Brooks Group

JANUARY 9, 2025

Territory planning: Systematically organize and prioritize sales activities within a geographic or account-based region to maximize coverage and results. An account manager must be able to identify key accounts and prioritize their time based on which accounts have the most potential for growth.

Account Management 99

Account Management Management Sales Account Growth 99

Strategic Planning and Management Insights

FEBRUARY 10, 2023

At SME Strategy, we guide all of our strategic planning clients through the all-important prioritization and goal-setting phase as part of the strategic planning process. This includes making sure that everyone is clear and in agreement on where they are going and how they will get there.

Prioritization 97

Prioritization Facilitation Decision-making Construction 97

Planview

AUGUST 22, 2024

In this post, you’ll learn: Why Putting People at the Heart of Change Matters The Exciting Future Ahead for the PMO How AI Can Help Prioritize Impactful Work Meet Athena Smith Athena Smith hails from Georgia and is based in Atlanta. For sustainable change, prioritize people by celebrating wins, showing appreciation, and using storytelling.

Stakeholders 69

Stakeholders Prioritization Brainstorming Decision-making 69

Planview

APRIL 15, 2024

Aligning your AI use cases to your strategic goals and implementing them with a full picture of your risk exposure requires a careful decision-making process. To accelerate your decision-making process, start with a full basket of ideas. Prioritize by pain point. How to Identify AI Use Cases 1. Crowdsource ideas.

Prioritization 64

Prioritization Decision-making Digital Transformation Digitalization 64

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. It’s about fine-tuning your processes and strategies to ensure that interested prospects take the desired action – whether it’s signing up for a trial, requesting a demo, moving to the next step, or making a purchase.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Whetstone

FEBRUARY 7, 2025

Many SAMs focus on engaging with their primary contactsthe people they know bestwhile neglecting to map out all stakeholders who may influence the decision. They challenge decisions, push back against ideas, and force the organization to confront hard truths. This blind spot creates risk. This blind spot creates risk.

Stakeholders 59

Stakeholders Management Decision-making Account Management 59

Hubspot Sales

AUGUST 7, 2024

An effective CRM is make-or-break for SaaS companies because of: Customer Retention. Your CRM can gather data and make suggestions for enhanced decision-making. This makes your SaaS CRM decision even more important. The pricing will also make this inaccessible for some companies. User Experience.

CRM 115

CRM Software Software Onboarding 115

Upland

MAY 4, 2023

It also allows sales leaders to measure impact and make adjustments using the four levers, enabling them to create effective strategies to improve revenue growth. That makes it essential to win as many contracts as possible and maximize each opportunity. How can sellers deal with uncertainty to help increase deal size?

Sales 356

Sales Decision-making Organization Negotiation 356

Clarity Engagement Solutions

FEBRUARY 7, 2022

Tailored by vertical industry and 100% native to Salesforce Lightning, CX1™ makes it easy for sales and account teams to map stakeholder relationships, identify the sources of decision-making influence and manage a larger number of better-qualifed opportunities as a result. That’s where Clarity CX1™ comes in.

Stakeholders 172

Stakeholders Decision-making Account Planning Prioritization 172

Hubspot Sales

FEBRUARY 24, 2025

In those instances, you cant lose composure and run the risk of making critical mistakes, but what can those "critical mistakes" look like? 6 Mistakes You Can Make When Handling Objections 1. When you mention budget, are we talking zero flexibility, or is this about where to prioritize spend? Check it out!

Decision-making 95

Decision-making Prioritization Sales 95

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

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

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

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

The Center for Sales Strategy

MARCH 12, 2024

Most businesses would say they have a way they manage and prioritize their accounts, but few of them do it in a way that is strategic, consistent, and is woven into every sales decision they make. Do you know where 80% of your revenue comes from?

Management 125

Management Prioritization Decision-making Sales 125

Hubspot Sales

MARCH 13, 2025

Projecting a sales cycle ahead of time gives sellers a better chance of making their numbers. On top of that, B2B buyers are wary of sellers trying to influence their decisions. If sellers can articulate benefits and discuss how the companys financial picture can improve, the chances of making sales are higher.

