Brooks Group

JANUARY 9, 2025

On the surface, sales and account management have similar goals: Build strong relationships with customers and increase profitable revenue. Strategic planning and account mapping: Analyze customer organizations to identify growth opportunities and prioritize profitable accounts. converting prospects into customers and making sales).

Account Management 100

Account Management Management Sales Value Proposition 100

Upland

AUGUST 29, 2023

Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision. For any company to make the most out of its products, it is important to understand and grasp the essence of buying intent. It doesn’t have to be promotional content, though.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

PandaDoc

SEPTEMBER 28, 2022

Sounds obvious, but this is one of the classic errors of newbie negotiators — they easily lose their composure under the pressure, which makes them weaker in the opponent’s eyes. The affect heuristic reflects the relationship between emotions and the decision-making process. Such tools can help you be more decisive.

Negotiation 98

Negotiation Profitability Decision-making e-Learning 98

Brooks Group

MARCH 25, 2025

Identify Your Ideal Customer Make sure your sales professionals know exactly what your ideal customer looks like. Eliminate Unqualified Prospects Quickly Make sure your sales professionals have the right sales prospecting skills and tools to identify good leads. Spending time with unqualified leads is like throwing money in the trash.

Sales 55

Sales Decision-making Sales Training Profitability 55

Brooks Group

FEBRUARY 3, 2025

Make sure your sellers know the characteristics of your most profitable accounts and how to qualify new prospects that are similar. In addition to mapping out the buyers decision process , aligning is really important. Make sure they have the information they need to be an effective representative of the organization.

Construction 92

Construction Value Proposition Advertising Sales Training 92

Planview

MARCH 19, 2025

Evolving Business Models : Customers expect seamless, personalized experiences, forcing businesses to balance profitability with human-centered design. By enabling end-to-end visibility, fostering collaboration, and enhancing decision-making, VSM bridges the gap between strategic intent and tangible results.

Financial Services 52

Financial Services Banking Management Government 52

Hubspot Sales

DECEMBER 8, 2017

Profit Story. 5) Profit Story. Calculate this along with a slew of other profit-based metrics with Profit Story. If your organization uses an eSignature system such as DocuSign or Adobe EchoSign, make sure to download the corresponding mobile app to enable prospects to sign wherever, whenever, and however.

CRM 145

CRM Profitability Sales Meetings 145

PandaDoc

NOVEMBER 13, 2024

Understanding how pricing impacts profitability is crucial for businesses. This guide will explore what pricing analytics is, its benefits, and how businesses can use it to gain a competitive edge, boost customer satisfaction, and drive profitability. What is pricing analytics?

Profitability 52

Profitability Acquisition e-Learning Decision-making 52

Jermaine Edwards

APRIL 3, 2020

Regardless of the size, maturity or sophistication of your organisation, you can apply these ideas to protect your profits, reputation, relationships and revenues. This doesn’t mean it will be easy nor will you not have to make tough decisions. It just means the effort and tough decisions will be worthwhile.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Red Star Kim

NOVEMBER 9, 2023

What is the informal decision-making process? link] There’s advice to jump your uncertainty gaps by decision-making and actions which involves risk. Strategy is a stream of decisions and actions”. He notes that your optimism (or pessimism) will impact decisions as well as ability to make fast decisions.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Mike Kunkle

NOVEMBER 23, 2023

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. Then, the rest of this makes sense and can be really valuable. Get alignment first.

Sales 130

Sales Finance Profitability Decision-making 130

Planview

JANUARY 12, 2023

For professional services, this means your revenue number will go up, but you’ll be stretching your resources and adjusting business models to scale operations while maintaining profitability. In this blog, I will discuss three strategies that professional services executives must consider to ensure profitable growth in 2023.

