Hubspot Sales

AUGUST 26, 2024

I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. 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.

Sales 122

Sales Meetings Communication Stakeholders 122

Strategic Account Management Association

AUGUST 6, 2021

Commercial Excellence: supports organizational and talent needs, develops and makes available dedicated competency models meeting the requirements of the SV&I organization. Executive Sponsorship: Maps key customer stakeholders to executives and experts inside Aramex. Change is challenging both internally and externally.

Supply Chain 520

Supply Chain Logistics Co-Creation Account Management 520

Hubspot Sales

SEPTEMBER 12, 2024

B2B Buyers vs. B2C Buyers While B2C buyers tend to make smaller, transactional purchases to meet their immediate needs, B2B buyers are often making significant investments that demand complex decision-making processes. Involve key stakeholders early and move your deals forward whenever you can, but trust the process.

B2B 116

B2B B2C Decision-making Software 116

Strategic Account Management Association

SEPTEMBER 13, 2021

Value Realization – This is where the rubber meets the road. The co-value creation process includes your organization’s ability to engage internal stakeholders to sketch out a proposed co-value starting point that can be furthered with the customer early.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

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.

Stakeholders 128

Stakeholders Decision-making Meetings Software 128

Customer Think

JANUARY 12, 2024

As customer advisory board (CAB) managers maintain the momentum of the programs, one of the key checkpoints on initiative status will be their internal stakeholder meetings. Such meetings provide […]

Stakeholders 72

Stakeholders Meetings Management 72

Red Star Kim

MAY 3, 2023

At the recent PM Forum workshop on stakeholder engagement and buy-in there was an interesting mix of delegates from law, accountancy and actuarial firms from across the UK and Ireland and even China. Stakeholder engagement and buy-in: Influence and persuasion skills using Aristotle and Knights and Dinosaurs.

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

Red Star Kim

OCTOBER 24, 2022

Behaviour in sales meetings). This article is a reminder of the key points valued by the delegates: Nine insights: Sales processes and selling skills for targeting and meetings. Some used the DMU (see introductory video on DMUs ) and the stakeholder matrix for targeting. Sales meetings. Debrief after meetings.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Holden Advisors

OCTOBER 7, 2021

Always look for new ways that your customers might use your product or for other stakeholders that might benefit from your solutions. I can meet your budget requirements; I just need to drop you down to this lower tier offering.”. Then probe for financial benefits or business improvements that their customers will get.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

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 111

Shareholders Stakeholders Government Suppliers 111

Hubspot Sales

APRIL 9, 2025

Few buyers will be interested in scheduling another meeting with someone whos not paying attention right now. Better yet, review your scheduled meetings for the next day before you leave at night. For enterprise deals, the number can jump as high as 10-15 stakeholders. 15-20 minutes).

Decision-making 98

Decision-making Stakeholders Finance Software 98

Account Manager Tips

OCTOBER 11, 2021

Doesn't communicate Key accounts have vast networks of stakeholders (internal and external). Client relationships aren't built over email - so pick up the phone once in a while or setup a face-to-face meeting. You've had a great meeting with a client where you talked about all sorts of things. Internal teams. Think about it.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Brooks Group

FEBRUARY 10, 2025

Now, its like a packed corporate strategy meeting where every department sends a representativeeach with an opinion and veto power. 77% of B2B buyers report their last purchase was complex, involving multiple stakeholders. More stakeholders means longer sales cycles. The implications for sellers are significant.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

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?

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

DemandFarm

NOVEMBER 22, 2024

Relationship Intelligence and Stakeholder Knowledge The best account managers know business is personal. They create trust-based connections by mapping out and understanding key stakeholders, tracking team shifts, and staying updated on client organization changes. Core Traits of High-Performing Account Managers 1.Relationship

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

Hubspot Sales

AUGUST 7, 2024

Put the prospect’s company logo in the top corner, add the names of key stakeholders to the example account, and input client info, industry, or other relevant information. Although a collection of compiled screenshots could meet the most basic need, I find that it takes a little more effort to really wow a prospect.

Sales 104

Sales Software Software Stakeholders 104

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. The ability to convey this vision can rally senior leaders and front-line stakeholders alike behind our initiatives. Build Alliances: Alignment doesn’t occur in a vacuum.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Upland

NOVEMBER 28, 2021

Typically, these programs are powered by a robust software solution designed to meet all stakeholders’ reference needs—from Marketing and Customer Success to frontline sellers and everyone in between—and require at least one dedicated Advocacy Manager to keep everything running smoothly.

Sales 195

Sales B2B Software Software 195

SBI Growth

MARCH 2, 2022

You need to develop a strategy with a clear execution plan that will be ready for the first major organizational interaction, whether it be a board meeting or QBR. The goal is to gain confidence across the company and stakeholders. However, before the high-fives can begin, there is work to be done.

