Establishing best practices is key to making data management a success in your organization. It is important to understand that this is a business project with IT support — not a project that’s driven by the IT group. IT-driven data management projects usually offer limited value because technology professionals lack business users’ deep understanding of… Continue reading Data Management Best Practices
Author: Sandhra Simon
Types of Data Management
Data management includes a wide array of functions and activities involving a broad range of people, from chief compliance officers to IT architects and data scientists. Some key focus areas are: Data governance: Data governance is a set of functions and approaches to manage organizational data through its life cycle. Data governance aims to ensure that… Continue reading Types of Data Management
Data Management Benefits Explained
Data management gives businesses more confidence in their data and helps make data more easily accessible across the organization. When business users can gain easy access to the data they need to make decisions, and they trust that the data is up to date and accurate, they can efficiently respond to changing market conditions. Data… Continue reading Data Management Benefits Explained
What Is Data Management?
Data management refers to a set of activities for efficiently gathering, organizing, securing and storing the business’s data. Effective data management enables companies to better analyze information, increase operational efficiency, enhance security and comply with regulations. Data management is more important than ever as companies undergo digital transformation and automate their business processes. Many businesses… Continue reading What Is Data Management?
Renewal Excellence
Renewal Process Conduct Business Review Business review to take place within 120 – 90 days prior to customer LED Weekly/ Monthly Cadence with Channel AMO Discuss ATR(aCCOUNTS TO rENEW) Channel AMO to create Renewal Estimate 90 days prior to the LED estimate is released to partner. Channel AMO to discuss with partner prior to sending… Continue reading Renewal Excellence
External and Internal Trigger Events
Internal Ownership Change Merger Acquisition Going Public Growth Opening new offices Entering new market New Product launch Adding headcount Key client wins International Expansion Strategic Major Projects Outsourcing Change Name/ Rebranding Restructuring Changes in supply chain Technology Upgrades Major Projects Outsourcing Financial IPO/ Additional Funding Raising Debts Bankruptcy Surprise Earnings Bad / Good Quarter Rapid… Continue reading External and Internal Trigger Events
Planning and Intelligence Elements
Territory Planning Market Segments Marketing Resources Internal Resources External Resources NetSuite Ecosystem Trigger Events Right-fit Industries Target Account List(s) • Key Personas• Tailored Messaging• Customer Stories• Prepared Questions• 3×3 Research• Common Objections• Touch Plan Tools & Technology• Pitchbook• LinkedIn Sales Navigator• ZoomInfo• Crunchbase• Owler• Craft.co• Fortune Termsheet• Deloitte Fast 500• Inc. 5000• Job postings• Hunter.io•… Continue reading Planning and Intelligence Elements
Qualification Overview
What is Qualification? Qualification is the part of the sales process where reps ask questions to determine whether NetSuite is a good fit for the prospect. • Open-ended questions work better than yes or no questions• BDRs/AEs qualify using BANT• BDRs route leads to the right reps by confirming Firmographics Why is sales Qualification important?… Continue reading Qualification Overview
What are the biggest challenges in finding new business for your pipeline?
5% – Delivering a concise value statement/ message 5% – Accessing, building, and executing a territory plan 7% – Learning and managing digital prospecting tools 8% – Prospect Qualification 10% – Writing compelling messages to gain a meeting. 12% – Identifying sales signals that indicate issues you can resolve 12% – Keeping track of my… Continue reading What are the biggest challenges in finding new business for your pipeline?
Objection Handling
Why is Objection handling so important? Salespeople who handle objections effectively are 62% more likely to close deals. Salespeople who are able to effectively handle objections are more likely to build trust with buyers and establish long-term relationships. Salespeople who handle objections well will have a competitive advantage. What is a sales objection? Any concern… Continue reading Objection Handling