Strategic Planning and Management Insights

MARCH 23, 2021

In a 2015 study, Deloitte reported that diverse companies earned 2.3 times higher cash flow per employee. And while diversity may just be a measure of success, inclusion is the ultimate goal. An inclusive workplace can improve the wellbeing of your employees, boost moral, and increase productivity.

98

98

Red Star Kim

JUNE 27, 2023

20% Lack of fee-earner engagement 20% Lack of M&BD time/resource 20% Integration with other aims/projects/campaigns 13% Culture (politics, lack of rewards) 7% Lack of senior support 7% Unclear or unrealistic aims/expectations 7% Scope creep 7% Poor internal communications/silo mentality Related campaigns, thought leadership and project management (..)

Leadership 130

Leadership Management Stakeholders Communication 130

SBI Growth

SEPTEMBER 20, 2014

Top performing sales professionals inherently know the strategic importance of selling value. Too often, activity takes the place of strategic focus to hit short term numbers. This leads to a “race to the bottom” to get the deal. Products and services get commoditized.

Sales 117

Sales 117

Red Star Kim

NOVEMBER 24, 2023

(kimtasso.com) August 2023 Pitching, differentiation and competitor analysis (kimtasso.com) June 2023 Leadership Development Programme from the Managing Partners’ Forum (kimtasso.com) March 2023 Annual International Marketing Benchmark – PM Forum and Meridian West (kimtasso.com) January 2023 Previous PM Forum conference reports Conference – (..)

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

Holden Advisors

SEPTEMBER 21, 2021

References: 1 Kahneman and Tversky, 1979 2 Forrester Research, Myth-busting insight, 5/25/2015 3 Alison Wood Brooks and Leslie K. Together, these attributes drive profitable growth for both your salesforce and your customers.

Decision-making 435

Decision-making B2B Profitability Account Management 435

Kainexus

JUNE 26, 2020

Note: This blog post was originally written in 2015 and was updated in 2020. It’s hard to list just ten, but I have a longer “ blogroll ” list and a separate list of Lean healthcare blogs that I maintain on my site. You can also check out these lists that are maintained by Chad Walters and by Joel Gross.

Healthcare 105

Healthcare Manufacturing 105

Geehan Group

OCTOBER 30, 2014

The leadership teams of many B2B companies are beset with conflict. Often, this conflict is based in competing executive opinions about how to best move the company ahead. These conflicting opinions can blind them to external developments that could have a powerful affect on the company and its markets. • Rogue ideas. • Resist change.

Leadership 52

Leadership Marketing B2B 52

Red Star Kim

AUGUST 29, 2023

Change management) appeared first on Kim Tasso.

Management 130

Management Marketing Decision-making Government 130

Engage Selling

DECEMBER 11, 2014

In three weeks we are officially going to be in 2015. You’re hearing me talk a lot about year end activities and tips for starting 2015 on the right foot. Observations from the real World 2014 sales 2015 sales client attraction Colleen Francis Engage Selling Solutions sales sales focus sales success The Sales Leader'

Sales 86

Sales 86

SBI Growth

OCTOBER 29, 2019

Uber has been credited with many disruptive Customer Experience Trends, so it’s no surprise that in 2015, Chris Messina coined the term “Conversational commerce” in a brief Medium article. Since 2015, conversational commerce has seen many. The Basics of Conversational Commerce.

Customer Experience 59

Customer Experience B2C Customer Success B2B 59

Red Star Kim

FEBRUARY 12, 2024

20% It’s a key part of our strategy 40% A lot 40% About average Which of the following traditional channels do you use the most 33% Print/display advertisements 50% Reports 17% Pitches Which is the main digital channel that you use 20% Web site 40% Social media 40% Email Which social media do you use most 50% Facebook 17% LinkedIn 17% Twitter/X/Threads (..)

Media 130

Media Financial Services Advertising Decision-making 130

Red Star Kim

FEBRUARY 15, 2024

8% Achieving consensus/buy in 8% Managing disagreement between partners/teams 25% Dealing with fixed views 17% Managing involvement from other functions 8% Being confident of the outcome/results 17% Justifying the investment 17% Discussing implementation and evaluation criteria Related coaching and consulting posts Learning & Development Update: (..)

