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. Yet our study clearly shows that, despite these shortcomings, the data is there for the organization to make the right decisions.

Decision-making 72

Decision-making Digital Transformation Innovation Digitalization 72

Hubspot Sales

DECEMBER 1, 2020

Could the same be said of ending Zoom meetings and closing browser tabs? Including these things in your meeting notes can help maintain clarity and alignment throughout your sales process. Meeting Agenda. A well-organized agenda is the cornerstone of effective meeting preparation. Goals and Objectives. Attachments.

Meetings 138

Meetings Decision-making Stakeholders Sales 138

AchieveIt

JANUARY 8, 2024

Some of your organization’s best minds fill the boardroom for a scheduled strategy meeting. This meeting presents a valuable opportunity to harness their expertise and identify solutions to the most pressing issues facing your strategy. In a one-hour meeting, that’s just 6 minutes. No guidance for the frontline team.

Meetings 52

Meetings Decision-making Prioritization Brainstorming 52

ACT

OCTOBER 27, 2021

Don’t make data an afterthought. Predictive analytics can give businesses tremendous visibility into customer behaviour through extracting data-driven insights from past customer decisions to predict future behaviour. Continuously develop, refine, and meet your marketing goals.

Decision-making 52

Decision-making CRM Profitability Small Business 52

ACT

OCTOBER 28, 2021

Don’t make data an afterthought. Predictive analytics can give businesses tremendous visibility into customer behaviour through extracting data-driven insights from past customer decisions to predict future behaviour. Continuously develop, refine, and meet your marketing goals.

Decision-making 52

Decision-making CRM Profitability Small Business 52

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

Red Star Kim

OCTOBER 24, 2022

Behaviour in sales meetings). This article is a reminder of the key points valued by the delegates: Nine insights: Sales processes and selling skills for targeting and meetings. Sales meetings. Delegates reported some fee-earner challenges when attending preliminary sales meetings. Debrief after meetings.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

MTD Sales Training

JULY 10, 2013

How many times have you been in discussions with a prospect and got on well, only to find that they don’t have the authority to make a decision? Sales Meetings decision-makers decision-making process how decisions are made' Visit my website for full links, other content, and more! ]].

Decision-making 97

Decision-making Meetings Sales 97

OnStrategyHQ

MAY 22, 2021

To start with, holding effective meetings is tough. That’s why so many strategic planning meetings are unsuccessful. Since many businesses are planning their strategic planning meetings right now (and if you are not, you should be), here are the eight ways to ruin yours. Holding an annual retreat. Yes, it is.

Meetings 98

Meetings Decision-making Facilitation Leadership 98

SBI Growth

DECEMBER 24, 2012

Bad decisions can cause your company to miss the number. When the decision is made at the top, the collateral damage is multiplied. Below are six of the worst decisions we’ve seen senior sales leaders make. It will help your team better understand how your Customers make a decision. Bad decision.

Decision-making 130

Decision-making Sales Internet Profitability 130

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. There is rarely a deep understanding of how disparate and disconnected decision-making units are across such large organisations.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

MTD Sales Training

FEBRUARY 12, 2018

He once said to me, “Sean, what do you do after a sales meeting that ensures the next one will be even better?”. But it got me thinking about what would be the best way to learn from the meeting experience and determine how I could improve next time. Ask yourself questions like these: How did the meeting start?

Meetings 110

Meetings Sales Decision-making Sales Training 110

Nutshell

DECEMBER 4, 2018

Most people find meetings to be a painful experience—and not without reason. Meetings often lack an agenda, purpose, or direction, and on top of that, they’re usually inconveniently scheduled and easily get off track. Make the Meeting Convenient. Ensure Your Meetings Are Purposeful.

Meetings 97

Meetings Sales Decision-making Publishing 97

5600 Blue

MARCH 8, 2018

they are making a decision. If that is the case (and it is) we need to stop trying to sell them something and start helping them make higher value investment decisions. While buyers may focus on price in their dialogue with us, internally, it is a much more complex decision they are making.

