Brooks Group

MARCH 27, 2025

According to a study of over 1,300 organizations, 84% of organizations that focused on improving customer experiences increased their revenue. Follow these seven tips to transform your sales organization to a customer-centric model. A consultative approach also improves your teams meeting outcomes.

Account Management 92

Account Management Sales Sales Training Profitability 92

Hubspot Sales

AUGUST 7, 2024

Delivering a product to a global audience in highly competitive fields requires impeccable organization, constantly improving customer retention, and top-tier relationship management — and some assistance from AI and automation can only help. When someone on LinkedIn casually mentioned their CRM, it was like I was given superpowers.

CRM 115

CRM Software Software Onboarding 115

Hubspot Sales

AUGUST 26, 2024

In fact, when you’re tenacious enough to book a call, data from Marketing Wizdom suggests that a mere 2% of sales leads will close on the first meeting. Instead of reading months of messages and meeting summaries before crafting an email, you can leave that to AI and jump right back into the sales flow.

Sales 122

Sales Meetings Communication Stakeholders 122

Hubspot Sales

JULY 15, 2024

A lot of prospects are going to visit your profile before they consider scheduling a meeting — that’s why you need to ensure your page is airtight and engaging. I've never seen anyone book a meeting because they had AE or SDR in their title. Most of the information is out there so it will be relatively easy to find.

Value Proposition 111

Value Proposition Digital Transformation Media Meetings 111

Hubspot Sales

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” But these pipeline reviews should be true coaching sessions — not data-scrubbing meetings. If so, you’ve come to the right place. What is pipeline coaching?

Meetings 116

Meetings Construction Sales Management Management 116

Hubspot Sales

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits. My recommendation for this : I’ve seen big benefits from upgrading to a more sophisticated CMS.

Sales 115

Sales Negotiation Prioritization Communication 115

Mike Kunkle

OCTOBER 8, 2023

Nowhere is this truer than with the commercial organization. It shifts the focus from “revenue enablement” (which – I’m sorry – is internal, seller- and company-centric) to the broader functions of the commercial organization, in a more buyer- and customer-centric paradigm. One that I will expand over time from this foundation.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Holden Advisors

SEPTEMBER 21, 2021

In our experience, the real problem boils down to one thing—the inability to create and build a business vision that propels your customer’s organization to embrace change. Is it the wrong solution, an inadequate business case, inability to get budget, or something else? Top-performing strategic account managers get this. They sell potential.

Decision-making 435

Decision-making B2B Profitability Account Management 435

Account Manager Tips

OCTOBER 11, 2021

You need to keep them informed of your strategy, any important changes and to get things done. Improve information transparency and grow influence to convince them to act. Send useful information that is valuable to your clients and stimulates conversation. Do this instead: Send meeting minutes. Internal teams.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Brooks Group

MARCH 6, 2024

Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well. Most organizations track a few key performance indicators (KPIs) such as win rates, quota attainment, and revenue growth.

Organization 102

Organization Account Management Sales Sales Training 102

Hubspot Sales

JULY 22, 2024

I found your information while searching for business consultants in Wichita, and I think you could be a great fit for our services. You don’t want to ask something too personal since this is likely the first time they’ve spoken to you, so stay away from information that’s not readily available on LinkedIn. Rep: Good morning.

Value Proposition 111

Value Proposition Decision-making Software Software 111

Upland

DECEMBER 6, 2021

Multitasking, jumping from meeting to meeting, and racing the clock, are all too familiar for salespeople. Let’s dig into how combining Altify with Google Docs can deliver lasting value for the salespeople in your organization. But sellers often move fast and get pulled in several different directions at once.

Account Planning 195

Account Planning Account Management Organization Customer Success 195

SalesGlobe

NOVEMBER 14, 2024

Young woman showing salesman stats on cellphone during informal meeting Inside Sales teams are playing an increasingly important role in driving growth for businesses across industries. Historically, Inside Sales roles focused on SMB and Mid-Market accounts, typically organizations with fewer than 1,000 employees.

Sales 59

Sales Finance Retail Innovation 59

Upland

JUNE 30, 2023

This powerful merger will revolutionize sales organizations, enhance customer engagement, and drive unprecedented insight into how B2B sellers and their prospects collaborate. These virtual companions can provide real-time support to sales professionals, offering suggestions, insights, and relevant information during customer interactions.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Mike Kunkle

AUGUST 30, 2023

This conundrum can breed skepticism, both within the enablement team (as mentioned above) and from the stakeholders in their organization. At least in those organizations, the enablement team was not seen as critical in difficult times or able to support the sales force in getting better results in a crunch.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Brooks Group

MARCH 13, 2025

Microsoft Teams, Cisco Webex, Zoom, Google Meet, and GoTo Meetingno matter what program youre using, videoconferencing has changed sales and opened up new opportunities. By asking insightful and open-ended questions, sellers can uncover valuable information about the customers needs, wants, pain points, and goals.

Communication 60

Communication Sales Training Meetings Decision-making 60

Account Manager Tips

JULY 27, 2021

Conversations are most suited to: Provide feedback Close sales Delegate complex tasks Resolve issues Gossip That's because you convey complex information more efficiently and quickly intercept misunderstandings before they become entrenched. FYI: For your information. For example, "I think we should meet next week" is vague.

Communication 244

Communication Meetings Key Account Management Prioritization 244

Hubspot Sales

SEPTEMBER 4, 2024

Benefits of Using a CRM at Your Startup Top Features of Startup CRMs 7 Best CRMs for Startups Data gathered by CRMs include contact information, company details, location, lead source, calls, emails, pages visited, purchase history, support tickets, chat logs, and more. This organizes your data and gives you a CRM your business can grow with.

