Upland

MAY 4, 2023

It also allows sales leaders to measure impact and make adjustments using the four levers, enabling them to create effective strategies to improve revenue growth. That makes it essential to win as many contracts as possible and maximize each opportunity. How can sellers deal with uncertainty to help increase deal size?

Sales 356

Sales Decision-making Organization Negotiation 356

Mike Kunkle

AUGUST 30, 2023

They must show that they can make an impact with enablement and move the needle on the metrics that matter most. But there is much an enabler can do to lead the change projects, garner the support needed, and continue to nudge, push, cajole, and lead the way to making a business impact. There is a proven-effective path forward, though.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Hubspot Sales

JULY 22, 2024

Why would you need a script for making a cold call? Before the end of the day, you need to make 100 calls. In the past, cold calling meant using a “spray and pray” method, spending time making intrusive calls with no prior qualification, hoping that your message would resonate with someone. Rep: Are you the decision-maker?

Value Proposition 111

Value Proposition Decision-making Software Software 111

DemandFarm

NOVEMBER 7, 2024

Pirsig’s book dives deep into concepts like quality, relationship and reaching the destination. Companies that prioritize short-term gains often face revenue volatility and missed targets in the long run. Prioritizing quality over quantity can drive 20% higher revenue per account.

Key Account Management 52

Key Account Management Account Management Management Client Relationships 52

Upland

SEPTEMBER 29, 2023

Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. Prioritizing finding people with influence within an account will help you earn support and avoid being blindsided by an unknown detractor. What are their motivations?

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Hubspot Sales

OCTOBER 5, 2017

Gatekeeper: Person in charge of communicating or preventing information from reaching a decision-maker; for example, receptionists or personal assistants. Decision-maker: The person in charge of making a final decision on the sale. Qualify and begin prioritizing prospects. Goal: Schedule next meeting.

Sales 145

Sales Decision-making Prioritization Media 145

Upland

MAY 5, 2023

It means being brought into the inner-circle, being there when the big questions are asked, and the big decisions are made. He was certainly born with the right stuff to go from being a bicycle-based book salesman one day to a bonafide sales leader almost the next. Inertia is, after all, one of the strongest forces in the universe.

Account Planning 195

Account Planning Healthcare Decision-making Stakeholders 195

SBI Growth

JANUARY 13, 2014

To make your number you must be able to answer a key question. This will make the process easier on both of you. Make the most of Social Media. 84% of B2B decision makers begin their buying process with a referral. Finally, make sure your profile is up to date. With the pre-work finished it’s time to make it rain.

Decision-making 134

Decision-making CRM Prioritization Meetings 134

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. Gamifier makes sales performance fun. Pipeline Manager is one app that does the work of many, to make sales planning simple. Pricing: Free. Pricing: Contact for a Quote.

Account Planning 131

Account Planning Sales CRM Prioritization 131

Hubspot Sales

FEBRUARY 6, 2018

To help you find the best choices, here are the top 10 sales-related books available for listening. This extremely practical book dives into the strategies and techniques of Jordan Belfort -- the real life “Wolf of Wall Street.” Luckily, this guide makes telling spellbinding stories almost easy. By Matt Dixon and Brent Adamson.

Sales Management 111

Sales Management e-Learning Sales Management 111

Sales Outcomes

NOVEMBER 29, 2021

Prioritize. Make Action Plans. If your company is on a calendar year-end, there are 18 working days left before we head out for the holidays and close the books on 2021. Meaningful Q1 deal decisions and booking have likely been in the sales pipeline since Q3 or earlier, and your marketing initiatives have started even earlier.

Sales 94

Sales Prioritization Decision-making Marketing 94

CMOE

DECEMBER 21, 2022

For instance, a person can ask for a raise or promotion, but whether they receive the advancement is not a decision they directly get to make and is ultimately beyond their control. Prioritize Your Own Development. Make the time every week to focus on your growth. Many things can feel outside of our control or reach.

Decision-making 142

Decision-making Prioritization Innovation Digitalization 142

Envisio

MARCH 31, 2025

By focusing on the right metrics and using data to drive decision-making, these organizations have fully executed key priorities in their strategic plans. A climate action plan makes change feel both possible and actionableshowing how public institutions can lead by example. Heres a look at recent completed strategic outcomes.

