Mike Kunkle

NOVEMBER 21, 2023

This shift from account management to proactive hunting for new business requires a fundamentally different skill set (and possibly a different make-up or Sales DNA). There are more decision makers in the committee, and they are seeking detailed information, case studies, ROI analyses, and robust decision support.

Acquisition 130

Acquisition Sales Decision-making Account Management 130

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 130

Sales Prioritization Innovation Sales Training 130

Miller Heiman Group

JUNE 10, 2020

And the cornerstone of a formal lead qualification strategy is the strategic opportunity quality scorecard, which was the focus of our recent webinar Selling in the New Normal: Qualifying Opportunities Virtually. Decision-making process. Decision-Making Process. What are your top decision criteria?

Decision-making 81

Decision-making Prioritization Sales Organization 81

Hubspot Sales

JUNE 20, 2018

And it makes sense -- in an age where buyers know more than ever and everyone is incredibly busy, it’s harder and harder to get someone to pick up your call or respond to your email. It matches decision makers’ and executives’ tones. It’s mobile-friendly. This is good news for new sales teams and inexperienced salespeople.

Decision-making 111

Decision-making Prioritization Sales Marketing 111

SBI Growth

JULY 25, 2013

The output of the assessment is a prioritized list of initiatives for the coming year. Their goal is to know what resonates with buyers: Blog posts, webinars, slideshare, white papers, etc. They make that vital first impression. It captures the phases, key actions and micro decisions that make up the buyer’s journey.

Prioritization 103

Prioritization Decision-making Facilitation Marketing 103

Hubspot Sales

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. Before they ever pick up a phone or send an email, they make it a priority to understand their buyer’s world. How do buyers decide whether the challenge or goal should be prioritized? Who needs to be involved in the decision?

Sales 140

Sales Decision-making Healthcare Value Proposition 140

Hubspot Sales

JULY 30, 2020

Warmer months mean more distractions, and with key decision makers on vacation, a potential drop in leads. Many sales managers are bogged down by non-coaching tasks: Reporting numbers, attending unnecessary meetings, and making their own sales. Even your top performers can lose focus during the summer.

Sales 132

Sales Brainstorming Decision-making Communication 132

SBI Growth

DECEMBER 5, 2013

You know if the company will make or miss the number. Look inside your team as well as outside to make this a reality. Data Access / Availability: Does your group have access the right data to make good decisions? Identify and Prioritize For the New Year. Here is a link to a great webinar with LinkedIn.

Sales 118

Sales Finance Government Decision-making 118

SBI Growth

MARCH 3, 2013

Making the sales force figure this out on their own is a waste of time, money and resources. Prioritize and maximize return on sales effort. A Buying Process Map (BPM) captures your customer’s journey to a purchasing decision. Does it consist of webinars on the product features of the new offering? It’s not for everyone.

Supply Chain 122

Supply Chain Prioritization Decision-making Marketing 122

Hubspot Sales

NOVEMBER 28, 2023

In this article, we discuss how sales and marketing collaboration makes a difference and provide tips and tools for making this collaboration more efficient. Collaboration makes it possible for messaging to evolve based on real-time feedback. Training webinars. Table of Contents How can Sales and Marketing collaborate?

Marketing 111

Marketing Sales Decision-making Energy and Utilities 111

Hubspot Sales

OCTOBER 17, 2018

It takes your existing content and updates it to increase conversion rate, making things like your landing pages and blog posts perform better, without having to create new content. We believed that we could increase our active users by making our 'loaner' video more educational and product focused." Make multiple versions of one ad.

Brainstorming 145

Brainstorming Co-Creation Media Onboarding 145

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. Whether it’s through social media, email marketing, webinars, or other channels, meeting your audience where they are (the concept of “watering holes”) ensures that your message resonates and stays top-of-mind.

Customer Experience 130

Customer Experience Profitability Decision-making Marketing 130

Hubspot Sales

MARCH 22, 2023

These companies don’t make their consulting decisions lightly. Having a great network can make all the difference between a successful and stagnant career. What makes networking different for consultants? Companies like this rely on referrals from other consultants to make hiring decisions. Think about it.

