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

Arpedio

APRIL 13, 2023

Stakeholder Management: A Must Read Guide ← Back to blog Stakeholder management refers to the process of identifying, understanding, and engaging with individuals or groups who have a stake or interest in a project, initiative, or organization. What is Stakeholder Management? What is a stakeholder? What is a stakeholder?

Stakeholders 52

Stakeholders Management Shareholders Suppliers 52

Hubspot Sales

DECEMBER 22, 2017

And, chances are, they’ll need to know someone other than the decision maker pretty well. In days of old, salespeople could call the C-suite, marketing could email them, and it was much easier to gain access to the decision maker. Will they help you make the sale or unknowingly stop you from talking to the right person?

Decision-making 145

Decision-making Sales Finance Stakeholders 145

Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. Most critical, though, is that each stakeholder has a different level of power within their organization. Below we’ll explain how to qualify different sales stakeholders.

Stakeholders 122

Stakeholders Decision-making Sales B2B 122

Arpedio

NOVEMBER 22, 2023

Unlock Business Potential with Effective Stakeholder Mapping Improve your critical stakeholder relationships ← Back to blog As businesses strive to achieve growth and success, many overlook the untapped potential of effective stakeholder mapping. We will also highlight the tools and techniques available for stakeholder mapping.

Stakeholders 52

Stakeholders Decision-making Business Growth Innovation 52

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships.

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

Hubspot Sales

JUNE 24, 2021

They have an ideal result that they're trusting a firm and its stakeholders to achieve. Scope creep occurs when those stakeholders wind up adding additional functions, features, requirements, or other unauthorized work as a project progresses. Differences in Stakeholders' Opinions. Overly Long Projects.

Stakeholders 132

Stakeholders Leadership Decision-making Communication 132

Nutshell

MARCH 15, 2021

Sales multithreading is the process of connecting with multiple stakeholders at the companies you hope to sell products and/or services to. To find success with this approach, you simply pinpoint the decision-maker at a company, build a relationship with them, and make them an offer they can’t refuse. More closed deals.

Sales 141

Sales Stakeholders Decision-making Facilitation 141

Hubspot Sales

OCTOBER 23, 2017

That is, sales reps must qualify prospects at three different levels -- what Apollo terms “organization-level,” “opportunity-level,” and “stakeholder-level” sales qualification. Stakeholder-Level Qualification. It’s time to get into the nitty-gritty -- can your point of contact actually pull the trigger on a purchase decision?

Sales 145

Sales Decision-making Stakeholders Value Proposition 145

Hubspot Sales

MARCH 4, 2024

We recently reached out to some of the winners for their insight on what sales leaders should prioritize, some principles they should live by, and how they should work with their teams in 2024. Sales leaders get things confused about what it means to lead — it‘s not because you have a title that makes you a leader.

Construction 124

Construction Leadership Sales Prioritization 124

Hubspot Sales

OCTOBER 5, 2017

Gatekeeper: Person in charge of communicating or preventing information from reaching a decision-maker; for example, receptionists or personal assistants. Decision-maker: The person in charge of making a final decision on the sale. Qualify and begin prioritizing prospects. Stakeholder-level.

Sales 145

Sales Decision-making Prioritization Media 145

Hubspot Sales

JULY 5, 2022

The flowchart uses yes or no scenarios to illustrate how your team should respond to your prospect's decisions and actions during each stage of your business' sales process. Setting goals for your sales team can keep your sales process focused, improve your sales strategy, and make your business more efficient. B2B Sales Process Steps.

B2B 115

B2B Sales Stakeholders Decision-making 115

Hubspot Sales

AUGUST 26, 2020

Your marketers and salespeople pinpoint vital stakeholders within the target company. Executives at your firm may also interact personally with critical stakeholders of the target account. What our summary should make clear, though, is the importance of data to the process. Who the decision-makers are at each company.

Stakeholders 138

Stakeholders B2B Decision-making Sales Environment 138

Hubspot Sales

JULY 7, 2020

What key metrics are you looking for to make an initial analysis? A successful sales analyst is able to assess pertinent data and make sound business recommendations for their sales colleagues. Sometimes it can take a bit of inquiry or digging to get the information needed to make a complete analysis.

Stakeholders 127

Stakeholders Sales Communication Prioritization 127

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

AUGUST 8, 2024

Stakeholder mapping isn’t just another box to check off on your project management to-do list—it’s your secret weapon for project success. By utilizing a stakeholder mapping template as the first step, you can effectively manage stakeholders and confidently communicate with them to move your new project forward.

Stakeholders 40

Stakeholders Decision-making Prioritization CRM 40

Account Manager Tips

NOVEMBER 24, 2022

It's a boundary-crossing role that needs the cooperation of numerous stakeholders and departments to succeed. You need to inspire, align objectives, coordinate resources, prioritize task, manage crises and ask for help when you need it. Key account managers have very busy jobs that span multiple stakeholders and functions.

B2B 130

B2B Key Account Management Account Management Decision-making 130

Hubspot Sales

DECEMBER 7, 2020

And while no adjustments salespeople can make to their sales processes can touch the earth-shattering next-level-ness of that tiger costume, they can certainly take strides to make their professional lives a little easier. That tends to make the process more complex and, in turn, considerably slower. Image Source: Cosmopolitan.

Sales 143

Sales Decision-making Stakeholders Prioritization 143

Hubspot Sales

MAY 5, 2023

More than a third (35%) of US consumers are planning to make fewer purchases due to a possible recession. Consumers need more time to make purchasing decisions — and each purchase is more scrutinized, regardless of how essential. To make things more complicated, you may have to manage more stakeholders in the process.

