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 94

Shareholders Stakeholders Government Suppliers 94

Hubspot Sales

MAY 10, 2023

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. Maybe you meet with them one on one to discuss the ways your product can help them individually or put their fears to rest.

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Stakeholders Decision-making Meetings Software 125

Farland Group

DECEMBER 18, 2023

Organizations hold more than 3 billion meetings each year; with executives locked away in meeting rooms for more than 23 hours a week; and 90% of meeting attendees admit to daydreaming or doing other work during meetings. If you think about the time and money wasted by ineffective meetings… the numbers are jaw dropping.

Meetings 40

Meetings Facilitation Stakeholders Communication 40

Peter Simoons

OCTOBER 31, 2021

Tip 22: Manage Your Stakeholders. Unfortunately, the world is not always ideal, and there will be stakeholders in your alliance who don’t actually like that the alliance exists. You need to work on these stakeholders to transform them into real supporters for your partnership. As you can see, the matrix is a two-by-two.

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Stakeholders Management Publishing Prioritization 97

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?

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Stakeholders Decision-making Shareholders Key Account Management 130

Hubspot Sales

JANUARY 26, 2021

Well, one of the more prominent, effective ways to remedy those issues is known as a kickoff meeting. Enter the kickoff meeting. This meeting or call is a conversation with the major stakeholders to ensure that everyone is on the same page. The first 90 days of a business relationship set the tone for its duration.

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Meetings Construction Publishing Onboarding 129

Whetstone

APRIL 5, 2023

The painful shift from in-person meetings to virtual ones has been a major adaptation for most businesses and organizations. While we’ve always understood that in-person meetings are beneficial, we’ve learned over the last few years that virtual meetings provide opportunities that we were previously unaware of.

Meetings 40

Meetings Account Management Stakeholders Key Account Management 40

Brightbridge Consulting

AUGUST 5, 2021

A face-to-face meeting is planned! of business-2-business sellers find gaining access to key stakeholders, particularly ‘key decision makers’ as a top ‘virtual’ challenge and also report that many buyers no longer wish to see sales at all. The post Meeting up? The Research group Gartner have recently reported that 70.3%

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Meetings Suppliers Key Account Management Account Planning 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.

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Stakeholders Decision-making Business Growth Innovation 52

DemandFarm

SEPTEMBER 10, 2024

A stakeholder mapping temple is the holy grail you need in this situation. A stakeholder mapping template is a visual tool that you will use to define the relationship between various key stakeholders and/or the relationship between the stakeholders and the project. Why is stakeholder mapping important?

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

MTD Sales Training

FEBRUARY 18, 2019

Having achieved the goal of setting a sales meeting with a customer or prospect, what would be the best way to ensure, as much as possible, its success? Follow these five ideas in order to make sure you are fully prepared and confident when approaching the meeting: 1) Have a clear purpose. Plus, who specifically will be at the meeting?

Meetings 89

Meetings Logistics Sales Sales Training 89

Openview

MARCH 7, 2019

After a sales meeting, do you ever experience a prospect ‘going dark’ on you? Everything felt like it should have gone great – the prospect seemed interested in the meeting, they asked the right questions, your sales pitch was stellar. During this pre-call, ask: Who will be part of the sales meeting? What are their roles?

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Meetings Sales Decision-making Stakeholders 103

Showpad

JUNE 14, 2021

Previously, a deal’s loose ends were sorted out during in-person meetings where sales reps could fall back on their techniques and experience. The exchange of information and content, delivery of value-based presentations and ensuring all stakeholders are informed and up-to-speed throughout the deal cycle is crucial.

Meetings 59

Meetings B2C Stakeholders B2B 59

Sales Gravy

JULY 9, 2020

Shifting Initial Sales Meetings From Face to Face to Video Calls One of the most effective points in the sales process to leverage video sales calls and virtual selling skills is the initial meeting. The initial meeting is first step in the sales process. Driving to initial meetings, and other sales calls eats up the day.

Meetings 59

Meetings Virtual Selling Stakeholders Sales 59

Outbound Engine

MARCH 12, 2019

We have all been either a victim or a perpetrator of meaningless meetings. You’ve likely asked yourself at one time or another if people have any idea of how to run a meeting. What is a meeting? A meeting is defined by Merriam-Webster as coming together for a common purpose. Part II: Running a Meeting.

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Meetings Facilitation Decision-making Stakeholders 45

Hubspot Sales

OCTOBER 2, 2018

Every industry relies on business meetings to get things done. That’s because even when the meeting is necessary and productive, your team members have about a million other things they need to accomplish. Their to-do lists don’t disappear simply because you scheduled a mandatory meeting. 37% of meetings start late.