Profitability 52

Profitability Customer Success B2B Customer Value 52

MTD Sales Training

FEBRUARY 11, 2020

However, when you presented your proposal it seems as though everything became silent, time began to slow down and tension filled the air as you anxiously waited for the prospect’s decision. 1 – “Does that make sense for your business?”. Does that make sense for your business? ”. Does that make business sense to you?”.

Sales 120

Sales Decision-making Negotiation Sales Training 120

Sales Management Plus -- SMP

APRIL 27, 2023

Adding an extra item to every fifth order can drastically increase your profits. On average, adding a single line per order on every fifth order can result in 40% more profits. Small changes like this can make a big difference in overall sales and help your business grow. Distributors were 4.5

Profitability 52

Profitability Decision-making Marketing Sales 52

CMOE

MAY 9, 2023

For the best women’s entrepreneur blogs across the internet, CMOE has put together these 18 sites for exceptional inspiration, motivation, and advice to help women in business succeed. The blog offers strategies to develop relevant skills, traits, and plans of action to make a meaningful impact in any industry.

Finance 52

Finance Leadership Publishing Small Business 52

Hubspot Sales

OCTOBER 14, 2019

Typically, prospective customers go through the following stages when making a purchase: Awareness — The buyer realizes they have a problem or pain point that needs to be solved. Decision — The buyer is comparing available options, and determines which course of action to take. Who makes the final purchasing decisions? —

B2B 138

B2B Value Proposition Decision-making Sales 138

Brooks Group

FEBRUARY 12, 2025

This helps them develop longer and more profitable relationships. This can make their buying behavior style skeptical and concerned with analytics and the effects of change. Over the course of the sales process , effective rapport building establishes your sellers as trusted partners.

Sales Training 53

Sales Training Profitability Decision-making Communication 53

Hubspot Sales

DECEMBER 31, 2020

But with ever-expanding goals comes a greater need to refine the processes that make your team tick. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year. A good pairing benefits both your sales rep and the customer in making for a smooth experience.

Decision-making 131

Decision-making Remote Working Profitability Sales 131

Red Star Kim

FEBRUARY 8, 2024

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. Essentially a focus on the most profitable clients. So targeting is often more important and more challenging.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

SEPTEMBER 8, 2023

Context and curiosity drive commerciality and pricing By exploring key themes in commerciality and entrepreneurship, we saw why risk management and anticipating return on investment (ROI) is critical when making the business case for marketing investment. The crux of marketing is to anticipate (and meet) client needs whilst maximising profit.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

Hubspot Sales

OCTOBER 9, 2019

more deals and the profit margin on sales-won improved by 12.2%. In this blog by Michael Pici, a vice president of business operations at HubSpot, he recommends roleplay exercises include: Dealing with extreme situations. As with most things, practice makes perfect. Plus, it can increase your sales. Find a mentor.

Sales Training 144

Sales Training Sales Decision-making Communication 144

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. I hope this will contained to not-yet-profitable, seed-funded early-stage companies with burn-rate/runway issues, but as the recession gears up, it may spread. Strategy First. Solving Complex Business Problems.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Brooks Group

JUNE 24, 2024

But step two should be making sure your training is getting the results you want. Here are eight ways effective sales training makes a difference. This helps you make informed decisions, allocate resources effectively, and ensure your training efforts are contributing to the overall success and profitability of the business.

Sales Training 98

Sales Training Decision-making Sales Profitability 98

Hubspot Sales

JULY 7, 2023

In this blog post, we'll explore why some sales teams are investing in AI, why others aren't, and which companies are leading the way in AI adoption. AI makes prospecting efforts more effective. However, not all sales teams are investing in AI, as many people have mixed feelings about incorporating the newfound tech.

Artificial Intelligence 124

Artificial Intelligence Emotional Intelligence Sales Decision-making 124

Red Star Kim

JUNE 15, 2023

or profits greater than £150000), active and inactive companies with up to 10 years’ of financial data. profit, growth and core legal services) How can Nexl help law firms execute their Strategic Account initiatives? (no-data-entry 200,000 companies with turnover or shareholder funds over £1.5m Why do law firms needs SAM?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Mike Kunkle

APRIL 8, 2023

My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. In addition to having the right decision makers in the deal, which is part of qualification, it’s important to assess the landscape and relationships. Here’s what I mean.

