Strategic Account Management Association

FEBRUARY 15, 2022

And in this article, I’ll share a neuroscience perspective on how you can convince your customers’ brains to move in your direction. How people make decisions. The brain makes decisions based on reflexes —instincts through which we subconsciously alter behavior to ensure biological fitness. Hierarchy.

Decision-making 520

Decision-making Construction Communication Account Management 520

Planview

MARCH 7, 2018

Recently, a client shared a story about presenting some very intriguing ideas from a crowdsourcing challenge to decision makers and being met with “Yes, great ideas, but we can’t decide which of the good ones to pick or what to invest without knowing a lot more.”. Make sure to ask: How is it an improvement from what we do today?

Decision-making 40

Decision-making Government Organization 40

Mike Kunkle

MAY 30, 2023

They know that the place they choose to work (the environment, especially the attitudes and behaviors of senior leaders) will radically influence their ability to make an impact with enablement. Finding yourself in one of these situations does not excuse you from working as hard and as smart as possible to make an impact with enablement.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Red Star Kim

FEBRUARY 8, 2024

An HBR article offered a similar matrix with costs to serve vs willingness-to-pay. This approach is suggested by Liz Whitaker in her book “Power of Personal” People | Propella Decision-Making Unit Again, to target effort on decision-makers rather than users or gatekeepers is a good way to target effort in a large organisation.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

MAY 2, 2023

Video) (kimtasso.com) ) C-suite skills that matter most In August 2022, Harvard Business Review published an article on succession that addressed the C-suite skills that matter most. Stephen M Kosslyn makes similar points – focusing on emotion and context – in the article Are You Developing Skills That Won’t Be Automated?

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Upland

JUNE 30, 2023

In this article, we will explore how the integration of NLP AI and enterprise sales methodology is set to reshape the future of enterprise sales. Personalized Customer Experiences Modern enterprise sales methodology thrives on data-driven decision-making.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

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

Help Scout

AUGUST 22, 2023

Consider these studies to make better decisions. Read the full article Color psychology in marketing and branding is more complex than “green conveys calm.”

Marketing 99

Marketing Decision-making 99

Red Star Kim

JUNE 15, 2023

Financial information, adverse filings, directors and managers, financial strength metrics such as credit scores and ratings and CCJs, shareholders, subsidiaries and branches, company structures and the corporate family, M&A activity and rumours, industry descriptions, SIC codes and research, news articles from various high profile sources.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

MDI Training

MARCH 29, 2024

Successful Team Building for Boehringer Ingelheim RCV Do you prefer to listen to this article? The second event focused on how to increase effectiveness in decision-making processes : What influences the way we make decisions ? What (group) dynamics exist in decision-making processes ?

Digital Transformation 52

Digital Transformation Leadership Onboarding Artificial Intelligence 52

The Center for Sales Strategy

MARCH 29, 2023

Knowing exactly where your income is coming from and where it’s going can help you make informed decisions and ensure that you are on track to reach your goals. With the right strategy in place, you can easily stay on top of the numbers and make the most of your income.

Decision-making 95

Decision-making Management 95

MDI Training

MARCH 4, 2024

Beyond the Horizon: GenAI and Ethical Leadership Prefer to listen to the article? GenAI presents vast innovation poten tial , automating complex tasks, enhancing decision-making, and radically improving efficiency across various sectors. Transparency and Explainability – Transparency in how GenAI systems make decisions.

Leadership 59

Leadership Digital Transformation Co-Creation Artificial Intelligence 59

Flevy

FEBRUARY 25, 2024

The role of Strategic Planning is pivotal across industries, serving as a guiding beacon for decision-making and resource allocation. This article aims to explore the significance of incorporating KPIs into the Strategic Planning process.

Supply Chain 52

Supply Chain Management Digital Transformation Decision-making 52

MDI Training

JANUARY 29, 2024

8 Eternally Human Leadership Competencies Do you prefer to listen to this article? Click below to access our AI-generated version of this blog article! Read this article to find out more! Ethical Decision-Making: Leaders are frequently faced with ethical dilemmas that require moral reasoning and judgment.

Leadership 52

Leadership Artificial Intelligence Digital Transformation Interpersonal Skills 52

Mike Kunkle

APRIL 8, 2023

My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. In addition to having the right decision makers in the deal, which is part of qualification, it’s important to assess the landscape and relationships. Here’s what I mean.

B2B 211

B2B Decision-making Sales Stakeholders 211

Help Scout

AUGUST 22, 2023

Customer focus results in loyal customers, strategic decision making, & company growth. Read the full article Learn how to foster customer focus in your business.

Decision-making 75

Decision-making 75

Flevy

APRIL 14, 2024

This article is centered around one of the most impactful Customer Experience metrics. CES is valued for its simplicity, quick evaluation, and adaptability across various service channels, making it highly relevant for measuring business outcomes and providing actionable insights. In this article, we will focus on the CES.

Digital Transformation 52

Digital Transformation Decision-making Customer Experience Facilitation 52

Help Scout

AUGUST 22, 2023

If it’s human nature to look for clues, patterns, and data to make decisions, how can we recognize unconscious bias to mitigate it when hiring? Read the full article

Decision-making 76

Decision-making 76

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. click the image to see a larger version] This makes sense, right?

