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

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. As you’ve probably seen first-hand, there’s normally at least one blocker in every company — and they can do a lot to sabotage your sales efforts.

Stakeholders 128

Stakeholders Decision-making Meetings Software 128

Upland

FEBRUARY 17, 2023

Buying groups have changed the world of B2B sales. Here’s how to just that when working with buying groups. What is a Buying Group in B2B Sales? Buying groups, or buying committees, are often composed of 10 stakeholders but can have more. Here are a few additional challenges buying groups pose to sales teams.

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

Strategic Account Management Association

OCTOBER 14, 2021

While the CRM is designed to enable the work of the sales and account management team by recording pertinent information about the customer, I think of it mainly as a bridge to the account planning tool, where the best SAMs live and breathe. To be successful, you need your sales team to be onboard. Explain the “why.”

Account Planning 520

Account Planning CRM Account Management Decision-making 520

Hubspot Sales

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. Getting stuck on YTD sales. Projecting a sales cycle ahead of time gives sellers a better chance of making their numbers.

Meetings 95

Meetings Sales Stakeholders Decision-making 95

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. These skills are essentially make-or-break for complex sales scenarios.

B2B 82

B2B Emotional Intelligence Value Proposition Stakeholders 82

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 243

B2B Sales Decision-making Stakeholders 243

Hubspot Sales

APRIL 9, 2025

Not all sales shortcuts are created equal. Sales Shortcuts 1. Source My former colleague from Serpstats sales team learned this the hard way. I explored this topic with Shannon Smith O'Connell , Operations Director (Sales & Team Development) at Reclaim247. Dont let them out-research you. Be equally ready.

Decision-making 98

Decision-making Stakeholders Finance Software 98

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 27, 2023

.” Nowhere is this more out of control than in the sales profession and our very own subset of sales enablement. Not All Sales Enablement is the Same Sales enablement is not the same everywhere. (For Not All Sales Enablement is the Same Sales enablement is not the same everywhere.

Sales 57

Sales Onboarding Publishing Transportation 57

Strategic Account Management Association

SEPTEMBER 13, 2021

SAMA and Boston Consulting Group partnered in May 2020 to conduct a study aimed at discovering the early changes to customer expectations for sales organizations as a result of the COVID pandemic. Indicators show that much of the sales process can — and should — be automated through technological advancements.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

FinListics Solutions

NOVEMBER 21, 2024

When Momentum Slows, Deals Stall Sales cycles are getting longer, and with each added day, deals lose steam. As executive buyers bring in more stakeholders, sales teams must work through layers of priorities and decision-makers—all of which slows the process.

Stakeholders 81

Stakeholders B2B Sales 81

Holden Advisors

OCTOBER 7, 2021

Talk to your internal experts in sales, product management, marketing, or marketing research, to understand how your customers use your product today. Always look for new ways that your customers might use your product or for other stakeholders that might benefit from your solutions. Step 5: Create sales tools.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

Account Manager Tips

APRIL 2, 2021

The best sales podcasts key account managers should listen to Are you a key account manager? If you answered yes to any of these questions, then read on for my list of three of the best sales podcasts around, including one that might surprise you. What makes these sales podcasts the best? Do you sell? Do you listen to podcasts?

Key Account Management 234

Key Account Management Account Management Procurement Management 234

PandaDoc

MARCH 25, 2025

The sales process varies greatly depending on the purchase. Its a decision that requires research, deliberation, and often, multiple stakeholders. In this article, well explore the challenges of complex sales and the strategies your team can use to close deals more efficiently. What is considered a complex sale?

Sales 52

Sales Supply Chain Decision-making Stakeholders 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 is designed to tackle these difficulties and guide you through the sales process. Table of Contents What is the Miller Heiman sales process?

Stakeholders 126

Stakeholders Sales CRM Value Proposition 126

Hubspot Sales

SEPTEMBER 12, 2024

Very rarely did a sale require just a single signature, which meant the sales process and accompanying assets needed to be built around a variety of personas. Meanwhile, sales reps are seeing their traditional involvement in the consideration stage diminish.

B2B 116

B2B B2C Decision-making Software 116

Upland

NOVEMBER 28, 2021

Get more sales references without launching a traditional reference program. Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. Why are targeted sales reference important? A pragmatic approach to sales references. Will it require new hires?

Sales 195

Sales B2B Software Software 195

Upland

MARCH 23, 2023

Having trouble setting accurate sales forecasts or seeing close dates consistently sandbagged to next quarter? Regardless of the size of your company, the sales leader gathers sellers and runs them through the standard set of questions. Ultimately, the challenge of sandbagging is that of unreliable sales forecasts.