Decision-making 52

Decision-making Prioritization Government Retail 52

Mike Kunkle

AUGUST 8, 2023

It’s easy to prioritize quick wins over sustainable growth initiatives. This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Solution: Embrace a data strategy that prioritizes quality over quantity. Dashboards become mash-boards.

Sales 130

Sales Prioritization Innovation Sales Training 130

Hubspot Sales

DECEMBER 12, 2017

This extremely practical book dives into the strategies and techniques of Jordan Belfort -- the real life “Wolf of Wall Street.” Belfort also shares much of his personal history, making this an engaging read for anyone who likes a little color with their informational content. You might be thinking, “Wasn’t Belfort a horrible person?

Sales Management 111

Sales Management e-Learning Management Sales 111

Hubspot Sales

JANUARY 3, 2018

” If their review uncovers gaps in service or features, ask, “ What can we do to make this right and earn your business for another year? ”. When you know what clients have prioritized, you can plan outreach accordingly and offer what they need before they know they need it. Identify Their Priorities for the Year.

Onboarding 145

Onboarding Decision-making Prioritization Meetings 145

Mike Kunkle

OCTOBER 24, 2021

To make an impact that matters to your leadership team, you need a sales enablement plan that will support your organization’s goals and objectives and enable your sales force to reach its highest potential next year. How can you use sales analytics and strategic objectives to prioritize those gaps? For more detail, see my book here.).

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Hubspot Sales

JANUARY 12, 2018

Great reps preemptively surface those concerns and make them disappear. An effective rep researches the prospect to make sure they’re a good fit. They’ve already hit, but they’re still sending emails, scheduling meetings, and making calls. The more emails you send, the more meetings you book. Poor decision making.

Insurance 145

Insurance Prioritization Decision-making Meetings 145

Red Star Kim

MAY 2, 2023

Following my past research (some of which was published in my 2020 book Essential soft skills for lawyers (kimtasso.com) ) I keep an eye out for the latest information relating to the soft skills (particularly leadership skills) most in demand and how these relate to the professional services sector.

Emotional Intelligence 100

Emotional Intelligence Leadership Decision-making Publishing 100

DemandFarm

DECEMBER 27, 2024

Demandfarm really goes into the depth of KAM, and heres how: Account Planning: DemandFarm allows sales teams to create in-depth account plans that help identify key stakeholders, map their relationships, and prioritize actions. Tools to send InMail directly to decision-makers. Meeting scheduling tools to streamline appointment booking.

Key Account Management 52

Key Account Management Stakeholders Sales Account Planning 52

Hubspot Sales

DECEMBER 15, 2017

2) Review and prioritize the list. That’s why I recommend prioritizing your list of “not-now” prospects by: Deal size: Is the deal worth pursuing? That’s why I recommend prioritizing your list of “not-now” prospects by: Deal size: Is the deal worth pursuing? That’s how I make sure I have opportunities open for January.

CRM 111

CRM Prioritization Decision-making Sales 111

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. A McKinsey survey of close to 3,500 decision makers found that customers want a more personalized experience. In a similar study by HubSpot.

eCommerce 130

eCommerce B2B B2C Retail 130

Mike Kunkle

NOVEMBER 21, 2023

This shift from account management to proactive hunting for new business requires a fundamentally different skill set (and possibly a different make-up or Sales DNA). There are more decision makers in the committee, and they are seeking detailed information, case studies, ROI analyses, and robust decision support.

Acquisition 130

Acquisition Sales Decision-making Account Management 130

Hubspot Sales

OCTOBER 23, 2018

Book some face time. cash rules everything around me) mantra, sales leaders naturally prioritize revenue initiatives with current and potential customers over internal items. With solution selling, if you haven’t established a champion or decision maker and defined clear steps towards success, there isn’t a real opportunity.

Sales 107

Sales Decision-making Sales Leadership Software 107

SBI Growth

NOVEMBER 22, 2012

Customer/prospect segmentation is a key first step in making wise allocation decisions. How do you balance this all and make the right decisions for the organization? How do you operationalize this to make sure that resource allocation has solid ROI? Make it Pay Off. It’s a tight spot you’re in.

