Hubspot Sales

SEPTEMBER 9, 2024

Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. I sure would have appreciated a more detailed lead profile before making that call — he was less than pleased to hear from me that day.

B2B 118

B2B Decision-making Media CRM 118

Hubspot Sales

APRIL 9, 2025

Pro tip: Make sure you space your calls far enough apart so you can prepare before each one (e.g., Not Making a To-Do List It might feel more efficient to keep track of undone tasks in your mind rather than on paper or in a virtual list, but youll end up losing precious hours. 15-20 minutes). Response rate?

Decision-making 98

Decision-making Stakeholders Finance Software 98

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

APRIL 8, 2023

My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. In addition to having the right decision makers in the deal, which is part of qualification, it’s important to assess the landscape and relationships. Here’s what I mean.

B2B 243

B2B Sales Decision-making Stakeholders 243

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

Mike Kunkle

FEBRUARY 5, 2023

It’s also how I have applied systems thinking to The Building Blocks of Sales Enablement to deliver business impact (see this link for a webinar recap on the business impact topic). click the image to see a larger version] This makes sense, right? You see where I’m headed, though, right?

B2B 231

B2B Sales Decision-making Negotiation 231

Mike Kunkle

AUGUST 8, 2023

7 Common Barriers to Sales Transformation Barrier 1: Siloed Mindsets and Departments One of the most persistent challenges in many organizations is the presence of siloed mindsets and departments. This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action.

Sales 221

Sales Prioritization Innovation Sales Training 221

Upland

MAY 15, 2024

In a recent webinar between Altify and Salesforce, Dan and Ed met to discuss the implications of AI on sales organizations in the future. Perhaps ironically, however, the very qualities that make sellers great at their jobs can at the same time be at the root of the challenge inherent in implementing AI.

Innovation 195

Innovation Internet B2B Software 195

Nutshell

JANUARY 30, 2020

Since CRMs are all about capturing and organizing every piece of customer data, and marketing is all about turning that data into sales leads, CRMs and marketers are a perfect match. Furthermore, many marketers find themselves stuck in sales-heavy organizations, with fewer resources at their disposal than their sales colleagues.

CRM 155

CRM Marketing Advertising Decision-making 155

Upland

AUGUST 25, 2023

An influence map is a visual tool that helps you identify and understand the stakeholders who have a say in your project or decision. As Seth Mars, Forrester analyst, pointed ou t in a recent webinar , it’s rarely one leader making a buying choice in a vacuum. That activity is called influence mapping.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Hubspot Sales

AUGUST 11, 2020

Video conferencing tools are a worthwhile investment for organizations of all sizes, especially with remote work becoming the norm. The right video conferencing tool is necessary to continue conducting business in 2020 and beyond, and choosing the right software is an important decision. Best for: Universal video software.

Software 143

Software Software Meetings Remote Working 143

Mike Kunkle

MAY 15, 2019

In a B2B setting, AI will review customer websites, blogs, PR statements, financial reports, social media contributions from potential decision makers, determine price elasticity segmented by the sales representative that is assigned to the opportunity, based on their past discounting habits, and assign a probably of winning an opportunity.

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

Planview

APRIL 29, 2022

In this post, we’ll show you how to become a modern PMO that enables your organization to adapt to an ever-changing professional landscape. We’ve included four webinars in this post to help you make this shift. We’ve included four webinars in this post to help you make this shift.

Organization 59

Organization Government Prioritization Decision-making 59

SBI Growth

OCTOBER 26, 2013

They describe how your customers make purchase decisions. They come with webinars and on-demand learning videos.”. LinkedIn offers recorded webinars, reading tip sheets, eLearning modules, and on-demand learning videos. The purpose of Social Selling is to get meetings with decision makers inside target accounts.

Decision-making 129

Decision-making Software Software Meetings 129

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.

Sales 144

Sales Decision-making Software Software 144

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. Lead Magnets : Create lead magnets.

Decision-making 195

Decision-making Software Software Retail 195

Hubspot Sales

JUNE 8, 2020

Well, content has become more important than ever for B2B buyers and decision-makers. According to Demand Gen’s 2020 Content Preferences Study , 67% of B2B companies said they’re leaning more on content to research and inform decisions. Decision Stage. Sales collateral for the Decision Stage includes: Pricing guides.

e-Learning 124

e-Learning Sales Decision-making B2B 124

SBI Growth

SEPTEMBER 17, 2013

Yet many reps struggle to get that critical first meeting with a decision maker. This post will address what Marketing can do to promote, enable and optimize social selling within the organization. The best sales & marketing leaders are leveraging social selling to make the number. Make it easier for them.

Marketing 128

Marketing B2C Publishing Decision-making 128

SuperOffice

JUNE 14, 2022

You may go after a specific type of organization, say, a startup with over 50 employees. Then, you need to talk to a specific person in the organization – a VP, CRO, etc. When you deal with prospecting, you need to focus on finding champions, not decision-makers , advised Thibaut. Determine your ideal customer company.

Decision-making 118

Decision-making B2B Digitalization Meetings 118

Zendesk

JANUARY 5, 2022

If they make it through the lead qualification process, you must develop a relationship with them and nurture that connection until they turn into paying customers. They may not be aware of your organization and what you have to offer. Sales leads vs. prospects: What makes them different? Types of sales leads.

