Upland

JANUARY 26, 2023

Today, the horizon of B2B selling looks different than it did even just a few years ago. As sellers head into a future that feels uncertain , they can at least rest in this certainty – the human seller is as important as ever in complex, B2B sales. Large B2B sales deals are not done one-on-one.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Hubspot Sales

AUGUST 26, 2020

In B2B sales, that means boosting conversion rates and landing more lucrative clients. Customer Success. Your marketers and salespeople pinpoint vital stakeholders within the target company. Executives at your firm may also interact personally with critical stakeholders of the target account.

Stakeholders 138

Stakeholders B2B Decision-making Sales Environment 138

DemandFarm

MARCH 31, 2025

Managing B2B deals means dealing with buying committees theres rarely a single decision-maker. It integrates seamlessly with HubSpot, enabling users to auto-generate stakeholder maps using CRM data. Its AI capabilities help teams understand stakeholder influence and forecast potential deal risks. This visibility is pure gold.

CRM 40

CRM Stakeholders Account Planning Decision-making 40

DemandFarm

MARCH 31, 2025

Conversations, stakeholder engagement, external market intelligence, and predictive signals all play a crucial role in shaping long-term growth. Who are the contacts (Relationship Intelligence) that remain unengaged, and have you engaged with the right stakeholders enough? They track transactions, monitor pipelines, and organize data.

Key Account Management 52

Key Account Management Account Management Management CRM 52

Arpedio

JANUARY 30, 2025

For example, imagine a B2B software company that sells enterprise security solutions. Why Account-Based Everything is Changing Sales ABE is a game changer because it breaks down silos between sales, marketing, and customer success , aligning them around the same high-value accounts.

Stakeholders 52

Stakeholders CRM Customer Success Account Management 52

PandaDoc

MARCH 25, 2025

Its a decision that requires research, deliberation, and often, multiple stakeholders. Sometimes called enterprise sales, complex sales generally have a longer sales cycle involving multiple stakeholders and decision-makers. This stage can involve multiple meetings and additional stakeholders. You cant just pick it off a menu.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

Arpedio

AUGUST 31, 2023

careers Are you ARPEDIO’s new Student in Customer Success? Back to careers Are you an aspiring future Customer Success Manager and have a passion for sales? What we are looking for We are looking for our next favorite colleague in the position of a Customer Success student assistant.

Customer Success 52

Customer Success B2B Account Management Innovation 52

Brooks Group

APRIL 9, 2024

The B2B buying journey is getting longer and more complex. The average B2B buying committee size is now seven , but groups as large as 20 are not unheard of. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.

Value Proposition 110

Value Proposition Procurement Decision-making Stakeholders 110

DemandFarm

MARCH 31, 2025

In the past, account managers spent significant time on manual tasks like logging customer interactions, scheduling meetings, updating CRM records, and manually tracking stakeholder engagement. Providing AI-driven insights into account health, whitespace opportunities, and stakeholder influence, enabling proactive decision-making.

Account Management 40

Account Management Key Account Management Management Account Planning 40

DemandFarm

OCTOBER 23, 2024

This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs. Compared to small or mid-sized business (SMB) sales, enterprise sales typically entail a longer decision-making process, more resources, and more stakeholders.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Showpad

JULY 7, 2020

Think about the selling potential of customer service and success teams, and think about the growing number of online shops, product and checkout pages also in the B2B space. 1: Effective sales enablement requires customer journey alignment . And that leads us directly to the second critical success factor. #2:

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Hubspot Sales

MARCH 3, 2020

Selling software B2B is more involved than ever before. Lastly, you have to hunt down the signer and anxiously refresh your inbox until the signed documents arrive, signaling a successful deal. Have regular check-ins with key stakeholders. These stakeholders control the budget and resources available to their team.

Management 115

Management Stakeholders Onboarding Decision-making 115

DemandFarm

NOVEMBER 27, 2024

“We know the entire journey of this customer, thanks to sales and marketing,” said no customer success manager, ever. The traditional silos between marketing, sales, and customer success is a recipe for disaster. Often, marketing effectiveness suffers due to misalignment with sales or customer success.

