is a vital tool for achieving sales growth and building strong client relationships. By implementing a well-defined account plan strategy, companies can ensure they are effectively targeting their key accounts and maximizing their sales potential.

Account Planning 52

Account Planning Client Relationships Value Proposition Sales 52

ProlifIQ

NOVEMBER 3, 2021

That saying doesn’t just apply to trekking through the wilderness or leading a military campaign; it applies to sales – specifically, what steps in opportunity planning that you’re taking. It’s similar to account planning, but more focused on opportunity health vs your overall account health.,

Profitability 98

Profitability Account Planning Sales Key Account Management 98

Nutshell

APRIL 26, 2023

Table of Contents What is CRM? What is a CRM system in marketing? Imagine a locally-owned store operating in a small town—a simple, familiar place where the shopkeep knows your name and knows precisely how to help you find what you need. What is CRM? What are the three types of CRM?

Marketing 171

Marketing CRM e-Learning Software 171

Hubspot Sales

MAY 7, 2024

As a marketing business owner whose revenue primarily comes from my writing services, late 2022 to mid-2023 was… unnerving, to say the least. Overnight (or at least that’s what it felt like), I suddenly wondered whether AI would wipe out my entire business. Table of Contents What is Entrepreneurial Competency?

Interpersonal Skills 89

Interpersonal Skills Decision-making eCommerce Prioritization 89

Arpedio

DECEMBER 19, 2023

Account-Based Selling Strategy: Key Takeaways Explore the ARPEDIO platform ← Back to blog What exactly is an Account-Based Selling Strategy? In this comprehensive guide, we delve into the nuts and bolts of Account-Based Selling, a strategy that has revolutionized the sales process for countless businesses.

Decision-making 52

Decision-making Account Planning CRM Marketing 52

Cosawi

JANUARY 29, 2024

In the work we do, we find fascinating to see that Marketing as a function is often missing at the strategic account table. In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

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. What is a Pre-Sales Strategy? Lead Qualification: Assessing leads based on criteria such as fit, interest, and readiness to buy, to prioritize sales efforts effectively.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Nutshell

FEBRUARY 20, 2024

Want to get more of your marketing team on your CRM and email marketing platform so they can send email campaigns, but don’t want to pay for an entire seat? Introducing three free marketing seats for Nutshell Pro customers and above! Nutshell is here to help sales and marketing teams work better together.

Marketing 71

Marketing CRM Management Sales 71

Arpedio

DECEMBER 4, 2023

Measuring the Success of Account-Based Selling Explore the ARPEDIO platform ← Back to blog Account-based selling (ABS) is becoming increasingly popular in the B2B software industry as it allows businesses to target specific high-value accounts and personalize their marketing and sales efforts.

Decision-making 52

Decision-making Prioritization Media Marketing 52

Arpedio

JULY 12, 2023

Account-Based Marketing (ABM) vs Account-Based Selling (ABS) ← Back to blog In the ever-evolving sales ecosystem, businesses are continuously embracing new approaches to stay ahead of the competition. An Introduction to Account-Based Marketing and Account-Based Selling 2.

Marketing 52

Marketing Advertising Decision-making Communication 52

LinkedFusion

AUGUST 27, 2023

Account-based marketing is a marketing tactic that is sales-oriented. Generally, marketing strategies generate leads, and then sales teams try to convert them. But the same is not the case with account-based marketing. What is the three-tiered approach for ABM targeting at scale?

Marketing 52

Marketing B2B Client Relationships Organization 52

Flevy

JULY 6, 2022

Account-based Marketing (ABM) solutions are valuable to implement the ABM approach. By using the ABM approach , we can mechanize and trim down the protracted process of finding target accounts and minimize the effort, time, and cost involved in courting these prospective accounts. Account Intelligence.

Marketing 109

Marketing Account Management Facilitation CRM 109

LinkedFusion

AUGUST 26, 2023

Looking to supercharge your sales and marketing game? Well, ever heard of the LinkedIn account-based marketing strategy? Those are what we call unqualified leads – basically the polar opposite of potential customers. So, guess what? What Is LinkedIn Account Based Marketing?

Marketing 52

Marketing Decision-making Prioritization Sales 52

Nutshell

FEBRUARY 28, 2024

Plus, we’ll show you 10 visitor recognition tools that will boost your inbound marketing strategy. Table of Contents What is website visitor tracking? Benefits of website visitor tracking Top 10 website visitor tracking tools for B2B businesses FAQs about website visitor tracking What is website visitor tracking?

B2B 71

B2B CRM Software Software 71

PandaDoc

MAY 13, 2024

Sales and marketing are two terms that are often used interchangeably. In this guide, we’ll cover the basics of sales vs marketing and how you can better align and use them in your business. Key takeaways Sales and marketing are separate domains that work together to grow revenue.

Marketing 52

Marketing Advertising Sales Acquisition 52