SBI Growth

APRIL 5, 2013

The ‘influencer’ is in the stage: identify and involve other stakeholders. And the key stakeholder is always their boss. How do I make sure he cares about it? Download our Idea Preparation Checklist. Make Him Look Good In Front of His Boss : Everyone has someone they report to….the Eliminate Risk.

Stakeholders 128

Stakeholders Decision-making Prioritization Leadership 128

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

Flevy

MAY 23, 2023

Decision Making is critical for every business. Military strategists apply their training and experience to devise battle plans and make quick decisions aimed at achieving specific objectives. It’s a tool that military forces use to plan and execute strategic decisions. Enables prompt, objective decisions.

Decision-making 98

Decision-making Energy and Utilities e-Learning Digital Transformation 98

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. Help them "think it over" on the phone and facilitate clearer decision making.

Decision-making 112

Decision-making Stakeholders Construction Facilitation 112

Flevy

JULY 1, 2024

Management consulting firms leverage workshops as an effective way to rapidly reach decisions within client organizations. They are typically used to gather stakeholders who normally don’t cross paths–e.g. stakeholders from different departments, different business units, and/or different regions. Planning Cells.

Innovation 98

Innovation Stakeholders Facilitation Decision-making 98

Brooks Group

JUNE 24, 2024

But step two should be making sure your training is getting the results you want. Here are eight ways effective sales training makes a difference. This helps you make informed decisions, allocate resources effectively, and ensure your training efforts are contributing to the overall success and profitability of the business.

Sales Training 98

Sales Training Decision-making Sales Profitability 98

Nutshell

OCTOBER 22, 2024

By monitoring key metrics like win rates, deal velocity, and sales cycle length, you can make data-driven decisions to optimize your sales strategy. Additionally, Nutshell allows you to download presentation-ready charts, making it easy to share your findings with stakeholders and team members.

CRM 71

CRM B2B Software Software 71

SBI Growth

JULY 4, 2013

The end result: Making the number for the full year is in jeopardy. Download the Sales Manager Execution Guide. Test your Sales Managers to determine if they are involved with making the number. Only 40-45% of most Sales Managers make their first half of the year quota. They make the number. the Sales VP asks.

Sales Management 125

Sales Management Management Negotiation Sales 125

SBI Growth

MARCH 9, 2013

You have decided to hire a sales consulting firm to help you make the number. Stakeholders from your company call their peers from the references provided. Typically, each stakeholder has a couple key objectives in a sales consulting project. Is this going to be something they can use to make next quarter’s number?

Stakeholders 118

Stakeholders Decision-making Sales Leadership Sales Management 118

AchieveIt

MARCH 3, 2025

Download the full 2025 State of Strategy Execution Report here. Data & Technology Leveraging technology and data-driven insights improves alignment, decision-making, and execution. When teams have easy access to updates and shared data, they can make better decisions and avoid unnecessary delays.

Decision-making 52

Decision-making Leadership Innovation Organization 52

Nutshell

JANUARY 2, 2025

FREE DOWNLOAD What software does an architecture firm need? Designers can sign up and download DraftSight through three different plans, starting at $299 per user per year. Commercial clients can purchase a digital download of Rhino 8 license for $995 per user, which may need to be upgraded at a cost as the software evolves.

Software 62

Software Software CRM Construction 62

SBI Growth

JUNE 9, 2013

Can I close the big deal and make my number? When a big deal is lost, it’s very difficult to make up for it. How to Make Your Mid-Year Number. Each of the critical stakeholders could see every detail and could work together. The more insight his stakeholders provided the more successful the sales effort became.

Decision-making 107

Decision-making Stakeholders Meetings Organization 107

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. Quote Sent.

Sales 137

Sales Decision-making CRM Meetings 137

Clarity Engagement Solutions

NOVEMBER 9, 2020

Because the changing dynamics make it more complex day by day. What are the pressures and challenges that stakeholders face at the moment? Download our e-book now! 3 CRITICAL INSIGHTS THAT CANNOT BE IGNORED. Pharmaceutical commercial teams struggle to understand what is defined as healthcare customer “ecosystems”.

