Upland

MAY 4, 2023

A sales velocity equation or formula uses four metrics to help organizations calculate their own sales velocity. When used correctly, this formula can help organizations with their sales forecasting for a specific period of time and bolster their sales efforts. What is sales velocity? Why does sales velocity matter?

Sales 356

Sales Decision-making Organization Negotiation 356

Mike Kunkle

OCTOBER 8, 2023

Nowhere is this truer than with the commercial organization. It shifts the focus from “revenue enablement” (which – I’m sorry – is internal, seller- and company-centric) to the broader functions of the commercial organization, in a more buyer- and customer-centric paradigm. One that I will expand over time from this foundation.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Hubspot Sales

MARCH 12, 2025

The internet makes research a breeze until youre drowning in options and cant tell whats worth your time. Buyers face the same challenge every day, making simplicity a superpower in sales. SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. One word: Overload.

Decision-making 87

Decision-making Sales Internet B2B 87

Brooks Group

FEBRUARY 10, 2025

Ten to fifteen years ago, a seller could huddle up with three or four decision makers and quickly decide on a purchase. Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. Decision-making time, compared to five to seven years ago, has increased by 60%.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Build relationships with decision-makers and expand your network. Clients use bid decision criteria to decide who wins the contract. Define price strategy.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Upland

AUGUST 24, 2020

For all the rigor put into deal probabilities, analytics, and forecast accuracy, in-depth understanding of relationship strength and influence remains a blind spot for most organizations. Now, revenue teams need to visualize an organization’s hierarchy digitally in order to build and execute an influence strategy.

Decision-making 195

Decision-making B2B Sales Environment Digitalization 195

Upland

MARCH 24, 2021

Who makes the final decision? For all the rigor put into deal probabilities, analytics, and forecast accuracy, in-depth understanding of relationship strength and influence remains a blind spot for most organizations. Most organizations are now buying less and involving more people when they do. Who are we talking to?”.

Management 195

Management Decision-making B2B Sales Environment 195

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. This enables them to work faster, engage buyers more effectively, and make better decisions.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Account Manager Tips

MAY 25, 2021

As a result, organizations accelerated revenue and retention. Because what makes a key account is its future value. Establishing influential business relationships with decision-makers is a primary goal. That's how decisions get made and budgets approved. In other words, make it easier for clients to do business with you.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Mike Kunkle

APRIL 8, 2023

This fuller qualification prevents sellers from chasing down rabbit holes and wasting time on deals that aren’t going anywhere – or at least not at the present time – and ensures that you have a reasonable chance to win the business. They should be well documented in your CRM, preferably with a scoring system. .”

B2B 243

B2B Sales Decision-making Stakeholders 243

Brooks Group

MARCH 6, 2024

It encompasses various aspects of the sales process, including lead generation, prospecting, qualifying, presenting solutions, overcoming objections, negotiating terms, closing deals, and ultimately retaining customers for repeat business. Sales effectiveness also corresponds with the return your organization gets from its sales investment.

Organization 102

Organization Account Management Sales Sales Training 102

Upland

JUNE 30, 2023

This powerful merger will revolutionize sales organizations, enhance customer engagement, and drive unprecedented insight into how B2B sellers and their prospects collaborate. Personalized Customer Experiences Modern enterprise sales methodology thrives on data-driven decision-making.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Hubspot Sales

AUGUST 7, 2024

Delivering a product to a global audience in highly competitive fields requires impeccable organization, constantly improving customer retention, and top-tier relationship management — and some assistance from AI and automation can only help. An effective CRM is make-or-break for SaaS companies because of: Customer Retention.

CRM 115

CRM Software Software Onboarding 115

Planview

SEPTEMBER 12, 2023

At Planview, our mission is to build the future of Connected Work, where the world’s organizations can innovate at the speed of a startup. 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.

Decision-making 73

Decision-making Digital Transformation Innovation Digitalization 73

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.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Planview

APRIL 14, 2025

Todays report explores the priorities for leaders in a volatile economy and how Planview empowers you to respond quickly as an aligned organization. Over the past several weeks, weve asked organizations how they’re navigating the uncertainty. AI-powered decision-making. Resource capacity planning.

Innovation 59

Innovation Decision-making Prioritization Government 59

Planview

APRIL 17, 2025

At the inaugural Project to Product (P2P) Summit in 2024, Greschen Powell, a seasoned leader with over 26 years at FedEx, delivered an insightful presentation on how organizations can accelerate value delivery using Objectives and Key Results (OKRs) and Value Stream Management (VSM). This is where VSM comes into play.

Logistics 52

Logistics Organization Software Software 52

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Money can't buy happiness, but it sure makes misery easier to live with. Find out how much money key account managers REALLY make! How much money does a key account manager make? Develop influential relationships with decision-makers. Enough for champagne and caviar?

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Upland

AUGUST 30, 2023

It represents the culmination of their journey, where they have progressed through the earlier stages and are now highly engaged and ready to make a purchase. At every stage of this journey, marketers employ targeted strategies to guide potential customers toward making a purchase decision.