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Openview

MARCH 7, 2019

After a sales meeting, do you ever experience a prospect ‘going dark’ on you? Everything felt like it should have gone great – the prospect seemed interested in the meeting, they asked the right questions, your sales pitch was stellar. During this pre-call, ask: Who will be part of the sales meeting? What are their roles?

Meetings 103

Meetings Sales Decision-making Stakeholders 103

Account Management Skills

NOVEMBER 28, 2023

Agency owners often tell me they wish their account managers were more confident in client meetings, including being confident enough to suggest new ideas for new projects. But, as with everything else, you can’t expect your account managers to just know how to run an effective client meeting.

Account Management 52

Account Management Meetings Management Decision-making 52

Red Star Kim

NOVEMBER 9, 2023

What is the informal decision-making process? link] There’s advice to jump your uncertainty gaps by decision-making and actions which involves risk. Strategy is a stream of decisions and actions”. He notes that your optimism (or pessimism) will impact decisions as well as ability to make fast decisions.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Brightbridge Consulting

AUGUST 5, 2021

A face-to-face meeting is planned! An issue we are not surprisingly seeing is that our customers own clients have stayed with virtual conversations and for lower value sales appear to be increasingly bypassing conversations and going straight for a decision on supplier and placement of the order. The post Meeting up?

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

MTD Sales Training

APRIL 19, 2020

That, of course, was written before the virus shutdown, but it shows that virtual meetings with clients and prospects were exponentially on the increase before it became the only methodology that we could use to reach prospects. So, what would be the best practices to adhere to when meeting up with a client virtually?

Meetings 62

Meetings Virtual Selling Decision-making Software 62

Account Management Skills

DECEMBER 7, 2023

Agency owners often tell me their account managers aren’t leading client meetings confidently. You can tune in to this short episode here. Therefore being organised matters. Preparedness matters. Professionalism matters.

Account Management 52

Account Management Meetings Management Suppliers 52

Corporate Visions

JUNE 18, 2020

The post How to Make Virtual Sales Meetings More Engaging and Memorable by Tim Riesterer appeared first on Corporate Visions. But how do salespeople feel about virtual sales meetings, versus in-person presentations? And 83 percent admitted to checking their own email (among other things) during other people’s meetings.

Meetings 103

Meetings Sales Facilitation Decision-making 103

MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? I absolutely hate it when at the start of an online meeting people can’t login to the session or they need to download some piece of java script for the session to work properly. You just lose all momentum and it always seems to be the decision maker!

Meetings 77

Meetings Suppliers Sales Training Sales 77

Planview

AUGUST 29, 2023

Because projects and capacity can change so quickly, a bottom-up process makes it difficult to make adjustments. While many companies hold annual planning meetings to look at the entire year at once, business today moves too fast to be that slow. Using a top-down process allows for easier adjustments.

Meetings 52

Meetings Prioritization Facilitation Decision-making 52

Hubspot Sales

SEPTEMBER 12, 2024

Like most modern buyers, I had already done a wealth of research leading up to my decision, and nothing the salesperson said was going to make me walk away with anything other than the brand and model I showed up to buy. Buyers today are more informed than ever, and not just about cars, appliances, and consumer electronics.

B2B 109

B2B B2C Decision-making Software 109

OnStrategyHQ

AUGUST 4, 2023

This introspection helps leaders refine their target-setting approach and make better-informed decisions in the future. Environmental changes can impact an organization’s ability to meet its annual targets. Additional Resources to Consider The post [Q&A] What should we do if we aren’t meeting our annual goals?

Meetings 52

Meetings Decision-making Organization Leadership 52

Miller Heiman Group

NOVEMBER 21, 2019

Instead, sellers should start following the sales training techniques taught in Conceptual Selling with Perspective , focusing on these five strategies designed to make every minute of meetings count. Before your next meeting or call, create a detailed plan of attack. Outline your agenda and your goals for the meeting.

