Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Planview

APRIL 24, 2024

In this blog, we’ll delve into the intricacies of calculating the hidden cost of waste in software development and explore strategies to mitigate its impact, ultimately leading to a more streamlined and outcome-driven development process.

Software 52

Software Software Prioritization Communication 52

Red Star Kim

SEPTEMBER 26, 2023

Here I review recent developments and look at some case studies of how M&BD teams are structured: An update on marketing and business development (M&BD) team structures. Marketing is about anticipating client needs so understanding how and when to target different sectors and clients remains a priority.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! 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. End Users End users are the individuals or teams who will directly adopt the purchased solution in their daily operations.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Planview

JANUARY 17, 2024

In today’s fast-paced and dynamic world of technology, the adoption of Agile methodologies has undoubtedly transformed the landscape of how technology teams function. In this blog post, we’ll uncover why dedicating resources to tackle WIP and bottleneck resolution can lead to long-term time and resource savings.

Financial Services 59

Financial Services Management Prioritization Facilitation 59

Strategic Account Management Association

SEPTEMBER 22, 2020

As a strategic account manager (SAM), you know how important it is to speak your customers’ language and see the world through your customers’ eyes. And Amazon, Apple and Google each announced ambitious plans to improve health care efficiency. If you like this piece, please register for the Oct.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Planview

FEBRUARY 14, 2024

This drive for efficiency and effectiveness is the foundation of modern business strategy. In this blog post, we’ll delve into how to maximize value within the first 12 months of using a value stream management (VSM) solution. It’s not enough to aim for just “faster, cheaper, and higher quality.”

Management 64

Management Organization Stakeholders Onboarding 64

Red Star Kim

FEBRUARY 15, 2024

People and Problem-Solving Skills Facilitating, coaching, mentoring and consulting all require great people skills. Trust and a strong, collaborative relationship are fundamental to success. They also require the ability to understand the goals, identify the issues and navigate problems to find solutions and enhanced performance. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Mike Kunkle

NOVEMBER 26, 2022

How we aim to achieve this: A 1-on-1 Coaching Kickoff Call (30 minutes) to ensure your Building Blocks Mentor understands your objectives and to offer initial guidance on how to best leverage the course. Here is what Felix had to say when we launched: Why Did We Create this Learning Experience? .

Sales 200

Sales Leadership Transportation Sales Training 200

Account Manager Tips

SEPTEMBER 15, 2022

Why key account managers need a personal brand Why I started to build my personal brand Step 1: Figure out your personal brand Step 2: Create a personal branding plan Step 3: Become a student of personal branding Join the Personal Branding Playbook In other news Quote of the week. Account Director, Key Strategic Accounts, Refinity.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

Account Manager Tips

SEPTEMBER 7, 2022

If you're smart, you'll start building your personal brand now. Here's how. Director of Strategic Customer Success, Tableau Software. Account Director, Key Strategic Accounts, Refinity. Think of personal branding as how you present yourself to the world. Your digital reputation. Table of Contents.

Key Account Management 130

Key Account Management Account Management Management Media 130

AchieveIt

MARCH 22, 2023

Corporate strategic planning is essential to businesses and one of the basics of a business plan. It allows you to proceed toward your objectives with direction and focus. However, setting strategic goals is more complex than writing them down during a board meeting.

Software 52

Software Software Communication Organization 52

Arpedio

APRIL 11, 2024

In this blog post, we’ll explore the transformative potential of AI in sales, highlighting its importance and the myriad benefits it offers to businesses seeking to stay competitive in today’s digital era. Let’s delve into the world of AI and discover how it’s reshaping the sales landscape.

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

AchieveIt

NOVEMBER 1, 2023

If I asked you to divide these companies into categories based on annual revenue, how many would fall into the $1-10 million revenue tier? How about $10-50 million or above $50 million? The secret often lies in strategic planning. A strategic plan without measurable objectives is no strategic plan at all.

