Hubspot Sales

APRIL 9, 2025

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. These details will help you tailor your message to each stakeholder and build consensus. It can make or break a deal.

Decision-making 98

Decision-making Stakeholders Finance Software 98

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

Upland

AUGUST 25, 2023

An influence map is a visual tool that helps you identify and understand the stakeholders who have a say in your project or decision. It can be used to: Identify the key stakeholders who need to be engaged in order to achieve your goals. Understand the relationships between stakeholders and how they influence each other.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Mike Kunkle

FEBRUARY 5, 2023

It’s also how I have applied systems thinking to The Building Blocks of Sales Enablement to deliver business impact (see this link for a webinar recap on the business impact topic). Total Quality Management (TQM), Business Process Management (BPM), Six Sigma, and Lead Sigma are powerful methods for this sort of work.

B2B 231

B2B Sales Decision-making Negotiation 231

ProlifIQ

MARCH 7, 2025

Limited Visibility into Stakeholders Continuously update customer objectives and track progress in real-time. Another opportunity arises for events and collaboration for content, such as a podcast or webinar. Manual Updates On A Regular Basis Automate data entry and eliminate duplicate work.

Account Planning 52

Account Planning Telecommunications Sales Stakeholders 52

Revegy

JANUARY 18, 2021

In a webinar with Nancy Nardin of Smart Selling Tools, and Mark Kopcha, CEO of Revegy, discussed the importance of relationship intelligence and the relationship map drive sales success. How Does CRM Tackle the Relationship and What’s Missing? Leveraging Relationship Maps to Drive Strategic Selling.

CRM 119

CRM Procurement Stakeholders Facilitation 119

Planview

AUGUST 4, 2015

When employees, customers, and other stakeholders see the real-life results of innovation initiatives, it can also encourage greater participation in your future innovation challenges. Said AT&T’s Ruth Yomtoubian: “Our innovation center lets us take on risks that the rest of the organization may be unwilling to take on.”.

Innovation 108

Innovation Government Banking Stakeholders 108

Planview

SEPTEMBER 9, 2021

Each company is a trailblazer in evolving PPM to meet stakeholder needs and achieve strategic objectives. Portfolio Director Mark Wybraniec – Johnson & Johnson – Portfolio Management Organization, Director Allan Spina – Becton Dickinson – Portfolio Management and Innovation Education, VP R&D. Download the webinar here.

Finance 98

Finance Stakeholders Decision-making Acquisition 98

Showpad

APRIL 15, 2019

These sales enablement professionals are given a tall order: implement change within the sales organization and prove value to leadership and reps. Sales enablement is a critical function to deliver on these challenges, creating alignment between sales, marketing, and other stakeholders to offer an exceptional selling experience.

Sales 45

Sales Leadership Sales Leadership Stakeholders 45

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 130

Sales Onboarding Publishing Transportation 130

Red Star Kim

SEPTEMBER 29, 2023

33% Digital marketing, content management and social media 33% Events, seminars/webinars and contact programmes 17% Profile raising, PR and media relations 17% Something else After reviewing those key marketing theories, how would you rate your knowledge? What do you think is most important for a M&BD assistant?

Marketing 130

Marketing Stakeholders Communication Digitalization 130

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 130

B2B Sales Decision-making Stakeholders 130

Nutshell

AUGUST 30, 2024

Organizing a company event can be daunting, with many parts to juggle and event requirements to arrange. Email copy Hello [Name], Prepare to elevate your organization! Take this opportunity to give your stakeholders a peek at your future! Engineering the perfect invitation email is somewhat of an art form.

Innovation 108

Innovation CRM Marketing Meetings 108

SBI

JUNE 21, 2018

Shorten the sales cycle by engaging multiple stakeholders earlier in the sales process. Sometimes people confuse demo automation with posting a webinar recording video on YouTube. Only “early adopters” were leveraging the benefits that e-learning could bring to their organizations. What is Demo Automation?

Organization 55

Organization B2B e-Learning Sales 55

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 130

Leadership Stakeholders Decision-making Sales Training 130

Hubspot Sales

JULY 1, 2019

Instead of one salesperson targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company. This hyper-personalized approach is typically too high-touch for B2C products, but it can be ideal for organizations selling to enterprises. stakeholders.

Stakeholders 100

Stakeholders Sales Finance Decision-making 100

Mike Kunkle

MAY 30, 2023

There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work. For the remaining steps, see the blog post already referenced above , as well as the webinar and the eBook , to optimize your efforts. It’s not a surprise.

Decision-making 130

Decision-making Sales Training Sales Sales Management 130

Account Manager Tips

NOVEMBER 16, 2022

Share the load You don't have to be the only one in your organization communicating with key stakeholders. I've created a Telegram channel to keep you updated whenever there's a new podcast, webinar, blog post or YouTube video. I use Drift for all my video messaging. It's simple, free to use and no storage limits. Guess what?

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Miller Heiman Group

JUNE 17, 2020

In a recent set of five webinars, we covered the essential issues raised by the coronavirus pandemic and offered practical tips to help sellers strengthen bonds with customers and achieve higher levels of performance. Watch the webinar on-demand here . Watch the webinar on-demand here. . Watch the webinar on-demand here. .

Decision-making 69

Decision-making Sales Stakeholders Organization 69

Insightly

OCTOBER 5, 2021

How can you push your organization to become more customer-centric? Marketing, customer success and support, product development, finance, and a myriad of other stakeholders play important roles in the customer experience. Many companies talk about being “customer-centric.” What do they have in common?

