Red Star Kim

JULY 13, 2023

My takeaways from the insightful facilitators and panellists were: Recruitment of lawyers is down on previous years whereas business support is up Increase in tax hires in law firms Increase in marketing roles (exceeding 2019 numbers) Whilst training/learning roles shrunk compared to 2019 there was an increase in employee relations roles Legal sector (..)

Management 130

Management Remote Working Acquisition Finance 130

Upland

MAY 4, 2023

But what do we mean when we say account planning? Optimizing revenue requires in-depth knowledge of the executives, key players, and decision-makers to build the right relationships with your customers while focusing on how to solve their problems. Good account planning is the fastest way to develop pipeline and a plan to execute.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Red Star Kim

FEBRUARY 16, 2023

And, more succinctly, as Rumelt has also observed “ strategy involves focus and therefore choice”. Tendency to try to do too much – focus on doing less but doing better (e.g. They analysed responses and conducted external research including competitor analysis. Massive potential to drive revenue through tactical programmes (e.g.

Value Proposition 130

Value Proposition Government Facilitation Profitability 130

Red Star Kim

DECEMBER 2, 2022

It was a full house at November’s PM Forum workshop for Proactive Marketing and Business Development Executives. Release time to become a more proactive Marketing and Business Development Executive. However, some executives can slip into the habit of constantly responding to questions and requests.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

SBI Growth

APRIL 26, 2024

After all, marketing has so many moving parts, what should leaders focus on to ensure their campaigns have the reach and impact they seek? Understand your target and position, then use the right people and tools to execute your campaign effectively.

Marketing 71

Marketing 71

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. In fact between 70 to 80 percent feel vendors are not prepared for their meetings with senior level executives. All eyes are on you - including your boss and a handful of your client's senior executives.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Red Star Kim

MARCH 4, 2024

Reasons your line manager is a micro-managing control freak (focus on your line manager) Your line manager is using situational leadership Line managers can lead their teams in a number of ways – depending on the situation or task and the skills/experience of the people that work for them. Focus on the behaviours that they are able to change.

Management 147

Management Communication Leadership Digitalization 147

Mike Kunkle

NOVEMBER 23, 2023

For Overall Performance Improvement: Getting the foundational blocks in place and executing through the systems is a great approach. For Targeted Performance Improvement: Diagnostics, root-cause analysis, solution design, and disciplined execution may involve one or more blocks or systems. See this chart.)

Sales 258

Sales Finance Decision-making Profitability 258

Brooks Group

APRIL 9, 2024

Key decision makers often include: C-Suite executives : High-level executives such as CEOs, CFOs, or CTOs who oversee strategic decision-making within the organization. Users may include: Frontline employees: Those directly involved in executing tasks or using the product within their daily workflows.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Hubspot Sales

NOVEMBER 20, 2023

In the ever-evolving world of sales, account executives play a crucial role in nurturing leads and closing deals. But where should you start implementing AI in your specific account executive role? Account executives can spend hours on end researching prospects. Say I'm an account executive and want to send a follow up email.

Energy and Utilities 77

Energy and Utilities Sales Analytics Customer Experience Decision-making 77

Account Manager Tips

JULY 22, 2022

25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. If you think your job is harder than it should be. you're right. you're right.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

OnStrategyHQ

APRIL 16, 2024

3 Pro Tips for Implementing Strategy Tip 1: Make Sure Your Have a Complete Plan This might seem obvious, but the first step is ensuring you have an implementation-ready plan before starting your execution process. Final Thought: Strategy Execution Doesn’t Need to Be Overwhelming! Employees don’t know where to begin.

Communication 98

Communication Organization Meetings Stakeholders 98

Force Management

JANUARY 11, 2024

When your sales team views their territory as their own business unit, they’re more accountable for the forecast and able to execute on next-level pipeline building. Many sales organizations struggle with building consistent, qualified pipeline because their sales teams are spending too much time “working around the opportunities.”

Sales 92

Sales Organization 92

NG Data

FEBRUARY 29, 2024

Bank executives should focus on fairness, ease of execution, value, and effectiveness. Teaser offers are popular among banks to attract new customers and deposits. Offers should be clear, consistent, and easy to understand to avoid negative perceptions. Source The post Are Teaser Offers Worth the Trouble in Banking?

Banking 52

Banking 52

Force Management

NOVEMBER 30, 2023

Aligning the sales organization around new ways buyers are purchasing your solution requires a shift in the sales approach, one that equips sellers to focus on their buyers and be relevant in sales conversations. This alignment starts with the executive team.

Organization 96

Organization Communication Sales Marketing 96

Hubspot Sales

MAY 17, 2023

Executives can make or break your company. As a result, the right executive interview questions are critical. The questions let teams understand how executives think, where they take action, and what they see as their role within the company. What are executive interview questions?

Decision-making 85

Decision-making Finance Leadership Profitability 85

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. You get stuck in the weeds.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

SBI Growth

FEBRUARY 2, 2022

Last week, we assembled a group of Independent Board Members as part of SBI’s executive advisory board program.

Leadership 134

Leadership 134

Sales Outcomes

DECEMBER 4, 2023

This is my last 2-Bullet Tuesday of 2023, so you can focus on finishing the year strong. These last working days of 2023 are an ideal time to review a few sales plan execution motions to deliver strong 2024 results for Q1. The only way to balance focus and the day jobs is to hold everyone accountable via regular progress updates.

