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. In the case of products, this may involve different vendors.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Hubspot Sales

DECEMBER 3, 2019

According to a recent study published by Gartner, CRM is both the largest and fastest growing enterprise software category -- additionally, spending on CRM software reached $48.2 A CRM, or Customer Relationship Management software, is a digital resource businesses use to manage all of their relationships with prospects and customers.

CRM 131

CRM Software Software Decision-making 131

Apptivo

NOVEMBER 17, 2021

Are you looking to switch to CRM Software? Then, this blog is a must-read for you and your organization. This blog walks you through the evolution of Apptivo and how Apptivo CRM solutions have the potential to bring a huge difference to your business. Are you finding it challenging to manage your customer relations?

CRM 98

CRM Software Software Communication 98

Strategic Account Management Association

JUNE 30, 2021

So, from the customer’s and service team’s perspective the SAM represents the expertise and can make things happen for those customers. Michael Thomas: We typically see three recurring issues that put SAMs at a disadvantage when talking to senior decision makers at a strategic account. Selling Expertise.

Digitalization 520

Digitalization Organization Account Management Management 520

Planview

APRIL 14, 2025

I’m excited to launch Eye on Innovation, a brand-new series on the Planview Blog. Whats more, leaders in software and non-software companies shared their strategy-execution concerns how they know everyone is busy but dont know if theyre working on the tasks that will help them achieve their strategic goals.

Innovation 59

Innovation Decision-making Prioritization Government 59

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. Adaptive Business Blog. Sales Management Blog. Yesware Blog.

Sales Management 98

Sales Management Management Sales Publishing 98

Upland

AUGUST 30, 2023

It represents the culmination of their journey, where they have progressed through the earlier stages and are now highly engaged and ready to make a purchase. At every stage of this journey, marketers employ targeted strategies to guide potential customers toward making a purchase decision.

Decision-making 195

Decision-making Software Software Retail 195

Apptivo

DECEMBER 12, 2022

If the answer is yes, one of the smartest investments you could make is in a Field Service Management system (FSM). In most countries, laws and regulations make a business duty bound to provide after-sales service and it is imperative to meet Guarantee and Warranty terms under which the product has been sold. Schedule Work.

Software 98

Software Software Management Decision-making 98

Hubspot Sales

JULY 22, 2024

Proposal Emails A proposal email can take on a lot of forms, but generally speaking, the term refers to an email that includes pertinent information, valuable context, and a persuasive edge — typically sent during the consideration or decision stage of the buyer's journey. Here's an example of what that might look like: 3.

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

Planview

FEBRUARY 13, 2025

This shift leverages advanced technologies, automation, and integrated software platforms to create a more connected, efficient, and responsive network. This allows for predictive insights, optimized decision-making, and proactive management of potential issues.

Supply Chain 52

Supply Chain Digitalization Manufacturing Digital Transformation 52

Hubspot Sales

JANUARY 8, 2025

In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. Questions should be so clear and simple with no marketing jargon so they can make the prospect really think. Lets get into it.

Sales 113

Sales Decision-making Negotiation Sales Environment 113

Kainexus

MARCH 21, 2025

Organizations that excel in Operational Excellence rely on key performance indicators (KPIs) and metrics to track progress, align efforts with strategic goals, and drive data-driven decision-making.

Decision-making 63

Decision-making Organization Software Software 63

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. Build relationships: Be available to your prospect and any decision-makers.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

Hubspot Sales

FEBRUARY 24, 2025

You move beyond surface-level pain points to grasp the fundamental concepts driving your clients decisions. When I focus on understanding a clients full context before suggesting blog content, I discover opportunities beyond their initial requests. Last month, a SaaS client asked for weekly posts about product features.

Client Relationships 66

Client Relationships Decision-making Investors B2B 66

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.

Sales 144

Sales Decision-making Software Software 144

Upland

JUNE 7, 2023

An organization can make a considerable investment in a methodology, only to discover that it was not effective because there was no sales process to support it. Many think that MEDDIC is a sales process, but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc.

Sales 195

Sales Negotiation Decision-making CRM 195

Planview

MAY 31, 2024

Value Stream Management (VSM) is crucial in software development as it provides a comprehensive view of the entire workflow, from ideation to delivery. This visibility is necessary to manage the productivity of development teams and ensure that software is delivered on time, on schedule and on budget. Top 3 Features of VSM Software 1.

Software 69

Software Software Prioritization Decision-making 69

Brooks Group

JANUARY 9, 2025

converting prospects into customers and making sales). New sales also require lead generation tools, sales intelligence platforms, and proposal software. While a consultative sales approach benefits all sellers, its especially important for account managers. Sales professionals tend to think shorter term (e.g.,

Account Management 100

Account Management Management Sales Value Proposition 100

Hubspot Sales

MARCH 30, 2020

With the multi-touch approach to marketing attribution, it's understood that customers don't just go to a website and make a purchase. First, they might read a blog the marketing team wrote up. Each of these touchpoints impacts the decision to buy. As a sales rep, understanding marketing attribution can help you make more sales.

Marketing 123

Marketing Decision-making Sales Software 123

Customer Think

AUGUST 30, 2021

The same is true of the construction industry, which relies on data analytics platforms like ITLytics to make design decisions, improve efficiency, and even prevent accidents. From crowd-sourced design software to […].

