Hubspot Sales

FEBRUARY 13, 2024

One of the big questions on that front is, “What's a shareholder versus a stakeholder?” So, to help you get a better sense of what shareholders and stakeholders are and how they differ, I've put together this handy guide. Table of Contents Shareholder vs. Stakeholder What is a shareholder? Here we go. Here are the key points.

Shareholders 93

Shareholders Stakeholders Government Suppliers 93

Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. Our contacts and stakeholders just aren’t making decisions – How do we deal with their disengagement and getting pushed back and back while they still expect more from us?

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

Hubspot Sales

MAY 10, 2023

The more people involved in a buying decision, the less likely you are to close. Getting multiple stakeholders to arrive at a consensus is hard enough on its own, and bringing an additional decision-maker into the fold means adding a potential detractor to the mix. 4 Types of Decision-Makers Who Can Sabotage a Deal 1.

Stakeholders 125

Stakeholders Decision-making Meetings Software 125

Whetstone

JUNE 12, 2023

Engaging Internal Stakeholders in Strategic Accounts Introduction : No one questions the critical importance of effective stakeholder engagement in managing strategic accounts. However, the critical importance of internal stakeholders is often overlooked until it’s too late.

Stakeholders 52

Stakeholders Account Management Decision-making Finance 52

Upland

APRIL 6, 2021

Decision Orientation ?and? Decision Orientation: ?The How people make up their minds, come to a conclusion, and make a decision is shaped by their backgrounds, experiences and knowledge. In business, decision orientation is determined by the roles people play in a company as well as their personal backgrounds.

Stakeholders 195

Stakeholders Decision-making Innovation Negotiation 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

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

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

Strategic Account Management Association

DECEMBER 3, 2020

Shifting from focus on shareholder value only to stakeholder value as well – and a broadening understanding of what stakeholder value means. Non-traditional sources of value will play a growing role in how stakeholders evaluate the impact of companies and their strategic accounts efforts. #2. Agility is the new stability.

Co-Creation 987

Co-Creation Value Proposition Account Management Suppliers 987

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

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

Upland

FEBRUARY 17, 2023

Buying groups, or buying committees, are often composed of 10 stakeholders but can have more. It is the job of these trusted stakeholders to make sure that they make the right purchasing decision for their business or organization. Instead, there are multiple buyers involved in the purchasing decision.

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

Sales Gravy

DECEMBER 18, 2019

Building relationships with stakeholders who make and influence buying decisions in your deals is key to gaining a competitive advantage. Building relationships with stakeholders who make and influence buying decisions in your deals is key to gaining a competitive advantage.

Stakeholders 69

Stakeholders Decision-making 69

CMOE

OCTOBER 13, 2022

A key component of being a good manager is being able to effectively communicate with leaders and key stakeholders. Doing so can help you save time by avoiding unnecessary topics and make your communication more effective and focused. 6 Tips for Speaking With Leaders and Key Stakeholders.

Stakeholders 52

Stakeholders Leadership Investors Communication 52

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. It can be used to: Identify the key stakeholders who need to be engaged in order to achieve your goals. Understand the relationships between stakeholders and how they influence each other.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Miller Heiman Group

FEBRUARY 28, 2019

Wouldn’t life be easier if the only stakeholder a seller needed was the main point of contact? Stakeholder management is complicated—because it involves an ever-expanding number of roles who influence purchase decisions at an organization. Other stakeholders are simply not accustomed to engaging directly with sales teams.

Stakeholders 106

Stakeholders Procurement Decision-making Organization 106

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. Persuasion can be used to spur someone to action or to make a decision without actually earning their sincere buy-in.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Miller Heiman Group

APRIL 9, 2019

According to CSO Insights research , only 29 percent of organizations report being effective at using a formal process for account engagement and development of relationships with key stakeholders. When managing large accounts, many sales teams struggle to access diverse stakeholders. Develop a Situation Appraisal.

Stakeholders 92

Stakeholders Value Proposition Decision-making Account Management 92

Arpedio

JUNE 2, 2022

How GUBI went from limited account insight to complete stakeholder visibility. Prior to teaming up with ARPEDIO, the main challenge for GUBI was too little visibility into accounts and stakeholders. The organization as a whole simply didn’t have the full insight potential it desired into its customers and stakeholders.

Stakeholders 52

Stakeholders Account Planning Account Management B2B 52

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

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

5600 Blue

MARCH 8, 2018

they are making a decision. If that is the case (and it is) we need to stop trying to sell them something and start helping them make higher value investment decisions. While buyers may focus on price in their dialogue with us, internally, it is a much more complex decision they are making.