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Sales Gravy

APRIL 14, 2025

There is a big challenge in todays marketplace thats popping up left and right for sales professionalsDecision Deferment Objections. A stakeholder who chooses the wrong vendor, invests in the wrong technology, or commits resources too soon might put their entire business or career at risk. So they freeze. They put it off.

Stakeholders 58

Stakeholders Decision-making Marketing Sales 58

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 231

B2B Sales Decision-making Negotiation 231

SBI Growth

MARCH 2, 2022

If you are a transitioning sales leader, welcome, the clock is ticking… Faced with rigorous pressure to emerge victorious coming out of the gate, the average tenure for a Chief Revenue Officer is a mere 19 months. The goal is to gain confidence across the company and stakeholders.

Stakeholders 150

Stakeholders Sales Meetings 150

Hubspot Sales

DECEMBER 1, 2020

For remote sales teams, easy-to-use technologies provide more ways than ever to capture and memorialize prospect and customer sentiments for continued reference throughout the buyer’s journey. Including these things in your meeting notes can help maintain clarity and alignment throughout your sales process. Meeting Agenda. Attachments.

Meetings 143

Meetings Decision-making Stakeholders Sales 143

Upland

FEBRUARY 3, 2023

Typically, there can be up to 10 individuals involved in a B2B sale. Relationship maps are an ideal way for sellers to tackle these complexities, build trust, and establish themselves as trusted advisors to their most strategic customers. What is a Relationship Map in B2B Sales? Creating a Relationship Map in 5 Steps 1.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Brooks Group

APRIL 17, 2025

For sales leaders, this environment demands a fundamental rethinking of traditional retention approaches. Customer Retention and Loyalty: Steps for Sales Leaders Having a customer-centric focus may require a shift in approach or additional resources. Develop ability to identify and engage all stakeholders and their unique priorities.

Supply Chain 52

Supply Chain Sales Training Sales Suppliers 52

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know. Sales Leadership Stats. Sales Performance. is invaluable. Remote Selling.

Sales Leadership 142

Sales Leadership Leadership Sales B2B 142

ProlifIQ

OCTOBER 30, 2024

Capabilities of KAM Technology Solutions That A Company Needs Map out stakeholders by location, business unit, or job function. This makes it easy for an account manager to understand the relationships built over a sales cycle, and where time needs to be spent.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

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 are characterized by growing competition, more complex buyer journeys, and increased sales cycle times by over 50%.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Hubspot Sales

JULY 5, 2022

You wouldn't try to cook a new meal without a recipe or drive to a new city without a map, and your business shouldn't try to convert leads without a sales process. A B2B sales process is a detailed outline of repeatable steps that guides your sales team. B2B Sales Strategy. B2B Sales Flowchart. Image Source.

B2B 115

B2B Sales Stakeholders Decision-making 115

DemandFarm

DECEMBER 27, 2024

To top it off, AI agents are rapidly taking over repetitive and mundane tasks, your sales teams must step up as strategic advisors, leveraging their uniquely human skills to build trust, tailor solutions, and add ultimate value. So, how do sales reps rise to the occasion? This is where sales acceleration tools come into play.

Key Account Management 52

Key Account Management Stakeholders Sales Account Planning 52

ProlifIQ

MARCH 7, 2025

Pre-sale Planning: A Smarter Approach Account plans are often seen as time-consuming, cumbersome, and less valuable than other activities sales and business development teams could be focusing on. Limited Visibility into Stakeholders Continuously update customer objectives and track progress in real-time.

Account Planning 52

Account Planning Telecommunications Sales Stakeholders 52

The Center for Sales Strategy

MAY 8, 2024

As sales cycles embrace a hybrid model, the buyer's journey now spans multiple physical and digital touchpoints before making a purchase.

Stakeholders 114

Stakeholders Sales Digitalization 114

Sales Gravy

FEBRUARY 4, 2025

Ask Jeb: How to Sell When Your Customer Has to Sell First Welcome to another Ask Jeb segment on the Sales Gravy Podcast! Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. Identify these patterns.

Suppliers 84

Suppliers Construction Government Stakeholders 84

Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. Let's talk about the client lifecycle The sales cycle attracts qualified leads, engages and converts them to clients. The bad news is, according to a Rain Group study , an average of 28% of sales bids loses to competitors.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Strategic Account Management Association

FEBRUARY 3, 2022

But as a provider of a robust set of sales management and methodology capabilities , our teams work with some of the biggest sales organizations in the world. The foundational principles that move the needle are ones familiar to any sales leader: relationships and insights. And we ask these questions beyond the sales team.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Upland

JULY 12, 2023

MEDDIC is not actually a healthcare term. It’s a sales acronym. And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195