Supply Chain 91

Supply Chain Healthcare Suppliers Stakeholders 91

Hubspot Sales

OCTOBER 5, 2021

Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. He wanted me to connect — can you put me through to help make that happen? '". Don't use the decision-maker's last name.

Decision-making 133

Decision-making Sales Stakeholders Software 133

Arpedio

JUNE 2, 2022

How GUBI went from limited account insight to complete stakeholder visibility. Download full case study. Prior to teaming up with ARPEDIO, the main challenge for GUBI was too little visibility into accounts and stakeholders. Today, GUBI has a complete view of accounts and stakeholders. Client Case study. about GUBI.

Stakeholders 52

Stakeholders Account Planning Account Management B2B 52

Hubspot Sales

OCTOBER 13, 2017

At the same time, more data requires greater stakeholder participation in buying decisions. A 2017 survey from Richardson revealed 26% of buyers believe “combating the status quo” is the biggest challenge when making a purchasing decision. The result is varied options and competing opinions. It doesn’t stop there.

Decision-making 110

Decision-making eCommerce B2B Publishing 110

SBI Growth

SEPTEMBER 5, 2013

If you make it a game, regardless of the prize, they told us they will respond. They felt their company was truly unaware how complex customers made a purchase decision. These customers have multiple stakeholders and more information than before. Download the complete list here (free event registration required).

Sales Environment 120

Sales Environment Decision-making Acquisition Stakeholders 120

Planview

SEPTEMBER 9, 2021

Each company is a trailblazer in evolving PPM to meet stakeholder needs and achieve strategic objectives. Both companies sought to streamline data and reporting while empowering their stakeholders, using a centralized enterprise PPM solution. For smaller portfolios, we did not make all capabilities mandatory.

Finance 98

Finance Stakeholders Decision-making Acquisition 98

Clarity Engagement Solutions

APRIL 26, 2021

New types of stakeholders, little swayed by the strength of a product sales pitch, have been looking to pharmaceutical companies to sit more consistently at the patient population management table. care stakeholders, pharmaceutical companies are trying to navigate how to be effective with their customers. Things have changed.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

New types of stakeholders, little swayed by the strength of a product sales pitch, have been looking to big pharmaceutical companies to sit more consistently at the patient population management table. care stakeholders, pharmaceutical companies are trying to navigate how to be effective with their customers. Things have changed.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Flevy

MAY 10, 2022

On the other hand, startups face significant difficulty isolating and contacting the appropriate decision makers in the corporations, given the massive hierarchies of global businesses. Such commitment can generate a host of networking and collaboration efforts in the Emerging Markets among all the stakeholders.

Marketing 111

Marketing Energy and Utilities Innovation Banking 111

SBI Growth

NOVEMBER 24, 2013

What makes it difficult is the lack of adoption and rejection by sales. He was an enterprise rep who knew how to reach the C-Level suite of decision makers. While competitors were talking to decision makers at the dock, Chad was upstairs talking to CFO’s. What I needed from Chad was input into how the audience made decisions.

Marketing 126

Marketing Transportation Decision-making Stakeholders 126

Brooks Group

OCTOBER 24, 2023

They will also be highly educated in the sales process your team has been trained in, and the sales enablement tools that will make the reinforcement successful. The coach is there to answer any questions, and to make the seller feel comfortable putting their new tools into action. Download this white paper to help guide your decision.

Sales Training 93

Sales Training Sales Decision-making Sales Management 93

Nutshell

AUGUST 21, 2020

To make matters worse, B2B sales require approval from multiple stakeholders in a given company, so adrenaline-purchases by individual customers don’t happen the same way they do in B2C sales. You need to have a straightforward answer to the question: How will this product make my customer more successful? Target users.

Marketing 142

Marketing Onboarding Media B2C 142

Hubspot Sales

MARCH 27, 2023

Your company's CRM should be able to clue you into what piece of content your prospect engaged with or downloaded. How can I make this process easy for you?" In this day and age, you're probably going to have to deal with multiple stakeholders to close a deal. What were you looking for help with?" How are you doing?"

