Liston Witherill

APRIL 3, 2021

How do you get better at writing, overcome "writer's block," and logically structure your articles? Outline your articles before you sit down to write. How do you write an article outline? Writing an article outline begins with your topic. Write out as many key points as you think you might need to make.

Decision-making 52

Decision-making Leadership Media Brainstorming 52

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. This shift from account management to proactive hunting for new business requires a fundamentally different skill set (and possibly a different make-up or Sales DNA). Now, customers are demanding more.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

5600 Blue

MARCH 8, 2018

As I was executing research to get ready for the assignment I stumbled on an article stating that this organization had just won: Procurement Organization of The Year! they are making a decision. While buyers may focus on price in their dialogue with us, internally, it is a much more complex decision they are making.

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Mike Kunkle

NOVEMBER 23, 2023

Then, the rest of this makes sense and can be really valuable. Targeted Performance: meaning a specific effort focused on a KPI in need of improvement, such as decreasing Closed-Lost or No Decision rates and improving Closed-Won rates, or improving overall profitability in a certain product line where deep discounting is rampant.

Sales 258

Sales Finance Decision-making Profitability 258

Sales Readiness Group

DECEMBER 11, 2023

Every conversation, interaction, and decision made within your sales team significantly impacts your bottom line. You need data-driven insights to set clear objectives, make informed decisions, and motivate your team to aim higher. To thrive in this dynamic landscape, you need more than intuition.

Decision-making 118

Decision-making Sales Sales Management Management 118

Planview

MARCH 7, 2018

Recently, a client shared a story about presenting some very intriguing ideas from a crowdsourcing challenge to decision makers and being met with “Yes, great ideas, but we can’t decide which of the good ones to pick or what to invest without knowing a lot more.”. Make sure to ask: How is it an improvement from what we do today?

Decision-making 40

Decision-making Government Organization 40

Mike Kunkle

MAY 30, 2023

They know that the place they choose to work (the environment, especially the attitudes and behaviors of senior leaders) will radically influence their ability to make an impact with enablement. Finding yourself in one of these situations does not excuse you from working as hard and as smart as possible to make an impact with enablement.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Red Star Kim

FEBRUARY 8, 2024

An HBR article offered a similar matrix with costs to serve vs willingness-to-pay. This approach is suggested by Liz Whitaker in her book “Power of Personal” People | Propella Decision-Making Unit Again, to target effort on decision-makers rather than users or gatekeepers is a good way to target effort in a large organisation.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

MAY 2, 2023

Video) (kimtasso.com) ) C-suite skills that matter most In August 2022, Harvard Business Review published an article on succession that addressed the C-suite skills that matter most. Stephen M Kosslyn makes similar points – focusing on emotion and context – in the article Are You Developing Skills That Won’t Be Automated?

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Upland

JUNE 30, 2023

In this article, we will explore how the integration of NLP AI and enterprise sales methodology is set to reshape the future of enterprise sales. Personalized Customer Experiences Modern enterprise sales methodology thrives on data-driven decision-making.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Mike Kunkle

OCTOBER 8, 2023

In this article, I’ll explore how these components intersect and show how their integration can transform your business. In this article, I’ll share my perspectives and provide a framework. Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Red Star Kim

NOVEMBER 9, 2023

What is the informal decision-making process? link] There’s advice to jump your uncertainty gaps by decision-making and actions which involves risk. Strategy is a stream of decisions and actions”. He notes that your optimism (or pessimism) will impact decisions as well as ability to make fast decisions.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Help Scout

AUGUST 22, 2023

Consider these studies to make better decisions. Read the full article Color psychology in marketing and branding is more complex than “green conveys calm.”

Marketing 99

Marketing Decision-making 99

Red Star Kim

OCTOBER 10, 2023

Other advice in the article includes offering micro courses. When your employees want to learn a new skill, they typically don’t Google it or refer to your learning management system (LMS) first; 55% of them ask a colleague.

Artificial Intelligence 130

Artificial Intelligence Emotional Intelligence Decision-making Digitalization 130

Red Star Kim

JUNE 15, 2023

Financial information, adverse filings, directors and managers, financial strength metrics such as credit scores and ratings and CCJs, shareholders, subsidiaries and branches, company structures and the corporate family, M&A activity and rumours, industry descriptions, SIC codes and research, news articles from various high profile sources.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

The Center for Sales Strategy

MARCH 29, 2023

Knowing exactly where your income is coming from and where it’s going can help you make informed decisions and ensure that you are on track to reach your goals. With the right strategy in place, you can easily stay on top of the numbers and make the most of your income.

Decision-making 93

Decision-making Management 93

MDI Training

MARCH 29, 2024

Successful Team Building for Boehringer Ingelheim RCV Do you prefer to listen to this article? The second event focused on how to increase effectiveness in decision-making processes : What influences the way we make decisions ? What (group) dynamics exist in decision-making processes ?

Digital Transformation 52

Digital Transformation Leadership Onboarding Artificial Intelligence 52

MDI Training

MARCH 4, 2024

Beyond the Horizon: GenAI and Ethical Leadership Prefer to listen to the article? GenAI presents vast innovation poten tial , automating complex tasks, enhancing decision-making, and radically improving efficiency across various sectors. Transparency and Explainability – Transparency in how GenAI systems make decisions.

Leadership 59

Leadership Digital Transformation Co-Creation Artificial Intelligence 59

Flevy

FEBRUARY 25, 2024

The role of Strategic Planning is pivotal across industries, serving as a guiding beacon for decision-making and resource allocation. This article aims to explore the significance of incorporating KPIs into the Strategic Planning process.

