ClearPoint Strategy

FEBRUARY 11, 2022

‘Hey, are you ready for our meeting?’ ’ This is the dreaded question we hear so many times a day, in a work culture filled with meetings. You want your meeting to be the one that people don’t dread. An Introduction To Strategy Review Meetings. Meeting Preparation. The Meeting.

Meetings 98

Meetings Decision-making Leadership Facilitation 98

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. Now, its like a packed corporate strategy meeting where every department sends a representativeeach with an opinion and veto power. Decision-making time, compared to five to seven years ago, has increased by 60%.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

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

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 72

Decision-making Digital Transformation Innovation Digitalization 72

Planview

APRIL 14, 2025

Make informed decisions on projects and work based on resource capacity , availability, and utilization to meet current and future demands. AI-powered decision-making. These enhancements support leaders and teams in making more informed decisions, collaborating more effectively, and communicating clearly.

Innovation 59

Innovation Decision-making Prioritization Government 59

Planview

FEBRUARY 13, 2025

Traditionally, supply chains were linear and compartmentalized, heavily reliant on manual processes, paper-based documentation, and isolated systems. This shift is crucial for meeting the complex demands of modern automotive manufacturing, where just-in-time production, customization, and global sourcing are increasingly prevalent.

Supply Chain 52

Supply Chain Digitalization Manufacturing Digital Transformation 52

Red Star Kim

OCTOBER 3, 2022

Qualification processes varied significantly – from structured assessment during enquiry handling through detailed discovery telephone calls to time intensive in person scoping meetings. Assess decision criteria and processes. Several data and research support systems were mentioned to assist in this process.

Meetings 130

Meetings Communication Decision-making Marketing 130

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

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 What it does Arrangr is the fastest, easiest way to set up a meeting. Table of Contents. (1)

Key Account Management 130

Key Account Management Account Management Management Onboarding 130

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Do you make the first move and present a compelling proposal that positions you as the partner of choice? Clients use bid decision criteria to decide who wins the contract.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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

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

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

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. Start small.

Key Account Management 182

Key Account Management Account Management Decision-making Client Relationships 182

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

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

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

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. For example, without an integration, meeting invites from Outlook need to be manually added into the CRM platform so that it syncs with your Outlook calendar.

CRM 106

CRM Computers and Electronics Decision-making Digitalization 106

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. Unfortunately, sellers rarely meet the right people. This means knowing what their motivations are, what makes them tick. Will the location enable us to make a big splash?

Stakeholders 195

Stakeholders Sales Decision-making Internet 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

Hubspot Sales

JANUARY 17, 2019

They invest their money in your business, but they don't attend meetings or make decisions. These partners share their contacts and resources, they make important decisions, and they tackle tough tasks like hiring and firing in order to keep the business viable. What Is a Silent Partner? Risks for Silent Partners.

Investors 132

Investors Finance Small Business Profitability 132

Upland

OCTOBER 17, 2023

Its many evolutions and the powerful AI of today make it an irresistible tool to many. Recorded phone calls, emails, and virtual meetings create mountains of data. Its content capabilities make it an indispensable tool for your sales team. It can help your sellers answer questions like: Who are the key decision-makers?

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Hubspot Sales

DECEMBER 19, 2019

Documents the sales process. Eventually, it makes its way to a piece of paper. But scaling the sales strategy through word of mouth and scattered documents isn't exactly effective. You need to build all of that information into a system that documents your whole sales process — from its stages to its policies to its activities.

CRM 122

CRM Sales Software Software 122

Hubspot Sales

DECEMBER 30, 2020

Or, alternatively, perhaps you're second-guessing some of your hiring decisions — could you have found a rep who would've sold more? Here, let's dive into what a strategic sales plan is, plus how to make one for your own team. Make your team more efficient and productive. How much do you need to make? For the quarter?

