Strategic Planning and Management Insights

FEBRUARY 10, 2023

SME Strategy is a strategy consulting firm that specializes in helping organizations align their teams and operations around a shared vision, mission, values, goals, and action plans. While some organizations choose to lead the strategic planning process themselves, others choose to work with strategic planning facilitators like us.

Prioritization 98

Prioritization Facilitation Decision-making Construction 98

Strategic Account Management Association

JANUARY 25, 2022

Next, the Pfizer team worked with the customer’s leadership, including its chief of population health, vice president of medical affairs, medical director, and the advanced practice provider lead, to provide data insights and subject-matter expertise to help the customer understand potential gaps in care and need for prioritization.

Healthcare 400

Healthcare Co-Creation Stakeholders Account Management 400

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 Decision-making Profitability Marketing 304

Planview

APRIL 15, 2024

The possibilities feel limitless; however, organizations can’t afford to be aimless. Whether you’re just entering the AI arena or it’s your umpteenth time returning, you’ll need a framework in place to gather ideas and prioritize the best ones, minimize the risk you’ll face, and continually assess your opportunities.

Prioritization 65

Prioritization Decision-making Digital Transformation Digitalization 65

Upland

MAY 4, 2023

A sales velocity equation or formula uses four metrics to help organizations calculate their own sales velocity. When used correctly, this formula can help organizations with their sales forecasting for a specific period of time and bolster their sales efforts. What is sales velocity? Why does sales velocity matter?

Sales 356

Sales Decision-making Organization Negotiation 356

Holden Advisors

DECEMBER 6, 2021

This is particularly true in a B2B organization, where prices are negotiated on a deal-by-deal basis and it's not easy to change a list price and have realized prices reflect that same degree of change. The shortfall of data analysis alone is that it rarely points to the “why,” the root cause, or the “how” of capturing that opportunity.

Negotiation 221

Negotiation Manufacturing Finance Profitability 221

Planview

NOVEMBER 1, 2024

How your enterprise responds to that change can determine whether your organization is an industry leader or another company stuck in the middle of the pack. Organizations that lack the business agility to pivot could risk falling behind and losing their competitive edge. The business world is caught up in a whirlwind of change.

Prioritization 65

Prioritization Innovation Decision-making Organization 65

Mike Kunkle

AUGUST 8, 2023

7 Common Barriers to Sales Transformation Barrier 1: Siloed Mindsets and Departments One of the most persistent challenges in many organizations is the presence of siloed mindsets and departments. It’s easy to prioritize quick wins over sustainable growth initiatives. This is a definite growth killer.

Sales 221

Sales Prioritization Innovation Sales Training 221

Sales Outcomes

SEPTEMBER 30, 2024

If your organization is on a calendar year-end, 64 working days are left. If one of their deals is a must-close for the company, not just for them, they must prioritize their efforts accordingly. If you’re sweating about achieving your goals, you might wish for a Q5. Sales math is simple. If you don’t, you may have no chance.

Prioritization 52

Prioritization Organization Sales 52

SBI Growth

FEBRUARY 29, 2024

Charting your organization’s course to GTM improvement begins with assessing your revenue growth model so you can figure out which areas need to be prioritized and align your executive leadership accordingly.

Prioritization 126

Prioritization Leadership Marketing Organization 126

Hubspot Sales

JULY 7, 2021

When it comes to sales deals, there's always a variety of moving parts such as deal tracking, prioritization, organization, analysis, and more. This is where deal management comes into play — the process by which you can simplify and organize different aspects of your sales deals to improve efficiency, performance, and conversions.

Management 128

Management Artificial Intelligence Prioritization Software 128

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. This will enable sales teams to prioritize their efforts and focus on the leads with the highest potential for conversion.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Upland

NOVEMBER 28, 2021

Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. A well-oiled, traditional customer reference or advocacy program can be an organization’s strongest asset, but launching, revamping, or expanding a traditional program isn’t right for every organization.

Sales 195

Sales B2B Software Software 195

Mike Kunkle

AUGUST 19, 2024

However, there are nuances in their application that vary based on the specific context and needs of an organization. A startup might prioritize agility and entrepreneurial spirit over experience, whereas an established company would look for individuals with a proven track record in specific sales processes and methodologies.

Sales 269

Sales Sales Training Sales Management Onboarding 269

Mike Kunkle

FEBRUARY 27, 2023

In addition, expand your awareness of the disciplines and practices of organizational performance improvement, such as Organization Development. Organization Effectiveness, Organization Behavior, Business Process Management, Six or Lean Sigma, Total Quality Management, and Change Management. The systems don’t change, either.

Sales 57

Sales Onboarding Publishing Transportation 57

Upland

NOVEMBER 28, 2021

Many organizations don’t have formal customer reference or advocacy programs at all. No matter how close sellers are with their colleagues, customer success teams have other responsibilities and can’t always prioritize sourcing reference contacts. Getting relevant sales references on tight deadlines isn’t easy. What’s the risk?

B2B 195

B2B Prioritization Customer Success Organization 195

Clarity Engagement Solutions

FEBRUARY 7, 2022

The 1st Industry Cloud Solution on Salesforce to focus exclusively on Strategic Customer Engagement. This solution will help optimise sales performance in your company and will aid you to mean more to your customers. CX1™ HELPS YOU MANAGE: • Multiple types of stakeholders, decision-makers and influencers. Longer sales cycles. •

Stakeholders 172

Stakeholders Decision-making Account Planning Prioritization 172

Sales Readiness Group

MARCH 28, 2023

Every sales organization must prioritize customer success skills to build stronger relationships, differentiate themselves from the competition, and help retain clients for the long term. In today's highly competitive marketplace, businesses can’t afford to take customer loyalty for granted.