Meetings 78

Meetings Brainstorming Sales Decision-making 78

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. In fact between 70 to 80 percent feel vendors are not prepared for their meetings with senior level executives. Imagine you're at the front of a boardroom about to make a presentation. How do you feel?

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Account Manager Tips

OCTOBER 6, 2022

Schedule meetings ASAP 4. Use meeting scheduling tools 5. Schedule follow up meetings during the meeting 6. Only meet for as long as needed 10. Say "No" to update meetings 11. Resolve meeting conflicts immediately 14. Resolve meeting conflicts immediately 14. Batch meetings 16.

Management 246

Management Meetings Decision-making Brainstorming 246

SuperOffice

JANUARY 19, 2022

Types of customer meetings. Along with a sequence of emails, companies with long sales cycles arrange three meetings before the conversion happens: Discovery meeting. This is your first meeting with a warm, qualified lead that’s held with the goal of understanding the specific needs of a prospect. Follow-up meeting.

Meetings 63

Meetings CRM Decision-making Sales 63

MTD Sales Training

SEPTEMBER 19, 2018

Are you using video meetings in your sales process? I absolutely hate it when at the start of a meeting people can’t login to the session or they need to download some piece of java script for the session to work properly. Be prepared and make sure everyone knows what they need to do to access the session beforehand.

Meetings 86

Meetings Sales Training Software Software 86

Drift

APRIL 9, 2020

That’s been the cadence of my days since Drift made the decision to go remote in early March. And technology like Zoom, which has seen a 67% uptick in users since the start of the year, is making it possible. But I also want to make sure things keep moving between meetings. And I don’t want.

Meetings 62

Meetings Decision-making Marketing Sales 62

MTD Sales Training

JANUARY 21, 2019

Preparation is key when meeting a new client. So, what should be included on your agenda when meeting with a possible client? How can you make sure this visit is productive and fruitful? Outline what you wish to achieve in this first meeting. Make sure these are the results they definitely want.

Meetings 64

Meetings Decision-making Sales Training Profitability 64

Sales Gravy

OCTOBER 31, 2024

Sales professionals now need digital skills, especially in social media, AI, and data, to meet today’s digital buyers. Customer-Driven Buying Process: Buyers today conduct independent research, with 68% of B2B buyers preferring self-research before engaging with sales reps, making the process buyer-centric.

Digitalization 75

Digitalization Decision-making B2B Finance 75

Sales Management Plus -- SMP

DECEMBER 20, 2022

To meet their quotas and goals, they need access to the right data. Sales managers can use data to help them make informed decisions about how to lead their sales teams. The post Five Ways Leading Distribution Sales Reps Use Data to Meet Their Goals appeared first on SMP.

Meetings 52

Meetings Sales Sales Management Decision-making 52

MTD Sales Training

APRIL 12, 2020

Just how can you increase their engagement and keep them interested – and how can virtual meetings and virtual presentations achieve this? A lack of understanding about the features and functions of the meeting tool being used. Your opening statement in an online meeting has to show confidence, belief and credibility.

Meetings 88

Meetings e-Learning Sales Sales Training 88

CSSP

NOVEMBER 8, 2019

Focus of Strategic Planning Meetings. During a few strategic planning meetings in the last couple of years, I’ve noticed something that probably won’t surprise you: I started to get annoyed that we were spending too much time on things that weren’t important. Remember that you are doing STRATEGIC planning. First, “What do we do?”

Meetings 85

Meetings Decision-making Marketing Organization 85

Outbound Engine

MARCH 12, 2019

We have all been either a victim or a perpetrator of meaningless meetings. You’ve likely asked yourself at one time or another if people have any idea of how to run a meeting. What is a meeting? A meeting is defined by Merriam-Webster as coming together for a common purpose. Part II: Running a Meeting.

Meetings 45

Meetings Facilitation Decision-making Stakeholders 45