Decision-making 111

Decision-making Media Brainstorming Meetings 111

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Even under financial and emotional duress, strive to make calm, thoughtful, strategic decisions. And you must assess and make go-forward decisions considering these realities. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Apptivo

FEBRUARY 20, 2023

Lead Capturing Email, website, social media, webinars, and paid ads are all ways to reach out to potential buyers during lead generation activities. This allows your sales team to prioritize assigned leads rather than manually searching for new leads in the CRM software. Only half the battle is won by driving traffic.

Management 103

Management Sales Software Software 103

Nutshell

MAY 4, 2020

Lead with empathy—but make sure it’s genuine. Download the Complete Guide to Writing MUCH Better Sales Emails for over 50+ pro tips on how to make your emails stand out in a crowded inbox. If the marketing team is yet to host webinars and remote events, now’s the time to start. Show empathy.”. GET THE GUIDE.

Marketing 119

Marketing Publishing Sales B2B 119

Hubspot Sales

APRIL 1, 2020

A direct end user with influence, but no decision-making authority. Your product or service might be something a decision maker needs, but for some reason you can’t get in contact with them. On top of this, they most likely have other activities they have to prioritize over considering new offerings.

Decision-making 119

Decision-making Small Business Sales Value Proposition 119

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. But how do you decide which ones make the most sense for your business? Around 90% of top-level B2B decision makers do not respond to cold outreach ( Source ). Direct Mail. YouTube videos. Whitepapers. SlideShares.

Sales 126

Sales Decision-making B2B Marketing 126

Hubspot Sales

JULY 15, 2020

However, we’re finding B2B businesses are prioritizing their existing customers over attracting new ones. With these data points in mind, making your current customers feel valued can be an effective way to impact your bottom line. Consider ways you can continue to add value to your customer’s lives beyond your core offering.

B2B 138

B2B Sales Small Business Profitability 138

Planview

APRIL 29, 2022

We’ve included four webinars in this post to help you make this shift. Accelerating product cycles, technology disruptions, and a growing remote workforce are testament that we need to modernize the way we plan, prioritize, and execute projects. Access the on-demand webinar here to learn more.

Organization 59

Organization Government Prioritization Decision-making 59

Nutshell

MARCH 17, 2023

It’s crucial to make sure yours stands out and has the highest chance of engaging your customers. Prioritize your subject line What you put in the subject line matters — after all, it’s the first part of your email your reader will see. The following are three essential tips for writing the most effective welcome email: 1.

B2C 154

B2C Onboarding Decision-making B2B 154

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 130

Leadership Stakeholders Decision-making Sales Training 130

Showpad

MARCH 17, 2020

The other half is making sure they can find and access it when the moment comes. In addition to making all content easily accessible for your salespeople, some content management systems can also help drive deals forward by highlighting different pieces of collateral based on AI-driven search results and recommendations.

Sales 80

Sales Remote Working Prioritization Decision-making 80

Hubspot Sales

AUGUST 8, 2019

Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. Engagement rate (link clicks, webinar attendance, video plays, etc.). Percentage of opportunities lost (no decision). You can’t manage what you don’t measure.

Acquisition 145

Acquisition Sales Media Meetings 145

PandaDoc

JUNE 21, 2021

It’s not so much knowing about sales prospecting vs lead generation, as knowing how and when to prioritize one or the other. There are several benefits when it comes to using a lead generation strategy, making it a good strategy for any business. Do you have buying power as a decision-maker or are you an influencer?

Sales 98

Sales Decision-making Small Business Meetings 98

Zendesk

AUGUST 10, 2021

And more than half of customers want to do business with companies that are socially responsible, prioritize inclusion in their workforce, and have empathetic support agents. The pipeline gives account executives a list of pre-screened potential buyers to connect with, in hopes they’ll make a purchase down the road.