Customer Success 126

Customer Success Prioritization Organization Sales 126

RAIN Group

AUGUST 31, 2022

A RAIN Group Center for Sales Research study found that Elite and Top-Performing Sales Organizations prioritize sales coaching significantly more than other organizations, and they have more skilled and motivating sales managers. How much control do sales managers have over the performance of their teams?

Sales Management 119

Sales Management Management Prioritization Sales 119

Upland

MAY 22, 2024

Prioritization and Targeting: AI can analyze numerous factors like customer size, industry, past purchases, and even sentiment in communication to prioritize whitespace opportunities. This saves sales reps time sifting through broad data sets and allows them to focus on qualified leads within existing customer accounts.

Artificial Intelligence 195

Artificial Intelligence Media Prioritization Key Account Management 195

Help Scout

DECEMBER 7, 2021

Team email management software minimizes the stress of organizing, processing, and prioritizing email, improving your team's productivity. Read the full article

Software 119

Software Software Management Prioritization 119

Nutshell

JUNE 18, 2024

A brainstorming tool provides individuals or teams with an easy way to collect and organize their thoughts during a brainstorming session. With them, you can: Organize your thoughts: Brainstorming software helps you sort and categorize all the information gathered during the idea-generation process, making it easier to understand.

Brainstorming 71

Brainstorming Organization Software Software 71

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

Flevy

NOVEMBER 9, 2021

Conventional approach to Organic Growth has business leaders extending their existing product lines and brands, as well as entering new geographic regions. Focus-driven Growth demands that the organization progress sequentially through a set of 7 steps. Every organization has segments of Growth areas.

Leadership 111

Leadership Banking Prioritization Organization 111

Planview

OCTOBER 2, 2024

Organizations must proactively navigate the changing market landscape, prioritizing software solutions that enhance efficiency and drive innovation. This blog outlines four critical areas for igniting a connected work revolution, positioning automotive organizations at the forefront of industry change.

Digitalization 98

Digitalization Software Software Supply Chain 98

Sales Gravy

SEPTEMBER 16, 2023

Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. In a highly competitive market, differentiation is key.

Customer Experience 99

Customer Experience Marketing Prioritization Sales 99

Upland

NOVEMBER 27, 2023

Before you strategize how you’re going to sell, therefore, you have to understand the organization you’re selling to. Most importantly, you’ll need to assess how import- ant this initiative is for the organization. The enemy might be an operational issue rooted in organization, process, culture, skill, or tech.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Hubspot Sales

JUNE 30, 2020

Sales-marketing alignment is a hot topic for most sales and marketing organizations and has been since the beginning of business. Here on the HubSpot blog, we’ve published several posts outlining ways sales and marketing organizations can work better together. Customer Lifetime Value. Do you notice anything missing there?

B2B 141

B2B Publishing Organization Communication 141

Brooks Group

JANUARY 9, 2025

Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. Also, not every company has a dedicated team of account managers; depending on the size of your organization and sales force, the two roles may be combined.

Account Management 86

Account Management Management Sales Account Growth 86

Flevy

OCTOBER 12, 2023

The know-how of the following key pillars involved in Growth Hacking allows organizations to achieve significant results: Analyze existing marketing projects: This entails taking into account an organization’s key lead generation sources, marketing channels , traffic patterns, and page viewers. Prioritize ideas.

Brainstorming 102

Brainstorming Prioritization Digital Transformation Acquisition 102

Hubspot Sales

MARCH 19, 2022

The goal of any sales organization is, ultimately, to increase revenue. Once your organization is clear on what your goals are, it will be much easier to lead an effective sales team. Gaur says, "Setting sales targets is essential to any organization. What is a goal driven sales environment?

Sales Environment 133

Sales Environment Sales Prioritization Organization 133

Kainexus

APRIL 18, 2024

Maximizing return on investment (ROI) in transformation is paramount as organizations seek to justify investments, prioritize initiatives, and ensure sustainable growth. Combining Lean methodology principles with innovation, Lean transformation emphasizes efficiency, agility, and customer-centricity.

Prioritization 91

Prioritization Innovation Organization Software 91

Help Scout

JULY 29, 2021

Considering that many of its users may be navigating on mobile and may not be technically experienced, Starbucks’ choice to keep things simple and prioritize important information on the right-hand side of the page is a good one. This is an excellent FAQ example because of the navigation functionality and the organization of content: .

Prioritization 142

Prioritization Telecommunications Software Software 142

Flevy

FEBRUARY 2, 2023

Cost Transformation is a reality that every organization has to face, several times, in its period of existence. Proper and enduring Cost Transformation provides an opportunity to reformulate an organization’s complete course. Such Transformations are increasingly being spearheaded by Activist Shareholders in recent times.

Shareholders 109

Shareholders Investors Digital Transformation Digitalization 109

Flevy

FEBRUARY 17, 2022

Due to organizations having limited resources (e.g. the focus of Strategy Development is often the optimization and prioritization of said resources to maximize the potential to reach its strategic objectives. Many organizations that have embraced this approach managed to achieve astounding results.

Prioritization 111

Prioritization Profitability Business Planning Organization 111

Hubspot Sales

JANUARY 20, 2021

For most sales organizations, that's the goal. There's no definitive guide or structure for how an organization should approach sales support. Nowadays, many companies are prioritizing technology when carrying out sales support functions. Your prospect's experience with your sales organization doesn't end when they buy.

Sales 134

Sales Advertising Communication Prioritization 134