Mike Kunkle

FEBRUARY 5, 2023

The post The Perplexing Power of Process & Methodology in Complex B2B Sales appeared first on MikeKunkle.com. This includes the frameworks, models, and skills sets needed to successfully complete stages (also known as “sales competencies) across the customer lifecycle.

B2B 231

B2B Sales Decision-making Negotiation 231

Hubspot Sales

OCTOBER 14, 2019

You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling. Before we dive into the insider tips, let’s get crystal clear on what B2B selling entails. Here are key steps you may want to include in your B2B sales process.

B2B 138

B2B Value Proposition Decision-making Sales 138

KAM With Passion

OCTOBER 27, 2020

First, truly complex sales , those where many stakeholders are involved with often contradictory expectations, where the proposed solution is co-constructed with the prospective customer. Because, on average, in B2B, 70% of turnover comes from existing customers. Why does it matter? Why does it matter?

B2B 130

B2B Co-Creation Account Management Key Account Management 130

FinListics Solutions

NOVEMBER 21, 2024

As executive buyers bring in more stakeholders, sales teams must work through layers of priorities and decision-makers—all of which slows the process. When Momentum Slows, Deals Stall Sales cycles are getting longer, and with each added day, deals lose steam.

Stakeholders 81

Stakeholders B2B Sales 81

Customer Think

SEPTEMBER 21, 2021

How many stakeholders are involved in the typical complex high-value B2B buying journey? It’s fair to say that the number is often larger than the average salesperson is aware of, let alone in close contact with.Various studies have put the average num.

Stakeholders 81

Stakeholders B2B Sales 81

Hubspot Sales

JANUARY 11, 2021

B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep's day to save valuable time — time that can be spent focusing on prospects and deals. B2B Sales Tools. prospecting) while others support all aspects of B2B sales (e.g.

B2B 143

B2B Sales CRM Banking 143

Hubspot Sales

JULY 5, 2022

A B2B sales process is a detailed outline of repeatable steps that guides your sales team. B2B Sales Strategy. A B2B sales strategy based on your business' value proposition will help you differentiate your business from your competitors. B2B Sales Flowchart. B2B Sales Process Steps. Image Source.

B2B 115

B2B Sales Stakeholders Decision-making 115

Hubspot Sales

APRIL 15, 2020

One of the most essential things B2B businesses can do during times of uncertainty is invest in new content. Create new learning opportunities — 74% of podcast listeners say that they listen to podcasts to learn, while 73% of B2B marketers believe that webinars are the best way to generate good leads.

B2B 135

B2B Supply Chain Sales Digitalization 135

Upland

FEBRUARY 3, 2023

Typically, there can be up to 10 individuals involved in a B2B sale. Called “buying groups”, the reality of these multiple person buying committees points to the growing complexity of B2B selling motions. Long-term: B2B sales is all about becoming a long-term, strategic partner to your customers. Is it deference to a superior?

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Mike Kunkle

APRIL 8, 2023

Although, in complex B2B opportunities, especially with longer sales cycles, qualification – like discovery – may be ongoing, because new stakeholders are introduced, others leave, budgets shift, and in general, things change.) To start, assess the Buyer Type for each stakeholder. Here’s what I mean.

B2B 130

B2B Sales Decision-making Stakeholders 130

ProlifIQ

MAY 7, 2021

In sales, B2B account planning is kind of like plotting a heist, minus the stealing. Here’s what the data say about B2B account planning and how sales teams can benefit from creating big plans for big companies. One reason is because key stakeholders become more familiar with your brand across the board.

Account Planning 98

Account Planning B2B Decision-making Stakeholders 98

ProlifIQ

OCTOBER 30, 2024

Capabilities of KAM Technology Solutions That A Company Needs Map out stakeholders by location, business unit, or job function. KAM tools help companies make better decisions with strategic customers based on stakeholder and company-owned data. These solutions typically provide visual representations of the stakeholder landscape.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Account Manager Tips

NOVEMBER 24, 2022

It's a boundary-crossing role that needs the cooperation of numerous stakeholders and departments to succeed. Key account managers have very busy jobs that span multiple stakeholders and functions. Why this book? Key account managers rely on influence to get things done. All this requires mastery of communication and persuasion.

B2B 130

B2B Key Account Management Account Management Decision-making 130

Hubspot Sales

JUNE 8, 2020

It's never been more difficult to be a B2B sales rep. Here are three common challenges B2B sales reps need to overcome to keep brand experiences delightful for the prospect, plus some tips on how to overcome them. Relationships are everything in B2B sales. Here are 12 more ways to delight your customers in the B2B sales process.

B2B 120

B2B Sales Decision-making Marketing 120

Hubspot Sales

AUGUST 11, 2019

Whether you’re a rep looking for fresh lead generation avenues or a marketer trying to help their sales team, I’ve rounded up some strategies for helping you bring in new B2B leads. Sourcing B2B leads requires you to understand a company’s goals as well as the individual’s. How to Generate Leads for B2B Sales. Set up a lead bot.

B2B 111

B2B Sales Meetings Marketing 111

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 98

B2B B2C Finance Communication 98

Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. Many B2B buyers prefer to issue RFPs to Re-evaluate scope, specifications and requirements. GRAHAM Different stakeholders will value different things. Who are your stakeholders, and what floats their value boat?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Upland

MARCH 29, 2023

At the same time, current trends point to the growing importance of effective relationship management in B2B buying journeys. This is what will form the foundation of trust in their new role as a “Trusted Advisor.” Relationship management and whitespace Modern, complex B2B sales motions are anything but transactional.