Sales 104

Sales Media Digitalization Software 104

PandaDoc

DECEMBER 27, 2019

You always prioritize the prospect who is closest to the finishing line. Do you… (A) Send out an email blast to a list of 1,000 leads you pulled from ZoomInfo; or (B) Make as many cold calls as you can to that same list. Inconsistent prospecting leads to desperation and poor decision making. Feel like you aced that one?

Sales 90

Sales Prioritization Meetings Decision-making 90

Planview

JUNE 17, 2024

You’ll learn how to create a culture of innovation, informed decision-making, and on-strategy delivery that positions your enterprise as a leader in its industry. That means looking for a platform that enables adaptive funding, flexible and adaptive governance, and facilitates collaboration and coordination across multiple platforms.

Management 76

Management Innovation Decision-making Facilitation 76

MDI Training

MAY 19, 2021

You need to make others feel that they can turn to you if they don’t know something – that way you avoid mistakes. Prioritizing needs increased attention. The basis of mindfulness is to perceive without judging and thus also protects against hasty decisions. What problems do they have? What challenges?

e-Learning 98

e-Learning Leadership Digitalization Decision-making 98

SBI

DECEMBER 18, 2018

I sat down to discuss this topic in a webinar with Nancy Nardin, Founder of Smart Selling Tools and Vendor Neutral. On the sales side, according to CSO insights: Slightly more than half of sellers are making quota – clearly, there’s a big opportunity for improvement. Deliver key decision-making data to executives – 17%.

Artificial Intelligence 49

Artificial Intelligence Sales Technology Prioritization Decision-making 49

Planview

DECEMBER 28, 2022

Organizations must constantly adapt through strategic decision-making to ensure success with minimal risk or cutbacks. In a recent webinar with Planview, Forrester covered some best practices for effective product portfolio management —with a customer-centric approach. It’s an “all hands on deck” scenario.

Management 52

Management Prioritization Decision-making Innovation 52

Planview

OCTOBER 18, 2023

Make Better Decisions, Achieve Better Outcomes Too often, organizations work in silos, causing necessary information to get stuck between teams and business functions. This will allow your enterprise to confidently make strategic decisions around funding work and managing capacity.

Decision-making 59

Decision-making Prioritization Facilitation Organization 59

Planview

MAY 3, 2023

The two sat down with PM Today’s Associate Editor Amy Hatton for a webinar on how to automate, scale, and adapt to unlock transformational value across an organization. Register for the webinar , and learn all about their insights below. Of course, not every PMO has considered working with a PSA before.

Digital Transformation 52

Digital Transformation Future of Work Decision-making Stakeholders 52

Planview

APRIL 14, 2023

In a recent webinar , 37% of attendees said their number one challenge was balancing capacity for supply and demand on their projects. Dave walked through both challenges in our recent webinar on resource management. It requires sharp, short-term decision making.

Management 52

Management Prioritization Decision-making Organization 52

Zendesk

AUGUST 12, 2021

Although MQLs aren’t quite sales-ready, they’ve taken actions that indicate they’ll likely make a purchase eventually—making them the perfect candidate to receive more marketing collateral. An SQL has already gone through the awareness and interest phases and has entered the decision section of the funnel. Requested a free demo.

CRM 98

CRM B2C Media Decision-making 98

PandaDoc

FEBRUARY 13, 2023

For example, you must make sure you’re avoiding silos. You might use document collaboration tools like PandaDoc, for instance, which make it easier for everyone to work together virtually. Make sure you identify important project stakeholders across your company at the beginning of the project.

e-Learning 91

e-Learning Brainstorming Decision-making Communication 91

Hubspot Sales

DECEMBER 7, 2023

Work backward from these numbers to determine the number of demos, discovery calls, and connects you’ll need to make by month, week, and day. To make your quota that month, you’ll have to make your case in advance of Thanksgiving. Before November rolls around, make strategic assessments around timing and dates.

B2C 122

B2C Transportation Decision-making Logistics 122