Artificial Intelligence 40

Artificial Intelligence Key Account Management Decision-making Account Growth 40

Account Manager Tips

JANUARY 22, 2022

B2B decisions are made by committees of people with different opinions. People problems B2B decisions are by committee. A Gartner study found the typical buying group for a complex B2B solution involves six to 10 decision makers. Talk to their stakeholders. Give clear deadlines and explain why it's important to act now.

Decision-making 130

Decision-making Key Account Management Account Management B2B 130

Zendesk

AUGUST 24, 2021

It’s a common myth that B2B companies aren’t as focused on customer service as their B2C counterparts. According to an Accenture report , over 90 percent of B2B leaders believe that providing a great customer experience is the key to reaching their company’s goals. How B2B and B2C customer service differs.

B2B 52

B2B B2C Finance Communication 52

KAM With Passion

MARCH 17, 2022

Complex sales is about generating and winning opportunities and acquiring new customers in a B2B (private) or B2G (public/government) environment where different stakeholders are involved on the buyer’s side and the solution is partially or totally co-constructed with the customer.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

DemandFarm

MAY 12, 2023

Is the B2B Sales Funnel relevant anymore? One of the main issues with the sales funnel, especially in the B2B industry, is that the customer journey is no longer linear. Customers come in at any stage and often jump stages or move back & forth between them. Prospects no longer enter at just the top of the funnel.

B2B 52

B2B Key Account Management Account Management Manufacturing 52

Hubspot Sales

JULY 1, 2019

Instead of one salesperson targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company. A successful account-based approach requires cross-department coordination. 3) How many customer stakeholders are involved in our average deal?

Stakeholders 100

Stakeholders Sales Finance Decision-making 100

Nutshell

AUGUST 6, 2018

Customer Nurturing Sales Process Templates. Customer Success Pipeline. Gather more information on the prospect in advance of a formal presentation; learn as much as possible about their company operations, desired outcomes, and the specific needs of all stakeholders. CREATE LIST OF STAKEHOLDERS. PASS TO ONBOARDING.

B2B 48

B2B Negotiation Stakeholders Decision-making 48

Hubspot Sales

FEBRUARY 13, 2025

SPICED is a customer-centric framework that provides a unified approach for all revenue teams. It gets sales, customer success, and marketing speaking the same language so buyers dont feel like theyre talking to three different companies. Clarify the steps and stakeholders involved in decision-making. Critical Event.

Decision-making 52

Decision-making Sales Prioritization CRM 52

PandaDoc

JUNE 23, 2021

ICP: Understanding your ideal customers. “ ICP ” stands for “ Ideal Customer Profile ”. B2B companies, which offer services to other corporations, and their salespeople tend to use ICPs as a business-partner scouting method. With this in mind, it should be obvious that ICPs are ideal for businesses that work in the B2B industry.

B2C 94

B2C B2B eCommerce Software 94

Hubspot Sales

DECEMBER 12, 2017

It can be accessed online, easily customized, and is serviced and supported by the provider’s own product engineers and customer success team. SaaS sales cycles vary depending on price, customers, and product complexity. It is a type of software hosted, secured, and managed by a single provider. Days: < $5K: 62.2

Sales 144

Sales Acquisition Software Software 144

ProlifIQ

MAY 14, 2021

B2B selling isn’t fighting a war of liberation from a tyrannical king in a powdered wig, but it can feel like a battle – a battle between you and your competitors for your customer’s business. A well-crafted B2B sales strategy can be the difference between victory and defeat. Account Planning Strategy | Top 4.

Account Planning 64

Account Planning Innovation Stakeholders B2B 64

Brooks Group

AUGUST 6, 2024

Although supply chains have rightsized since the pandemic, many manufacturers are dealing with increased customer choice, greater competition, and compressed margins. OEMs and distributors need to be even better sellers now, understand value, and know what’s important to the customer.

Manufacturing 105

Manufacturing Supply Chain Value Selling Sales 105

KAMCast

DECEMBER 17, 2020

Listen to this episode to hear Warwick’s definition of value; where he feels the most mistakes are made by account managers when it comes to value; how we track and demonstrate what we are achieving for clients; and what today’s market has done to the value playing field in the B2B world. So, are you a value creator or a cost creator?

