Red Star Kim

DECEMBER 18, 2023

In early December we welcomed 15 delegates to a PM Forum “Be more strategic” workshop. The workshop covered strategic thinking, business strategy and marketing and business development (MBD) strategy. In practice, there is usually an iterative process where top-down and bottom-up strategies are negotiated and aligned.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

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 198

B2B Sales Decision-making Negotiation 198

OnStrategyHQ

JANUARY 19, 2024

This is the age of Artificial Intelligence – and as the world grapples with using generative AI models contextually inside their organizations, we’re here to help explore how to use AI practically and incorporate it into your next strategic planning process. However, it cannot design an entire strategic plan for you.

Artificial Intelligence 52

Artificial Intelligence Organization Media Decision-making 52

Red Star Kim

AUGUST 11, 2022

The standard describes the knowledge, established norms, processes, tasks and skills necessary for change management practitioners. The standard describes the knowledge, established norms, processes, tasks and skills necessary for change management practitioners. Relationship to strategic planning – which establishes a vision.

Management 130

Management Stakeholders Digital Transformation e-Learning 130

OnStrategyHQ

DECEMBER 21, 2023

Your strategic plan is like a flight of stairs. A gap analysis is not merely a 2-step process that focuses on where the organization is now versus where you want it to be in the future, but a fully thought-out action plan to elevate your organization. Implement a change management process.

Software 52

Software Software Construction Organization 52

Red Star Kim

FEBRUARY 8, 2024

In the highly regarded business strategy book “Playing to Win: How Strategy Really Works” (by former leaders of Procter & Gamble Lafley and Roger) the strategy cascade process is broken down into five key questions. I’ve summarised the key points here as a supplementary learning resource for the delegates.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Upland

AUGUST 29, 2023

It encompasses the emotional and rational factors that influence their decision-making, culminating in either a purchase or an abandonment of the buying process. Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

OnStrategyHQ

APRIL 24, 2023

As your organization begins to sketch out what your strategic plan might look like, it’s likely to come to your attention that you’ll need to gain consensus around what your key performance indicators will be and how they will impact your organization. If you haven’t thought much about your KPIs yet, that’s okay. We can help!

Profitability 105

Profitability Publishing CRM Insurance 105

Red Star Kim

DECEMBER 2, 2022

We can see how more senior members of the M&BD team allocate more time for being proactive – often by focusing on future goals and projects and investing time in analysis, research and planning. This article summarises the main themes that arose from the discussions and exercises and forms part of the day’s learning resources.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Brooks Group

NOVEMBER 8, 2023

Once you define the big picture, you can work backward from there to design your action plan. Your sales strategy is a long-range plan for reaching your goal. The steps you take to reach that goal are tactics. Step 1: Establish Your Strategic Sales Priorities There is a sales questioning technique called “3-Deep.”

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

Red Star Kim

DECEMBER 14, 2022

Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution. Be more strategic. Increase your strategic contribution. Two themes emerged at the end of the day in the takeaways – manage your personal brand and increase your strategic contribution: Manage my personal brand.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Red Star Kim

NOVEMBER 2, 2022

And we used two of their planned change projects to consider the issues and to test out and apply the various techniques. At the end of the session, they had developed two project plans for implementation. And here are 20 insights on change management processes and communication. Change management process.

Communication 130

Communication Management Stakeholders Emotional Intelligence 130

PandaDoc

MARCH 4, 2024

can be completed virtually via an online data repository. The shared access is controlled, providing a secure, transparent environment that allows stakeholders to expedite the steps necessary to close the deal, such as carrying out due diligence and conducting negotiations. What is a data room for investment banking?

Banking 52

Banking Investors Acquisition Stakeholders 52

AchieveIt

OCTOBER 25, 2023

For many in the business space, this means one thing: it is time to start annual planning for 2024. At the top of the priority list for each organization on a calendar year format is deciding the direction of their strategic plan for the upcoming new year. With that in mind, now is the time to begin planning.

Facilitation 52

Facilitation Healthcare Negotiation Decision-making 52

Arpedio

MARCH 27, 2023

4 Sales Methodologies That Will Maximize Your Sales Success ← Back to blog Are you looking for the best way to engage with customers, boost team performance, and close more deals? SAMA 7-step Strategic Account Management Process 4. And for this, MEDDIC is ideally suited as a sales qualification process.

Sales 52

Sales Account Management e-Learning Decision-making 52

AchieveIt

MARCH 14, 2023

Local government entities can use strategic planning to ensure various priorities and goals are met, develop effective strategies and tactics to reach those goals, and hold the municipality accountable to itself and the community. Strategic planning requires significant time and effort to see real benefits in your community.

Government 52

Government Software Software Meetings 52

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? Below, we’ll discuss the impact that a robust opportunity management process can have on your bottom line. Below, we’ll discuss the impact that a robust opportunity management process can have on your bottom line.

Management 52

Management CRM Sales Decision-making 52

AchieveIt

NOVEMBER 9, 2023

This is when past achievements intersect with future ambitions, requiring careful planning and insight. Here is Joe’s perspective on key trends affecting 2024 planning and top tips on how to run the planning process. The essence of this trend is to communicate the “how” and “what” of strategic plans.

Facilitation 52

Facilitation Stakeholders Government Leadership 52

AchieveIt

NOVEMBER 1, 2023

The secret often lies in strategic planning. And while, yes, strategic plans contain tasks, without goals, objectives and strategies to provide context, the tasks are meaningless. A strategic plan without measurable objectives is no strategic plan at all. It’s all very task-oriented.