CRM 105

CRM Software Software Marketing 105

Nutshell

OCTOBER 22, 2024

This acknowledgment highlights the platform’s ability to deliver powerful, user-friendly tools tailored to the unique needs of B2B organizations. By delivering up-to-date insights and in-depth reviews, Research.com guides organizations toward top-performing software products through carefully curated and well-evaluated lists.

CRM 71

CRM B2B Software Software 71

Account Manager Tips

AUGUST 10, 2021

Scan your client's organization chart for influential people and decision-makers. It may surprise you the influence some people have, so consider informal networks too. So it's best to ask in person (phone, meeting, Zoom) where it's easier to do some persuading. Offer a call or meeting to explain in more detail.

Decision-making 240

Decision-making Account Management Value Proposition B2C 240

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. Stakeholder Management : KAM technology offers robust stakeholder management capabilities, allowing organizations to track and manage interactions with various stakeholders within an account.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Hubspot Sales

NOVEMBER 27, 2023

Broader economic circumstances might shift, there could be a change in buyer behavior within your market, other departments within your organization might compromise overall company performance, or something else could go awry to put you in a difficult position. Selling doesn’t happen in a vacuum.

Meetings 119

Meetings Banking Sales Prioritization 119

Openview

MARCH 1, 2021

Axonius , which lets organizations manage and track computing-based assets that are connecting to their networks — and then plug that data into some 300 different cybersecurity tools to analyse it — has closed a round of $100 million, a Series D that values the company at over $1 billion ($1.2 billion, to be exact).

Cybersecurity 199

Cybersecurity Investors Management Remote Working 199

Planview

JULY 29, 2024

Organizations need solutions that can bend without breaking. Having an effective solution that enables your organization to adapt to your unique, changing industry demands means you’re better equipped to deliver tangible business outcomes. In this environment, the key to success is adaptability. That’s where AdaptiveWork can help.

Supply Chain 59

Supply Chain Decision-making Facilitation Stakeholders 59

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 approach simplifies decision-making, addresses customer concerns, and enhances overall satisfaction by presenting relevant product options and information.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Brooks Group

MARCH 6, 2025

Source: PCWorld ) 65% of respondents report that their organizations are regularly using generative AI (Gen AI), up from one-third last year. The quality of sales coaching depended on manager capabilitieswhich can vary dramatically across an organization. Its just in time: You got a meeting today? It shows up with some training.

Sales Training 71

Sales Training Artificial Intelligence Sales Internet 71

Upland

AUGUST 24, 2020

For all the rigor put into deal probabilities, analytics, and forecast accuracy, in-depth understanding of relationship strength and influence remains a blind spot for most organizations. Now, revenue teams need to visualize an organization’s hierarchy digitally in order to build and execute an influence strategy.

Decision-making 195

Decision-making B2B Sales Environment Digitalization 195

Upland

MARCH 24, 2021

For all the rigor put into deal probabilities, analytics, and forecast accuracy, in-depth understanding of relationship strength and influence remains a blind spot for most organizations. Now, revenue teams need to visualize an organization’s hierarchy digitally in order to build and execute a pipeline management solution.

Management 195

Management Decision-making B2B Sales Environment 195

Nutshell

MARCH 19, 2025

A good CRM provider understands that sometimes you need specific information to track for the leads, people, and companies in your contact database. CRM custom fields, as the name suggests, are contact fields you create in your CRM to capture information thats most important to your business. Not all businesses are built the same.

CRM 62

CRM Healthcare Decision-making Brainstorming 62

Envisio

MARCH 26, 2025

Local governments and other public sector organizations need strategic plans that perform. With limited resources, competing priorities, and rising demands for transparency, public sector organizations must develop strategic planning processes that not only look good on paper, but also drive measurable results.

Government 52

Government Leadership Decision-making Organization 52

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 resistors, I assess how they can impact the project — stopping it entirely or needing to be informed.

Stakeholders 69

Stakeholders Prioritization Brainstorming Decision-making 69

Mike Kunkle

FEBRUARY 27, 2023

Informal At this level, you may be starting to build momentum by doing good work in pockets, without a full-blown charter or strategic alignment. In addition, expand your awareness of the disciplines and practices of organizational performance improvement, such as Organization Development. Seek certifications where they make sense.

Sales 57

Sales Onboarding Publishing Transportation 57

Hubspot Sales

MARCH 12, 2025

This method offers a fresh way to approach buyers who are inundated with information and struggling to make decisions. By aligning with buyers' priorities, sellers enable them to make quick, informed decisions. For example, if their priority is meeting a tight project deadline, highlight how your product can deliver quick results.

Decision-making 87

Decision-making Sales Internet B2B 87

CMOE

MARCH 17, 2025

Thinking strategically as leaders allows individuals to make more informed decisions, seize opportunities, and position their organizations for long term growth. A well-informed leader can anticipate challenges, identify opportunities, and align their organization’s strategy with a rapidly evolving ecosystem.

Leadership 52

Leadership Strategic Thinking Decision-making Organization 52

AchieveIt

MARCH 3, 2025

Why We Conducted This Study At AchieveIt, we’re dedicated to helping organizations turn their strategies into action. To compile this report, we surveyed over 250 leaders from various industries, including private enterprises, public organizations, government agencies, healthcare, and higher education institutions.

Decision-making 52

Decision-making Leadership Innovation Organization 52

Nutshell

MARCH 25, 2024

It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. Client onboarding is a structured procedure that includes a series of steps to welcome new customers and provide them with the information they need for success using your product or service.

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127