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

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

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

SBI Growth

JULY 3, 2013

World class B2B marketing organizations actively engage in Quarterly Business Review (QBR) meetings. Stand up and battle constructively with an eye toward solving problems. Now imagine the scenario of marketing providing insights into the key micro decisions occuring at that stage in the buying process. Huge value contribution.

Construction 120

Construction Sales B2B Decision-making 120

SBI Growth

OCTOBER 13, 2012

“So how do your customers typically make a buying decision?” So, how do they actually make a buying decision?”. A shockingly high number of sales leaders confuse how they sell to customers with how customers make decisions. Maybe you made the decision to buy it off the shelf. I tried again. “So,

e-Learning 120

e-Learning Decision-making Suppliers Construction 120

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

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

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

JANUARY 22, 2024

A significant portion of the B2B prospecting calls you make will end up going to voicemail — making the sales voicemail techniques you leverage and how well you can execute them absolutely crucial to your sales efforts. Prospects — especially decision-makers — are usually extremely busy. Educate the prospect.

Construction 116

Construction Decision-making B2B Meetings 116

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.” An example might include an extended Scenario Role Play with simulated but very realistic interactions with more than one buyer, over multiple meetings.

Construction 130

Construction Sales Onboarding Sales Management 130

SBI Growth

OCTOBER 31, 2013

84% of B2B Decision Makers Begin their Buying Process with a Referral.” Happy customers make for excellent referral sources. But make the most of them with thoughtful planning. Before you attend, research and identify the people you want to meet. Implementing a well-constructed plan will get you there.

Construction 129

Construction Decision-making B2B Marketing 129

Hubspot Sales

MARCH 1, 2018

How to Save the World from Bad Meetings, by David Grady. How Can Groups Make Good Decisions?, So what makes you an effective communicator? If you think the United States Army is a rigid organization where decisions and orders come from the top and must be followed without exception, you might be surprised by former U.S.

Communication 112

Communication Decision-making Cybersecurity Meetings 112

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

JULY 6, 2018

One painful duty fulfilled makes the next plainer and easier.” We need to accept that we won’t always make the right decisions, that we’ll screw up royally sometimes -- understanding that failure is not the opposite of success, it’s part of success.” This puts me behind for the rest of the week and makes it tough to meet quota.

Decision-making 145

Decision-making Meetings Media Construction 145

Hubspot Sales

JANUARY 5, 2018

It enables accurate forecasting and lets sales and marketing work together constructively. Leaders need to understand their market and internal dynamics to reach the best decision for that moment in the company's evolution. Reps must know what makes the stages different and what needs to be done to get a deal to the next stage.

Management 111

Management CRM Decision-making Sales 111

Brooks Group

AUGUST 6, 2024

increased productivity, cost savings, improved quality), sales professionals can better meet evolving customer demands. Sales professionals need to understand the complexities of margins, sourcing, production, and logistics to ensure timely delivery and meet customer expectations while maintaining profitability. Challenge 3.

Manufacturing 100

Manufacturing Supply Chain Value Selling Sales 100

Hubspot Sales

DECEMBER 18, 2019

Whether you’re struggling to get sales prospects to buy into your message or you just want to make your sales presentations as effective as they can be, storytelling could be the answer. Their role in the decision-making process. Are they in their boss’s office being reprimanded for failing to meet expectations?

Construction 105

Construction Investors Sales Brainstorming 105

Hubspot Sales

MARCH 15, 2019

The Small Business Administration says that almost 80% of new businesses make it through their first 12 months. Others, like construction and transportation, have rates that are lower. You have to actively work to make a business successful. Make a plan. The number-one mistake entrepreneurs make is trying to do too much.

Decision-making 145

Decision-making Small Business Digitalization e-Learning 145

Hubspot Sales

OCTOBER 20, 2021

Take a strategic approach to scaling your sales team, and make smart hiring decisions that will benefit your organization for years to come. With that information in mind, you can get a better picture of what kind of hires you can make for a given territory — if you need to make any at all. Don’t just hire with your gut.

Sales 130

Sales Decision-making Meetings Leadership 130

Hubspot Sales

JUNE 29, 2022

It gives you perspective on whether you need to take swift, decisive action to improve how your team functions. Running a constructive team effectiveness assessment rests on your ability to understand the qualities that have the most bearing on your team's immediate success. Call the most pressing issues out in meetings.

Construction 105

Construction Decision-making Facilitation Prioritization 105

Hubspot Sales

JANUARY 31, 2018

Business acumen is the ability to combine experience, knowledge, perspective, and awareness to make sound business decisions. At its core, business acumen is the ability to combine experience, knowledge, perspective, and awareness to make sound business decisions. It makes you a better internal collaborator.

Emotional Intelligence 111

Emotional Intelligence Decision-making Sales Leadership 111

PandaDoc

APRIL 3, 2023

The best sales training can make a big difference to morale and performance, and motivate sales leaders and sales professionals on the frontline alike to move out of their comfort zones. Increased revenue Improving your sales and management teams can increase revenue for your company by helping everybody to make more thoughtful work choices.

