PandaDoc

AUGUST 3, 2020

Webinars bring people together. Unlike seminars that can be reached only locally, webinars offer a global reach. This creates fantastic opportunities for participants and the webinar hosts. However, nowadays, webinars are not always about sheer knowledge sharing. Webinars do hold great marketing potential.

B2B 105

B2B e-Learning Media Software 105

Hubspot Sales

SEPTEMBER 9, 2024

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. Improved Lead Nurturing Sales and marketing teams can use the information from your lead list to determine the kinds of campaign tactics each lead is added to, such as email newsletters or webinar invites.

B2B 118

B2B Decision-making Media CRM 118

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

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 304

Customer Experience Profitability Decision-making Marketing 304

Customer Think

SEPTEMBER 3, 2021

I recently recorded a webinar with LeveragePoint (link below) about “making a compelling case for change”. Those of you who have followed me over the years know that this has long been a favourite topic of mine, and with good reason: “no decision”, doi.

Decision-making 72

Decision-making Sales 72

Holden Advisors

APRIL 22, 2021

Each area points to unique strategies and tactics to make the core even better and turn around the residual zone. To learn how you can dramatically improve the quality of your product and pricing decisions, sign up for our Webinar on True Profitability.

Profitability 195

Profitability Decision-making Management Value Selling 195

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

Strategic Account Management Association

MARCH 2, 2022

But before I delve into what leaders can do to make this happen, I want to share some context for why it’s important. It starts with understanding where people are coming from and what makes them tick. For the first time ever, we have five generations of people across six decades represented in the global workforce.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

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

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

Nutshell

JANUARY 30, 2020

Who’s attending webinars. Having access to these reports makes it much easier to strategize which leads are worth resuscitating, and which ones should be dropped off the map completely. CRMs make this easier by providing built-in reporting on numerous data points. Use this opportunity to make their experience even better!

CRM 155

CRM Marketing Advertising Decision-making 155

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

ProlifIQ

DECEMBER 18, 2024

Leveraging AI In Pre-Sales and Post-Sales Processes Account research has historically been cumbersome, taking hours to find the different details you need to make a strong pitch to your target accounts. AI is being used across every function now, but the pre-sale process is a terrific place to bring AI into your process and workflow.

Account Planning 52

Account Planning Management Value Proposition Account Management 52

Mike Kunkle

AUGUST 8, 2023

This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Use data to drive informed decisions, optimize sales processes, and identify untapped market opportunities. Dashboards become mash-boards. But remember, data is only as valuable as the actions it informs.

Sales 221

Sales Prioritization Innovation Sales Training 221

Hubspot Sales

AUGUST 11, 2020

The right video conferencing tool is necessary to continue conducting business in 2020 and beyond, and choosing the right software is an important decision. GoToMeeting is a collaborative tool that offers one-click online meetings, virtual meeting spaces, and webinar capabilities. Best for: Simple online meetings and webinars.

Software 143

Software Software Meetings Remote Working 143

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

Corporate Visions

AUGUST 13, 2020

Every marketer wants to make an impact. Today, with 80 percent of the sales cycle happening in digital or remote settings, you’ve never had a greater opportunity to directly influence buying decisions. And the number one factor driving those buying decisions? What makes most marketing content so woefully forgettable?

B2B 134

B2B Marketing Decision-making Digitalization 134

SOAR Performance Group

MAY 4, 2023

As we move through 2023, there are many forces making new customer acquisition a challenge: Frozen budgets More decision makers involved Higher scrutiny of new investments and suppliers As […] The post Webinar: Driving Breakthrough Growth Within the Customer Base appeared first on SOAR Performance Group.

Suppliers 52

Suppliers Acquisition Decision-making Account Management 52

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

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

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

Hubspot Sales

FEBRUARY 12, 2018

But the thing that makes “just checking in” emails so tempting to send -- their ease -- is the same the reason they’re worthless: They’re easy to write because they don’t provide any value to your buyer. Invite them to an upcoming webinar or educational event your company is hosting. Cheers, [Salesperson].” (In

Publishing 145

Publishing Decision-making Media Sales 145

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

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. Sales leads vs. prospects: What makes them different? Is Twitter where decision-makers are spending their time? Host educational webinars.

Publishing 105

Publishing Sales Media CRM 105

Hubspot Sales

JUNE 23, 2020

Humanity at the core: Perhaps the most important thing that businesses have learned during the COVID-19 pandemic, is how important it is to keep the needs of their people at the heart of their decision making. Additionally, analyzing the responses and sentiment of employees and customers will assist with future decision-making.

B2B 132

B2B Digital Transformation Virtual Selling Digitalization 132

Nutshell

FEBRUARY 4, 2025

But just because its geared towards agencies, does it make it the best fit for your business? Keep reading to explore the pros and cons of agency-specific versus general-purpose CRMs, so you can make an informed decision. The best way to get your team to warm up quickly to a new technology is to make it as familiar as possible.

CRM 62

CRM Decision-making Onboarding Software 62

SuperOffice

JUNE 14, 2022

When you deal with prospecting, you need to focus on finding champions, not decision-makers , advised Thibaut. Although these people aren’t necessarily involved in signing off purchase approvals, they have a major influence over the decision-making process. Make sure no one steals your time, even your manager.

Decision-making 118

Decision-making B2B Digitalization Meetings 118

Account Manager Tips

OCTOBER 6, 2022

If they’re important, block time in your diary to make them happen. Make sure the purpose is clear and everyone knows why the meeting is in place and what they need to prepare. It's a great way to stay on top of tasks and make sure you deliver promises on time. It’ll make it easier to setup 15 or 45-minute meetings.

Management 246

Management Meetings Decision-making Brainstorming 246

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

Mike Kunkle

MAY 30, 2023

They know that the place they choose to work (the environment, especially the attitudes and behaviors of senior leaders) will radically influence their ability to make an impact with enablement. 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

Maximize Business Marketing

MARCH 27, 2025

Now, Id like to make you an offer that will be very difficult to refuse, especially if you want to succeed far beyond what you are doing now in B2B sales. If you are one of those people, or you are simply someone who always wants to learn and grow, then let me show you how you can make your numbers this year, and every year.

B2B 52

B2B Sales Decision-making Marketing 52

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

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

Mike Kunkle

AUGUST 27, 2019

Developing general “success skills” or business skills (communication, problem-solving, organization/time management, decision making, etc.). I should note that these practices can have impact – especially improving discretionary effort – so even from a purely business-oriented angle, they do make sense. SlideShare: [link].

Sales 130

Sales Onboarding Sales Training Leadership 130

Nutshell

NOVEMBER 25, 2020

Like all of us, the internet got smarter and better with age , making it easy for marketers to send aesthetically-pleasing HTML emails en masse. For instance, newsletters, webinar announcements, and new product features are still relevant, but CTAs to book a demo are not. What is email marketing? Subject line tips that work.

Marketing 143

Marketing Publishing e-Learning Decision-making 143

Planview

JANUARY 10, 2022

Establishing comprehensive visibility that drives faster and better decision making. Establishing full, comprehensive visibility that drives faster and better decision-making. Webinar: Is Your PSA Accelerating Project Maturity? In a timely and insightful webinar “ Is Your PSA Accelerating Project Maturity?

Energy and Utilities 98

Energy and Utilities Profitability Decision-making Acquisition 98