Decision-making 115

Decision-making Sales Management Prioritization Meetings 115

SBI Growth

NOVEMBER 17, 2012

They used the information available to them to make decisions about the future of the business. Bookings – This is a lagging indicator. Companies that are contracting are unlikely to make purchases of your product. Stopping here is the mistake many companies make. Today, some of those metrics can be deceiving.

Sales 124

Sales Healthcare Decision-making Prioritization 124

Hubspot Sales

MAY 1, 2018

Did that salesperson make you feel as if you were the one missing something? So, you know you must be genuinely invested in your prospect’s best interests to make the sale in today’s online economy -- but that’s sometimes easier said than done. Reach outcome asymmetry. to buy their solution). A focus on culture.

Decision-making 105

Decision-making Banking Manufacturing Finance 105

Hubspot Sales

JULY 30, 2020

Warmer months mean more distractions, and with key decision makers on vacation, a potential drop in leads. Many sales managers are bogged down by non-coaching tasks: Reporting numbers, attending unnecessary meetings, and making their own sales. Even your top performers can lose focus during the summer.

Sales 132

Sales Brainstorming Decision-making Communication 132

Hubspot Sales

MAY 7, 2024

That simple fact makes emotional resilience a cardinal competency to master as an entrepreneur. Your competency and competencies can also make or break broader organizational performance. Why do I bring this up in the context of entrepreneurship? Sometimes, life just happens. I tell you this from experience. The real kicker?

Interpersonal Skills 111

Interpersonal Skills Decision-making eCommerce Prioritization 111

Miller Heiman Group

MAY 30, 2019

As a sales professional, you need a game plan—a method for prioritizing your time and focusing your efforts on the deals that are most likely to close. While you may be thinking of a coach in the traditional sense—as a personal mentor—you also need a different type of coach to build your book of business. Identify the Right Person.

Decision-making 96

Decision-making Sales Analytics Stakeholders Prioritization 96

Hubspot Sales

SEPTEMBER 16, 2020

We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Incorporating defined processes can make it easier to measure, manage, and coach salespeople. Is this individual the appropriate decision-maker for this purchase? To others, it means weekly call patterns.

Account Management 133

Account Management Sales Account Planning CRM 133

Hubspot Sales

DECEMBER 23, 2022

Qualify and prioritize these prospects. Even in instances where salespeople can identify interested customers, 19% of salespeople struggle with getting in direct contact with decision-makers. Sales prospecting software solves both of these problems by helping salespeople find, qualify, and prioritize leads. Custom views.

Artificial Intelligence 128

Artificial Intelligence Sales CRM Decision-making 128

Nutshell

MARCH 15, 2021

To find success with this approach, you simply pinpoint the decision-maker at a company, build a relationship with them, and make them an offer they can’t refuse. According to Brent Adamson, co-author of the bestselling book, The Challenger Customer , the standard B2B deal involves 6.8 stakeholders on the purchasing side.

Sales 141

Sales Stakeholders Decision-making Facilitation 141

Mike Kunkle

MAY 11, 2022

Understanding general buyer personas and buyers’ journey or buying processes, including challenges, opportunities, impacts, needs, objectives, priorities (COIN-OP), decision process, decision criteria, decision roles, desired outcomes with metrics and measures, and consideration of both the decision makers’ business and personal needs.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Hubspot Sales

FEBRUARY 9, 2021

By her account, "These last 12 months have dramatically changed the challenges (and goals) that organizations are prioritizing.". When will you make a decision?' Nobody likes spam, and it doesn't take much to make a personal connection. She suggests that sales reps forget a lot of what they "know". Do you have the budget?

Sales 135

Sales Decision-making Prioritization Account Management 135

SuperOffice

AUGUST 1, 2022

How many stakeholders usually take part in the decision-making process? Today, almost every B2B company has a beautifully designed website, which means your ability to present what you offer in the best possible way doesn’t affect prospects’ decisions much anymore. What position does your point of contact occupy?

Decision-making 117

Decision-making Prioritization B2B Marketing 117

Hubspot Sales

MARCH 19, 2022

Among other benefits, a goal driven sales environment can create more inherent motivation and meaning for your sales reps by providing them with tangible, fulfilling goals that drive their daily decisions. This will make them feel empowered and valued. The goal is to increase revenue.

Sales Environment 133

Sales Environment Sales Prioritization Organization 133