Brooks Group

OCTOBER 14, 2024

While satisfied customers may provide positive feedback and reviews, loyal customers are also willing to provide constructive criticism to help you improve your product or service. Objection Handling Teach methods to address concerns constructively. Teach negotiation skills to navigate complex decision-making processes in B2B contexts.

Emotional Intelligence 68

Emotional Intelligence Negotiation Sales Training Construction 68

Nutshell

JANUARY 2, 2025

Rhino 3D: Rhino 3D was created to serve designers in several technical industries, making it a versatile tool with additional features not found in tools made only for architects. With realistic 3D visualizations, you and your client can get a feel for the space before its built, allowing for better decision-making and planning.

Software 62

Software Software CRM Construction 62

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

CMOE

MARCH 11, 2025

Avoid interrupting, judging, or making assumptions. Provide Constructive Feedback Deliver feedback in a timely, specific, and actionable manner. Regularly evaluate progress, identify areas for improvement, and make necessary adjustments to optimize outcomes. Do you demonstrate transparency in your decision-making process?

Emotional Intelligence 52

Emotional Intelligence Construction Prioritization Communication 52

Hubspot Sales

JULY 15, 2020

They don't physically interface with decision-makers from the businesses they engage with. For the sake of comparison between B2B inside and B2B outside sales, we'll consider a hypothetical construction project management software company — Inbound Construction Technologies. B2B Inside Sales. The B2B Inside Sales Team's Role.

B2B 114

B2B Construction Digital Transformation Sales 114

Brooks Group

JUNE 13, 2024

Settling debates in a fair, transparent way shows team members you hear them and are making carefully considered decisions. Stronger Team Cohesion While differences of opinion can be divisive, the resolution process can actually bring the team together around a unified way of operating, when done constructively.

Energy and Utilities 112

Energy and Utilities Decision-making Sales Construction 112

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

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

Flevy

FEBRUARY 9, 2022

The Strategic Thinking Games provide Decision Making models for senior executives to choose from and use as per the situation. Each of the Strategic Thinking Games warrants employing a different mindset and decision-making approach to confront the challenges presented by a particular problem. Constructive Transformation.

Strategic Thinking 111

Strategic Thinking Decision-making Insurance Banking 111

Hubspot Sales

JULY 8, 2021

That means they typically have more balls in the air and factors to account for — so they tend to have more decisions to make and, in turn, more decision-makers to make them. That scarcity — taken with all the previously mentioned factors — makes the enterprise sales cycle higher-stakes than others. Higher-Risk.

Construction 122

Construction Stakeholders Sales Decision-making 122

Hubspot Sales

JANUARY 28, 2020

The old school sales funnel is typically divided into three stages: awareness, consideration, and decision. Not every prospect makes it from awareness to consideration — the same goes for the shifts from consideration to decision and decision to purchase. The funnel gets narrower with each transition to a new stage.

Software 121

Software Software Construction Small Business 121

MDI Training

MARCH 25, 2025

AI complements these approaches by enhancing personalization, enabling real-time feedback, and increasing scalability, making leadership development even more effective and accessible. These are not static case studies, but dynamic, adaptive scenarios where AI responds to a leaders decisions in real time.

Leadership 52

Leadership Digital Transformation Artificial Intelligence Co-Creation 52

Hubspot Sales

MAY 11, 2020

They need the kind of product you offer, have the budget to pay for it, are looking to purchase on a reasonable timeline, and have the authority to actually make those kinds of decisions for their company. Contacts are going to respond at different speeds, have different budgets, and wield different levels of decision-making authority.

Management 110

Management Construction Decision-making CRM 110

Whetstone

JANUARY 8, 2025

The SAM, like the climber, leads the ascent, makes strategic decisions, and focuses on reaching the summit. When an executive sponsor dominates conversations with customers or takes on decisions that should be led by the SAM, it undermines the SAM’s authority and can disrupt trust in the relationship.