Sales Management 137

Sales Management Management Shareholders Sales 137

Hubspot Sales

JULY 13, 2020

However, it's also important to step back regularly and conduct sales audits to ensure your team is performing at a high level that meets or exceeds your expectations. How can the alignment between the sales process and the buyer’s journey be documented? ?? Are you presenting to decision-makers? How effective are these meetings?

Sales 132

Sales Decision-making Sales Leadership Software 132

Hubspot Sales

DECEMBER 21, 2020

This is especially valuable for enterprise-level B2B companies who routinely make million-dollar deals.). Create professional, customizable buyer personas in minutes with the help of our free Make My Persona generator. Who makes the financial decisions as they pertain to the solution you’re selling? Decision Criteria.

Decision-making 139

Decision-making Sales Onboarding CRM 139

Hubspot Sales

NOVEMBER 26, 2019

What Makes a Great Technology Partnership. Before the project is planned or launched, establish the organizational structure, decision-making hierarchy, and communication process that will guide the project execution methodology for you, your partners, and your client. Efficient meetings. Full transparency.

Co-Creation 110

Co-Creation Government Decision-making Meetings 110

Hubspot Sales

DECEMBER 8, 2017

Salespeople are constantly on the go, whether they're meeting with clients, flying out to give a presentation, or running to a team training. Don't walk into a meeting without looking at the person's LinkedIn profile first. Snap a picture of a document, and get a neatly packaged PDF or JPG in return. NADA MarketValues.

CRM 145

CRM Profitability Sales Meetings 145

ProlifIQ

FEBRUARY 6, 2025

It merely isn’t sufficient to make decisions based on internal data- it is vital to research company overviews, industry trends, and competitive landscapes. They recommend meeting with the account team at least once a month to ensure accountability and to emerge as the strategic leader for the account.

Account Planning 52

Account Planning Logistics Internet B2B 52

Hubspot Sales

OCTOBER 26, 2020

To fully understand your win rate – and ultimately make improvements to it – there are a few best practices to follow. Other companies divide wins solely by the number of prospects that made a buying decision – meaning only prospects that decide to go (or stay) with a competitor would count as losses compared to wins.

Sales 137

Sales Decision-making CRM Meetings 137

Hubspot Sales

MAY 24, 2019

Here's how to start: Make your own list of essential salesperson characteristics. Ask company leaders to make a list. Understanding an applicant's most typical behavioral style when interacting with others can reveal how that person solves problems and makes decisions. Measure the Profile. Refine the Profile.

Decision-making 109

Decision-making Sales Sales Management Meetings 109

Hubspot Sales

MAY 14, 2018

Giving your prospects a deadline to meet takes the guesswork out of your timeline. Instead, you’ve stated your expectations up front and given them a direct goal to meet. If your deadline’s flexible, you might add, “ Does this timeline meet your expectations? Make sure there’s always a deadline, however.

Meetings 145

Meetings Decision-making Communication Sales 145

Hubspot Sales

FEBRUARY 20, 2025

Teams made decisions based on gut instincts, outdated spreadsheets, and chasing trends that had already peaked. Decision-Making Without AI: Decisions rely on old reports or gut instinct. A good example would be decisions about stock replenishment based on outdated weekly sales reports and seasonal trends.

Decision-making 52

Decision-making Suppliers Cybersecurity Logistics 52

Hubspot Sales

JUNE 17, 2020

With so much uncertainty surrounding the future state of business sales organizations are relying on data to make informed decisions. Are you looking to incorporate more data-driven decisions into your sales process? This measures the pipeline creation rate as a result of meetings held by each rep. Total Deal Creation.

Sales 138

Sales Decision-making Leadership CRM 138

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. This stage can involve multiple meetings and additional stakeholders. Take buying a CRM, for example.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

Hubspot Sales

JANUARY 25, 2018

This case study will include a blurb about your company and a link to your homepage (which hopefully will make your SEO team happy!). Case Study Interview Questions About the Decision Process. What was the criteria you used when making the decision to buy our product? Best, [Your name]. How did you hear about our product?

Decision-making 145

Decision-making Account Management Meetings Customer Success 145