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

MTD Sales Training

DECEMBER 17, 2015

It’s that time of year where we look back and see what we’ve achieved this year and, at the same time, look forward to next year. We’ve brought you bi-weekly tips all year long and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 70

Sales 70

Red Star Kim

OCTOBER 20, 2023

Video – The art of storytelling – Kim Tasso explains and demonstrates selling legal services with storytelling (kimtasso.com) Storytelling book reviews: The Story Advantage and The Story Factor (kimtasso.com) Related posts 22 tips on being a persuasive writer in professional services (kimtasso.com) August 2023 Hooks, Headlines and Hard-Wired (..)

Media 130

Media Communication Marketing Digitalization 130

The Center for Sales Strategy

JUNE 20, 2019

EDITOR’S NOTE: This post is by the late Steve Marx , and was written and published in 2015. To keep it current, we’ve updated the content to be relevant, but preserved the knowledge that Steve shared. There are countless lists of what the most successful salespeople actually do. It’s time for a list of what they don’t do.

Publishing 87

Publishing Sales 87

Mercuri International

SEPTEMBER 30, 2022

The World Economic Forum has identified the most sought-after skills in various sectors from 2015 to 2020 2 , and it appears that the demand for “interpersonal skills” has dramatically increased. World Economic Forum, Change in demand for key job skills, 2015-2020, all industries. Sales and skill gaps.

Interpersonal Skills 52

Interpersonal Skills Negotiation e-Learning Digitalization 52

Deep Insight

DECEMBER 1, 2022

Revenues at Kainos, excluding acquired companies (£m, 2015-2022). The graph on the right shows that in 2015, Kainos generated revenues of £61m. Its revenues would still have grown as the clients that were on its books in 2015 generated revenues of £68m in 2016. In 2015 Kainos floated on the London Stock Exchange.

Profitability 52

Profitability Procurement B2B Digital Transformation 52

Red Star Kim

OCTOBER 10, 2023

Tailor employee development programmes Sydney Finkelstein in March 2015 wrote Why a One-Size-Fits-All Approach to Employee Development Doesn’t Work (hbr.org) “Exceptional bosses don’t leave it to HR to create career progression programs for their team members.

Artificial Intelligence 130

Artificial Intelligence Emotional Intelligence Decision-making Digitalization 130

Red Star Kim

AUGUST 11, 2022

Change management book – Switch (Chip & Dan Heath) (kimtasso.com) September 2015. Change management – Change Catalyst book review by Kim Tasso September 2018. change management and organisational change (kimtasso.com) January 2017.

Management 130

Management Stakeholders Digital Transformation e-Learning 130

Sales Gravy

OCTOBER 15, 2014

The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. At this time of year I am working with each of my clients

Sales Leadership 40

Sales Leadership Leadership Sales Organization 40

Red Star Kim

MAY 9, 2023

He uses Pixar’s story building structure: Set the foundation Introduction (character and their life) Introduce conflict Consequences of conflict Further consequences Conclusion Aftermath Ideas on how to become a more interesting person include: read more books, switching up your routine, volunteering, embracing fear, try new hobbies and investing your (..)

Emotional Intelligence 130

Emotional Intelligence e-Learning Communication Finance 130

SBI Growth

AUGUST 21, 2018

In 2015 less than 35% had a COO. In 2005 nearly 50% of Fortune 500 companies had a Chief Operating Officer (COO). Why does this matter to you? Once thought of as the obvious successor to the CEO, the COO is.

Customer Experience 69

Customer Experience Marketing 69

Drift

JANUARY 3, 2019

59% of customers prefer to do an extensive amount of research before talking to a salesperson when buying a software product, according to a Forrester report from 2015. Email Gail Axelrod at gaxelrod@drift.com. Does that mean sales is an unnecessary job? Some products have to be sold by people.

Software 69

Software Software Sales Marketing 69

Hubspot Sales

SEPTEMBER 14, 2023

Editor's note: This article was originally published in January 2015 and has since been updated for comprehensiveness. Mixing feedback and coaching can lead to confusion and ineffective development— but by delineating between the two, sales managers can ensure that reps derive maximum benefit from both.

Procurement 100

Procurement Sales Construction Negotiation 100

The Center for Sales Strategy

JULY 19, 2018

The following blog post was first published in 2015 by the late Steve Marx , founder of The Center for Sales Strategy, and has been one of the most popular posts in the blog’s history. Even though the text is updated, the message has never been more relevant. To learn more about Steve Marx, click here.