Construction 143

Construction Decision-making Software Software 143

DemandFarm

JANUARY 12, 2025

But it also demands precise account planning, strategic execution, data-driven decision-making, and seamless cross-functional collaboration. In this blog, well explore how RevOps can be the backbone of your KAM strategy. Key Account Management (KAM) thrives on strong relationships, and there is no denying that.

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

Nutshell

MAY 21, 2024

Software for financial services companies helps to determine investment opportunities, identify risks, forecast returns, and much more. Organizations in this industry often provide several different services, requiring them to have access to various software solutions. Table of Contents What software is used in financial services?

Financial Services 71

Financial Services Software Software Cybersecurity 71

Hubspot Sales

APRIL 7, 2025

Well, valued reader, we here at the HubSpot Sales Blog the literal hub and/or spot that every last sales professional can (and should) rely on for sales-related insight online were really stewing on those questions and more. Go make a report about cold emailing. 30% make 20-50 per week. 22% make 51-100 per week.

Sales 64

Sales CRM Decision-making Media 64

Planview

MARCH 19, 2025

By enabling end-to-end visibility, fostering collaboration, and enhancing decision-making, VSM bridges the gap between strategic intent and tangible results. Improves predictability by identifying risks early and enabling proactive decision-making to keep programs on track.

Financial Services 52

Financial Services Banking Management Government 52

Mike Kunkle

MAY 15, 2019

Artificial Intelligence can have wide ranging definitions , but in essence it is a machine/software working and reacting like a knowledgeable human. Corporate buyers will also likely leverage AI in their problem-identification, research, problem-solving, and decision processes. How does it affect the buying and selling processes?

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

Hubspot Sales

APRIL 6, 2023

Below is a look of the platforms they used to make those purchases: Given the growing significance of social media in shopping, you should continue to optimize ecommerce for these platforms. Pro tip: Read more about social commerce in this blog post.

eCommerce 130

eCommerce B2B B2C Retail 130

Hubspot Sales

MAY 19, 2020

You also have no actual data for your board, so you make it all up. Some kinds of web tracking and analysis software also allow you to pin down the specific companies that individual visitors work for to better bolster your outreach efforts. That's why website activity software is becoming a necessity. HubSpot CRM. Price: Free.

CRM 126

CRM Software Software B2B 126

Hubspot Sales

APRIL 5, 2023

Table of Contents Sales Career and Salary Stats The Buyer’s Journey Lead Generation Stats Sales Software Stats Sales Careers and Salary Stats Practically every business in every industry needs salespeople. Glassdoor predicts that SDRs typically make a base pay of $50,304 a year, with commission and bonuses totaling another $18,000-19,000.

Sales 128

Sales Software Software Meetings 128

Hubspot Sales

OCTOBER 9, 2019

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. Aja Frost, HubSpot Sales Blog contributor, writes about it in this blog. Getting comfortable breaking up with prospects.

Sales Training 144

Sales Training Sales Decision-making Communication 144

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

Hubspot Sales

DECEMBER 16, 2020

To do this,] I encourage my team to avoid selling to people to whom it doesn't make sense to sell,” Mintis explained. Make your goals measurable and attainable and tie them back to controllables — because we are not in the ‘new normal,’ we are at normal.”. However, Natan’s team quickly adapted to make the most of the ‘new normal.’.

Sales 144

Sales e-Learning Remote Working Decision-making 144

Hubspot Sales

SEPTEMBER 6, 2019

As you're reading this blog, there are potential customers on your site right now who have questions. Research and choose a live chat software. Your first step is to decide which features you want in a live chat software and then begin researching. Once you've chosen your software, setup should be a breeze.

CRM 109

CRM Software Software Decision-making 109

Hubspot Sales

JUNE 24, 2024

Follow prospect blogs and social networks. Research is key during prospecting, so I always follow company blogs and key decision-makers on social media to gather information for my frameworks. In my experience, doing your research demonstrates your commitment and makes it easier for prospects to trust you.

Sales 119

Sales Decision-making Value Proposition Software 119

Nutshell

APRIL 26, 2023

Many businesses manage customer relationships through a CRM system, which is software that provides an overview of customer relationships and tools for moving leads down the sales funnel. When people refer to CRM, they’re usually referencing the software. CRM software comes in many varieties, each with its own capabilities.

Marketing 171

Marketing CRM e-Learning Software 171

Hubspot Sales

SEPTEMBER 14, 2020

It's separated into three stages: awareness, consideration, and decision. Know how to garner attention in the awareness stage through blog posts, videos, or infographics. And help prospects commit in the decision stage with content like case studies and testimonials. Make sure your social media profiles are fully fleshed out.

Digitalization 137

Digitalization Marketing Media Facilitation 137

Hubspot Sales

OCTOBER 17, 2018

It takes your existing content and updates it to increase conversion rate, making things like your landing pages and blog posts perform better, without having to create new content. We believed that we could increase our active users by making our 'loaner' video more educational and product focused." Growth Hacking Examples.

Brainstorming 145

Brainstorming Co-Creation Media Onboarding 145

Nutshell

OCTOBER 19, 2020

Unlike PPC advertising , you’re not spending a dime to put this content in front of searchers—outside of what you pay your content team to produce it—which makes SEO an incredibly cost effective lead source. No matter what page they land on, make sure the visit-to-lead path is clear and coherent. Update Your Blog Posts Consistently.

Publishing 133

Publishing B2B Small Business Manufacturing 133