Mike Kunkle

NOVEMBER 21, 2023

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). There are more decision makers in the committee, and they are seeking detailed information, case studies, ROI analyses, and robust decision support.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

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. When strategic direction is unclear or complicated, it becomes much harder to execute efficiently.

Decision-making 52

Decision-making Stakeholders Prioritization Communication 52

SmartKarrot

JANUARY 30, 2024

I employ a pyramid-style mapping of stakeholders, identifying their roles and influence in decision-making. This shift requires adapting to new tools and technologies that facilitate scalability and efficiency without compromising on the personalized touch essential for strategic customer management.

Management 10

Management Customer Success Stakeholders Strategic Thinking 10

SmartKarrot

JANUARY 30, 2024

I employ a pyramid-style mapping of stakeholders, identifying their roles and influence in decision-making. This shift requires adapting to new tools and technologies that facilitate scalability and efficiency without compromising on the personalized touch essential for strategic customer management.

Management 10

Management Customer Success Stakeholders Strategic Thinking 10