Decision-making 124

Decision-making Sales Stakeholders Meetings 124

Clarity Engagement Solutions

APRIL 26, 2021

New types of stakeholders, little swayed by the strength of a product sales pitch, have been looking to big Pharma to sit more consistently at the patient population management table. care stakeholders, pharma companies are plotting their next move, or, at least they think they are. Things have changed. Priorities have shifted.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Flevy

MAY 26, 2022

The classic method to Scenario Planning allows analysts to create simulations for senior management to make informed decisions. The most commonly used are: Probabilistic Perspective—Involves making predictions in percentage terms or as best-case versus worst-case scenarios. The method relates facts—e.g.,

Suppliers 106

Suppliers Banking Innovation Decision-making 106

Nutshell

AUGUST 30, 2024

Why you should track net and gross sales How to track gross and net sales DOWNLOAD Ready to become a better sales leader? FREE DOWNLOAD What is gross sales? Let’s place these two essential metrics under a microscope in table format to make things easier. What’s the difference between net sales vs. gross sales?

Cybersecurity 114

Cybersecurity Profitability Sales Decision-making 114

ClearPoint Strategy

NOVEMBER 2, 2021

Your company-wide strategy is in place, but entirely ineffective—and you have a hunch that using a strategic planning model (and strategy software ) will make a big difference. The book—titled “Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant”—was written by W. Make adjustments.

Stakeholders 145

Stakeholders Software Software Organization 145

Flevy

APRIL 19, 2021

Though, this monopolization and questionable use of the Platform, especially data generated therefrom, saw attempts to regulate these tech companies—making the decision to scale a complex one. Regulatory Complexity and Risk are turning out to be the determining factors in the strategic decision between Fast and Slow Scaling.

Government 98

Government Financial Services Decision-making Banking 98

ClearPoint Strategy

AUGUST 24, 2021

Download 68 financial KPI examples here. In this case, KPIs , metrics , and goals are all related terms that can make things a little murky. Different stakeholders have different goals and organizational areas of focus. Are you measuring the right KPIs? Every organization has objectives, or high-level company goals.

Healthcare 98

Healthcare Government Finance Construction 98

KAM With Passion

MARCH 17, 2022

I invite you to read the whole post and then to download the 3 Complementary Capabilitie s one-pager that summarises the thinking behind this post with a single graphic. Other relevant KPIs measure how efficiently the sales process is driven from its early stage to the final decision. Unfortunately, this happens very often.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

Account Manager Tips

JULY 9, 2020

You never get a second chance to make a first impression. A 90 day plan will make sure you get the kind of results that leave no doubt in anyone's mind they made the right decision to hire you. Or will you make a clean break? Anything that will make you a better version of you. People will judge you. 1 to 30 days.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Hubspot Sales

SEPTEMBER 12, 2018

A Downloadable Sales Pipeline Template. Certain prospects may even skip stages in your pipeline -- for example, if a buyer proactively introduces you to the budget authority before you’ve asked, you’d move the deal straight from “initial connect” to “meeting with decision maker.”. Make sure your data is up-to-date and accurate.

Sales 145

Sales Negotiation Decision-making CRM 145

Envisio

JUNE 2, 2023

Oftentimes, local governments know that producing regular and relevant reports is key to building trust with their stakeholders–however, it’s not easy to regularly produce reports that show progress against strategic goals, especially when these reports need to be tailored to unique audiences such as elected officials, staff, or residents.

Government 98

Government Stakeholders Prioritization Leadership 98

SBI Growth

FEBRUARY 4, 2013

For others who failed to Make their Number, the payout is disappointing. Take control today with an action plan and some tools to make permanent changes. The stability will ensure that you still Make the Number. Have your ‘A’ Sales Managers make 5 suggestions each. It’s a reminder to return calls from head hunters.

Onboarding 113

Onboarding Sales Decision-making Sales Management 113