Mike Kunkle

OCTOBER 8, 2023

Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context. By delving into their COIN-OP (Challenges, Opportunities, Impacts, Needs, Outcomes, and Priorities) roles, goals, and behaviors, you gain invaluable insights that inform every aspect of your marketing strategy.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Hubspot Sales

JULY 22, 2024

Why would you need a script for making a cold call? Before the end of the day, you need to make 100 calls. In the past, cold calling meant using a “spray and pray” method, spending time making intrusive calls with no prior qualification, hoping that your message would resonate with someone. Rep: Are you the decision-maker?

Value Proposition 111

Value Proposition Decision-making Software Software 111

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

Planview

APRIL 14, 2025

Make informed decisions on projects and work based on resource capacity , availability, and utilization to meet current and future demands. Dynamic planning and prioritization. Visualize, prioritize, and adjust initiatives, programs, and product plans with roadmaps. AI-powered decision-making.

Innovation 52

Innovation Decision-making Prioritization Government 52

Hubspot Sales

FEBRUARY 13, 2025

Clarify the steps and stakeholders involved in decision-making. Encourages Long-Term Relationships Recurring revenue hinges on customer loyalty, yet many industries prioritize acquiring new customers over retaining existing ones. This clarity enables teams to prioritize effectively and forecast revenue with greater accuracy.

Decision-making 52

Decision-making Sales Prioritization CRM 52

CMOE

MARCH 17, 2025

While strategic thinking does not guarantee business success, it does put organizations in an advantageous position to gather information, solve problems, and make informed decisions. Enhanced Ideation Many workplaces prioritize efficiency, favoring the quickest ideas rather than the best ones.

Strategic Thinking 52

Strategic Thinking Decision-making Brainstorming Profitability 52

Upland

MAY 22, 2024

AI has significantly impacted how sales teams conduct whitespace analysis, making it more efficient and targeted while also increasing return on investment. Prioritization and Targeting: AI can analyze numerous factors like customer size, industry, past purchases, and even sentiment in communication to prioritize whitespace opportunities.

Artificial Intelligence 195

Artificial Intelligence Media Prioritization Key Account Management 195

Upland

JUNE 30, 2023

Personalized Customer Experiences Modern enterprise sales methodology thrives on data-driven decision-making. This will enable sales teams to prioritize their efforts and focus on the leads with the highest potential for conversion. Intelligent Sales Assistance Intelligent sales assistants will be commonplace.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Mike Kunkle

AUGUST 8, 2023

It’s easy to prioritize quick wins over sustainable growth initiatives. Click the image to view a larger version] Barrier 3: Data Overload and Analysis Paralysis In today’s data-driven world, most leaders are inundated with information. Solution: Embrace a data strategy that prioritizes quality over quantity.

Sales 221

Sales Prioritization Innovation Sales Training 221

Hubspot Sales

MARCH 26, 2025

If you want to make your sales process easier, this guide will introduce you to five of the best sales enablement platforms in 2025. These tools help teams work better, close more sales, and make more money. Showing which sales content works best so teams can make better choices. Lets get started! Content Management.

Sales 76

Sales Customer Life Cycle CRM Decision-making 76

DemandFarm

JANUARY 12, 2025

But it also demands precise account planning, strategic execution, data-driven decision-making, and seamless cross-functional collaboration. Centralized Data : RevOps consolidates data across teams, creating a single source of truth to inform strategies and enhance decision-making.

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

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

ProlifIQ

NOVEMBER 7, 2024

Most teams that manage more complex accounts or sales cycles take information from the CRM, build out elaborate QBRs or “account plans”, and then let them sit idly. By setting clear objectives, sales teams can prioritize their efforts and measure their progress towards achieving desired outcomes.

Account Planning 52

Account Planning Account Management Decision-making CRM 52

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. Activate the revenue team: use the information from your stakeholder map to begin building relationships with key stakeholders. Will the location enable us to make a big splash?

