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

FEBRUARY 8, 2024

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. Essentially a focus on the most profitable clients. An HBR article offered a similar matrix with costs to serve vs willingness-to-pay.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. Sales is discounting again, significantly, further reducing profit margins. Operating income and EBIDTA are declining. Inventory levels are still high. You know the answer to that. But I see it happen, all the time.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

KAM With Passion

OCTOBER 27, 2020

Why a new blog on sales performance? When it comes to articles and talks about commercial performance, there is a certain form of rejection of polychromy. The blog articles will revolve around 3 themes, without precluding the possibility of broadening this framework. Aren’t there already a lot of them? Why was this?

B2B 130

B2B Co-Creation Account Management Key Account Management 130

Red Star Kim

AUGUST 31, 2023

Moore Kingston Smith (accountants) – Real estate thought leadership This campaign comprises a series of seven opinion articles (“The state of the global real estate industry”) exploring investment opportunities in UK real estate sharing economic data (inflation and global growth forecasts). trillion by 2031”.

Marketing 130

Marketing Leadership Government Logistics 130

MDI Training

MARCH 4, 2024

Beyond the Horizon: GenAI and Ethical Leadership Prefer to listen to the article? Beyond the Horizon: GenAI and Ethical Leadership In this blog post, keynote speaker Bailey Parnell gives us a few snippets of her exciting keynote speech at our upcoming Leadership Horizon event. Do you prefer to listen to this article?

Leadership 59

Leadership Digital Transformation Co-Creation Artificial Intelligence 59

SBI Growth

AUGUST 26, 2012

When I ask about inbound marketing and what they are doing about content marketing, things like publishing a blog , their eyes glaze over. Let’s take a closer look at blogs and why they are so effective in producing leads. SBI's research shows that leads from blogs convert better by: Over 20X vs. Direct Mail leads.

Advertising 122

Advertising Media B2B Decision-making 122

CMOE

FEBRUARY 24, 2023

Strategic Coach offers curated content with blog posts, ebooks, worksheets, and guides to help entrepreneurs overcome roadblocks and achieve their goals. a) plan a) plan runs an insightful blog focused on business coaching for organizations and individuals. Check out their business blog for more information.

Small Business 52

Small Business Leadership Profitability Publishing 52

Red Star Kim

JUNE 15, 2023

or profits greater than £150000), active and inactive companies with up to 10 years’ of financial data. This article from January 2023 Strategic Account Management for Law Firms in the Age of Remote Working – Nexl answers the questions: What is strategic account management (SAM)? Why do law firms needs SAM?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

FEBRUARY 16, 2023

Managing growth – Superpositioning matrix An article in the April 2020 PM Magazine by Alistair McLeod at Gray Fox Consulting questions whether growth is good for your strategy. “ Tendency to try to do too much – focus on doing less but doing better (e.g. four annual multi-layered programmes). What are we able to achieve?

Value Proposition 130

Value Proposition Government Facilitation Profitability 130

Mike Kunkle

AUGUST 30, 2023

To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability. They must show that they can make an impact with enablement and move the needle on the metrics that matter most.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Upland

AUGUST 29, 2023

In this article, we will take a closer look at buying intent and its role in helping you navigate today’s intricate web of customer preferences, expectations, and buying behaviors. It shows that you aren’t just there for profit. Not only does it help with sales enablement, but it also helps craft better buyer journeys.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

PandaDoc

MAY 16, 2024

In this article, we’ll cover how you can measure indirect sales success and discuss the four main types of indirect sales strategies: distribution , dealership , franchising , and merchandising. Resellers will have bought products at wholesale prices and then sold them with a profit margin. How do indirect sales work?

Retail 52

Retail Manufacturing Profitability Sales 52

Nutshell

FEBRUARY 11, 2021

Publishing blog content on a regular basis creates value for your company by attracting new visitors to your website and aligning your brand name with expertise. But do you know how much each one of your blog posts is actually worth —in terms of actual revenue for your company? BVA can vary widely among individual blog posts.

