SBI Growth

JANUARY 27, 2014

THE BUYING DECISION TEAM. The first step in deal strategy is identifying the Buying Decision Team (BDT). There are four categories to mapping the Buying Decision Team: Economic Buyer. Using the Stakeholder Wheel Job Aid (Click here to download the tool), walk your rep through the BDT. Completing the stakeholder wheel.

Account Planning 121

Account Planning Stakeholders Decision-making Prioritization 121

DemandFarm

MARCH 31, 2025

Managing B2B deals means dealing with buying committees theres rarely a single decision-maker. You can see key players in HubSpot, that can strategize: e.g., identify a VP who needs nurturing or spot a missing contact in finance who could veto my deal. Enterprise teams managing complex B2B sales with multiple stakeholders.

CRM 40

CRM Stakeholders Account Planning Decision-making 40

Hubspot Sales

JANUARY 11, 2018

Authority: Who is the ultimate decision maker? They didn’t learn anything about the decision maker, Sheila; the budget approval process; or the reason for a spring implementation. We’ve calculated your team could potentially gain X amount per [week, quarter, year] by making this [change, investment]. What does BANT stand for?

Decision-making 145

Decision-making Stakeholders Finance Meetings 145

Hubspot Sales

SEPTEMBER 21, 2020

Enterprise sales also involve multiple stakeholders, and the salesperson is typically in conversation with numerous people before deals are closed. Overall, a complex sale is marked by three key elements: higher perceived risk resulting from higher price points, a longer sales cycle (6+ months), and multiple stakeholders.

Stakeholders 139

Stakeholders Insurance Decision-making Finance 139

Hubspot Sales

DECEMBER 22, 2017

And, chances are, they’ll need to know someone other than the decision maker pretty well. In days of old, salespeople could call the C-suite, marketing could email them, and it was much easier to gain access to the decision maker. Will they help you make the sale or unknowingly stop you from talking to the right person?

Decision-making 145

Decision-making Sales Finance Stakeholders 145

Whetstone

JUNE 12, 2023

Engaging Internal Stakeholders in Strategic Accounts Introduction : No one questions the critical importance of effective stakeholder engagement in managing strategic accounts. However, the critical importance of internal stakeholders is often overlooked until it’s too late.

Stakeholders 52

Stakeholders Account Management Decision-making Finance 52

Planview

SEPTEMBER 9, 2021

Each company is a trailblazer in evolving PPM to meet stakeholder needs and achieve strategic objectives. Planview’s Chief Product Officer, Louise Allen, moderated an engaging, in-depth conversation with these customers: Hiren Shah – Johnson & Johnson – Global Finance Transformation, Sr. J&J’s Global Finance Transformation.

Finance 98

Finance Stakeholders Decision-making Acquisition 98

DemandFarm

OCTOBER 23, 2024

This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs. Compared to small or mid-sized business (SMB) sales, enterprise sales typically entail a longer decision-making process, more resources, and more stakeholders.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase.

Value Proposition 109

Value Proposition Procurement Decision-making Stakeholders 109

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

SalesGlobe

DECEMBER 4, 2021

Converting stakeholders to business partners. If the finance team stops evaluating profitability, margins, and cost, the business will lack the resources and capability to serve Sales and their clients. But if Product, Marketing, and Finance teams stop fulfilling their roles the business as a whole will cease to exist.

Stakeholders 52

Stakeholders Finance Sales Profitability 52

Hubspot Sales

MAY 22, 2018

In order to build a successful company, you’ll need to create and fine-tune a business plan, assess your finances, complete all the legal paperwork, pick your partners, choose the best tools and systems to help you get your marketing and sales off the ground … and a whole lot more. How to Make a Business Plan. How to Start a Business.

Finance 145

Finance Business Planning Small Business Investors 145

Hubspot Sales

SEPTEMBER 1, 2021

A limited partnership is a business model that can connect bold, enterprising entrepreneurs with savvy investors looking to finance lucrative, low-touch business ventures. In most cases, limited partners don't have decision-making authority for the businesses they invest in. Limited partners are called "limited" for a reason.