Sales Training 98

Sales Training Management e-Learning Sales 98

SBI Growth

AUGUST 22, 2013

Read on and you''ll be ready to Make the Number in 2014. They may make assumptions as long as they are reasonable. The candidate is challenged to handle objections and maintain control of the meeting. Sales Manager - Scenario: Only 2 of 8 members of the sales team are making the number. Where the Rubber Meets the Road.

Onboarding 120

Onboarding Decision-making Construction Internet 120

Upland

NOVEMBER 27, 2023

What’s putting the squeeze on your customer’s key decision-makers? An initiative is a project your customer is undertaking (or planning to undertake) in order to overcome their pressures and meet their goals. Make sure the one you’re ready to help with is a member of the cho- sen few. Why do they need to act?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Xant

MAY 13, 2021

The Death of the Conference Room Meeting. Some constructs of field selling are canonical, like conference room meetings and stakeholder meetings. Field reps work to get stakeholders into one room, where the decision-making happens between the champion, boss, and the approver.

Sales 99

Sales Stakeholders Digitalization Construction 99

Hubspot Sales

MAY 17, 2023

Executives can make or break your company. To help you navigate your next hire, we’ve compiled a list of 25 executive interview questions that offer the insight you need to make the decisions that matter. For example, it’s a good sign if executives point to the need for exploring different perspectives before making a decision.

Decision-making 111

Decision-making Finance Leadership Profitability 111

Hubspot Sales

AUGUST 6, 2019

So how do you maximize the investment you’re making in sales new hires? To combat this, make sure your new rep’s email account is accessible before the first day. That way, even if your day is packed, your new hire will know where to go and who to meet. What kind of judgement calls can your reps make regarding discounts?

Negotiation 145

Negotiation Onboarding CRM Sales Training 145

SBI Growth

FEBRUARY 3, 2014

It causes leadership to make bad decisions. He constructs dashboards with elegant user-interfaces. Sam calls an emergency meeting. “I Data without insight to the business is less than worthless. It has significant negative value. It eats at your credibility. It sucks up your team’s time. Add more value to the company.

Construction 115

Construction Decision-making Leadership Meetings 115

KAM With Passion

NOVEMBER 11, 2020

By talking to each other and by making sure that conversations are meaningful to both parties. The evolution of social and economic parameters or business models and the disruption caused by the sanitary crisis do not make them less important. Then, the same meeting is used to jointly plan ahead. On the contrary.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

ClearPoint Strategy

DECEMBER 2, 2021

If you’re not meeting a key performance indicator target, it’s a sign there’s either a strategic or operational problem that will prevent you from reaching your goal. If X Company doesn’t meet the KPI target, it is not attracting people to its site and will have difficulty achieving its goal. KPI target: 50,000 visitors per month.

Cybersecurity 105

Cybersecurity Decision-making Meetings Software 105

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Your prospect lacks budget authority.

Decision-making 84

Decision-making Logistics Supply Chain Suppliers 84

Hubspot Sales

APRIL 4, 2023

Explain your thought process and decision-making. I enjoy the process of analyzing complex data, identifying patterns and trends, and using that data to make informed recommendations. Identify one or two relevant examples demonstrating your ability to meet the expectations outlined in the job description.

Supply Chain 119

Supply Chain Leadership Construction Artificial Intelligence 119

Strategic Planning and Management Insights

MARCH 6, 2023

Our strategic planning services offer guidance on how a strategic planning facilitator can provide support in constructing an effective strategic plan that ensures your strategy is communicated and implemented across your entire organization. Quarterly strategy reviews can also help make adjustments to your strategy on an ongoing basis.

Management 98

Management Decision-making Facilitation Software 98

SBI Growth

SEPTEMBER 1, 2012

Our Making the Number research tells us that your peers feel the toughest part of a new sales process is having the team actually use it. Sales cycle length, win rate, no decision loss rate and average sales price are non-negotiable. Construct a bottoms-up reinforcement program. Register for our 2013 Making the Number session.

Sales 107

Sales Construction Negotiation Decision-making 107

Hubspot Sales

FEBRUARY 2, 2022

And the fact that negotiation is a staple in sales, as a practice, makes understanding having to navigate it as essential as it is potentially frustrating. Negotiations give both parties the space to communicate constructively. Let's take a closer look at why negotiation is so important in sales. Why is negotiation important in sales?

Negotiation 105

Negotiation Decision-making Banking Construction 105

Hubspot Sales

DECEMBER 12, 2019

Simply put, consultants work to make their clients more successful. Strategy consultants are typically experts in a certain industry or field and advise on high-level, strategic business decisions, such as company vision, resources, and investments. This can require a lot of work, which is why the consulting business is so lucrative.

Healthcare 138

Healthcare Supply Chain Software Software 138