Upland

AUGUST 25, 2023

What is an Influence Map? What if you could understand who really holds the power to move a deal forward? It will take an entirely different activity to discover these hidden lines of influence, and tap into these veins of gold within an account to uncover real new avenues for revenue.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Upland

SEPTEMBER 29, 2023

In stakeholder mapping, you need to: Define stakeholder goals: what are their biggest priorities? What are their motivations? Visualizing relationships: being able to visibly see the relationships not only between your revenue team and their buying group, but the relationships between the stakeholders themselves, is key to success.

Stakeholders 195

Stakeholders Sales Decision-making Internet 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

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. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Upland

JUNE 7, 2023

I’ve lost count of how many times I’ve heard sales and revenue leaders use the terms, “sales process” and “sales methodology” interchangeably and incorrectly. While the difference can be confusing, not knowing precisely what that difference is can be a costly mistake. What is a sales process?

Sales 195

Sales Negotiation Decision-making CRM 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

JUNE 14, 2023

What are the top challenges facing chief revenue officers and sales leaders in 2023? The best chief revenue officers understand that – and they take up the challenge of driving revenue regardless of the business horizon daily. And how can account planning help? There’s plenty of uncertainty in the economy right now.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Supply Chain 195

Upland

MARCH 29, 2023

What is relationship management? And while what’s going on with your CRM software is undoubtedly important for your relationship management strategy, it’s about so much more than the data you collect – it’s about putting that data to use. Often, these insights are not visible to the untrained eye.

CRM 195

CRM Management Stakeholders Decision-making 195

Upland

JULY 3, 2023

Everyone is figuring out what it is, how to use it and what it can and can’t do. By leveraging the power of ChatGPT alongside established sales platforms like Altify, however, organizations can unlock new opportunities to drive revenue growth and build stronger customer relationships. What is ChatGPT?

Facilitation 195

Facilitation Customer Success Innovation Customer Experience 195

Upland

MARCH 2, 2023

Ultimately, this translates to more revenue for businesses. In fact, for large B2B enterprises, their revenue growth moving forward will be based largely on the strength of their relationships with existing accounts. For many, account planning in Salesforce is a logical next step. The CRM is vital to the sales process.

Account Planning 195

Account Planning CRM Account Strategy B2B 195

Holden Advisors

FEBRUARY 8, 2022

For over a decade, consultants have told us that CX will continue to be the driving force in companies’ increased revenue. Instead of CX, Accenture is advocating for Business Experience (BX), saying, “A great experience is defined not by what you offer but by how well you enable your customers to achieve the outcomes most important to them.”

Customer Experience 312

Customer Experience B2C Publishing B2B 312

Upland

MAY 18, 2023

While all your accounts are important, key accounts are where most organizations receive their greatest revenue. First, what is a key account? However, there is one commonality between the terms, no matter what you call them. Attracting them is an entire process. Everyone calls their key accounts something different.

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

Upland

MARCH 12, 2024

According to a recent and comprehensive study conducted by HubSpot, a staggering 70% of sales professionals agree that AI tools will make them more productive at work — enabling them to work smarter, faster, and more efficiently than ever before. There are a few key ways however that sellers can leverage AI.

Artificial Intelligence 195

Artificial Intelligence Sales B2B Organization 195

Mike Kunkle

NOVEMBER 21, 2023

But now… Sales are flat, having leveled off to slightly below pre-pandemic levels, with slightly higher services revenue (due to the influx of new customers during the pandemic surge). Your CRO, Revenue Operations leader, and you (in Sales Enablement) have been working on this initiative now for 4 months.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

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. In a world with account planning, sales productivity is greater, revenue rises, and customers are better served.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Upland

FEBRUARY 3, 2023

Relationship maps are an ideal way for sellers to tackle these complexities, build trust, and establish themselves as trusted advisors to their most strategic customers. What is a Relationship Map in B2B Sales? The result is to land a deal or expand business opportunities within an existing customer account. The two are, however, distinct.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Upland

SEPTEMBER 1, 2023

It goes beyond profiling customers and is supported by tools such as interactive product recommendations, sales enablement resources, and data-driven insights. It is designed to guide sellers through the sales cycle and increase pipeline visibility, enabling them to close deals faster and with fewer missteps.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Upland

FEBRUARY 29, 2024

A lthough change can be scary, difficult and potentially costly if not managed correctly, it is ultimately the key to achieving higher win rates, championing large buying groups, and growing revenue. Revenue growth isn’t easy, but it can be simplified when sales organizations balance complex processes with a simplified approach.

Account Planning 195

Account Planning Management Leadership Organization 195

Arpedio

APRIL 15, 2024

What is Sales Enablement? In order to improve sales effectiveness and drive revenue growth, it is crucial to have a clear understanding of sales enablement. 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

Upland

OCTOBER 21, 2022

When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . But what exactly is account planning, and why is it so important in 2023? . What is Account Planning? Customer Revenue Optimization Benchmark Study.

