Brooks Group

FEBRUARY 10, 2025

77% of B2B buyers report their last purchase was complex, involving multiple stakeholders. More stakeholders means longer sales cycles. Sellers need sophisticated communication and consultative skills to understand varying stakeholder needs. Decision-making time, compared to five to seven years ago, has increased by 60%.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

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. The organization got the message. Secret no. Secret no.

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. The organization got the message. Secret no. Secret no.

Healthcare 91

Healthcare Stakeholders Digitalization Organization 91

Hubspot Sales

APRIL 9, 2025

Then, craft your presentation around these features and their benefits. For enterprise deals, the number can jump as high as 10-15 stakeholders. A solid approach to handling this is multi-threading, aka building relationships with multiple stakeholders at your target companies.

Decision-making 98

Decision-making Stakeholders Finance Software 98

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Create contact plans to keep in touch with key stakeholders in your company and your client's. GRAHAM Different stakeholders will value different things.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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

ClearPoint Strategy

JULY 7, 2021

If there is one phrase that represents both enormous potential and challenges to organizations today, it is big data. When done right, dashboards provide valuable insight into the health of an organization and strongly influence executive decision making. This dashboard presents complex data in an easy-to-navigate format.

Organization 98

Organization Healthcare Decision-making Finance 98

Mike Kunkle

APRIL 8, 2023

This fuller qualification prevents sellers from chasing down rabbit holes and wasting time on deals that aren’t going anywhere – or at least not at the present time – and ensures that you have a reasonable chance to win the business. To start, assess the Buyer Type for each stakeholder. Here’s what I mean.

B2B 243

B2B Sales Decision-making Stakeholders 243

Upland

SEPTEMBER 1, 2023

This approach simplifies decision-making, addresses customer concerns, and enhances overall satisfaction by presenting relevant product options and information. Shared Knowledge and Best Practices Modern organizations believe in sharing best practices, lessons learned, and success stories among team members.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. These evaluators can be at any level and position within an organization, from team managers to CTOs. Below we’ll explain how to qualify different sales stakeholders.

Stakeholders 122

Stakeholders Decision-making Sales B2B 122

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.

Supply Chain 59

Supply Chain Decision-making Facilitation Stakeholders 59

Miller Heiman Group

DECEMBER 21, 2020

A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. Changes include the addition of more, and likely new, stakeholders entering the buying and selling process. Recognition of these stakeholders is key.

Virtual Selling 122

Virtual Selling Stakeholders Meetings Facilitation 122

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

Hubspot Sales

JULY 7, 2020

According to the LinkedIn State of Sales Report 2020 , data-driven sales organizations are on the rise, with 56% of sales teams using data during prospecting and 49% of teams using data to select industries to target with their sales efforts. Have you worked with challenging stakeholders? How would you organize your day?

Stakeholders 127

Stakeholders Sales Communication Prioritization 127

Whetstone

NOVEMBER 20, 2024

One of the crucial lessons in planning for sales organizations is understanding leading and lagging indicators. When we work with organizations, we begin by helping them understand the difference between leading and lagging indicators. Quality of stakeholder engagement. These are important, but they’re outcomes, not inputs.

Stakeholders 52

Stakeholders Account Management Account Planning Profitability 52

Mike Kunkle

FEBRUARY 27, 2023

It’s equally annoying to me when people proffer out-of-context advice, presented from a position of authority, that is based on limited experience or expertise. In addition, expand your awareness of the disciplines and practices of organizational performance improvement, such as Organization Development.

Sales 57

Sales Onboarding Publishing Transportation 57

ClearPoint Strategy

NOVEMBER 2, 2021

Strategic planning tools, or models, are designed to help organizations’ develop their action plan to achieve their goals. Your organization-wide strategy is fine, but there’s one area in your business environment (or internal process) that needs to be realigned with your strategy. It unifies all goals into a single strategy.

Stakeholders 145

Stakeholders Software Software Organization 145

Whetstone

JANUARY 8, 2025

They provide critical support, resolve internal roadblocks, and help the SAM gain access to higher-level customer stakeholders. Lastly, time constraints remain an ever-present challenge. Key Leading Indicators for Effective Sponsorship: Stakeholder Engagement: Are sponsors engaging meaningfully with key customer stakeholders?

Stakeholders 52

Stakeholders Account Management Leadership Decision-making 52

Upland

MARCH 23, 2023

Sandbagging in Sales is a Relationship Problem Despite the considerable focus placed on deal probabilities, analytics, and forecast accuracy, building a holistic understanding of the relationships and influence within accounts remains a blind spot for many organizations.