Energy and Utilities 52

Energy and Utilities Decision-making Innovation Business Planning 52

Scovel

AUGUST 30, 2021

One way to bring these two teams together is to focus your efforts on results by giving them joint responsibility for the revenue and not just the individual tasks that define their jobs. This will let the two teams see the strategic goals in front of them rather than doing their day to day job.

Negotiation 52

Negotiation Meetings Marketing Stakeholders 52

Arpedio

MARCH 6, 2024

At its core, account management involves the strategic oversight and nurturing of client accounts, aiming to maximize their value and satisfaction. They facilitate deeper connections with clients, leading to increased loyalty, repeat business, and referrals. It’s crucial to distinguish between sales and account management.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Red Star Kim

MAY 11, 2023

It’s interesting to see how brand management has developed. The course also offers a helpful brand creation plan and a brand plan template (brand essence, brand assets, brand protection and brand strategy). So here’s a book review – Managing Brands which will provide an overview and revision aid to students.

Management 130

Management Co-Creation Publishing Leadership 130

Red Star Kim

OCTOBER 18, 2022

So here’s a book review: The Management Shift – How to harness the power of people and transform your organization for sustainable success by Vlatka Hlupic. The book describes why we need to change, what needs to change and how to change. It focuses on people, purpose, collaboration and innovation. These are shown below.

Organization 130

Organization Innovation Leadership Management 130

Red Star Kim

MAY 16, 2023

To ensure your needs are met , assertiveness allows you to step in and voice your concerns. Be specific and direct in making your point such as “I will need more time to finish that task. Sum up the main point and your agreement. Some were new to their roles and professional services marketing. Can you approve this?”

Communication 130

Communication Brainstorming Decision-making Marketing 130

AchieveIt

FEBRUARY 9, 2023

Tactics and strategy were originally military terms from Sun Tzu’s “ The Art of War.” What is the difference between a strategy and a tactic? If you imagine pinpointing a destination on a map and deciding it would be beneficial to go there, that’s your strategy. How are you going to get there?

Government 52

Government Innovation Decision-making Communication 52

Mike Kunkle

JULY 2, 2022

According to Paul Krajewski’s blog , where he tracks the profession, there were 15,000 LinkedIn users with “sales enablement” in their job title, as of June 17, 2022. How I Define Sales Enablement. And, there is at least recruiting firm, Enablematch , solely dedicated to serving sales enablement.

Sales 130

Sales Sales Training Leadership Decision-making 130

Arpedio

DECEMBER 19, 2023

Account-Based Selling Strategy: Key Takeaways Explore the ARPEDIO platform ← Back to blog What exactly is an Account-Based Selling Strategy? In this comprehensive guide, we delve into the nuts and bolts of Account-Based Selling, a strategy that has revolutionized the sales process for countless businesses.

Decision-making 52

Decision-making Account Planning CRM Marketing 52

Showpad

JULY 7, 2020

Welcome to the second post of this blog series for executives. . The essence is: Even if organizations achieved or grew their top level numbers, how these numbers were achieved did not improve. . In fact, a lack of alignment regarding vision, strategy and goals can be seen as the number one root cause of other issues.

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Red Star Kim

APRIL 12, 2023

With a full house of marketing and business development executives from legal and accountancy firms across the UK it was an interactive, valuable and fun day (Thank you delegates for your spirited engagement and thanks to Morag Campbell for your superb technical hosting!).

Media 130

Media Marketing B2C Stakeholders 130

AchieveIt

FEBRUARY 9, 2023

These factors focus your team and align tasks toward achieving your goals. Key Performance Indicators Critical Success Factor Examples When Should You Define Your Critical Success Factors? If you define the elements of your business or project that are vital to your success, you can do so with critical success factors (CSFs).

