Mike Kunkle

APRIL 8, 2023

My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. They should be well documented in your CRM, preferably with a scoring system. Are they: An Influencer , who has some level of recognized expertise, sway with the decision makers, or political capital?

B2B 243

B2B Sales Decision-making Stakeholders 243

Mike Kunkle

MAY 30, 2023

They know that the place they choose to work (the environment, especially the attitudes and behaviors of senior leaders) will radically influence their ability to make an impact with enablement. Finding yourself in one of these situations does not excuse you from working as hard and as smart as possible to make an impact with enablement.

Decision-making 311

Decision-making Sales Training Sales Sales Management 311

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

Strategic Account Management Association

JUNE 30, 2021

These services are not documented like products, technologies or platforms that have solution sets customers can find online and have at their disposal. So, from the customer’s and service team’s perspective the SAM represents the expertise and can make things happen for those customers. Selling Expertise.

Digitalization 520

Digitalization Organization Account Management Management 520

Nutshell

JANUARY 2, 2025

Customer relationship management (CRM) system Computer-aided design (CAD) software Building information modeling (BIM) software Rendering software for architects Architecture accounting software Document management tools for architects Architect business suite software Image editing software for architects Which CRM has the features you need?

Software 62

Software Software CRM Construction 62

Hubspot Sales

AUGUST 7, 2024

An effective CRM is make-or-break for SaaS companies because of: Customer Retention. Your CRM can gather data and make suggestions for enhanced decision-making. This makes your SaaS CRM decision even more important. The pricing will also make this inaccessible for some companies. User Experience.

CRM 115

CRM Software Software Onboarding 115

Planview

SEPTEMBER 12, 2023

The past decade of digital transformation has made it clear how difficult innovating at speed can be for organizations mired in legacy systems, technical debt, and disconnected decision making. The software development methodologies and organizational design principles harnessed by digital natives are well documented.

Decision-making 73

Decision-making Digital Transformation Innovation Digitalization 73

Mike Kunkle

FEBRUARY 5, 2023

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. Yet, it’s still documentable; still a process. click the image to see a larger version] This makes sense, right?

B2B 231

B2B Sales Decision-making Negotiation 231

Holden Advisors

MARCH 3, 2022

My clients answered no, which made the decision easy. Our value list looked something like this: We were the incumbent, and we had a great relationship with the buying decision maker. Upon hearing our decision, their procurement team communicated our decision to the buying decision maker, which was perfect.

Procurement 195

Procurement Manufacturing Decision-making Negotiation 195

Brooks Group

FEBRUARY 10, 2025

Ten to fifteen years ago, a seller could huddle up with three or four decision makers and quickly decide on a purchase. Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. Decision-making time, compared to five to seven years ago, has increased by 60%.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

Hubspot Sales

DECEMBER 1, 2020

After discussion topics and meeting expectations have been defined and shared with guests, an agenda can serve as a guide and outline for meeting notes and the documentation of decisions. When building an agenda, make it actionable by including questions the team needs to answer. Goals and Objectives. Attendance.

Meetings 143

Meetings Decision-making Stakeholders Sales 143

Upland

JULY 10, 2023

Altify Insights, meanwhile, helps you i dentify key decision-makers and business problems, enables greater visibility, and creates strategic opportunity plans to guide sellers toward closing. It’s common for sellers to be staring down as many as 10 decision-makers within a buying group in each enterprise deal.

Decision-making 195

Decision-making B2B Account Planning Software 195

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Do you make the first move and present a compelling proposal that positions you as the partner of choice? A request for proposal (RFP) is a document clients create that defines their requirements for the provision of goods and services. Define price strategy.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Planview

FEBRUARY 13, 2025

Traditionally, supply chains were linear and compartmentalized, heavily reliant on manual processes, paper-based documentation, and isolated systems. This allows for predictive insights, optimized decision-making, and proactive management of potential issues.

Supply Chain 52

Supply Chain Digitalization Manufacturing Digital Transformation 52

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. This enables them to work faster, engage buyers more effectively, and make better decisions.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

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

Corporate Visions

MARCH 9, 2021

Your customer stakeholders invested in your solution because they believed you would make a meaningful contribution toward their strategic business goals. Their decision to continue or increase that investment hinges on your ability to document results toward those goals.

Decision-making 115

Decision-making Stakeholders 115

Upland

AUGUST 25, 2023

An influence map is a visual tool that helps you identify and understand the stakeholders who have a say in your project or decision. As Seth Mars, Forrester analyst, pointed ou t in a recent webinar , it’s rarely one leader making a buying choice in a vacuum. That activity is called influence mapping.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Red Star Kim

OCTOBER 3, 2022

Assess decision criteria and processes. It was interesting that three quarters of the delegates always seek to talk to the client before preparing their sales proposition and pitch documents. Most firms used templates to make compiling pitch and tender documents quick and efficient and preserve branding.

Meetings 130

Meetings Communication Decision-making Marketing 130

ProlifIQ

OCTOBER 30, 2024

With kam techology , you can: Centralize Account Information : Make sure the critical information about an account is clean and in one place. This makes it easy for an account manager to understand the relationships built over a sales cycle, and where time needs to be spent.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

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. Organization Learning.

