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. It’s about fine-tuning your processes and strategies to ensure that interested prospects take the desired action – whether it’s signing up for a trial, requesting a demo, moving to the next step, or making a purchase.

Customer Experience 304

Customer Experience Decision-making Profitability Marketing 304

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

SEPTEMBER 4, 2024

These roles equipped me with excellent resources for managing my “book of business” in my assigned industry and territory. They can prioritize leads and even suggest topics for discussion. Prioritizing leads based on historical interactions and engagement data.

Artificial Intelligence 96

Artificial Intelligence Media Prioritization Software 96

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

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

Arpedio

FEBRUARY 20, 2024

Authority: Indicates whether the prospect has the decision-making power within their organization to make purchasing decisions. Identifying the decision-maker(s) allows sales reps to focus their efforts on those who can authorize the purchase. Book demo The post BANT – What is it?

Decision-making 40

Decision-making Prioritization Organization Sales 40

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

Planview

AUGUST 22, 2024

In this post, you’ll learn: Why Putting People at the Heart of Change Matters The Exciting Future Ahead for the PMO How AI Can Help Prioritize Impactful Work Meet Athena Smith Athena Smith hails from Georgia and is based in Atlanta. For sustainable change, prioritize people by celebrating wins, showing appreciation, and using storytelling.

Stakeholders 69

Stakeholders Prioritization Decision-making Brainstorming 69

Planview

MAY 31, 2024

Moreover, it makes it difficult to discuss shifting requirements with stakeholders in the absence of precise insights. For example, when software delivery teams see that features take six months to complete, they can initiate a review and prioritization exercise to address the delays.

Software 69

Software Software Prioritization Decision-making 69

Flevy

MARCH 19, 2024

The concept was published in his book, “The Mind of the Strategist: The Art of Japanese Business.” Ohmae’s 3C Model (Strategic Triangle) has its applications in Strategic Planning, Market Analysis , and guiding Decision-making processes. products, services, technology, organizational culture, and so on).

Shareholders 52

Shareholders Decision-making Digital Transformation Manufacturing 52

Arpedio

APRIL 15, 2024

Enhanced Decision-Making : AI algorithms process vast amounts of data quickly and accurately, enabling sales leaders to make informed decisions based on data-driven insights. Predictive Analytics : AI-powered predictive models forecast sales outcomes, identify potential leads, and prioritize opportunities.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Sales 52

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

Planview

AUGUST 14, 2024

I read the Wall Street Journal daily, watch CNBC, read books, and listen to podcasts. As a CFO, you need to guide quick decisions on capital allocation. drive that allocation of capital) and be willing to make the hard trade-offs. Prioritization is key due to limited resources.

Digital Transformation 72

Digital Transformation Finance Shareholders Digitalization 72

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

Sales Outcomes

DECEMBER 4, 2023

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 in 2023. Meaningful Q1 deal decisions and bookings have likely been in the sales pipeline since Q3, and your marketing initiatives started even earlier.

Sales 52

Sales Prioritization Decision-making Marketing 52

Arpedio

FEBRUARY 26, 2024

Target Account Selling (TAS) is a strategic sales methodology that prioritizes the identification, engagement, and cultivation of relationships with specific high-value target accounts. What is Target Account Selling (TAS)?

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

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

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

DemandFarm

SEPTEMBER 1, 2024

In 2010, Jill Konrath, a seasoned sales strategist and author, released the book SNAP Selling: Speed Up Sales and Win More Business With Today’s Frazzled Customers, which made her the modern sales guru! The SNAP methodology built on two core principles—Four Basics and Three Decisions. Propose fewer options to simplify decision-making.

Decision-making 52

Decision-making Sales Prioritization Organization 52

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 94

Interpersonal Skills Decision-making eCommerce Prioritization 94

DemandFarm

MAY 12, 2023

Here are three examples where this breaks How does funnel make sense if 67% of the sales cycle is completed on digital channels before contacting the company? In case of ‘booked’ revenue, typical opportunities don’t get created most of the time, so funnel is not even in the picture here.