Meetings 95

Meetings Digitalization Stakeholders Sales 95

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

Clarity Engagement Solutions

DECEMBER 1, 2020

Unfortunately, this translated into pushing the same branded content messages via email not only to physicians, but a broad range of healthcare stakeholders. And if there’s one thing these stakeholder don’t like, it’s emails with branded content trying to sell them stuff. They go straight to the bin.

Healthcare 91

Healthcare Stakeholders Digitalization Organization 91

Clarity Engagement Solutions

DECEMBER 1, 2020

Unfortunately, this translated into pushing the same branded content messages via email not only to physicians, but a broad range of healthcare stakeholders. And if there’s one thing these stakeholder don’t like, it’s emails with branded content trying to sell them stuff. They go straight to the bin.

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Healthcare Stakeholders Digitalization Organization 91

Hubspot Sales

OCTOBER 12, 2017

Most salespeople are thrilled to land a meeting with a C-level executive. C-level sales involves meeting directly with executives at a prospect's company. It also means you have less time (sometimes just one meeting) to make your case. We’ve outlined the top six tips every rep should know about meeting with the C-suite.

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Meetings Decision-making Suppliers Stakeholders 106

Planview

JUNE 6, 2023

So how can you convince stakeholders to take a leap of faith and commit to switching platforms? In this blog, we’ll cover how to identify your key stakeholders affected by a new toolchain integration solution, how to present a solid business case, and why it’s time to swing for the fences and pitch an advanced solution.

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Stakeholders Digitalization Communication Organization 52

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. That’s the nature of the often long and protracted sales cycles in professional services.

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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.

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Stakeholders Value Proposition Decision-making Account Management 92

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.

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Stakeholders Procurement Decision-making Organization 106

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

MTD Sales Training

FEBRUARY 7, 2018

So much has been said about how sales meetings should be carried out and I’m sure you’ve read most of them. The sales meeting can make or break any deal, so it makes sense to get this important stage of the sales process correct. The post What Are The 3 Key Points You Should Mention At Your Sales Meetings? Happy Selling!

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Meetings Manufacturing Decision-making Sales Training 65

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

Sales Gravy

OCTOBER 24, 2024

Coaching sellers to handle adversity effectively, particularly when deals stall or face internal resistance from stakeholders, can make a significant difference in closing deals. – Many companies in this space have dedicated sales teams and hefty goals, and pipeline velocity can be the difference between meeting targets or falling short.

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Sales Stakeholders Meetings Marketing 91

Quip

NOVEMBER 17, 2020

Customer meeting notes. Sales leaders want their fingers on the pulse of your business and that typically requires weekly meetings. 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

Nutshell

SEPTEMBER 18, 2024

Navigating the complexities of B2B sales, especially with high-value enterprise deals and multiple stakeholders, can be challenging. The Miller Heiman sales process incorporates methodologies for opportunity management, stakeholder engagement, and solution selling.

Stakeholders 71

Stakeholders Sales CRM Value Proposition 71

Hubspot Sales

MARCH 11, 2024

Keep the momentum going after a meeting with a video recap and summary of next steps. After the initial qualification meeting, video is a great tool for keeping the conversation moving forward. Reduce meeting no-shows by sending a preview of the meeting agenda. Share company updates without unnecessary meetings.

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Sales Meetings Stakeholders Customer Success 118

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. In fact between 70 to 80 percent feel vendors are not prepared for their meetings with senior level executives. The good news is senior executives want to meet with you. What do you think the answer was?

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Value Proposition Decision-making B2B Meetings 246

Hubspot Sales

SEPTEMBER 4, 2024

Table of Contents The Benefits of AI for Business Development How to Use AI for Business Development Testing It Out The Benefits of AI for Business Development A sales mentor once told me that a key to succeeding in sales is to find ways to maximize the time you spend meeting with prospects, building relationships, and moving opportunities forward.

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Artificial Intelligence Media Prioritization Software 96

Brooks Group

SEPTEMBER 17, 2024

When it’s the fourth quarter, there are two things on every sales leader’s mind: Finishing the year strong to meet or exceed revenue goals. This can be shared via email, in a team meeting, or one on one. Help your team stay on track by identifying tasks they can accomplish between calls and meetings without a big-time commitment.

Sales 82

Sales Sales Training Meetings Stakeholders 82

DemandFarm

APRIL 8, 2024

This is possible at scale provided the account manager has neatly laid out relationship goals for all the stakeholders in the account, especially the buying committee. While the manual fix might hold up in the short term, it often breaks when the business scales and more stakeholders become part of the engagement mix. Let’s dive in.

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Key Account Management Account Management Stakeholders Meetings 52

ProlifIQ

OCTOBER 30, 2024

Capabilities of KAM Technology Solutions That A Company Needs Map out stakeholders by location, business unit, or job function. KAM tools help companies make better decisions with strategic customers based on stakeholder and company-owned data. These solutions typically provide visual representations of the stakeholder landscape.

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Key Account Management Stakeholders Account Planning Account Management 52