Publishing 105

Publishing Sales Media CRM 105

Mike Kunkle

AUGUST 27, 2019

Let’s start with a list of the types of organizational learning that you should have in place (or should consider, based on organization size, resources, and budget) to support sales employees. Developing general “success skills” or business skills (communication, problem-solving, organization/time management, decision making, etc.).

Sales 130

Sales Onboarding Sales Training Leadership 130

SBI Growth

SEPTEMBER 2, 2013

Meanwhile, nobody makes a purchase decision. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Get details on what best-in-class organizations are doing differently next year. Win/Loss/No Decision reviews are completed like clockwork.

e-Learning 123

e-Learning Sales Leadership Decision-making 123

Hubspot Sales

JUNE 23, 2020

Many organizations are already taking steps to build a roadmap that will guide their teams and their customers through to the marketplace of tomorrow. Additionally, analyzing the responses and sentiment of employees and customers will assist with future decision-making. Let’s discuss how we adapt to an ever-changing marketplace.

B2B 132

B2B Digital Transformation Virtual Selling Digitalization 132

Planview

JANUARY 10, 2022

At Planview, we have two great products that meet the varying needs of Professional Services organizations—whether it be products for Professional Services companies, professional services groups embedded in product companies, or those providing Managed Services. Key Resources to Guide Your Organization’s Success.

Energy and Utilities 98

Energy and Utilities Profitability Decision-making Acquisition 98

Mike Kunkle

APRIL 8, 2023

My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. In addition to having the right decision makers in the deal, which is part of qualification, it’s important to assess the landscape and relationships. Here’s what I mean.

B2B 130

B2B Sales Decision-making Stakeholders 130

SBI Growth

JANUARY 2, 2013

Organization talent and people is often an emotionally charged area. It’s easy to make talent decisions based more on gut reaction than facts. Go out of your way to make sure they are happy and do not lose them. “B” Invest in the ones that can make the jump to “A” players. If not, move them out of the organization.

Sales Leadership 107

Sales Leadership Decision-making Sales Leadership 107

Mike Kunkle

MAY 30, 2023

There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work. Finding yourself in one of these situations does not excuse you from working as hard and as smart as possible to make an impact with enablement.

Decision-making 130

Decision-making Sales Training Sales Sales Management 130

SBI Growth

NOVEMBER 5, 2012

Buyers are now closer to making their purchase before a rep gets with them. Content that supports buyers in their decision is king. But your job as a sales rep is to influence the prospect's buying decision. Today’s post offers a way to influence the buying decision without saying a word. Make The Call.

Decision-making 123

Decision-making Publishing Leadership Marketing 123

Planview

SEPTEMBER 9, 2021

Portfolio Director Mark Wybraniec – Johnson & Johnson – Portfolio Management Organization, Director Allan Spina – Becton Dickinson – Portfolio Management and Innovation Education, VP R&D. Webinar Q&A (all answers paraphrased ). For smaller portfolios, we did not make all capabilities mandatory.

Finance 98

Finance Stakeholders Decision-making Acquisition 98

SBI Growth

OCTOBER 23, 2013

The organization spends a lot of money on the software and expectations are high. Making matters worse, the sales team steps up their complaints about marketing’s contribution & effectiveness. It produces content in enough quantity and quality to meet the needs of the marketing & sales organizations.

Marketing 126

Marketing Advertising Media Decision-making 126

Hubspot Sales

JANUARY 28, 2020

The old school sales funnel is typically divided into three stages: awareness, consideration, and decision. Not every prospect makes it from awareness to consideration — the same goes for the shifts from consideration to decision and decision to purchase. The funnel gets narrower with each transition to a new stage.

Software 121

Software Software Construction Small Business 121

Corporate Visions

AUGUST 6, 2020

Those campaigns generated interest, but at some point, there was always that handoff to Sales, who would ultimately guide the buyer toward a decision. In other words, nearly two-thirds of your buyers’ decision-making process was happening without any input from your sellers. Then, several years ago, it all started to change.

Marketing 90

Marketing Suppliers Decision-making Sales 90

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 130

Customer Experience Profitability Decision-making Marketing 130

Planview

FEBRUARY 8, 2023

Left, right, and center, traditional organizations are replacing Waterfall project management with Agile planning. In a recent Webinar , Planview’s Marcus Klein, Group VP of Product Management, and Naomi Lurie, VP Product Marketing, talked about how PMOs are evolving.

Organization 52

Organization Decision-making Software Software 52

SBI Growth

MARCH 30, 2013

To help you make a decision, let’s break it down below. If Pinterest makes sense, you can download this guide for your next brainstorm session. It’s essentially a place where you can organize anything visually appealing that you come across online. Post your eBooks, whitepapers, infographics and webinars.

B2B 133

B2B Marketing B2C Internet 133

Hubspot Sales

NOVEMBER 21, 2018

decision makers for every sale who have a say in whether a product is purchased. These people make up what is called the “buying center.”. Decision maker: gives final approval for the purchase. They show this through digital behavior like downloading an ebook or joining a webinar. On average, there are 6.8

Marketing 145

Marketing Advertising Decision-making Brainstorming 145

Mike Kunkle

AUGUST 8, 2023

7 Common Barriers to Sales Transformation Barrier 1: Siloed Mindsets and Departments One of the most persistent challenges in many organizations is the presence of siloed mindsets and departments. This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action.

Sales 130

Sales Prioritization Innovation Sales Training 130