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Hubspot Sales

DECEMBER 9, 2020

Poorly-managed pipelines are an entirely different story, as they may affect deal closure and make it challenging to create accurate sales forecasts. A sales prospect may be someone who works for a decision-maker who is browsing the market for their boss. They may provide potential timelines and financial information.

Decision-making 138

Decision-making Negotiation Profitability Prioritization 138

Upland

OCTOBER 17, 2023

Its many evolutions and the powerful AI of today make it an irresistible tool to many. Its content capabilities make it an indispensable tool for your sales team. They can gain information in those conversations to later score those leads. What’s their contact information? Many writers use AI to spark ideas.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

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 140

Decision-making Stakeholders Sales Software 140

Arpedio

JANUARY 22, 2025

Predictive analytics : Forecast trends, identify cross-selling opportunities, and prioritize high-converting accounts. It offers several critical benefits, including: Centralized data management : Allows sales teams to store and organize all customer information in one place, providing a comprehensive view of each account.

Decision-making 52

Decision-making CRM Account Planning Prioritization 52

Arpedio

MARCH 12, 2025

Sales teams frequently store critical information in spreadsheets , emails, or isolated CRM instances, making it difficult to access a unified view of an account. When data is scattered across different systems, it creates several challenges: AI cannot generate accurate insights when it only has access to partial information.

Stakeholders 52

Stakeholders Decision-making Government Account Planning 52

Hubspot Sales

DECEMBER 5, 2023

They rely much less on sales pros to gather information. This shift frees up sales pros to act as consultants who prioritize building strong relationships, boosting buyer confidence, understanding their needs and challenges, and using AI to offer a highly relevant, personalized experience.

Decision-making 122

Decision-making Sales Prioritization 122

Hubspot Sales

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. These steps add zero value to the buyer because all the information they get in these meetings can be found without a sales rep’s help. How do buyers decide whether the challenge or goal should be prioritized? Consideration.

Sales 140

Sales Decision-making Healthcare Value Proposition 140

Hubspot Sales

MARCH 2, 2020

No matter what you make of their habits, interests, sensitivities, and world-views, you still have to consider putting together a sales strategy that caters to Generation Z. It's easy to look at that figure and assume that prioritizing ecommerce is the best way to sell to them, but it's not that straightforward.

Internet 137

Internet Retail Media Prioritization 137

Planview

OCTOBER 2, 2024

Adapting to technological innovations and making strategic decisions is key to thriving in this rapidly evolving environment. Organizations must proactively navigate the changing market landscape, prioritizing software solutions that enhance efficiency and drive innovation. In this new era, simply keeping pace is not enough.

Digitalization 98

Digitalization Software Software Supply Chain 98

DemandFarm

NOVEMBER 7, 2024

Companies that prioritize short-term gains often face revenue volatility and missed targets in the long run. Data from relationship intelligence shows that top-performing account managers spend 80% of their time engaging key decision-makers and champions, while low performers waste efforts on unqualified leads.

Key Account Management 52

Key Account Management Account Management Management Client Relationships 52

ACT

FEBRUARY 20, 2025

By going beyond basic customer data , the top sales teams create systems that capture every interaction, analyze customer behavior , and predict which leads are most likely to convert, making every sales dollar count. Higher conversion rates Using data to drive leads ensures your sales team prioritizes quality over quantity.

Small Business 52

Small Business Advertising Sales CRM 52

DemandFarm

NOVEMBER 22, 2024

Why Sales Enablement Automation Matters Sales enablement automation helps KAMs stay on top of what really counts, from seamless resource access to smarter decision-making. Automated Lead Scoring Manual lead assessments can cause inconsistent prioritization. Here’s how eight key automations can elevate your sales game.

Key Account Management 52

Key Account Management CRM Account Management Sales 52

Hubspot Sales

JUNE 23, 2020

This strategy includes: Start-up thinking: Prioritizing action and learning over research and analysis. Humanity at the core: Perhaps the most important thing that businesses have learned during the COVID-19 pandemic, is how important it is to keep the needs of their people at the heart of their decision making.