Decision-making 195

Decision-making Software Software Retail 195

Flevy

MARCH 25, 2025

Theyre about Continuous Innovation detecting shifts, making decisive moves , and reshaping internal structures to align with a changing landscape. Organizations like Netflix, Tesla, and Amazon apply these principles daily, sensing trends, acting decisively, and reshaping their capabilities before the competition catches up.

Decision-making 52

Decision-making Innovation Digital Transformation Internet 52

Upland

JULY 10, 2023

It doesn’t show you which members of the organization support your solution or are against you. It’s common for sellers to be staring down as many as 10 decision-makers within a buying group in each enterprise deal. Altify Insights rewrites the rules on what best-in-class looks like in B2B sales solutions.

Decision-making 195

Decision-making B2B Account Planning Software 195

Account Manager Tips

AUGUST 4, 2022

Why Introverts Make Better Networkers. In this no-nonsense, application-specific guide, you’ll get the most powerful strategies and success principles to build the mindset and confidence that will make you unstoppable. Most importantly, how I teach this is what makes the transformation of your confidence permanent.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Flevy

FEBRUARY 9, 2022

The Strategic Thinking Games provide Decision Making models for senior executives to choose from and use as per the situation. Each of the Strategic Thinking Games warrants employing a different mindset and decision-making approach to confront the challenges presented by a particular problem. Organization Learning.

Strategic Thinking 111

Strategic Thinking Decision-making Insurance Banking 111

Planview

JULY 29, 2024

Organizations need solutions that can bend without breaking. Having an effective solution that enables your organization to adapt to your unique, changing industry demands means you’re better equipped to deliver tangible business outcomes. In this environment, the key to success is adaptability.

Supply Chain 59

Supply Chain Decision-making Facilitation Stakeholders 59

ClearPoint Strategy

DECEMBER 10, 2021

Every organization must make a big strategy shift at some point or another to stay at the forefront of its industry. This shift in thinking came about in 2015 after city administrators read the book, “We Don’t Make Widgets: Overcoming the Myths that Keep Government from Radically Improving.” organization can receive.

Organization 98

Organization Computers and Electronics Banking Government 98

Upland

MARCH 23, 2023

Who makes the final decision? This can result in problems like not knowing where to invest in inventory, human capital, and derail crucial decision-making. This makes more accurate sales forecasts a possibility while cutting back on sandbagging. These usually include: What’s the latest update?

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

Upland

JUNE 7, 2023

An organization can make a considerable investment in a methodology, only to discover that it was not effective because there was no sales process to support it. A typical sales process includes stages like prospecting, qualification, needs analysis, solution presentation, negotiation, and closing. What is a sales process?

Sales 195

Sales Negotiation Decision-making CRM 195

Hubspot Sales

JUNE 15, 2020

This new normal has left many sales organizations across the globe scrambling to provide their sellers the resources they need to operate successfully and efficiently from home and drive remote selling. Embrace interactive presentations. Before a decision is made, customers look to you to share something they don’t already know.

Decision-making 126

Decision-making Value Selling Meetings Organization 126

Upland

AUGUST 29, 2023

Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision. It drives individuals and organizations to explore, evaluate, and invest in a product or service. It encompasses the motivation, need, and desire behind any activity.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

CMOE

MARCH 17, 2025

They navigate uncertainty with a clear vision, aligning their decisions with long-term goals while making the most of available resources. Thinking strategically as leaders allows individuals to make more informed decisions, seize opportunities, and position their organizations for long term growth.

Leadership 52

Leadership Strategic Thinking Decision-making Organization 52

Nutshell

JANUARY 30, 2025

However, many marketing departments struggle to define their key performance indicators (KPIs) or establish effective analytics tracking, which can make their marketing reports less useful. A professional and efficient marketing report gives you the power to make the right decisions for your business, driving the best results.

Marketing 83

Marketing Media Decision-making Digitalization 83

Revenue Storm

MARCH 28, 2023

Sales organizations in the high-tech arena have been hit with several redefining trends over the last several years – the shift to virtual relationships, the drive to commoditization by the buyer, the unbelievable acceleration of digital technology, and the redefining of market boundaries. This is no longer the case!

Organization 78

Organization CRM Sales Leadership 78

Flevy

JUNE 2, 2021

This set of activities worked well for organizations in the past. The Value Grid approach provides a perspective beyond traditional linear progression of activities, where organizations need to balance equilibrium between suppliers and manufacturers aside from concentrating only on reducing lead times. Information Access.

Suppliers 110

Suppliers Manufacturing Decision-making Innovation 110

Mike Kunkle

FEBRUARY 5, 2023

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. click the image to see a larger version] This makes sense, right? This is so important to understand.

B2B 231

B2B Sales Decision-making Negotiation 231

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

Nutshell

JANUARY 2, 2025

Theres the software needed to create and present designs, but architects also need software to help them manage building projects and run their businesses. Your CRM is the nucleus of your entire tech stack, serving as a central hub to store and organize all your data and connect all your other applications.

Software 62

Software Software CRM Construction 62

Hubspot Sales

APRIL 2, 2021

These evaluators can be at any level and position within an organization, from team managers to CTOs. Most critical, though, is that each stakeholder has a different level of power within their organization. The gatekeeper is usually an executive assistant or associate of the decision-maker. Identifying Sales Leads.

Stakeholders 122

Stakeholders Decision-making Sales B2B 122