Meetings 95

Meetings Sales Stakeholders Decision-making 95

Hubspot Sales

FEBRUARY 21, 2025

I typically spend two weeks developing my list, making sure each company genuinely needs what I offer and has the potential for a long-term partnership. Always prioritize quality over quantity. Map decision-makers within each account. LinkedIn Sales Navigator makes this research easier with its advanced filters.

Value Proposition 59

Value Proposition Stakeholders Decision-making Prioritization 59

Mike Kunkle

AUGUST 8, 2023

It’s easy to prioritize quick wins over sustainable growth initiatives. This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Solution: Embrace a data strategy that prioritizes quality over quantity. Dashboards become mash-boards.

Sales 221

Sales Prioritization Innovation Sales Training 221

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

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

Sales Gravy

APRIL 3, 2025

Did you make quota this quarter? You make calls, period. But too many sales reps think they need to follow traditional suggestions: Prioritize research over calls; call when you think your prospects will be available; warm leads up with social touches and emails. Did you make quota this quarter ? Or did you fall short?

Sales 56

Sales Decision-making Prioritization Media 56

Planview

MARCH 19, 2025

Complex Operating Models : Transitioning from traditional to digital-first operations requires agile frameworks that prioritize outcomes over outputs. By enabling end-to-end visibility, fostering collaboration, and enhancing decision-making, VSM bridges the gap between strategic intent and tangible results.

Financial Services 52

Financial Services Banking Management Government 52

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

Sales Gravy

FEBRUARY 4, 2025

Lead Time: Deals can stretch out because youre waiting on an entire chain of approvals or external decisions. It also positions you to offer support in ways that make them want to stick with yourather than jumping to a competitor at the eleventh hour. Understanding these pressures helps you empathize with your buyer.

Suppliers 80

Suppliers Construction Government Stakeholders 80

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

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

Upland

NOVEMBER 28, 2021

These days, most prospects both want and expect to speak with a peer reference before they make a final purchase decision, but not all references are created equal. This makes resorting to unofficial sales reference channels all the more tempting. Making targeted, on-demand references a reality.

Sales 195

Sales B2B Software Software 195

Sales Gravy

SEPTEMBER 16, 2023

Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. In a highly competitive market, differentiation is key.

Customer Experience 116

Customer Experience Marketing Prioritization Sales 116

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

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. Prioritizing finding people with influence within an account will help you earn support and avoid being blindsided by an unknown detractor. What are their motivations?

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Hubspot Sales

FEBRUARY 8, 2021

According to the Bureau of Labor Statistics , 20% of small businesses don’t make it past the first year mark, and nearly half of businesses close by their fifth year. In other words, if you want your business to make it in the long run, your first few years of business matter. She says: "Build your power squad.

Decision-making 131

Decision-making Prioritization Future of Work Small Business 131

ProlifIQ

NOVEMBER 7, 2024

By setting clear objectives, sales teams can prioritize their efforts and measure their progress towards achieving desired outcomes. These KPIs can be visualized through interactive dashboards, providing real-time insights into account performance and helping sales teams make data-driven decisions.

Account Planning 52

Account Planning Account Management Decision-making CRM 52

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

Arpedio

JANUARY 22, 2025

Predictive analytics : Forecast trends, identify cross-selling opportunities, and prioritize high-converting accounts. In fact, ARPEDIO excels in predictive analytics and data-driven insights by providing sales teams with valuable information to make informed decisions and drive strategic sales initiatives.

Decision-making 52

Decision-making CRM Account Planning Prioritization 52

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

Upland

JANUARY 29, 2024

Sales productivity becomes even more difficult for complex B2B accounts with large buying groups and multiple divisions involved in the decision-making process. This targeted approach makes successful sales and better relationships more likely.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

DemandFarm

NOVEMBER 22, 2024

Data-Driven Decision-Making Effective KAMs use data to stay one step ahead. Monitoring Progress against KPIs Growth Planning: Do they proactively work with economic decision makers to co-create value-driven growth plans? FREE Performance Report Card for Key Account Managers Category Criteria Rating (1-5) Comments / Examples 1.

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52