CRM 195

CRM Management Stakeholders Decision-making 195

Hubspot Sales

MARCH 13, 2025

On top of that, B2B buyers are wary of sellers trying to influence their decisions. In my mind, the most important thing competent B2B sellers bring is an understanding of enterprise-wide benefits that can be realized through the use of their offerings. Few executives have the time or desire to go into details about products.

Meetings 95

Meetings Sales Stakeholders Decision-making 95

Apptivo

AUGUST 6, 2021

You can be a part of a B2B or B2C company, however, the most common question that you come across while choosing a CRM is, “ Is CRM different for B2B and B2C companies? In general, B2B services refers to a business that sells its products or services to another business. This is a typical example of B2B services.

CRM 81

CRM B2B B2C Manufacturing 81

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

PandaDoc

DECEMBER 19, 2022

B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. B2B sales prospecting in a nutshell. Contrary to the widely held opinions, B2B buyers are generally open to being contacted by sellers at the start of their buying journey. Leverage referrals.

B2B 98

B2B Sales Decision-making Publishing 98

Nutshell

SEPTEMBER 18, 2024

Navigating the complexities of B2B sales, especially with high-value enterprise deals and multiple stakeholders, can be challenging. It is a renowned framework strategically crafted to navigate the challenges of large B2B sales. Build relationships and maintain clear communication with all relevant stakeholders.

Stakeholders 126

Stakeholders Sales CRM Value Proposition 126

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

Showpad

JANUARY 15, 2021

As Forbes notes, there’s no “if” or “when” to B2B sales transformation anymore. According to a Forrester report on sales engagement : “2020 will be remembered as a watershed moment when B2B buying and selling changed forever.” How Showpad can help drive B2B sales transformation.

B2B 83

B2B Artificial Intelligence Sales Digitalization 83

Hubspot Sales

AUGUST 26, 2020

In B2B sales, that means boosting conversion rates and landing more lucrative clients. 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. B2B Customer Data Platforms. Customer Success.

Stakeholders 138

Stakeholders B2B Decision-making Sales Environment 138

Strategic Account Management Association

FEBRUARY 3, 2022

Sophisticated B2B sales organizations have done account planning for years, but most that I’ve encountered can’t clearly report on KPIs around their whitespace–nor the potential pipeline that exists within current accounts. If the answer, on the other hand, is yes–well, it’s full speed ahead. Sharing insights.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Upland

NOVEMBER 28, 2021

Typically, these programs are powered by a robust software solution designed to meet all stakeholders’ reference needs—from Marketing and Customer Success to frontline sellers and everyone in between—and require at least one dedicated Advocacy Manager to keep everything running smoothly. Making targeted, on-demand references a reality.

Sales 195

Sales B2B Software Software 195

Nutshell

OCTOBER 22, 2024

Nutshell has recently been recognized by Research.com as one of the top CRM software companies providing B2B solutions, solidifying its place among the industry’s best. This acknowledgment highlights the platform’s ability to deliver powerful, user-friendly tools tailored to the unique needs of B2B organizations.

CRM 71

CRM B2B Software Software 71

Hubspot Sales

NOVEMBER 18, 2020

B2B Sales Leadership Stats. By 2025, 60% of B2B sales organizations will move from experience-based selling to data-based selling. 57% of B2B sales leaders plan to invest more in AI and automation tools in 2021. By 2025, 60% of B2B sales organizations will move from experience-based selling to data-based selling.

Sales Leadership 142

Sales Leadership Leadership Sales B2B 142

Arpedio

APRIL 13, 2023

Stakeholder Management: A Must Read Guide ← Back to blog Stakeholder management refers to the process of identifying, understanding, and engaging with individuals or groups who have a stake or interest in a project, initiative, or organization. What is Stakeholder Management? What is a stakeholder? What is a stakeholder?

Stakeholders 52

Stakeholders Management Shareholders Suppliers 52

Account Manager Tips

NOVEMBER 19, 2022

In addition, they're cross referenced with related KPIs which is useful when looking to appeal to multiple stakeholders. B2B elements of value Now I know KPIs aren't for everyone. For an alternative approach, check out the B2B Elements of Value Pyramid. See if you can find at least five elements that matter to your client.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Hubspot Sales

SEPTEMBER 21, 2020

Enterprise sales also involve multiple stakeholders, and the salesperson is typically in conversation with numerous people before deals are closed. Complex sales are most common in B2B sales environments. Unlike transactional sales, closing a complex deal means convincing multiple stakeholders. Key Elements Of Complex Selling.

Stakeholders 139

Stakeholders Insurance Decision-making Finance 139

Revegy

JULY 21, 2023

B2B enterprise sales usually take six months or more, as they involve multiple stakeholders and big money—just some of the challenges sales teams face in the enterprise space. Selling to enterprises requires a strategic and focused approach beyond traditional SMB tactics.

B2B 52

B2B Stakeholders Sales Account Growth 52

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

ProlifIQ

NOVEMBER 7, 2024

Salesforce Account Plans – Using Your CRM To Drive Strategy Salesforce account plans are a powerful feature within the Salesforce ecosystem, designed to streamline and enhance strategic account planning for B2B sales and account management professionals.

Account Planning 52

Account Planning Account Management Decision-making CRM 52

Upland

APRIL 5, 2023

There are many “lone wolves” in B2B sales. It’s forever changed the world of B2B sales and continues to mold and shape it as sellers become more instilled in the buying journey. Relationship selling takes old B2B sales motions and turns them on their head. Buying groups are made up of multiple stakeholders.

B2B 195

B2B Advertising Decision-making Stakeholders 195