Publishing 80

Publishing Sales 80

SBI Growth

SEPTEMBER 11, 2014

This is the time of year leaders begin to plan for 2015. There is one month left in Q3. As you look back on 2014, did your marketing team accomplish their goals? Did your team provide enough leads for your sales leader? As you review your performance, and contemplate next year, you have two choices.

Marketing 122

Marketing Sales 122

Red Star Kim

JUNE 15, 2023

by Laura Dawson (PM Magazine March 2021) Making account management work by Francesca Ayers , Get Serious (PM Magazine April 2020) KAM culture – ten years on by Elizabeth Corcoran, Eversheds Sutherland (PM Magazine April 2019) Book reviews Executive Engagement Strategies by Bev Burgess (kimtasso.com) August 2020 A practitioner’s guide to Account-Based (..)

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Engage Selling

JANUARY 22, 2015

Is this the start to 2015 you wanted? By now, you can probably gauge your start to 2015. We’re quickly approaching the last week of January. Have you accomplished your goals for January? Are you hitting weekly sales targets at a better pace than in 2014? If you aren’t off to the start that you […].

Client Relationships 79

Client Relationships Management Sales 79

SBI Growth

SEPTEMBER 16, 2014

You’ve prepared for 2015. The sales strategy is set. You’ve defined your market and key buyers. The team has been structured to maximize revenue efficiency. The new compensation plan aligns with your sales strategy. Everything is perfect on paper. Now comes hard the part. Your team must execute the plan.

Sales 118

Sales Marketing 118

Red Star Kim

DECEMBER 7, 2023

kimtasso.com) January 2014 The post Book review – Can we start again? The patterns of NLP applied to business interactions by Daryll Scott appeared first on Kim Tasso.

Emotional Intelligence 130

Emotional Intelligence Publishing Communication Negotiation 130

Peter Simoons

JUNE 4, 2023

I’ve been coaching and having conversations over Zoom since 2015. I remember that during those first few years of this transition to digital methods, people were hesitant to turn on their video and many preferred audio-only meetings. The lockdown periods of the pandemic changed that completely!

Communication 52

Communication Digitalization Meetings 52

SBI Growth

SEPTEMBER 15, 2014

Each needed help developing their 2015 sales strategy. Who is training and who is enabling? Scenario : Two Sales Leaders – Edward and Jason – recently participated in SBI’s Annual Sales Strategy Workshop. Both were asked how they enable their sales guys to be successful.

Sales 121

Sales 121

Engage Selling

JANUARY 30, 2015

Nonstop Sales Boom is your guide to perpetual sales growth in 2015. If you find yourself needing to talk about the competition, talk about them the right way. I provide some useful insights in this video sales tip. Get your copy today! Sales Tips'

Sales 88

Sales 88

SBI Growth

JANUARY 4, 2014

Finalizing the 2015 Sales Strategy. Finalizing the 2015 Sales Budget (often close to final in Oct/Nov). Finalizing 2015 hiring plans. Note that some of these tasks often get done before annual numbers are known. Here are some sample tasks from December. Creating the Sales Leaders 2014 Value Statement. How to Use the Plan.

Sales 112

Sales Meetings Marketing 112

Sales Readiness Group

DECEMBER 4, 2018

The Cleveland Browns later drafted him in the first round of the 2014 NFL draft, where he played for two injury-prone seasons in 2014-2015. Manziel was a star college quarterback who won the Heisman trophy as a freshman in 2012.

Sales 59

Sales Sales Management Management 59

Peter Simoons

FEBRUARY 12, 2023

This alliance was formed in 2015 “ with the aim of ensuring competitive and cost-efficient operations on the Asia-Europe, Transatlantic and Transpacific trades ”. Recently, two large alliances announced their respective exit and transformation.

Communication 52

Communication Marketing 52

SBI

JANUARY 7, 2015

Today’s sales leaders are fortunate to have a wide array of sales acceleration solutions to choose from. That becomes all the more evident when you take a look at the release of our final Top Sales Tools of 2014 guide where you’ll find the top 50 tools for improving sales performance and results.

Innovation 54

Innovation CRM Internet Sales 54