Customer Experience 98

Customer Experience Customer Success CRM Innovation 98

Red Star Kim

JUNE 7, 2023

times more likely to be in the top quartile of healthy and high-performing organizations”. Whether Goldman Sachs, McKinsey, or Latham & Watkins ”. It concludes “Firms that have adopted a one-firm operating model are 2.3 They argue that “when environments are complex and dynamic, strategy is about adaptability”.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Hubspot Sales

JUNE 5, 2019

That can include resellers, affiliate partners, distributors, value-added providers, independent retailers -- basically, anyone who doesn’t work directly for your organization. Wondering if channel sales is right for your organization? Create demand using tools like marketing collateral, campaigns, webinars, events.

Sales 111

Sales Retail Onboarding Stakeholders 111

PandaDoc

JUNE 23, 2021

Unlike simpler terms, such as target customers (a term which only describes any company that might buy your product or service), ICPs focus on highlighting only the most valuable business stakeholders in the marketplace. ETL software can analyze, organize, and filter data extremely quickly. Sales strategy webinar. Watch it now.

B2C 94

B2C B2B eCommerce Software 94

Miller Heiman Group

JUNE 18, 2020

Here are some questions to try: In addition to you, who else in the organization will be most affected by the success or failure of this initiative? As you consider the various stakeholders, who do you anticipate will need additional information to help them approve the path forward?

Decision-making 90

Decision-making Sales Facilitation Stakeholders 90

Miller Heiman Group

JUNE 4, 2020

Over the last five years, sales organizations have hit their revenue targets, even though individual sellers’ metrics declined. A broker of capabilities: They bring in someone, such as a third-party expert or another member of their organization, who can provide greater value by helping the buyer solve problems.

Supply Chain 84

Supply Chain Decision-making Digital Transformation Virtual Selling 84

Planview

MARCH 26, 2024

We talked about how the PMO can be one of your organization’s greatest strategic value drivers. And it starts with understanding the purpose they play in your organization. But first, don’t forget to register for our upcoming live webinar titled “Outcome over Outputs: How the PMO Can Enable Strategic Success.”

Government 59

Government Stakeholders Profitability Organization 59

Planview

JANUARY 24, 2024

Too often, they create a gap between an organization’s strategy and its actual implementation. Because of this, many organizations are turning to Professional Services (PS) subscription services. Use this to lead your organization to success. This leads to delays, poor performance, and lost value.

Stakeholders 59

Stakeholders Profitability Organization Prioritization 59

SBI

NOVEMBER 1, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. This week I interview Garin Hess , Co-Founder & CEO of Consensus , whose technology solves the largest challenge in B2B sales: driving agreement across the stakeholders in the buying group.

Stakeholders 55

Stakeholders Sales B2B Publishing 55

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. Sending a helpful TED Talk or webinar is also a great way to grab a prospect's attention and provide valuable educational resources in an engaging manner. But what does that really look like? And don't forget about video.

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

Planview

MAY 3, 2023

Which begs the question—how can today’s project managers leverage automation to drive maximum value for their organizations? The two sat down with PM Today’s Associate Editor Amy Hatton for a webinar on how to automate, scale, and adapt to unlock transformational value across an organization. Does any of this sound familiar?

Digital Transformation 52

Digital Transformation Future of Work Decision-making Stakeholders 52

Openview

MARCH 15, 2019

The ability to tap into the existing sales organizations of partners can be both very efficient and also cost effective. Understanding the advantages and risks can help you quickly identify any deal breakers that would rule channel sales out as a sales strategy for your organization. Channel – Cons.

Sales 129

Sales Profitability Onboarding Marketing 129

Miller Heiman Group

SEPTEMBER 12, 2019

Register for the Webinar. Sales organizations need a content engine, governed by a sales enablement strategy that delivers content (e.g., playbooks, value messaging and case studies etc) designed to help sellers generate perspective that resonates with stakeholders. Three Ways That Sellers Break the Apathy Loop.

Sales 57

Sales B2C Decision-making Internet 57

Showpad

MARCH 25, 2020

In the best of times, organizations want to understand ROI before investing in a new technology solution. Next week, Showpad is releasing the Forrester Total Economic Impact of Showpad Report (TEI Report, for short) to help organizations better understand the return on investment they can expect from partnering with Showpad.

Stakeholders 64

Stakeholders Decision-making Customer Experience Onboarding 64

Revegy

AUGUST 12, 2020

Companies that don’t have a program in place to operationalize and maintain customer intelligence and those who, subsequently, fail to align their organization around their clients’ evolving needs are the most at risk during this period of economic uncertainty. Empower the entire organization to drive client success through transparency.

Account Planning 69

Account Planning Account Management Stakeholders Client Development 69

Showpad

MARCH 17, 2020

And with recent events necessitating remote work around the globe, it’s more important than ever for organizations to help their sales teams succeed when in-office support and in-person customer interactions aren’t viable options. Invest in tools your sellers can use to organize and distribute content in visually engaging environments.

Sales 80

Sales Remote Working Prioritization Decision-making 80

Scovel

SEPTEMBER 22, 2021

Shorter sales cycle: Many stakeholders are involved in the most important purchasing decisions. This usually slows down the sales process because it starts at a lower level in the organization and slowly approaches the main decision-maker. Like events, webinars can be customized to be relevant and timely for specific target accounts.

Marketing 52

Marketing Advertising B2B Decision-making 52

Revegy

SEPTEMBER 10, 2020

Identify stakeholder relationships you can leverage to gain access to the key decision-makers for each of your 3 to 5 ‘revenue growth ideas.’. Deepen insights into how your customers are adapting and how your organization can help address their needs. As a team, identify your best bets for growth.

Value Proposition 72

Value Proposition Decision-making Stakeholders Organization 72