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 107

Value Proposition Procurement Decision-making Stakeholders 107

DemandFarm

SEPTEMBER 12, 2024

But true success in sales, like in football, demands a deeper strategy, including understanding the buyer team dynamics, connecting with multiple stakeholders, reading the field, and adapting your playbook to the ever-changing market conditions. Your inside coach can also assist you in finding and connecting with key decision-makers.

B2B 52

B2B Stakeholders Decision-making Organization 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

PandaDoc

OCTOBER 15, 2024

Deal desks can incorporate large teams of relevant stakeholders within sales, finance, product marketing, product management, legal, customer success, and more as needed. By including stakeholders and sales reps, your deal desk team can streamline the buyer’s journey by avoiding bottlenecks and close deals.

Software 52

Software Software Finance Sales 52

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 130

Emotional Intelligence Leadership Decision-making Publishing 130

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

Planview

AUGUST 22, 2024

Throughout her career, she has developed expertise in project portfolio management , process improvement , change leadership , and stakeholder management. To make resource management more approachable, we categorize resource needs into one to two hours per week, three to seven hours per week, and eight or more hours per week.

Stakeholders 69

Stakeholders Prioritization Decision-making Brainstorming 69

DemandFarm

SEPTEMBER 12, 2024

But true success in sales, like in football, demands a deeper strategy, including understanding the buyer team dynamics, connecting with multiple stakeholders, reading the field, and adapting your playbook to the ever-changing market conditions. Your inside coach can also assist you in finding and connecting with key decision-makers.

B2B 40

B2B Stakeholders Decision-making Organization 40

Account Manager Tips

NOVEMBER 19, 2022

Imagine you're at the front of a boardroom about to make a presentation. Make your first impression count The goal of any executive level presentation is to make sure everyone immediately feels this will be time well spent. I like it because it recognises the personal motivations in decision making. DOWNLOAD NOW.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Hubspot Sales

JUNE 18, 2019

You might sell a product that genuinely makes conducting business easier, but this doesn't grant you a simple sales process. Selling to businesses often means proving to multiple decision makers that your product can make their jobs more efficient, provide a significant return on investment ,and outdo competitors in functionality and price.

Decision-making 130

Decision-making Stakeholders Sales Software 130

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 131

Stakeholders Insurance Decision-making Finance 131

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

Insightly

JULY 9, 2024

It doesn’t matter what industry you work in; the truth is you need to make customer care your number one priority if you want to reap the rewards of a thriving business. That’s because happy customers are loyal customers—the kind who make repeat orders and recommend your products to their family and friends.

Management 52

Management Investors Finance CRM 52

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 86

Decision-making Logistics Supply Chain Suppliers 86

Arpedio

JULY 9, 2023

How to Achieve Sales Success with Accurate Sales Forecasting ← Back to blog Is it possible to achieve unprecedented growth by making data-driven decisions through sales forecasting? Sales forecasting is the game-changing process that lets you predict the future (well, sort of) and make those data-driven decisions that move the needle.

Sales 52

Sales Decision-making Software Software 52

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 97

Sales Decision-making Finance CRM 97

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

PandaDoc

APRIL 8, 2024

This is done by forming a team of stakeholders and decision-makers, establishing approval workflows, and effectively integrating automation tools. Deal desk stakeholders and their roles are clearly defined, streamlining approval workflow. Let’s get to it! See also How to close the sales cycle with sales battle cards 2.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

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

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

Brooks Group

MARCH 7, 2024

Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable. This makes it far more likely they will listen to you—and that you’ll make the sale. They make buying decisions about products and services they don’t personally use.

Procurement 83

Procurement Management Decision-making Sales Training 83

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

Flevy

JUNE 23, 2024

Effective value chain management enhances operational efficiency, reduces costs, and fosters innovation, thereby creating significant value for patients, healthcare providers, and stakeholders. Finance and Accounting: Managing financial resources and investments. The journey towards innovation and compliance is a continuous one.

Healthcare 52

Healthcare Manufacturing Artificial Intelligence Innovation 52

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 141

Decision-making Stakeholders Finance Meetings 141

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

Flevy

JANUARY 17, 2024

They enable organizations to make data-driven decisions, ensuring that digital transformation strategies are aligned with business objectives and are delivering the expected outcomes. Stakeholder Involvement : Involve various stakeholders in the KPI definition process.

Digital Transformation 59

Digital Transformation Digitalization Stakeholders Artificial Intelligence 59

Red Star Kim

APRIL 12, 2023

I’ve found some fee-earners don’t contribute to the smaller projects which subsequently slows the larger project down There are focused workshops on achieving buy-in and stakeholder management. Another aspect of the culture shock is that in professional services we refer to clients rather than customers.

Media 130

Media Marketing B2C Stakeholders 130

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

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 90

Investors Shareholders Profitability Decision-making 90

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

Flevy

JUNE 18, 2024

Effective value chain management enhances operational efficiency, reduces costs, and fosters innovation, thereby creating significant value for patients, healthcare providers, and stakeholders. This analysis supports strategic decision-making, drives continuous improvement, and fosters innovation.

Healthcare 52

Healthcare Artificial Intelligence Cybersecurity Innovation 52

Insightly

SEPTEMBER 19, 2023

Companies can use modern CRM systems to identify trends in customer behavior that could inform product development decisions or reveal opportunities for market expansion. Accessible and up-to-date data allows healthcare providers to make informed decisions and provide quality care efficiently.

CRM 52

CRM Insurance Healthcare Manufacturing 52

Insightly

SEPTEMBER 19, 2023

Companies can use modern CRM systems to identify trends in customer behavior that could inform product development decisions or reveal opportunities for market expansion. Accessible and up-to-date data allows healthcare providers to make informed decisions and provide quality care efficiently.

CRM 52

CRM Insurance Healthcare Manufacturing 52

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

AchieveIt

JULY 17, 2024

Report: The communication of plan results and performance to key stakeholders. Start by ensuring that goals resonate with all stakeholders — including any newcomers to the team. Speak with stakeholders during this phase to gain awareness of specific goals they are looking for and any issues they have noticed.

Stakeholders 52

Stakeholders Organization Communication Value Proposition 52

Planview

OCTOBER 16, 2023

Diversity also shines through in the sectors represented, with voices from industries as varied as finance, non-profit, government, education, healthcare, technology, manufacturing, travel, and professional services. By interconnecting value streams, organizations can drastically reduce lead times, making delivery more predictable and agile.

Management 64

Management Stakeholders Healthcare Manufacturing 64