Marketing 62

Marketing CRM Publishing Performance Review 62

Red Star Kim

JUNE 27, 2023

(hubspot.com) Other points of interest Preferred content formats Updating various research results shared at the session, the Semrush State of Content Marketing Report 2023 shows the preferred content formats for digital marketing to be: 45% Video 37% Short form articles 28% Success stories 24% Long form blog posts 19% Case studies 18% Webinars and (..)

Leadership 130

Leadership Management Stakeholders Communication 130

Mike Kunkle

JUNE 12, 2022

I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. I hope this will contained to not-yet-profitable, seed-funded early-stage companies with burn-rate/runway issues, but as the recession gears up, it may spread. This is a post I never wanted to write.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

PandaDoc

MARCH 29, 2024

This article outlines steps to establish and optimize a deal desk process flow with your team to help advance your sales strategy. Analyze your deal desk’s performance by using metrics such as response and resolution time, win rate, deal size, profit, and renewal time. What is the deal desk process?

Negotiation 52

Negotiation Stakeholders Profitability Government 52

QYMATIX

MARCH 12, 2024

This article will look at AI-based customer and buying decision analysis. The software enables proactive adaptation to changing conditions and helps increase the profitability of wholesale distribution. This blog post highlights three of the best predictive sales analytics vendors. The next step is to find the right AI vendor.

Artificial Intelligence 52

Artificial Intelligence B2B Logistics Sales Analytics 52

OnStrategyHQ

APRIL 24, 2023

If the cost of labor increases, it will give you a leading indicator that you will see an impact on net profit or inventory cost. Measure: Revenue growth Target: 10% growt Data Source: Quickbooks Reporting Frequency: Monthly *Owner: Finance and Operations Team Due Date: By the end 2023 Increase gross profit margin by 12% by the end of 2023.

Profitability 105

Profitability Publishing CRM Insurance 105

KAM With Passion

OCTOBER 7, 2020

The terms Account Management (AM) and Key Account Management (KAM) appear in a lot of business conversations and articles. This article suggests a few simple principles to establish clarity and help business leaders correctly position the two subjects. Dont miss a new blog post or resource: register for updates here.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Customer Think

MAY 8, 2023

Lemin Wu and Yuheng Zhao in a 2014 article on “Loyalty and Durability: Evidence from Toothpaste Tubes” found that the usage of toothpaste went up when the cap size was increased (which means the opening of the tube), and consequently the market share went up. Marketers have learnt to sell more, or get consumers to consume more.

Customer Value 59

Customer Value Stakeholders Profitability Manufacturing 59

MDI Training

JUNE 26, 2023

In this article, you will learn what exactly is meant by Sustainable Leadership and how we at MDI are doing our part. According to a Forbes article, two-thirds of international organizations are striving to be more sustainable in their business. What is Sustainable Leadership? What Are the Benefits of Sustainable Leadership?

Digital Transformation 98

Digital Transformation Leadership Transportation Digitalization 98

Red Star Kim

APRIL 11, 2023

Deconstruct bids to increase understanding An article in PM Magazine in December 2022 by Alex Footman and Stephen Timmins talked about the need to deconstruct a bid in order to properly understand the client requirements and produce a robust plan to meet milestones and differentiate.

Government 130

Government Innovation Meetings Finance 130

Strategic Account Management Association

APRIL 5, 2021

In the age of convenience, where same-day deliveries have become the gold standard and news articles are now conveniently timed down to the second, our need for accurate and concise information has never been more pressing. By Jacques Sciammas, President, Selling to Executives. com or Tel: 011 33 6 23 01 14 38 www. sellingtoexecutives.com.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

QYMATIX

MARCH 12, 2024

This article will look at AI-based customer and buying decision analysis. The software enables proactive adaptation to changing conditions and helps increase the profitability of wholesale distribution. This blog post highlights three of the best predictive sales analytics vendors. The next step is to find the right AI vendor.