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

DemandFarm

OCTOBER 23, 2024

This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs. Enterprise sales involve selling goods or services to large businesses or organizations, often resulting in long-term, high-value contracts.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Flevy

OCTOBER 25, 2022

When new technologies and competitors disrupt markets , numerous existing organizations struggle to remain competitive. Situations like these encourage some organizations to partner with others. Integrative Innovation Management focuses on 4 key areas to effectively manage Innovation at an organization. Integration of People.

Innovation 98

Innovation Management Energy and Utilities Digital Transformation 98

Hubspot Sales

JUNE 18, 2019

However, I still have to defend these facts to numerous stakeholders in order to gain each sale. When multiple stakeholders are involved, it’s important to provide pricing and information regarding your platform in a clear, transparent, and digestible way that can be easily shared among decision makers.

Decision-making 140

Decision-making Stakeholders Sales Software 140

PandaDoc

MARCH 25, 2025

Its a decision that requires research, deliberation, and often, multiple stakeholders. Sometimes called enterprise sales, complex sales generally have a longer sales cycle involving multiple stakeholders and decision-makers. This stage can involve multiple meetings and additional stakeholders. You cant just pick it off a menu.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

Hubspot Sales

DECEMBER 1, 2020

Of all the differences between selling in a remote organization and being a part of an office space, the challenges of complete and transparent communication are some of the few similarities that persist. A well-organized agenda is the cornerstone of effective meeting preparation. Meeting Agenda. Attendance.

Meetings 143

Meetings Decision-making Stakeholders Sales 143

Hubspot Sales

MARCH 18, 2019

Despite the potential benefits of key account management to your bottom line, it's not a good fit for every organization. Your organization needs an explicit, strict definition of key accounts. With that in mind, it's crucial a KAM can work across the organization to develop these offerings. Can you "land and expand"?

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

Kainexus

MAY 28, 2024

The digital business model transformation is a profound shift in how businesses operate, driven by integrating digital technologies across all aspects of an organization. This process fundamentally changes traditional business models of how companies deliver value to their customers, engage with stakeholders, and conduct internal operations.

Digital Transformation 95

Digital Transformation Digitalization Artificial Intelligence Internet 95

Hubspot Sales

AUGUST 26, 2020

Your marketers and salespeople pinpoint vital stakeholders within the target company. Executives at your firm may also interact personally with critical stakeholders of the target account. Descriptive Data – Deeper detail on stakeholders; career information; interests; etc. Customer Success. Executives & Board Members.

Stakeholders 138

Stakeholders B2B Decision-making Sales Environment 138

Flevy

DECEMBER 23, 2022

Frederic Laloux, in 2014, started analyzing emerging organizations that were setting themselves apart from the established organizations in their style of management. Laloux examined a large number of organizations and then concentrated on 10. Let us delve a little more into some detail of the 5 types of organizations. .

Management 105

Management Shareholders Digital Transformation Innovation 105

Red Star Kim

SEPTEMBER 6, 2022

It notes that employees have a different relationship with the organization from customers. The author’s definition: ”Internal communication includes everything that gets said and shared inside an organization. And that sometimes fixing the symptoms can help – which she argues can work for a couple of years in most organizations.

Communication 130

Communication Facilitation Leadership Remote Working 130

Flevy

JULY 1, 2024

From defining strategic directions to simply serving as an additional pair of hands for outsourced work, management consultants have become inextricably linked to the success of most large organizations. Management consulting firms leverage workshops as an effective way to rapidly reach decisions within client organizations.

Innovation 98

Innovation Stakeholders Facilitation Decision-making 98

Hubspot Sales

DECEMBER 12, 2017

It’s the present and future of software, and it requires a different type of selling. And it’s important to tailor each presentation to meet the needs of each prospect. Reps also must be well-versed in how the software works to demonstrate and troubleshoot the product during presentations.

Sales 144

Sales Acquisition Software Software 144

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

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. Leaders must recognize these factors and interdependencies to ensure their decisions align with broader organizational objectives and drive sustainable success for all stakeholders.

Leadership 52

Leadership Strategic Thinking Decision-making Organization 52

Nutshell

JANUARY 2, 2025

Theres the software needed to create and present designs, but architects also need software to help them manage building projects and run their businesses. Your CRM is the nucleus of your entire tech stack, serving as a central hub to store and organize all your data and connect all your other applications.

Software 62

Software Software CRM Construction 62

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

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. These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase.

Value Proposition 109

Value Proposition Procurement Decision-making Stakeholders 109

Force Management

OCTOBER 13, 2022

Getting customer-focused is an organization-wide initiative that requires alignment of strategy, messaging, content and seller skills. The first step to creating a customer-focused sales process is to align your entire commercial organization on a new message of value that communicates your solution in terms of customer outcomes.

Stakeholders 109

Stakeholders Communication Value Selling Organization 109