Stakeholders 52

Stakeholders Suppliers Communication Innovation 52

Hubspot Sales

OCTOBER 11, 2019

How can you grow better and experience deliberate growth? However, slow business can be a good thing for your staff. When you're experiencing slow business, it can free up your time to address weaknesses and focus on prospecting and connecting with potential leads. Analyze your CRM. Slow Business. Gather new leads.

Brainstorming 125

Brainstorming CRM Media Decision-making 125

AchieveIt

OCTOBER 31, 2023

Communicating your strategy’s performance to external stakeholders is crucial for organizations that operate in the public sphere, like government bodies, nonprofit organizations, and public health establishments. Here, dashboards can act as a powerful tool for achieving this essential connection.

Stakeholders 52

Stakeholders Government Decision-making Communication 52

DemandFarm

MAY 12, 2023

As the company expanded its operations, it had high hopes for continued growth in the global market. By adopting a strategic approach, they hoped WorldWideTech would be able to build stronger customer relationships, increase sales, and ultimately strengthen their business. What is Global Account Management?

Global Accounts 52

Global Accounts Account Management Management Logistics 52

SalesGlobe

NOVEMBER 19, 2021

As you conduct your business planning for the new year think about the organization’s growth objectives and sales strategy, does your attention turn to questions like: “Is the sales compensation plan really working?” . Can we drive better performance by making improvements to the plan?”. “Can

Sales 96

Sales Supply Chain Acquisition Organization 96

Hubspot Sales

APRIL 25, 2023

Management advice covers operations, strategy, finance, marketing, and governance. The base salary for entry-level consultants at top-tier consulting firms is $83,500 a year, according to CaseInterview , a reputable management consulting blog. A career in management consulting is glamorous. Consulting isn’t for everyone.

Healthcare 85

Healthcare Insurance Shareholders Interpersonal Skills 85

Apptivo

MAY 26, 2021

One of the most difficult tasks that modern companies face is CRM implementation. It’s difficult for businesses to find and implement a CRM that provides the right information to its employees at the right time. How CRM affects your business and customers? Guiding steps to successful CRM implementation.

Management 52

Management CRM Software Software 52

Arpedio

JULY 12, 2023

Account-Based Marketing (ABM) vs Account-Based Selling (ABS) ← Back to blog In the ever-evolving sales ecosystem, businesses are continuously embracing new approaches to stay ahead of the competition. Read this blog post for an insightful overview of the essential elements of ABM and ABS and how they complement each other.

Marketing 52

Marketing Advertising Decision-making Communication 52

Red Star Kim

SEPTEMBER 6, 2022

This contemporary book (published in 2021) is just 200 pages and is subtitled “Streamline your corporate communication to drive efficiency and engagement”. She starts with a bold claim for the book: “ to transform your organisation using influential internal communications”. Aims of the book. Part One – Foundations.

Communication 130

Communication Facilitation Leadership Stakeholders 130

MDI Training

MARCH 4, 2024

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. Bailey, as we approach the Leadership Horizon event on 04.04.2024, could you start by giving us a brief overview of your upcoming keynote?

Leadership 59

Leadership Digital Transformation Co-Creation Artificial Intelligence 59

Arpedio

FEBRUARY 15, 2024

In this blog post, we delve into the world of pre-sales, uncovering its definition, exploring its significance in the sales funnel, and delving into strategies for maximizing its effectiveness. It encompasses a series of crucial interactions and engagements that occur before a potential customer decides to make a purchase.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

Agile CRM

NOVEMBER 1, 2021

Business process management tools are a vital part of any company’s operations. In this blog post, we will be looking at the top BPM platforms for next year. They facilitate the connection between different departments and provide information about all operations related to processes. Why is BPM important?

Management 52

Management Procurement Software Software 52

Brooks Group

NOVEMBER 10, 2023

This post explores the importance of accelerating a company’s sales cycle and how sales leaders can investigate and improve their sales processes to achieve this goal. Salespeople can allocate their time and effort appropriately, which leads to lower operational costs. That’s true in any sales landscape.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52