Energy and Utilities 52

Energy and Utilities Decision-making Innovation Business Planning 52

PandaDoc

APRIL 29, 2024

PandaDoc’s VDR platform unlocks a completely new way of working on multi-document deals involving any number of participants. Virtual data rooms (VDRs) have become pivotal in meeting the demands of executing modern, complex business deals. A data room index is an ordered list, like a table of contents, for all the docs inside your VDR.

Organization 52

Organization Investors e-Learning Shareholders 52

Red Star Kim

FEBRUARY 14, 2023

These are described further here: Before your set your goals – check your limiting assumptions (kimtasso.com) A first step is to identify or uncover what are often unconscious limiting assumptions. Delegate views and poll results are shown below. A further option is to help people reframe the limited belief.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

DemandFarm

NOVEMBER 3, 2023

Strategic deals can be seen as a team sport, much like a relay race where each member must sprint in a carefully coordinated fashion to ensure the team’s victory. Strategic planning, data analysis, and relationship-building are some of the important tools to choose the best opportunities to pursue.

Management 52

Management Artificial Intelligence Stakeholders Decision-making 52

Miller Heiman Group

JUNE 10, 2020

And the cornerstone of a formal lead qualification strategy is the strategic opportunity quality scorecard, which was the focus of our recent webinar Selling in the New Normal: Qualifying Opportunities Virtually. The Strategic Opportunity Quality Scorecard. Decision-making process. Here’s how the scorecard works. Other people.

Decision-making 81

Decision-making Prioritization Sales Organization 81

Red Star Kim

MAY 16, 2023

To ensure your needs are met , assertiveness allows you to step in and voice your concerns. This helps everyone to be clear about the plan and outcome expected People are considered effective when they accomplish what they set out to accomplish – so stating your needs and goals, and reinforcing this with the way you explain them is important.

Communication 130

Communication Brainstorming Decision-making Marketing 130

Showpad

JULY 7, 2020

Welcome to the second post of this blog series for executives. . What happened is that the need to flatten the curve and for entire sales organizations to work completely remotely shed a spotlight on these challenges and their root causes. Did sales enablement success factors change during COVID-19? .

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Arpedio

OCTOBER 17, 2023

Account management software tools Account Management Software ← Back to blog Account management software solutions have transformed the way businesses handle their account planning and client interactions. These powerful tools offer a centralized platform that simplifies a wide range of tasks.

Account Management 52

Account Management Software Software Management 52

Brooks Group

OCTOBER 18, 2023

You can also alleviate any negative perception by letting your salespeople know you don’t want to completely change their style. Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Anticipate nerves. Structure feedback.

Sales Management 79

Sales Management Management Sales Meetings 79

Apptivo

MAY 26, 2021

With CRM implementation, the bad news is that there are numerous challenges in it, and most businesses do not begin the process with sufficient preparation. With CRM implementation, the bad news is that there are numerous challenges in it, and most businesses do not begin the process with sufficient preparation.

Management 52

Management CRM Software Software 52

Hubspot Sales

OCTOBER 11, 2019

However, even if you can't predict when you'll experience slow business, you can use the list below to help scale your sales process. For example, your sales reps can ensure their contact details are completely filled out. Sales Process, Tool, and Training Adoption Metrics. Analyze your CRM. Pipeline Sales Metrics.

Brainstorming 133

Brainstorming CRM Media Decision-making 133

Red Star Kim

JUNE 1, 2023

So it was interesting that one of the poll results showed that over 60% never complete a competitor analysis in support of their pitches (it is possible that their fee-earners led the way here). It also sees the “salesperson” (our fee-earners) and an insightful sales process as part of the value proposition.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

AchieveIt

JULY 10, 2023

Strategic planning is an essential part of any organization’s ability to grow and fulfill its mission successfully. But we see many organizations make a critical error in their strategic planning process: They don’t build both accountability and visibility into their planning and execution.

Decision-making 52

Decision-making Stakeholders Leadership Organization 52

Hubspot Sales

AUGUST 12, 2020

The power in the buying and selling process has shifted from the seller to the buyer. The buying process is transformed. And that means to keep up with today’s empowered buyer, the sales process needs to transform too. Develop a sales process that supports the buyer's journey. What is inbound sales?

Sales 139

Sales Decision-making Healthcare Value Proposition 139

Arpedio

JANUARY 26, 2022

White Space Analysis: A Complete Guide. White Space Analysis: A Complete Guide. ? Back to blog. To put it in slightly other words, White Space Analysis is a process businesses use to uncover new opportunities in the market for upselling and cross-selling, but also to recognize deals or accounts in need of nurturing.

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

Arpedio

JANUARY 26, 2022

White Space Analysis: A Complete Guide. White Space Analysis: A Complete Guide. ? Back to blog. To put it in slightly other words, White Space Analysis is a process businesses use to uncover new opportunities in the market for upselling and cross-selling, but also to recognize deals or accounts in need of nurturing.

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

Red Star Kim

APRIL 12, 2023

Just before Easter I spent a day facilitating the popular PM Forum training workshop “The Proactive M&BD Executive”. As an additional learning resource for delegates, I review the key themes of The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media.

Media 130

Media Marketing B2C Stakeholders 130

Apptivo

APRIL 4, 2023

Work Order Management Process 7. As soon as a customer made their selection, the sales associate entered the order into the system, which then dispatched it to the stockroom for processing. Once ready, the system marked the order as complete and the customer was promptly notified that their purchase was ready for pickup or delivery.

Management 52

Management Computers and Electronics Manufacturing Prioritization 52

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. 6 Key Steps to Get Started With Proper Sales Coaching​ 7.

Sales 52

Sales Account Management Stakeholders CRM 52