B2B 130

B2B Sales Decision-making Stakeholders 130

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. There is rarely a deep understanding of how disparate and disconnected decision-making units are across such large organisations.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Hubspot Sales

NOVEMBER 21, 2018

decision makers for every sale who have a say in whether a product is purchased. These people make up what is called the “buying center.”. Decision maker: gives final approval for the purchase. This can be in the form of a blog, whitepaper, or video. The bottom of the funnel is the decision stage.

Marketing 145

Marketing Advertising Decision-making Brainstorming 145

Hubspot Sales

SEPTEMBER 10, 2021

I'm selling them online on Etsy, Facebook, and a few other sites, and I'm doing pretty well – making roughly $5,000 per year. I do it because I enjoy it, and I make roughly enough money for an extra vacation each year. This can become unnecessarily costly if your household makes a considerable amount, but your business doesn't.

Profitability 110

Profitability Decision-making Small Business Government 110

SuperOffice

JULY 5, 2022

Find out how they use your product and services and what you can do to make their workday better. This is your existing customer profile and you can use the feedback they share to make your products and services better, which helps to keep them longer. Create an ICP/ buyer persona that makes it clear who this type of customer is.

B2B 129

B2B Marketing Acquisition Media 129

Zendesk

FEBRUARY 17, 2022

Consumers aren’t always willing to make a purchase on a whim. And if you wait to interact with them until the end of their decision-making process, you’re missing out on profitable sales opportunities. The buyer’s journey enables you to examine the choices your prospects make at each stage. The decision stage.

Decision-making 98

Decision-making Media CRM Software 98

Apptivo

JULY 12, 2021

It is critical for a firm to meticulously manage costs so that profit can be precisely measured against them in each month, this tells a firm how well they are performing. Furthermore, precise cost data enables a company to create well-informed foresight for making better future decisions. It results in improved profits.

Management 98

Management Profitability Software Software 98

MTD Sales Training

NOVEMBER 2, 2018

And, while that’s often the main topic of conversation, it rarely transpires as the REAL criteria prospects use to make a decision to go with you. You have to be absolutely clear on what’s driving their decision-making. And it’s necessary for you to know how quickly that decision is made. Increasing productivity?

Value Proposition 87

Value Proposition Decision-making Sales Training Profitability 87

Help Scout

APRIL 29, 2021

It develops organically in response to the decisions, behaviors, and policies of the people in the business. Some businesses have a primarily profit-driven culture, and others have a growth-driven culture. It shapes the whole attitude of the company, and over time that will lead to different decisions and different long-term outcomes.

Decision-making 139

Decision-making Customer Experience Profitability Organization 139

Mike Kunkle

OCTOBER 8, 2023

Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context. The cross-functional alignment ensures every department synchronizes efforts to drive profitable growth. According to The Annuitas Group, nurtured leads make 47% larger purchases than non-nurtured leads.

Customer Experience 130

Customer Experience Profitability Decision-making Marketing 130

Agile CRM

FEBRUARY 11, 2021

It is no longer about making a sale because long gone are the days when customers obliged to simple product advertisements and sales catalogs. Companies typically make use of excellent CRM solutions to stay on top of their customer relationships. Customer relationships are at the heart of every business. What is CRM analytics?

CRM 98

CRM Decision-making Digitalization Profitability 98

Brooks Group

AUGUST 20, 2024

It occurs throughout the sales cycle, from the initial prospecting stage to the final decision-making phase. Understand the Customer’s Behavior Style Leverage tools like DISC assessments to understand the customer’s behavior patterns, communication preferences, and decision-making styles.

Negotiation 97

Negotiation Value Proposition Sales Sales Training 97