Investors 117

Investors Shareholders Profitability Decision-making 117

Hubspot Sales

MARCH 18, 2019

Some final thoughts on making your key account management strategy a success. These accounts make up the majority of the business' income. If you can promise to make them a key account -- and your competition can't do the same -- you're likelier to win the deal. It's the understanding of how a company makes money.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

Hubspot Sales

JULY 1, 2019

Instead of one salesperson targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company. Every team -- Sales, Sales Development, Marketing, Customer Success, Finance, Product, Engineering, and the C-suite -- must be aligned.

Stakeholders 100

Stakeholders Sales Finance Decision-making 100

Apptivo

JULY 21, 2021

With the rise in competition and more people opting for services provided by SaaS companies, a SaaS company needs to make decisions that will help them become an industry leader. The stakeholders associated with the SaaS company come across several challenges while moving through each stage. Image Source: Statista.

Finance 111

Finance Software Software Decision-making 111

Red Star Kim

MAY 2, 2023

LinkedIn Learning reported the 2023 most in-demand soft skills as: Management Communication Customer service Leadership Sales Project Management Research Analytical skills Marketing Teamwork Amongst a list of the most in-demand hard skills were finance, data analysis, operations and customer relationship management.

Emotional Intelligence 100

Emotional Intelligence Leadership Decision-making Publishing 100

Xant

MAY 13, 2021

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. The Death of the Conference Room Meeting.

Sales 99

Sales Stakeholders Digitalization Construction 99

Hubspot Sales

APRIL 3, 2019

Balanced Scorecard Institute sums up strategic planning nicely: "It is a disciplined effort that produces fundamental decisions and actions that shape and guide what an organization is, who it serves, what it does, and why it does it, with a focus on the future. Outline your mission, vision, and key stakeholders.

Stakeholders 134

Stakeholders Sales Software Software 134

Red Star Kim

JUNE 7, 2023

The figures for this year’s survey show Republic of Ireland fee income rose by 12 per cent in 2021, compared with just 1% in 2020 Finance-Magazine.com – Ireland’s top accountancy firms roar back to double-digit growth in 2021 Accountancies and Tax Consultants revenue is expected to expand at a compound annual rate of 1.3%

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Hubspot Sales

SEPTEMBER 13, 2023

How to Create a Sales Projection Sales Projection Tools Tips for Making Sales Projections What is a sales projection? Without accurate sales projections, companies will find it hard to set SMART sales goals or make data-driven decisions on allocating resources. Make better decisions. Set SMART goals. Subscriptions.

Sales 115

Sales Decision-making Finance CRM 115

Hubspot Sales

JULY 9, 2018

You only have one chance to make a first -- and possibly only -- impression. Regardless, there are appropriate ways to access a person’s email address that won’t make your skin crawl. Once you’ve built rapport with the authors, it’s easy to ask for an email introduction to key stakeholder(s). View the “Contact Us” page.

Manufacturing 111

Manufacturing Stakeholders CRM Decision-making 111

Clarity Engagement Solutions

NOVEMBER 9, 2020

Access to decision-makers is getting more difficult. Payer bargaining-power is increasing and new decision-making committees and roles are emerging in all jurisdictions. It might sound easy and common-sense – yet making change is a challenge. The feedback from our clients is consistent.

Finance 91

Finance Decision-making Stakeholders Marketing 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

Access to decision-makers is getting more difficult. Payer bargaining-power is increasing and new decision-making committees and roles are emerging in all jurisdictions. It might sound easy and common-sense – yet making change is a challenge. The feedback from our clients is consistent.

Finance 91

Finance Decision-making Stakeholders Marketing 91

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? The rest of this article will explain how, so read on. People will judge you. 1 to 30 days.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Hubspot Sales

JANUARY 23, 2018

But that mostly limits you to salespeople, recruiters, and maybe your executives -- after all, the average marketer, customer support rep, or finance associate isn't going to need an account. different people are now involved in every B2B purchasing decision. That means your pool of available contacts becomes much bigger.