B2B 132

B2B Digital Transformation Virtual Selling Digitalization 132

Envisio

FEBRUARY 19, 2025

And what makes an economic development plan actionable? Before formal planning begins, initiate informal discussions with key contributors. These early conversations provide: Buy-in from key decision-makers to ensure long-term success. But where do you actually start? Lets break it down.

Government 52

Government Prioritization Decision-making Organization 52

Hubspot Sales

MAY 4, 2020

Harvard Business Review reports 90% of B2B decision makers never respond to cold outreach. IDC found 75% of B2B buyers and 84% of C-level executives consult social media before making purchasing decisions. When making B2B purchasing decisions, 50% of buyers turn to LinkedIn as a resource.

Media 144

Media B2B Decision-making Financial Services 144

Hubspot Sales

APRIL 6, 2023

Below is a look of the platforms they used to make those purchases: Given the growing significance of social media in shopping, you should continue to optimize ecommerce for these platforms. A McKinsey survey of close to 3,500 decision makers found that customers want a more personalized experience. In a similar study by HubSpot.

eCommerce 130

eCommerce B2B B2C Retail 130

QYMATIX

NOVEMBER 18, 2024

Every company is made up of countless logical decisions. And these decisions are rational, aren’t they? Depending on their value, you can decide how to invest, prioritize or retain them. Successful business people still need numbers and indicators to make their decisions. But who cares about that?

Profitability 52

Profitability Decision-making Manufacturing Software 52

Hubspot Sales

DECEMBER 28, 2021

Due to the proliferation of marketing materials on the internet, the modern buyer is no longer dependent on salespeople for necessary purchasing decision information. During inbound sales, buyers move through three key phases: awareness, consideration, and decision (which we’ll discuss further below). Inbound Salespeople.

Value Proposition 119

Value Proposition Sales Decision-making Prioritization 119

Hubspot Sales

AUGUST 21, 2020

Instead of overwhelming customers with every bit of information about your product and its features, outcome selling helps you deliver the exact details your customers want to hear — and as a result, they’ll be more eager and ready to buy. What is outcome selling? Now that you know what outcome selling is, let’s look at some of the benefits.

Prioritization 138

Prioritization Decision-making Customer Knowledge Meetings 138

CMOE

MARCH 17, 2025

Mintzberg’s 5 Ps of Strategy: A Lens to Understand Strategic Thinking Strategic thinking helps businesses analyze situations, make decisions, and solve problems. Industry experts and academics like Henry Mintzberg have developed definitions and additional frameworks to make the topic more approachable.

Strategic Thinking 52

Strategic Thinking Decision-making Publishing Organization 52

Hubspot Sales

DECEMBER 3, 2019

Operational CRMs make life easier for companies’ marketing teams by automating a lot of the busy work that would otherwise take up sizeable chunks of their day-to-day. Additionally, operational CRMs often offer features like sales record creation, better sales record visibility, and simpler lead prioritization. Marketing Automation.

CRM 131

CRM Software Software Decision-making 131

Hubspot Sales

APRIL 2, 2021

Some are influencers that speak to the decision-makers and convince them to go in either direction, while others hold the final say on decisions. In this post, we’ll explain how to identify sales leads you may be in conversation with, and give insight from expert sales leaders on how to sell to decision-makers and influencers.

Stakeholders 122

Stakeholders Decision-making Sales B2B 122

Hubspot Sales

MAY 23, 2023

AI can bring personalization to a whole new level by analyzing information about your prospects from a variety of data sources, including past email exchanges, social media posts, news articles, press releases, and more. These tools can help with the following: Data entry: to help you add contacts, create reports, and retrieve information.

Artificial Intelligence 128

Artificial Intelligence Sales CRM Decision-making 128