B2B 52

B2B Key Account Management Account Management Manufacturing 52

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

JUNE 2, 2023

By tracking performance over time, local governments can make data-driven decisions to improve service delivery–regular reporting supports keeping your team aligned and working towards shared goals. Download our Reporting Framework Guide or book a demo and see how you can create and automate these reports (and more) with Envisio.

Government 98

Government Stakeholders Prioritization Leadership 98

Arpedio

FEBRUARY 23, 2024

Welcome to our guide on revenue intelligence—a powerful concept that has revolutionized the way businesses approach strategy and decision-making. This data is then analyzed using advanced analytics techniques to extract meaningful insights and identify patterns that can inform strategic decision-making.

Decision-making 52

Decision-making CRM Customer Experience Profitability 52

Arpedio

APRIL 13, 2023

Effective stakeholder management involves identifying and prioritizing stakeholders, developing a plan to engage and communicate with them, and monitoring and evaluating the effectiveness of your efforts. Look for information about the account’s leadership team, organizational structure, and decision-making processes.

Stakeholders 52

Stakeholders Management Shareholders Suppliers 52

Arpedio

FEBRUARY 22, 2024

Unlike traditional sales approaches focused solely on closing deals, consultative selling prioritizes building long-term relationships and delivering genuine value. By prioritizing trust, transparency, and mutual benefit, consultative sellers lay the foundation for sustainable business partnerships.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Arpedio

MARCH 5, 2024

By embracing innovation, leveraging technology, and prioritizing client-centric approaches, businesses can position themselves for sustained success in the dynamic world of account management. By diving deep into data analytics, account managers can uncover patterns, trends, and opportunities that inform strategic decision-making.

Account Management 52

Account Management Management Client Relationships Prioritization 52

PandaDoc

MAY 16, 2024

It involves categorizing them according to characteristics such as demographics and behavior and prioritizing those that are a good fit. Lead qualification is about prioritization Once you’ve identified which leads are worth chasing (and which aren’t), you can focus entirely on high-quality prospects — and allocate resources accordingly.

Decision-making 52

Decision-making Prioritization CRM Marketing 52

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 111

eCommerce B2B B2C Retail 111

Arpedio

MARCH 20, 2024

Book demo Sales and Marketing alignment issues Establishing common goals and metrics Effective ABS relies on seamless alignment between sales and marketing teams, yet achieving this alignment can be challenging. Organizations must prioritize high-value accounts and allocate resources judiciously to maximize ROI.

Government 52

Government Innovation Prioritization Facilitation 52

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. It’s about fine-tuning your processes and strategies to ensure that interested prospects take the desired action – whether it’s signing up for a trial, requesting a demo, moving to the next step, or making a purchase.

Customer Experience 130

Customer Experience Decision-making Profitability Marketing 130

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 130

Leadership Stakeholders Decision-making Sales Training 130

Arpedio

MARCH 13, 2024

Unlike traditional sales methods that heavily rely on direct sales efforts, cold calling , and extensive marketing campaigns, product-led sales prioritizes the product’s inherent value and utility to attract and retain customers. In contrast, product-led sales flips this paradigm by allowing the product itself to do much of the selling.

Acquisition 52

Acquisition Prioritization Onboarding Sales 52

OnStrategyHQ

JUNE 23, 2023

Your process should help your team align, prioritize, and make decisions. For more, check out the process architecting worksheet on slide 6 and the book, Measure What Matters , by John Doerr. Just remember to stick with it! Tip 4: Answer these four questions when creating your process.(20:17-22:30)

Manufacturing 52

Manufacturing Decision-making Prioritization Leadership 52

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

Arpedio

MARCH 26, 2024

Lead Qualification: Assessing leads based on criteria such as fit, interest, and readiness to buy, to prioritize sales efforts effectively. It is the crucial period during which potential leads are identified, qualified, and nurtured before they are ready to make a purchasing decision.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Hubspot Sales

SEPTEMBER 19, 2023

If these tasks make you groan inside (or out loud), you aren’t alone. AI can speed your research up by 1) Finding companies that fit your target audiences and 2) Uncovering data points about a company or contact that will make your cold email or sales call more successful. to help write emails for you.

Artificial Intelligence 115

Artificial Intelligence CRM Sales Meetings 115