Account Planning 195

Account Planning Leadership Software Software 195

Mike Kunkle

OCTOBER 2, 2022

I think the answer depends on what you mean by that (intent) and how you define “sales.” ” What is Modern, Professional B2B Selling All About? Very often, in life and business, we participate in what I call “the influence business.” We’re all in sales, right? Well, maybe. But that’s not selling, per se.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Mike Kunkle

NOVEMBER 26, 2022

I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. Here is what Felix had to say when we launched: Why Did We Create this Learning Experience? . That’s what the coaching will accomplish.).

Sales 200

Sales Leadership Transportation Sales Training 200

Nutshell

JANUARY 24, 2024

Revenue intelligence is one way you can use AI to help improve your business’s growth. On this page, we’ll cover everything you need to know about revenue intelligence, including: Table of Contents What is revenue intelligence? Why use revenue intelligence? Why use revenue intelligence?

Artificial Intelligence 71

Artificial Intelligence Software Software Advertising 71

Mike Kunkle

JULY 2, 2022

Enablement is Booming. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. And today, even functions entitled sales training are doing some enablement work. Many have worked to codify and influence what sales enablement is and does.

Sales 130

Sales Sales Training Leadership Decision-making 130

Mike Kunkle

APRIL 8, 2023

The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers. Let’s dig in. Qualification First up, is qualification. That’s obviously important, but it’s a separate topic for a different day.

B2B 211

B2B Decision-making Sales Stakeholders 211

Hubspot Sales

OCTOBER 10, 2023

In 2023, thousands of businesses are retaining clients with subscription models , which drive recurring revenue and can foster long-term customer relationships. As subscription-model popularity grows, it's vital for organizations to implement the right billing software to effectively manage recurring revenue. Price: Free.

Software 108

Software Software Banking Value Proposition 108

Arpedio

APRIL 30, 2024

Understanding how to effectively implement this strategy is crucial for long-term success in maximizing your business growth and revenue. These components include: Account Segmentation: Categorizing your client base into segments based on common characteristics, needs, and revenue potential.

Account Growth 52

Account Growth Client Relationships Business Growth CRM 52

Mike Kunkle

MARCH 31, 2023

Because getting these right, having them support each other, and fostering adoption and mastery, improves revenue plan attainment, individual rep quota attainment rates, and win rates. click the image to view a larger version] Competencies enable the reps to more effectively navigate the process and execute their methodology.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Arpedio

APRIL 15, 2024

The adoption of AI technologies is not merely a trend; it represents a fundamental shift that empowers businesses to optimize their sales processes, improve customer engagement, and drive revenue growth. Personalized Customer Experiences : AI enables businesses to deliver highly personalized experiences to customers.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Prioritization 52

Showpad

APRIL 10, 2023

With support from sales enablement. Four core responsibilities of sales enablement Forrester guest speaker, Peter Ostrow, shares four major categories of enablement responsibilities in our webinar. Listening to what is communicated to sellers and customers, as well as advocating for sellers within the organization.

Supply Chain 91

Supply Chain Sales Communication Organization 91

Arpedio

DECEMBER 18, 2023

As businesses aim for growth, sales enablement has become an increasingly important strategy for success. But what is Sales Enablement , and how can it help businesses achieve their goals? In this article, we’ll explore Sales Enablement in-depth, including its strategies and practices that drive business growth.

Sales 52

Sales Business Growth Organization Marketing 52

Hubspot Sales

NOVEMBER 28, 2023

Meeting goals requires CSOs and CMOs to intertwine their unique roles and focus on unified, revenue-generating activities that support both go-to-market strategy and operational execution. Customer interaction allows sales teams to gain first-hand feedback and insights into what resonates. But relying on this alone misses the mark.

Marketing 103

Marketing Sales Decision-making Prioritization 103

Arpedio

FEBRUARY 23, 2024

Welcome to our guide on revenue intelligence—a powerful concept that has revolutionized the way businesses approach strategy and decision-making. In this comprehensive exploration, we delve into the depths of revenue intelligence to uncover its significance, benefits, and implementation strategies. What is Revenue Intelligence?

Decision-making 52

Decision-making Customer Experience CRM Profitability 52

Arpedio

JANUARY 3, 2024

When it comes to improving sales performance, businesses rely on various functions such as sales enablement and sales operations. These two roles play a crucial part in driving revenue growth and achieving sales objectives, albeit with different focuses. Enter sales enablement.

Sales 52

Sales Finance Sales Training Decision-making 52

Arpedio

APRIL 11, 2024

The adoption of AI in sales is paramount due to its profound impact on enhancing productivity, improving decision-making, and driving revenue growth. The adoption of AI in sales is paramount due to its profound impact on enhancing productivity, improving decision-making, and driving revenue growth. What is AI for Sales?

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Arpedio

FEBRUARY 23, 2024

In today’s fast-paced and ever-evolving business landscape, organizations face a myriad of challenges when it comes to driving revenue growth and maximizing profitability. So let’s dive in and unlock the power of Revenue Operations together. What is Revenue Operations?

Acquisition 52

Acquisition Facilitation Artificial Intelligence Decision-making 52