Decision-making 130

Decision-making Sales Stakeholders Prioritization 130

Hubspot Sales

MARCH 18, 2019

Some final thoughts on making your key account management strategy a success. These accounts make up the majority of the business' income. If you can promise to make them a key account -- and your competition can't do the same -- you're likelier to win the deal. It's the understanding of how a company makes money.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

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 91

Stakeholders Decision-making Account Planning Prioritization 91

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. Then, I identify all stakeholders, flagging who is an assister, a resistor, and a neutral.

Stakeholders 69

Stakeholders Prioritization Brainstorming Decision-making 69

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 94

Account Management Management Sales Account Growth 94

Hubspot Sales

JUNE 12, 2023

We know our win rate nearly doubles when accounts are multi-threaded and climbs another 25% when we have four or more stakeholders in the deal conversation. Spending time chasing deals that are stalled at just one stakeholder and no path forward is a terrible use of a rep's valuable time.”

Sales 131

Sales Decision-making Stakeholders Meetings 131

Upland

MAY 5, 2023

It means being brought into the inner-circle, being there when the big questions are asked, and the big decisions are made. I’m here to talk about you.’” At first, the customer wasn’t sure what to make of his new persona. Inertia is, after all, one of the strongest forces in the universe. And he always came prepared. “It

Account Planning 195

Account Planning Healthcare Decision-making Stakeholders 195

DemandFarm

SEPTEMBER 10, 2024

A stakeholder mapping temple is the holy grail you need in this situation. It makes things even more efficient especially when you have to collaborate with teams remotely. Why is stakeholder mapping important? You don’t have to start color-coding your Excel sheets either. We’ve made a handy list on that too!

Stakeholders 40

Stakeholders Decision-making Communication Management 40

Envisio

JUNE 2, 2023

Oftentimes, local governments know that producing regular and relevant reports is key to building trust with their stakeholders–however, it’s not easy to regularly produce reports that show progress against strategic goals, especially when these reports need to be tailored to unique audiences such as elected officials, staff, or residents.

Government 98

Government Stakeholders Prioritization Leadership 98

Red Star Kim

MAY 2, 2023

And I thought its answer was pretty good: Leadership: The ability to inspire and motivate others, delegate tasks effectively, and make sound decisions under pressure will continue to be highly valued in senior leadership roles. Time spent doing a job doesn’t improve a leader’s soft skills; that requires deliberate prioritization.

Emotional Intelligence 100

Emotional Intelligence Leadership Decision-making Publishing 100

Brooks Group

JUNE 24, 2024

But step two should be making sure your training is getting the results you want. Here are eight ways effective sales training makes a difference. This helps you make informed decisions, allocate resources effectively, and ensure your training efforts are contributing to the overall success and profitability of the business.

Sales Training 91

Sales Training Decision-making Sales Profitability 91

Upland

NOVEMBER 27, 2023

What’s putting the squeeze on your customer’s key decision-makers? Make sure the one you’re ready to help with is a member of the cho- sen few. Once you know where to focus, it’s all about leaning into the natural curiosity that makes sellers good at what they do. What’s driving that business to make decisions?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Hubspot Sales

NOVEMBER 22, 2023

Ultimately, to achieve consistent growth and stay ahead of the competition, businesses must streamline their sales operations, focus on nurturing customer relationships , and make data-driven decisions. Identify bottlenecks, track key metrics, and make data-driven decisions to close deals faster.

CRM 116

CRM Decision-making Sales B2C 116

Hubspot Sales

JANUARY 12, 2023

From there, you can make the critical decision between entrepreneurship and standard employment. Entrepreneurs handle expenses and business decisions, while employees focus on doing their best and helping the company succeed. Becoming an entrepreneur has plenty of benefits that make it an appealing choice.

Insurance 133

Insurance Investors Decision-making Profitability 133

Planview

DECEMBER 8, 2021

Leading a value stream requires servant leadership, which prioritizes guidance over direction and mentoring over managing. Think about a handful of skills or functions that will be needed to make your Agile approach work, and identify a leader with each of those skills or from each of those functional areas. Make it Actionable.

Government 111

Government Leadership Stakeholders Decision-making 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. Capabilities of KAM Technology Solutions That A Company Needs Map out stakeholders by location, business unit, or job function.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Miller Heiman Group

MAY 30, 2019

As a sales professional, you need a game plan—a method for prioritizing your time and focusing your efforts on the deals that are most likely to close. This coach should be your champion, someone who can help you make inroads with your sales prospects. the other decision-makers on the buying team view the coach as credible.

Decision-making 96

Decision-making Sales Analytics Stakeholders Prioritization 96

Hubspot Sales

SEPTEMBER 16, 2020

Incorporating defined processes can make it easier to measure, manage, and coach salespeople. Is this individual the appropriate decision-maker for this purchase? Who are the stakeholders you need to engage with? They also find it extremely challenging to automate, measure, and improve their sales process quite challenging.

Account Management 133

Account Management Sales Account Planning CRM 133

SuperOffice

AUGUST 1, 2022

How many stakeholders usually take part in the decision-making process? Today, almost every B2B company has a beautifully designed website, which means your ability to present what you offer in the best possible way doesn’t affect prospects’ decisions much anymore. How experienced are they in the topic?

Decision-making 117

Decision-making Prioritization B2B Marketing 117