Stakeholders 52

Stakeholders Account Management Leadership Decision-making 52

Hubspot Sales

MARCH 4, 2020

Here, I've outlined what those two components are, offered some examples of what they could look like, and given some context about how they can come together to make an effective sales motion. After completing their due diligence, our rep schedules a presentation with decision-makers at the prospect's company. Sales Process.

eCommerce 114

eCommerce Construction Sales Decision-making 114

Sales Gravy

JULY 28, 2023

Emotional intelligence is the ability to combine thinking and feelings to make good decisions and build high-quality relationships. Complaining can turn a support group into a negative space, and it's important to have constructive conversations and avoid cynicism.

Emotional Intelligence 98

Emotional Intelligence Construction Decision-making Management 98

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

CMOE

MARCH 17, 2025

Despite its complexity, the importance of strategic thinking in the workplace is clear; its worth analyzing the pillars of strategic thinking and examining the thought processes that make a framework function. This skill is vital for making logical, data-driven decisions. How many pillars of strategic thinking are there?

Strategic Thinking 52

Strategic Thinking Innovation Decision-making Construction 52

Hubspot Sales

MARCH 30, 2018

All too often, salespeople simply agree to postpone the decision and check in later. If I believed that you were making the wrong decision, how might I tell you that without you getting upset?”. Okay, well that makes sense. Makes sense. It's not constructive for them to do this on their own. Set a timeframe.

Decision-making 112

Decision-making Stakeholders Construction Facilitation 112

Hubspot Sales

MARCH 13, 2018

Make More Sales Using Online Review Sites. First, you have formal review sites that professionally compare companies, products, and services to help prospects make good buying decisions. It might even be a mostly good review with constructive feedback tacked onto the end. And we welcome constructive feedback as well!

Construction 111

Construction Internet Decision-making Media 111

Hubspot Sales

APRIL 26, 2018

For sales leaders, promotions either make the customer’s decision easier or motivate the salesperson to work a little harder. When constructed correctly and deployed intelligently, they should enhance, not disrupt, the sales process. Here’s some advice on how to make your sales promotions kick ass instead of a pain in the ass.

Negotiation 145

Negotiation Sales Onboarding Construction 145

Hubspot Sales

FEBRUARY 18, 2020

You, as a salesperson, are convincing an individual prospect to make an important financial decision — either for themselves or on behalf of the company they work for. A well-constructed customer loyalty program will bring in high-quality leads. On a fundamental level, selling is a personal process.

Innovation 139

Innovation Construction Media Sales 139

Nutshell

SEPTEMBER 18, 2024

The sales process focuses on identifying key decision-makers and understanding their needs, then creating strategies to effectively address those needs. Step 1: Identify key stakeholders Begin by identifying all key decision-makers and influencers in the buying process. Gain insights into their roles, needs, and concerns.

Stakeholders 126

Stakeholders Sales CRM Value Proposition 126

Hubspot Sales

APRIL 9, 2018

How can I help you get the resources you need to sell this to the decision maker?”. “So Are there any large company events/initiatives coming up that would make this a priority?". "Is Is there anything I can give you to make a stronger case to [decision maker]?". Delaying a purchase will only make those problems worse.

Decision-making 145

Decision-making Sales Logistics Construction 145

Hubspot Sales

MARCH 4, 2024

Bryan Huber , Head of Sales at Völur , stressed that sales leaders essentially apply the Golden rule when constructing a sales process — sell to others the way you would want to be sold to. Sales leaders get things confused about what it means to lead — it‘s not because you have a title that makes you a leader. Let’s dive in.

Construction 124

Construction Leadership Sales Prioritization 124

Hubspot Sales

AUGUST 17, 2021

With so much room for confusion and error, it's easy for any company to drop the ball and frustrate its salespeople, making poorly-constructed compensation plans one of the main reasons why people leave sales roles. And I’m ultimately here to make the case for that — but we'll get to that later. Simplicity is tough.