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

AUGUST 1, 2023

Find ways to make their lives easier and better. They can make it a firm priority to produce M&BD plans. Plan by stealth – Describe planning as something different: Goal-setting, decision-making, prioritising, making strategic choices, directing, choosing, focusing. Make it data-driven. Avoid templates.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Customer Think

JUNE 14, 2023

What’s in this article for you? Understanding Critical Business Issues (CBIs) can make the difference between successfully closing business vs wasting your time with No Decision outcomes. Helping your prospects recognize their own CBIs can accelerate their buying processes and bolster their business cases.

Decision-making 75

Decision-making Sales 75

Flevy

FEBRUARY 22, 2024

This article dives into the core aspects of developing and implementing a successful M&A Strategy, underscored by the critical Key Performance Indicators (KPIs) that guide these decisions. Here are other KPI Strategy and KPI Management articles we’ve published: Principles of KPI Selection. Principles of KPI Maintenance.

Management 52

Management Acquisition Digital Transformation Decision-making 52

Red Star Kim

OCTOBER 3, 2022

This article summarises the delegates’ key pitching insights – Qualification, Branding and Following up. Assess decision criteria and processes. Most firms used templates to make compiling pitch and tender documents quick and efficient and preserve branding. Qualification. Obtain early insight into potential needs.

Decision-making 130

Decision-making Communication Meetings Marketing 130

Red Star Kim

MARCH 1, 2024

Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results. Be influential and persuasive Influence is having a vision of the optimum outcome and then, without using force or coercion, motivating people to work together toward making the vision a reality.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Help Scout

FEBRUARY 15, 2024

Make an informed decision by learning more about the benefits of using chatbots in customer support. Read the full article Not sure if chatbots are the right move for your business?

Decision-making 44

Decision-making 44

Customer Think

MARCH 1, 2023

Last month, I wrote an article here arguing that, to achieve success in 2023 and beyond, marketers will need to be adept at leveraging both the capabilities of technology and data science, and the principles of behavioral science describing how people make decisions.

Marketing 80

Marketing Decision-making Digitalization 80

Corporate Visions

AUGUST 13, 2020

Every marketer wants to make an impact. Today, with 80 percent of the sales cycle happening in digital or remote settings, you’ve never had a greater opportunity to directly influence buying decisions. And the number one factor driving those buying decisions? What makes most marketing content so woefully forgettable?

B2B 134

B2B Marketing Decision-making Digitalization 134

Flevy

FEBRUARY 26, 2024

This article explores the key KPIs associated with Digital Transformation Strategy, highlighting their role in facilitating informed decision-making and effective strategy implementation. Furthermore, the fast-paced nature of Digital Innovation can make it difficult to maintain a competitive edge. Anatomy of a Strong KPI.

Digital Transformation 52

Digital Transformation Digitalization Management Innovation 52

Flevy

MARCH 17, 2024

The objective of this article is to highlight the significance of New Product Development within organizations, focusing on how Key Performance Indicators (KPIs) associated with NPD can guide strategic decision-making, facilitate effective strategy formulation, and drive operational enhancements. Principles of KPI Maintenance.

Management 52

Management Digital Transformation Innovation Prioritization 52

Customer Think

JULY 14, 2023

This article was first published in the July 2023 edition of Top Sales Magazine (link below).Salespeople Salespeople have traditionally been advised to “sell to the decision-maker(s)”, and while this may seem like common sense, the way in which B2B decision-making.

Publishing 52

Publishing Decision-making B2B Sales 52

Kainexus

JULY 7, 2023

By continuously monitoring and evaluating their operations, businesses can identify emerging challenges and opportunities, adjust strategies, and make informed decisions. This article will explore some options and give you a framework for selecting the right one for your business.

Decision-making 82

Decision-making Organization 82

Flevy

MARCH 19, 2024

This article seeks to explore the significance of Innovation Pipeline Strength within organizations, highlighting how Key Performance Indicators (KPIs) associated with this area can aid in strategic decision-making, strategy formulation, and operational improvements. Principles of KPI Maintenance. Anatomy of a Strong KPI.

Innovation 52

Innovation Management Digital Transformation Prioritization 52

Customer Think

DECEMBER 16, 2022

UX researchers have a lot to think about, these tips can help inform their decision-making When it’s time to embark on UX research, there are so many things researchers might consider when deciding how best to proceed. The following article shares […].

Decision-making 78

Decision-making 78

Arpedio

JANUARY 3, 2024

Understanding these metrics’ differences and how they can be used together is crucial for businesses that want to make informed decisions about revenue growth. Both metrics play a vital role in forecasting and strategic decision-making and provide different insights into revenue analysis.

Decision-making 52

Decision-making Profitability Software Software 52

Flevy

MARCH 18, 2024

The objective of this article is to illuminate the critical role of R&D within organizations, emphasizing how Key Performance Indicators (KPIs) associated with R&D can guide strategic decision-making, facilitate the formulation of effective strategies, and drive operational enhancements. Principles of KPI Maintenance.

Management 52

Management Digital Transformation Innovation Decision-making 52

Flevy

FEBRUARY 17, 2024

This article aims to highlight the pivotal role of Customer Segmentation and Analysis within the Strategic Planning and Performance Measurement framework. Challenges to Customer Segmentation & Analysis Many executives and senior managers grapple with the complexities of effectively analyzing customer data to drive strategic decisions.

Management 52

Management Digital Transformation e-Learning Acquisition 52

Help Scout

AUGUST 22, 2023

If you want to improve your customer support operations or are considering implementing AI-based solutions, this list of 11 promising AI tools for customer service will enable you to make an informed decision. Read the full article

Software 52

Software Software Decision-making 52