Key Account Management 96

Key Account Management Banking Account Management Stakeholders 96

Arpedio

APRIL 1, 2022

Account-Based Selling is a targeted approach to B2B sales. It requires investing your team’s resources to target multiple stakeholders within an account. To be successful with an account-based approach to sales, collaboration is key. Your company as a whole needs to support the ABS methodology for it to be successful.

Stakeholders 59

Stakeholders B2B Account Management Decision-making 59

Arpedio

JUNE 22, 2022

Relationship Mapping, also known as Customer Relationship Mapping, Relationship Management, or Stakeholder Management is a way of mapping B2B relationships between large organizations. It can be a complex task, as large enterprises often involve multiple stakeholders in a buying decision. What is a Relationship Map?

Stakeholders 52

Stakeholders Decision-making Sales B2B 52

DemandFarm

MARCH 31, 2023

The world of B2B selling has transformed dramatically in recent years, as the shift towards digitalization has changed the way businesses interact with one another. The leadership team plays a big role in creating an impression that as a business it is vital to understand all the stakeholders in the buying process.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Arpedio

OCTOBER 21, 2021

This is why we have developed the org chart tool, a branching diagram to help you access the different relationships with your stakeholders and process visual content faster, better, and smarter by having a relationship assessment system. At ARPEDIO, we believe that every deal needs to be approached with a strategy specific to the customer.

Digitalization 52

Digitalization Digital Transformation Account Management B2B 52

Arpedio

OCTOBER 21, 2021

This is why we have developed the org chart tool, a branching diagram to help you access the different relationships with your stakeholders and process visual content faster, better, and smarter by having a relationship assessment system. At Arpedio, we believe that every deal needs to be approached with a strategy specific to the customer.

Digitalization 52

Digitalization Digital Transformation Account Management B2B 52

ProlifIQ

JANUARY 18, 2022

B2B selling isn’t fighting a war of liberation from a tyrannical king in a powdered wig, but it can feel like a battle – a battle between you and your competitors for your customer’s business. A well-crafted B2B sales strategy can be the difference between victory and defeat. Finding many more.

Account Planning 52

Account Planning Innovation Stakeholders B2B 52

ProlifIQ

AUGUST 17, 2023

Introduction: In the dynamic landscape of B2B sales, adopting innovative strategies is essential for sustained growth and profitability. One such strategy gaining popularity among sales and customer success leaders is the “land and expand” approach. Multi-threading ensures continuity in the sales process.

Acquisition 52

Acquisition Customer Success Stakeholders Profitability 52

Nutshell

AUGUST 21, 2020

To make matters worse, B2B sales require approval from multiple stakeholders in a given company, so adrenaline-purchases by individual customers don’t happen the same way they do in B2C sales. Every free trial aims to do one thing: give users a taste of what their life will be like when they’re a customer.

Marketing 142

Marketing Onboarding Media B2C 142

Showpad

JUNE 14, 2021

With a restarting economy, many B2B go-to-market teams are at risk of being left behind as competitors lean in strongly to digitally transformative selling and buying strategies. 70% of B2B decision-makers say they are open to making new purchases over $50,000 in a fully self-serve or remote fashion, and 27% would spend more than $500,000.*.

Meetings 59

Meetings B2C Stakeholders B2B 59

Hubspot Sales

JUNE 5, 2019

Rapid testing: Channel partners let you experiment with new customer bases, products, packages, promotions, and/or marketing campaigns in a low-stakes environment. Firas Raouf , an expert in early-stage B2B tech companies, recommends building at least $20 million in revenue before launching a partner sales program.

Sales 111

Sales Retail Onboarding Stakeholders 111

ProlifIQ

MAY 14, 2021

B2B selling isn’t fighting a war of liberation from a tyrannical king in a powdered wig, but it can feel like a battle – a battle between you and your competitors for your customer’s business. A well-crafted B2B sales strategy can be the difference between victory and defeat. Account Planning Strategy | Top 4.

Account Planning 52

Account Planning Innovation Stakeholders B2B 52

ProlifIQ

FEBRUARY 13, 2023

Defining a Sales Handoff The business model for many B2B Saas companies involves customer growth. In fact, most Saas companies get the majority of their revenue from existing customers. Therefore, customer satisfaction should be a top priority for businesses.

Account Planning 52

Account Planning Onboarding Sales Customer Success 52