Finance 130

Finance Construction Sales Leadership Decision-making 130

Mike Kunkle

JULY 21, 2018

As the name implies, a Single Skill Practice Role Play is an opportunity to practice a single skill, such as “make an empathy statement” or “deliver a prospecting approach.” Start with their positive review, then move to constructive.*. Again, positive first, then constructive. Positive, then constructive.

Construction 130

Construction Sales Onboarding Sales Management 130

Hubspot Sales

DECEMBER 20, 2024

Using AI to create pricing models or optimize existing pricing involves feeding data into an AI tool and using machine learning to generate data sets, analyze historical data, forecast purchasing trends, and make predictions based on buying behaviors. AI can make real-time adjustments. AI can make price recommendations.

Construction 52

Construction Profitability Acquisition Decision-making 52

Hubspot Sales

MAY 26, 2020

If your way of selling is reactive in nature, you can easily be discouraged when a potential customer takes too long to respond or make a decision. You can also ensure you are working with the right decision maker who can move through the sales process with you, resulting in a closed-won deal. Make data-driven decisions.

Sales 130

Sales Decision-making Construction CRM 130

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.

Value Proposition 109

Value Proposition Procurement Decision-making Stakeholders 109

Hubspot Sales

NOVEMBER 9, 2020

Businesses that purchase industrial products are incredibly dependent on them, as they likely make up a significant aspect of their day-to-day processes. Thus, selling machinery used in automobile manufacturing is more competitive, as there are only 15 possible companies that could make use of the product. Complex Purchasing Decisions.

Manufacturing 137

Manufacturing B2B Decision-making Construction 137

Hubspot Sales

JULY 9, 2021

As companies grow, they might find themselves in uncharted territory — setting unprecedented goals and making plans they're not well-acquainted with. In those cases, qualitative forecasting can help businesses make sound decisions, set viable objectives, and reliably predict what they can expect to see as their sales efforts unfold.

Decision-making 122

Decision-making Leadership Banking Construction 122

Hubspot Sales

SEPTEMBER 14, 2020

It's separated into three stages: awareness, consideration, and decision. And help prospects commit in the decision stage with content like case studies and testimonials. If you're interested in a sales career in digital marketing, it helps to have a feel for the different kinds of reports you can construct and what they can tell you.

Digitalization 137

Digitalization Marketing Media Facilitation 137

Hubspot Sales

OCTOBER 14, 2020

Having a feel for what to expect, what can go wrong, and what you need to do better makes literally any situation run more smoothly — and sales calls are no exception. Give them space to naturally excel or make mistakes. Make sure the degree of call difficulty is in keeping with your reps' experience. Record the call.

Value Proposition 132

Value Proposition Sales Decision-making Construction 132

Brooks Group

AUGUST 6, 2024

Talent Acquisition and Retention Attracting and retaining skilled sales talent can be challenging in construction and industrial machinery and services, particularly for technical or specialized product lines. Challenge 5. Sales professionals with deep industry knowledge and technical expertise are highly valuable.

Manufacturing 103

Manufacturing Supply Chain Value Selling Sales 103

Jeffrey Gitomer

MARCH 4, 2019

You do a memorable job in making the sale. To boost sales, make an impression, or get an audience. Align with a business that will deliver a gift of what they do at a reduced cost in exchange for the opportunity to make a sales call on your prospect or customer. To get to the decision makers. To get leads faster.

Suppliers 115

Suppliers Construction Decision-making Sales 115

Hubspot Sales

SEPTEMBER 24, 2020

Wouldn't it be awesome if you could stay one step ahead of your prospects and customers at all times — to know what to expect, their individual and collective preferences, and the right strategies to employ to make the most of them? Lead scoring can be tedious, with a lot of room for ambiguity and human error. Upselling and Cross-Selling.

Sales Analytics 126

Sales Analytics Sales Construction Decision-making 126