Stakeholders 150

Stakeholders Sales Meetings 150

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. Then, I identify all stakeholders, flagging who is an assister, a resistor, and a neutral.

Stakeholders 69

Stakeholders Prioritization Brainstorming Decision-making 69

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 Sales Decision-making Stakeholders 243

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.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 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.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Miller Heiman Group

DECEMBER 21, 2020

Changes include the addition of more, and likely new, stakeholders entering the buying and selling process. Increased client expectations add to challenges that include more meetings needed to progress opportunities. One impactful change to the process is the introduction of new stakeholders. Adapt to longer buying cycles.

Virtual Selling 122

Virtual Selling Stakeholders Meetings Facilitation 122

Whetstone

JANUARY 8, 2025

They provide critical support, resolve internal roadblocks, and help the SAM gain access to higher-level customer stakeholders. Clarity of roles, mutual respect, and regular alignment meetings can mitigate these pitfalls and set the stage for impactful executive involvement. The good news is that these challenges are preventable.

Stakeholders 52

Stakeholders Account Management Leadership Decision-making 52

Planview

FEBRUARY 13, 2025

Traditional supply chains relied heavily on manual processes, paper-based documentation, and limited information sharing between stakeholders, leading to delays, inefficiencies, and a lack of transparency. Data silos hinder communication and collaboration, leading to misalignments among stakeholders.

Supply Chain 52

Supply Chain Digitalization Manufacturing Digital Transformation 52

Hubspot Sales

SEPTEMBER 21, 2020

Enterprise sales also involve multiple stakeholders, and the salesperson is typically in conversation with numerous people before deals are closed. Overall, a complex sale is marked by three key elements: higher perceived risk resulting from higher price points, a longer sales cycle (6+ months), and multiple stakeholders.

Stakeholders 139

Stakeholders Insurance Decision-making Finance 139

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 126

Stakeholders Sales CRM Value Proposition 126

Strategic Account Management Association

FEBRUARY 3, 2022

Research from Gartner suggests that only 28 percent of sales leaders say we’re meeting our cross-selling and up-selling growth targets. By rallying revenue teams around people and their problems, we can build a motion that truly centers on the customer and that benefits all stakeholders in the process.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Hubspot Sales

NOVEMBER 18, 2020

63% of sales leaders believe virtual meetings are as effective as in-person meetings. When moving to the next deal stage, 72% of high-performing sales leaders find virtual meetings to be more effective than face-to-face meetings. In the U.S., job opportunities for sales managers are expected to grow by 4% through 2029.

Sales Leadership 142

Sales Leadership Leadership Sales B2B 142

DemandFarm

MARCH 31, 2025

In the past, account managers spent significant time on manual tasks like logging customer interactions, scheduling meetings, updating CRM records, and manually tracking stakeholder engagement. Providing AI-driven insights into account health, whitespace opportunities, and stakeholder influence, enabling proactive decision-making.

Account Management 40

Account Management Key Account Management Management Account Planning 40

Account Manager Tips

JUNE 29, 2021

Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Create contact plans to keep in touch with key stakeholders in your company and your client's. GRAHAM Different stakeholders will value different things. Who are your stakeholders, and what floats their value boat?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

JULY 30, 2020

Using HubSpot's Meetings tool as an example, here's how to break down features, advantages, and benefits. Feature - HubSpot's Meetings tool provides an interface that is synced to your Google or Office 365 calendar. Advantage - Prospects select the meeting time that works for them without back and forth email communication.

Meetings 140

Meetings Publishing Decision-making Stakeholders 140

Account Manager Tips

JUNE 23, 2020

Don't ever do an important meeting alone. The more you prepare, either as an individual or as a team or whatever, for a phone call, VC meeting, presentation, the easier it gets. One of the reasons I still do agendas and prepare and learn is that you never know who's going to turn up to a meeting. It's all your fault.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Hubspot Sales

MARCH 18, 2019

To turn buyers into business partners, a key account manager (KAM) typically provides dedicated resources, unique offers, and periodic meetings. Not only do KAMs find ways to address the client's challenges and opportunities, but they also create and present reports about the client's progress to key stakeholders. Relationships.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

Planview

JULY 29, 2024

Sustainability is central to Cargill’s growth plan and is seen as a business imperative, which is a driving factor in our need to incorporate it within our processes internally.

Supply Chain 59

Supply Chain Decision-making Facilitation Stakeholders 59

ProlifIQ

NOVEMBER 7, 2024

Org management – Try Our Interactive Demo Below Stakeholder Mapping is the process of visually representing the potential stakeholders you need to work with. These KPIs can be visualized through interactive dashboards, providing real-time insights into account performance and helping sales teams make data-driven decisions.

Account Planning 52

Account Planning Account Management Decision-making CRM 52