CRM 145

CRM Sales eCommerce Decision-making 145

ClearPoint Strategy

AUGUST 24, 2021

In this case, KPIs , metrics , and goals are all related terms that can make things a little murky. Tracking is a key element of strategy reporting—you need to consistently collect the data associated with your identified KPIs in order to understand progress, and then report on that progress regularly to stakeholders.

Healthcare 98

Healthcare Government Finance Construction 98

Hubspot Sales

DECEMBER 13, 2019

Keep reading to learn about what healthcare consulting entails, what makes it a desirable profession, and how you can begin working in the field (if you aren’t already). Make an average salary ranging between $91K and $131K. This will make you even more desirable to work with for specific clients. Why healthcare consulting?

Healthcare 97

Healthcare Government Insurance Decision-making 97

Hubspot Sales

MAY 30, 2019

Customers assess how much of a priority the issue is, determine their options, and develop decision criteria and decision process. Customers research, compare solutions, narrow down choices, and refine decision criteria. Make sure that's clear for your prospect. Knowledgeable customers make their selection and negotiate.

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

Showpad

NOVEMBER 14, 2019

The manufacturing sector is growing increasingly complex, so it’s no surprise that the buying process has become more complicated as well, lasting longer and with more stakeholders involved. Identify and connect with decision makers. In addition, each of those stakeholders will also have a team who influences their decisions.

Manufacturing 58

Manufacturing Finance Stakeholders Sales 58

Red Star Kim

MAY 11, 2023

Brands have attributes, values and personality – customers will perceive or make associations with a brand that can be positive or negative. Google ZMOT (Zero Moment of Truth) describes this less as a journey and more as a flight map: Zero moment of truth (ZMOT) decision-making moment – Think with Google.

Management 130

Management Co-Creation Publishing Leadership 130

Miller Heiman Group

JUNE 4, 2020

decision makers involved in a deal and the sales cycle stretching beyond 5 months. When sellers deliver perspective , they share valuable insights that help buyers make better decisions and set a clear vision for success. Then consider the buying influence’s buyer persona, which reflects their decision-making style.

Supply Chain 84

Supply Chain Decision-making Digital Transformation Virtual Selling 84

Zendesk

AUGUST 24, 2021

They typically have fewer customers than B2C companies, making it imperative that none of them slip through the cracks. B2B customer service involves more stakeholders. B2B finance companies operate in a highly regulated industry with strict rules about how their products and services are used and marketed.

B2B 98

B2B B2C Finance Communication 98

Miller Heiman Group

JULY 30, 2019

In the past, manufacturing sellers could succeed by working with one or two decision-makers, developing friendships with handshake deals were agreed upon at the ballgame, on the golf course or during extravagant dinners. All this has changed. Now according to CSO Insights’ 2018 Buyer Preferences Study , sellers face an average of 6.4

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Hubspot Sales

OCTOBER 11, 2019

Additionally, because they are not working for wages that have been determined by a company and only eligible to receive annual pay increases, self-employed workers don’t have a specific limit to how much money they can make. As you work to book clients, you want to make sure you can provide examples of your work. Establish boundaries.

Finance 134

Finance Media CRM Business Planning 134

ClearPoint Strategy

JULY 7, 2021

And yet data-driven decision making is more important than ever. When done right, dashboards provide valuable insight into the health of an organization and strongly influence executive decision making. Each of these has its own purpose and communicates specific types of data: Finance Dashboards. Click To Tweet.

Organization 98

Organization Healthcare Decision-making Finance 98

Hubspot Sales

FEBRUARY 26, 2018

Pick a few, or read them all, and take a giant step toward making your entrepreneurial dreams come true. Wasserman’s popular book examines which early decisions make or break your startup and how to anticipate, avoid, or recover from disastrous mistakes. 21 Books About Starting a Business. Do you need co-founders?

e-Learning 111

e-Learning Investors Profitability Decision-making 111