Artificial Intelligence 40

Artificial Intelligence B2B Logistics Sales Analytics 40

Hubspot Sales

APRIL 23, 2021

It's a robust tool with dozens of features for managing finances, including bill management, invoices and payments, payroll, project profitability, cash flow, contractors, and reports. The blog shows real-life examples of sites built using Squarespace to spark your creativity. And it integrates with common platforms (i.e.

Small Business 94

Small Business Finance Banking eCommerce 94

Apptivo

FEBRUARY 20, 2023

In this article, we’ll define lead management, go over the components of a sales lead management system, and discuss the tools that can be implemented to get the best outcomes. Implementing Lead Management Strategies to increase sales Want to make your website more profitable for your business?

Management 103

Management Sales Software Software 103

Customer Think

JANUARY 25, 2022

Heskett and his co-authors laid out the concept of the “service-profit chain,” describing how employees’ internal reflections on their performance translate into significant external impacts. In 1994, Harvard Business School professor James L.

Profitability 52

Profitability 52

Jermaine Edwards

APRIL 3, 2020

Regardless of the size, maturity or sophistication of your organisation, you can apply these ideas to protect your profits, reputation, relationships and revenues. You can get more specific details on effective decision making in this blog article. Since then, Best Buy has grown profitably every year. Reference Content.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Red Star Kim

JULY 11, 2022

There are lots of articles on internal communications, buy-in and stakeholder engagement. Some suggested focusing on reporting profit improvement instead. A July 2019 article in Catalyst compares this situation as being like a human without a brain, who would be just a collection of activities that cannot operate.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Mike Kunkle

APRIL 8, 2023

Mike Follow my work and connect The Building Blocks of Sales Enablement Book: [link] Building Blocks, Close Up!

B2B 211

B2B Decision-making Sales Stakeholders 211

Planview

MAY 23, 2022

In this blog, we define the following: Key differences between managed services vs professional services Similarities and challenges of both services and what it means for your organization How to find the right PSA solution (checklist) and more! For managed services organizations, their top challenges include: Growth Retention Profitability.

Management 52

Management Cybersecurity Profitability Digital Transformation 52

Sales Management Matters

JULY 8, 2019

In this blog series, sales performance management (SPM) consulting firm OpenSymmetry explored key sales compensation plan design components and considerations for team-based incentivization. Delivery of revenue growth without margin will not help the company achieve its forecasted profit objectives.

Profitability 69

Profitability Supply Chain Finance Sales 69

Hubspot Sales

DECEMBER 8, 2017

Profit Story. 5) Profit Story. Calculate this along with a slew of other profit-based metrics with Profit Story. Build your business skills with mini articles on leadership, decision making, and communication, among others. The Best Mobile Sales Apps for Salespeople. HubSpot Sales. Close the Sale. Mobile CRM app.

CRM 145

CRM Profitability Sales Meetings 145

Red Star Kim

OCTOBER 16, 2023

This article is a summary of the conversation and key takeaways from a workshop in London for MBL. Some were focused on specific sectors such as agriculture, sports and not-for-profit and others had a more international focus (particularly the Caribbean and Middle East).

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

JANUARY 16, 2023

Alastair will be writing an article for a future edition of PM Forum magazine. Higher salary demands will put further pressure on profits/margins unless firms raise prices significantly (which some are doing). 75% were from the UK, 14% Australia, 3% Ireland, 3% Canada and 5% from the rest of the world. Firms anticipate an average 8.5%

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Revegy

FEBRUARY 25, 2020

This blog will explore a proven framework to help you better personalize your sales messages. Increase profit margins. Sometimes goals can be found with an online search of executive interviews, published in business articles or on social media sites. In Figure 2, the company-wide goal is to improve profitability from 15.0

Supply Chain 82

Supply Chain Logistics Manufacturing Investors 82