Mike Kunkle

MARCH 31, 2023

Because getting these right, having them support each other, and fostering adoption and mastery, improves revenue plan attainment, individual rep quota attainment rates, and win rates. I can’t tell you how many times I see confusion about that. Terminology varies, but this is how I frame it.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Mike Kunkle

AUGUST 8, 2023

Let’s dive into the key barriers that often hinder sales leaders from reaching the full potential for their sales forces and explore strategies to break through these limitations. Fragmented customer experiences, misaligned strategies, increased friction for customers, and unfulfilled revenue potential.

Sales 188

Sales Prioritization Innovation Leadership 188

Red Star Kim

MARCH 4, 2024

But there are potentially several reasons for this behaviour – some to do with your manager, and some to do with you. So what do you do when your boss is a micro-managing control freak? Some reasons relate to your line manager and some depend on you. It can be frustrating and disempowering. It takes two to tango!

Management 147

Management Communication Leadership Digitalization 147

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

Red Star Kim

FEBRUARY 16, 2023

I am constantly looking out for new material and best practice to incorporate into my strategy workshops. Occasionally, I summarise the key ideas – so here are some items that caught my eye recently – Strategy case studies and more matrices. Dates for future strategy sessions at PM Forum.

Value Proposition 130

Value Proposition Government Facilitation Profitability 130

Red Star Kim

AUGUST 11, 2022

Relationship to strategic planning – which establishes a vision. Relationship to project management – complementary yet distinct disciplines – with integration across roles and responsibilities, methodology and plan, tools and resources, objectives and outcomes and risks. Formulate the change management strategy.

Management 130

Management Stakeholders Digital Transformation e-Learning 130

Brooks Group

APRIL 9, 2024

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. Decision Sponsors Decision sponsors are advocates for your solution within the buying committee, championing its merits and benefits to their peers and superiors.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Red Star Kim

MARCH 6, 2023

Delegates were from legal and accountancy firms with roles as varied as marketing, digital marketing, business development, PR and key accounts (executives, managers and a director). Many have seen the brilliant diagram that shows how we move from data, to information, to knowledge, to insight, to wisdom and then to impact.

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Nutshell

APRIL 3, 2024

Ready to take your search engine optimization (SEO) campaigns to the next level? Then, you must master learning how to conduct an SEO website audit! Additionally, focused audits can help you reference previous renditions to create a baseline of your progress! How to conduct an SEO website audit 1. Conduct the audit 5.

Stakeholders 71

Stakeholders Digitalization Marketing Internet 71

SalesGlobe

SEPTEMBER 1, 2022

So as Gail mentioned, I worked for a specialty retailer for about 18 years, I worked in human resources and sales, but more importantly, worked in change management, as well as process improvement strategic planning. And I have with me today my friend and former colleague, Allison Tignor, who is a change management consultant. Gail Wright .

Management 52

Management Stakeholders Retail Communication 52

Red Star Kim

DECEMBER 2, 2022

It was a full house at November’s PM Forum workshop for Proactive Marketing and Business Development Executives. Release time to become a more proactive Marketing and Business Development Executive. Release time to become a more proactive Marketing and Business Development Executive. What does proactive look and feel like?

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

JUNE 15, 2023

We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation). Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Can also look at companies in a particular sector (e.g.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. So here are ideas on how to engage fee-earners in the M&BD planning process. The company might submit a brief.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Clarity Engagement Solutions

FEBRUARY 12, 2021

Oh no, 2021 has started and our plan is already outdated! In 2020 most pharmaceutical companies continued their strategic planning as if by 2021 everything would be back to normal. We are changing our habits and your healthcare stakeholders aren’t any different. The question is: are your plans up to date?

Healthcare 91

Healthcare Co-Creation Stakeholders Digitalization 91

Clarity Engagement Solutions

FEBRUARY 12, 2021

Have you found that your 2021 strategies for engaging with your customers aren’t working as expected? In 2020 most pharmaceutical companies had to shift strategies to reach their customers via multi-channel, digital platforms, with hope that by 2021, everything would be back to normal. You’re not alone.

Healthcare 91

Healthcare Co-Creation Stakeholders Digitalization 91

Clarity Engagement Solutions

MAY 10, 2022

It encompasses the best practices from both within a company and across the industry, which will help organise your company to raise everyone’s ability for more effective customer engagement. Our 4 Zones ™ training will help improve your company in the following areas: ? Identifies the optimal moments for matrix teamwork. ?

Account Management 91

Account Management Healthcare Stakeholders Decision-making 91

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

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

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. Your digital reputation. Table of Contents.

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. Think of personal branding as how you present yourself to the world. Your digital reputation. My boss said to me, “You need to improve your visibility.” How much more visible could I get. Table of Contents. I’d been there 6 years!