Supply Chain 52

Supply Chain Management Digital Transformation Decision-making 52

MDI Training

JANUARY 29, 2024

8 Eternally Human Leadership Competencies Do you prefer to listen to this article? Click below to access our AI-generated version of this blog article! Read this article to find out more! Ethical Decision-Making: Leaders are frequently faced with ethical dilemmas that require moral reasoning and judgment.

Leadership 52

Leadership Artificial Intelligence Digital Transformation Interpersonal Skills 52

Hubspot Sales

MAY 7, 2024

That simple fact makes emotional resilience a cardinal competency to master as an entrepreneur. Your competency and competencies can also make or break broader organizational performance. People Management in Action (Example) I was recently reading an article in Elite Business Magazine about entrepreneurship and people management.

Interpersonal Skills 88

Interpersonal Skills Decision-making eCommerce Prioritization 88

Mike Kunkle

APRIL 8, 2023

My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. In addition to having the right decision makers in the deal, which is part of qualification, it’s important to assess the landscape and relationships. Here’s what I mean.

B2B 211

B2B Decision-making Sales Stakeholders 211

Help Scout

AUGUST 22, 2023

Customer focus results in loyal customers, strategic decision making, & company growth. Read the full article Learn how to foster customer focus in your business.

Decision-making 75

Decision-making 75

Help Scout

AUGUST 22, 2023

If it’s human nature to look for clues, patterns, and data to make decisions, how can we recognize unconscious bias to mitigate it when hiring? Read the full article

Decision-making 76

Decision-making 76

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. click the image to see a larger version] This makes sense, right?

B2B 198

B2B Sales Decision-making Negotiation 198

Flevy

APRIL 14, 2024

This article is centered around one of the most impactful Customer Experience metrics. CES is valued for its simplicity, quick evaluation, and adaptability across various service channels, making it highly relevant for measuring business outcomes and providing actionable insights. In this article, we will focus on the CES.

Digital Transformation 52

Digital Transformation Decision-making Customer Experience Facilitation 52

Account Manager Tips

AUGUST 3, 2022

We follow up with clients for to close a sale, to ask a question, to get a decision, to share information or reminders. So before you go chasing your client, make sure you're prepared. Check out my article 45 Best Questions to Ask Your Client to Get to Know Them. Follow up shortens the decision cycle so don’t wait!

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

Red Star Kim

JANUARY 23, 2023

This article was published in the January 2023 edition of Counsel magazine. In this article we look at the evidence on soft skills and some practical tips on improving yours now. The seasonal break allows time to step back and reflect on what you’ve achieved and where you’re heading.

Emotional Intelligence 130

Emotional Intelligence Communication Digitalization Publishing 130

Red Star Kim

AUGUST 1, 2023

Find ways to make their lives easier and better. They can make it a firm priority to produce M&BD plans. Plan by stealth – Describe planning as something different: Goal-setting, decision-making, prioritising, making strategic choices, directing, choosing, focusing. Make it data-driven. Avoid templates.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Customer Think

JUNE 14, 2023

What’s in this article for you? Understanding Critical Business Issues (CBIs) can make the difference between successfully closing business vs wasting your time with No Decision outcomes. Helping your prospects recognize their own CBIs can accelerate their buying processes and bolster their business cases.

Decision-making 75

Decision-making Sales 75

Red Star Kim

OCTOBER 3, 2022

This article summarises the delegates’ key pitching insights – Qualification, Branding and Following up. Assess decision criteria and processes. Most firms used templates to make compiling pitch and tender documents quick and efficient and preserve branding. Qualification. Obtain early insight into potential needs.

Decision-making 130

Decision-making Communication Meetings Marketing 130

Flevy

FEBRUARY 22, 2024

This article dives into the core aspects of developing and implementing a successful M&A Strategy, underscored by the critical Key Performance Indicators (KPIs) that guide these decisions. Here are other KPI Strategy and KPI Management articles we’ve published: Principles of KPI Selection. Principles of KPI Maintenance.

Management 52

Management Acquisition Digital Transformation Decision-making 52

Red Star Kim

MARCH 1, 2024

Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results. Be influential and persuasive Influence is having a vision of the optimum outcome and then, without using force or coercion, motivating people to work together toward making the vision a reality.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Customer Think

MARCH 1, 2023

Last month, I wrote an article here arguing that, to achieve success in 2023 and beyond, marketers will need to be adept at leveraging both the capabilities of technology and data science, and the principles of behavioral science describing how people make decisions.

Marketing 80

Marketing Decision-making Digitalization 80

Help Scout

FEBRUARY 15, 2024

Make an informed decision by learning more about the benefits of using chatbots in customer support. Read the full article Not sure if chatbots are the right move for your business?

Decision-making 44

Decision-making 44

Corporate Visions

AUGUST 13, 2020

Every marketer wants to make an impact. Today, with 80 percent of the sales cycle happening in digital or remote settings, you’ve never had a greater opportunity to directly influence buying decisions. And the number one factor driving those buying decisions? What makes most marketing content so woefully forgettable?

B2B 134

B2B Marketing Decision-making Digitalization 134

Flevy

FEBRUARY 26, 2024

This article explores the key KPIs associated with Digital Transformation Strategy, highlighting their role in facilitating informed decision-making and effective strategy implementation. Furthermore, the fast-paced nature of Digital Innovation can make it difficult to maintain a competitive edge. Anatomy of a Strong KPI.

Digital Transformation 52

Digital Transformation Digitalization Management Innovation 52