Sales 52

Sales Prioritization Decision-making Marketing 52

Planview

DECEMBER 8, 2021

Effectively selling Agile to executives is more than just getting the go-ahead for an Agile transformation. Because Agile includes a culture shift and a mindset change, as well as funding, you need executives to truly buy in to the approach. Focus on selling Agile to executives by showing them how they can succeed with the approach.

Government 111

Government Leadership Stakeholders Decision-making 111

Arpedio

JANUARY 3, 2024

Specifically, sales positions such as Account Executive and Account Manager are critical in driving a business’s success. Understanding the nuances between executive and manager roles within the sales and client management landscape is essential for optimizing team performance and ultimately, fostering robust business growth.

Account Management 52

Account Management Management Acquisition Account Growth 52

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. They create prospect lists that allow them to focus on where realistic revenue can sustain them in the short- and medium-term business investing.

Sales 112

Sales Prioritization CRM Communication 112

SBI Growth

NOVEMBER 6, 2023

The findings of SBI’s latest edition of the CEO Value Creation Pulse focus on how CEOs and other C-level executives are planning for value creation in upcoming quarters, as well as the go-to-market (GTM) strategies and tactics that will get them there.

Marketing 71

Marketing Sales 71

Flevy

NOVEMBER 22, 2021

The Execution School. In other words, Strategy is developed by the few—the designated expert planners and senior executives—while the rest of the organization is dedicated to execution of the Strategy. The Execution School. an internal focus, instead of external, as the case of the Position School.

Strategic Thinking 111

Strategic Thinking Decision-making Organization Leadership 111

Customer Think

APRIL 11, 2023

When creating and designing a customer advisory board (CAB) initiative, one aspect that tends to get overlooked or undervalued by CAB managers and executive sponsors is the creation of the program theme.

Management 105

Management 105

CMOE

NOVEMBER 27, 2023

Executive Presence is the ability and skill to speak with confidence and inspire confidence in others. Having executive presence is not only important when you are actively leading your team, but also in any situation where you need to convey your leadership capabilities. This could be to inspire, inform, persuade, or directly lead.

Leadership 59

Leadership Stakeholders Communication Meetings 59

Arpedio

APRIL 29, 2024

The symposium offered invaluable insights into the world of successful SAM programs, highlighting the importance of a deep understanding of customer initiatives, organizational commitment, and strategic alignment across all levels, coupled with adaptive leadership and a relentless focus on timing and consistency to master the SAM program hype cycle.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

SBI Growth

DECEMBER 1, 2023

The full report focuses on how CEOs and other C-level executives are planning for value creation in upcoming quarters, as well as the go-to-market (GTM) strategies and tactics that will get them there.

Marketing 71

Marketing 71

Force Management

DECEMBER 14, 2023

When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. A robust channel partner program will take focus and attention to develop both sides of this equation. Can your partners execute that message?

Value Proposition 91

Value Proposition Negotiation Decision-making Leadership 91

AchieveIt

MARCH 15, 2024

What’s often overlooked, however, is the fact that an organization’s success rests heavily on its ability to implement decisions and execute processes efficiently, effectively, and consistently. The Disconnect Between Strategy and Execution For years, leaders have crafted strategies in PowerPoint slides and documents.

Decision-making 52

Decision-making Stakeholders Prioritization Communication 52

Arpedio

APRIL 29, 2024

We will also delve into the practical steps involved in implementing and executing these strategies. Get started today Implementing and Executing the Account Plan Strategy Once you have developed a comprehensive account plan strategy, it is time to put it into action.

Account Planning 52

Account Planning Client Relationships Value Proposition Sales 52

Strategic Planning and Management Insights

NOVEMBER 23, 2022

Your organization's success depends on its ability to execute on your strategic plan. Here are 8 additional benefits to partnering with someone to support your strategy execution. Implemeting your strategic plan on your own can be difficult.

Organization 98

Organization 98

Planview

JANUARY 11, 2024

Think of it as your strategic advisor, helping drive strategy to meet executive expectations. How do you go from a traditional governing body focused on tactical execution to a strategic driver? Or they focus too much on execution excellence and end up creating rigid governance that slows down value delivery.

Government 72

Government Prioritization Management Organization 72

Hubspot Sales

JANUARY 7, 2024

Do we need an executive sponsor?” In B2B sales, an executive sponsor is a high-level employee on the seller’s side who can provide guidance, expertise, or education to buyers. I’ve offered an executive sponsor to prospects hundreds of times — but I have only been called on to deliver one once or twice.

Sales 117

Sales Decision-making Onboarding Communication 117

Cosawi

JANUARY 29, 2024

The presence of a Center of Excellence (CoE) or program office, strategically positioned at the executive level, often reporting to the CEO or C Level. For Thales, the importance of executive-level support was clear, and it served as the cornerstone for their ABM journey.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Sales Outcomes

NOVEMBER 29, 2021

2022 Q1 SALES PLAN EXECUTION TIPS. This is my last 2-Bullet Tuesday for 2021, so you can focus on finishing out the year strong. These last working days of 2021 are an ideal time to review a few sales plan execution motions to deliver strong 2022 results for Q1: 2022 Q1 SALES PLAN EXECUTION TIPS. Prioritize. Prioritize.

Sales 94

Sales Prioritization Decision-making Marketing 94

SBI Growth

JUNE 20, 2021

SBI recently held its first Chief Financial Officer Growth Forum to bring together like-minded finance executives to discuss common challenges and share best practices with their peers. These growth-focused CFOs gathered in an intimate virtual setting to discuss the following.

Finance 133

Finance Meetings Customer Experience Software 133