Key Account Management 130

Key Account Management Account Management Management Media 130

KAM With Passion

NOVEMBER 11, 2020

How are strong relationships built? To keep things relatively simple, let’s consider two types of context: Account Management and Key Account Management and let’s see how the execution of Business Reviews adapts to the depth of relationship between the supplier and each customer. A very pragmatic one. On the contrary.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

AchieveIt

NOVEMBER 28, 2023

In recent years, data has transformed how businesses, government entities, and third-sector organizations operate. One of the most notable changes we’ve observed is how data has enabled us to tackle decision-making in a more evidence-based manner. When crafting their strategic plans, organizations establish precise objectives.

Decision-making 52

Decision-making Banking Government Organization 52

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 59

Software Software Prioritization Communication 59

Red Star Kim

APRIL 12, 2023

Just before Easter I spent a day facilitating the popular PM Forum training workshop “The Proactive M&BD Executive”. As an additional learning resource for delegates, I review the key themes of The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media.

Media 130

Media Marketing B2C Stakeholders 130

AchieveIt

JULY 12, 2023

There’s a TON of information out there about strategy and strategic planning. Well…it’s execution. Organizations create plans but often struggle to implement them. And there’s a huge gap in actionable insights available on strategy execution. The problem?

Banking 52

Banking Organization 52

MDI Training

JULY 26, 2023

What Leaders Need to Consider When Implementing AI A New Step into the World of Technologies – Artificial Intelligence for Leaders Alexa, Chat-GPT, and Co – Artificial Intelligence (AI) is gaining more and more significance. These technologies can identify trends and create a plan that is meaningful for the industry.

Artificial Intelligence 98

Artificial Intelligence Digital Transformation Leadership Digitalization 98

KAM With Passion

OCTOBER 7, 2020

The AM system must be formalised and standardised while adapting to how each customer buys and uses the vendor’s offering. Seen from a sales rep and sales team point of view, AM defines: How each customer is engaged as soon as they have purchased. How relationships with customer contacts are managed.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.

Stakeholders 72

Stakeholders Communication Value Selling Organization 72

AchieveIt

AUGUST 23, 2023

These dynamics have redefined the landscape in which strategies are conceived, implemented, and adapted. The COVID-19 pandemic ushered in unparalleled challenges, prompting many to pivot their plans and operations almost overnight. The notion of creating multi-year plans has given way to a more dynamic and responsive approach.

Banking 52

Banking Decision-making Organization Finance 52

AchieveIt

JANUARY 2, 2024

Does your strategy, the backbone of your organization’s success, live across various spreadsheets and documents? Or perhaps you use an obscure planning tool that only you, the strategy leader, fully comprehend? If this sounds familiar, you might consider shifting to a new tool to manage your strategy.

Organization 52

Organization Government Onboarding Transportation 52

Red Star Kim

FEBRUARY 15, 2024

MBD executives, advisors, managers, client services executives and BDMs from law firms, economics and management consultancies joined a PM Forum workshop on “Coaching and Consulting Skills for Marketing and Business Development”. Trust and a strong, collaborative relationship are fundamental to success. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Hubspot Sales

MAY 11, 2023

But what if we told you that sales can work together with your marketing team to boost your customer base? Through a sales blitz, your team can accelerate the time needed to convert leads into customers by adopting a tailored strategy. Here are the steps to follow when creating a sales blitz strategy.

Sales 110

Sales Media Marketing Customer Success 110

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Strategy First. This is a post I never wanted to write. You won’t hit a target you can’t see.

Sales 130

Sales Decision-making Virtual Selling Remote Working 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. In This Article What Is Corporate Strategic Planning? What Is the Difference Between Corporate Strategy and Business Strategy?

Software 52

Software Software Communication Organization 52

Brooks Group

JUNE 2, 2023

Action Plan for Sales Target Achievement – 4 Steps As we round out the first half of the year, it’s a great time to regroup, recalibrate, and prepare our sales teams to hit the year-end sales goals we’ve set for them. Maybe your sales team has veered slightly off track since the target was set?

Sales Training 70

Sales Training Sales Negotiation Meetings 70

Red Star Kim

SEPTEMBER 29, 2023

The session comprises three elements: marketing and business development fundamentals, practical marketing communication and business development skills and growing your career. How do you measure up? How do you stand out from your peers? What do you think is most important for a M&BD assistant?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

PandaDoc

MAY 9, 2024

It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Key takeaways Sales velocity measures the rate at which your sales force generates revenue. It gives a summary of how healthy your sales pipeline is over time.

B2C 52

B2C Sales e-Learning Software 52