Strategic Thinking 111

Strategic Thinking Decision-making Insurance Banking 111

Hubspot Sales

AUGUST 20, 2021

Many organizations fail to outline and document procedures when it comes to producing products, handling service concerns, or guiding their customers along their buyer’s journey. There’s a way to make your employees’ lives easier and customers happy — all while differentiating yourself from the competition. Restaurant Industry.

Sales 133

Sales Profitability Decision-making Organization 133

Flevy

JUNE 2, 2021

By managing customer demand downstream, organizations control the decision makers responsible for the purchase decision. When companies are unable to control the decision makers, they look for levers across the Value Chain to influence decisions. Information Access. Do You Find Value in This Framework?

Suppliers 110

Suppliers Manufacturing Decision-making Innovation 110

Hubspot Sales

NOVEMBER 22, 2023

Ultimately, to achieve consistent growth and stay ahead of the competition, businesses must streamline their sales operations, focus on nurturing customer relationships , and make data-driven decisions. Identify bottlenecks, track key metrics, and make data-driven decisions to close deals faster.

CRM 116

CRM Decision-making Sales B2C 116

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. This means knowing what their motivations are, what makes them tick. The types of questions we ask are: ‘Where can we make the biggest impact to affect change?

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Account Manager Tips

DECEMBER 28, 2021

Find out how things are done and want went on with your client before you arrived to avoid making the same mistakes. Don't hide mistakes or bad decisions and communicate what you're doing to get things back on track. Read emails, meeting notes, business reviews and other important documents they left behind. Understand the past.

Key Account Management 182

Key Account Management Account Management Decision-making Client Relationships 182

Flevy

MARCH 25, 2025

Theyre about Continuous Innovation detecting shifts, making decisive moves , and reshaping internal structures to align with a changing landscape. Organizations like Netflix, Tesla, and Amazon apply these principles daily, sensing trends, acting decisively, and reshaping their capabilities before the competition catches up.

Decision-making 52

Decision-making Innovation Digital Transformation Internet 52

Upland

AUGUST 9, 2023

Rather, it’s vital to the success of each and every deal we make. Simply put, exceptional sales organizations make their customers’ goals the number one priority. Why the principles of partnership matter We don’t seek to build a trusting partnership with buyers simply because it’s the right thing to do.

Account Planning 195

Account Planning Innovation Decision-making Healthcare 195

Flevy

OCTOBER 8, 2021

Rather than using past assumptions and relying on instincts, using the Flywheel Strategy , decision makers exploit the power of Artificial Intelligence (AI) and Advanced Analytics. Instead of numbing decision-makers with a profusion of options they created, the simulations render elucidative insights.

Artificial Intelligence 111

Artificial Intelligence Energy and Utilities Decision-making Advertising 111

Help Scout

JUNE 8, 2021

Still, using AI chatbots for customer service makes plenty of sense. Think of these chatbots as a type of decision tree or flowchart robot. The rules may be simple — for example “if the customer searched for ‘refund,’ show them this help document” — or much more complex. Rules-based chatbots. Don’t actually “know” anything.

Artificial Intelligence 144

Artificial Intelligence Decision-making Customer Experience Onboarding 144

Account Manager Tips

SEPTEMBER 29, 2020

1) Sales Intelligence: LinkedIn Sales Navigator (2) Appointment scheduling: Arrangr (3) Sales automation & engagement: Salesmate.io (4) Database: Airtable (5) Note taking: Milanote (6) Task Management: Todoist (7) Document Management: Bit.ai Ask your clients to bookmark the page in case they want to make an appointment with you.

Key Account Management 130

Key Account Management Account Management Management Onboarding 130

Red Star Kim

APRIL 11, 2023

Producing a great looking document or presentation really quickly is not a great strategy if the win rate isn’t improving. They listed all the key documents to deconstruct: the main document, pricing document, specification and supporting appendices (including policies). Make your client-centricity as clear as a bell.

Government 130

Government Innovation Meetings Finance 130

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.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Hubspot Sales

FEBRUARY 13, 2025

Clarify the steps and stakeholders involved in decision-making. In fact, 88% of buyers say theyll only make a purchase if they see the salesperson as a trusted advisor. Thats the vibe SPICED helps you deliver insightful, credible, and just bold enough to make an impact. Identify specific pain points and frustrations.

Decision-making 52

Decision-making Sales Prioritization CRM 52

DemandFarm

NOVEMBER 22, 2024

Data-Driven Decision-Making Effective KAMs use data to stay one step ahead. Monitoring Progress against KPIs Growth Planning: Do they proactively work with economic decision makers to co-create value-driven growth plans? FREE Performance Report Card for Key Account Managers Category Criteria Rating (1-5) Comments / Examples 1.

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

Hubspot Sales

MAY 3, 2019

It felt good to understand a critical part of my company and learn how to use it to make better business decisions. It’s is important for tax purposes, as larger assets that impact your business’s ability to make money can be written off based on their depreciation. And … it wasn’t as bad as I thought. Depreciation. Liabilities.

Banking 141

Banking Energy and Utilities Profitability Investors 141

SuperOffice

JUNE 30, 2022

Obviously, we use apps because they make our lives easier. With all of your customer data connected, you can make smarter, more personalized decisions. With Activity Board you get a better visualization and overview of your projects, and PDF Manager will help you convert all your SuperOffice CRM documents into PDFs in one click.

CRM 106

CRM Computers and Electronics Decision-making Digitalization 106