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Upland

MARCH 29, 2023

It means building out a robust understanding of roles in the decision-making process, how (and to what extent) they exert influence and what priorities are top-of-their-mind. When a deal comes down to the line, it’s the quality of the relationship that gets the seller the phone call when a buyer is making decisions.

CRM 195

CRM Management Stakeholders Decision-making 195

Quip

NOVEMBER 17, 2020

Companies are placing special importance on sales teams’ operational efficiency, data-driven decision-making, and collaboration. So as key deals evolve, Salesforce Anywhere sends desktop and mobile push notifications to alert key stakeholders where they can jump into chats to make decisions and discuss next actions.

Stakeholders 52

Stakeholders Account Planning Decision-making Sales 52

Upland

FEBRUARY 3, 2023

Relationship mapping refers to the process of outlining the inner workings of an organization – the decision makers, influence, and political structure – to ascertain the path of least resistance to building meaningful relationships with stakeholders. What drives the relationship between two important stakeholders?

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Sales Gravy

OCTOBER 31, 2024

Customer-Driven Buying Process: Buyers today conduct independent research, with 68% of B2B buyers preferring self-research before engaging with sales reps, making the process buyer-centric. Sales teams must be mindful of this shift, engaging only when the customer needs support, expertise, or guidance in making a final decision.

Digitalization 75

Digitalization Decision-making B2B Finance 75

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.

Value Proposition 107

Value Proposition Procurement Decision-making Stakeholders 107

CMOE

OCTOBER 21, 2024

This blueprint may include a set of principles and practices to help key stakeholders make the best-informed decisions that will elevate the value of their organization. These are the kinds of perspectives a business strategy contributes to the value creation process for stakeholders.

Supply Chain 94

Supply Chain Stakeholders Decision-making Suppliers 94

Mike Kunkle

APRIL 8, 2023

(Although, in complex B2B opportunities, especially with longer sales cycles, qualification – like discovery – may be ongoing, because new stakeholders are introduced, others leave, budgets shift, and in general, things change.) To start, assess the Buyer Type for each stakeholder. Here’s what I mean.

B2B 243

B2B Decision-making Sales Stakeholders 243

SalesGlobe

DECEMBER 4, 2021

Converting stakeholders to business partners. To start, Sales Operations must guide all parties to stop looking at each other as just stakeholders that are only interested in outcomes impacting them. So, what do stakeholders bring to the table? They are decision-makers or approvers. Contact Us.

Stakeholders 52

Stakeholders Finance Sales Profitability 52

Whetstone

JULY 11, 2024

To excel, SAMs must understand stakeholder goals, simplify complexities through effective communication, and ensure proactive action. Communication with Key Stakeholders The first step in strategic account management is identifying the true key stakeholders, both internal and external. Conduct interviews and gather insights.

Stakeholders 52

Stakeholders Account Management Decision-making Strategic Thinking 52

Nutshell

SEPTEMBER 18, 2024

Navigating the complexities of B2B sales, especially with high-value enterprise deals and multiple stakeholders, can be challenging. The sales process focuses on identifying key decision-makers and understanding their needs, then creating strategies to effectively address those needs.

Stakeholders 71

Stakeholders Sales CRM Value Proposition 71

SBI Growth

SEPTEMBER 2, 2024

In today's ever-evolving business landscape, decision-making involves many stakeholders, making it crucial to adapt and thrive. Dive into this comprehensive guide to learn the essential skills to 'sell higher' in any organization and successfully gain access to C-Suite and executive-level buyers.

Stakeholders 62

Stakeholders Decision-making Organization Sales Training 62

Strategic Account Management Association

FEBRUARY 15, 2022

How people make decisions. The brain makes decisions based on reflexes —instincts through which we subconsciously alter behavior to ensure biological fitness. The brain makes decisions based on habits , which implies repeating actions that prove rewarding. The brain makes decisions based on goals.

Decision-making 520

Decision-making Construction Communication Account Management 520

DemandFarm

SEPTEMBER 12, 2024

But true success in sales, like in football, demands a deeper strategy, including understanding the buyer team dynamics, connecting with multiple stakeholders, reading the field, and adapting your playbook to the ever-changing market conditions. Your inside coach can also assist you in finding and connecting with key decision-makers.

B2B 52

B2B Stakeholders Decision-making Organization 52

Red Star Kim

DECEMBER 18, 2023

However, top-down analysis and decision-making ensures that the various units are working towards the firm’s goals (a “one-firm approach”) and making tough choices between competing interests. And where people have developed their own strategy they are more likely to work towards its successful implementation.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

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