Mike Kunkle

MAY 30, 2023

See what I did there? Sometimes, that reality being what it is, we need to work in environments that are not ideal for what we do. Sometimes, that reality being what it is, we need to work in environments that are not ideal for what we do. Therefore, enablement is hard work. Logic is our friend. This remains true.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Upland

MAY 4, 2023

Honest Abe knew the value of not launching head-first into something without a considered plan of attack. How are sales teams meant to grow revenue in key accounts without a well-thought-out account planning strategy ? After all, account planning is an ongoing, iterative process. ” -Abraham Lincoln. Not necessarily.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Scovel

AUGUST 30, 2021

This will let the two teams see the strategic goals in front of them rather than doing their day to day job. Whatever the case, you should always make time to catch up as these goal settings and responsibility sharing sessions play an important role in the synchronization process.

Negotiation 52

Negotiation Meetings Marketing Stakeholders 52

Upland

JUNE 14, 2023

What are the top challenges facing chief revenue officers and sales leaders in 2023? And how can account planning help? In this article, we’ll dive deeper into each of these areas to uncover what chief revenue officers can do to address some of their most pressing issues, and how an effective account planning practice can help.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Supply Chain 195

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 what is change management? Change Management Best Practices. Gail Wright . Gail Wright .

Management 52

Management Stakeholders Retail Communication 52

Account Manager Tips

FEBRUARY 28, 2021

What skills do key account managers need? What are the top skills companies are looking for and how do you get good at them? HINT: That's you and me) In addition to us, here's what else they need: Data to make predictive decisions to support business goals. Key account management is a profession in demand.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

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

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

Red Star Kim

DECEMBER 22, 2022

At the “Being more strategic” PM Forum workshop a week or so ago, half of the delegates were in management roles. Be more strategic – PESTLE, Positioning and Plans. Be more strategic – PESTLE, Positioning and Plans. Many were attached to specific practice groups and some had firm-wide roles. Sociological.

Supply Chain 147

Supply Chain Government Transportation Digital Transformation 147

Upland

AUGUST 29, 2023

It encompasses the emotional and rational factors that influence their decision-making, culminating in either a purchase or an abandonment of the buying process. Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Red Star Kim

MARCH 6, 2023

At the start of March, there was an online PM Forum workshop on “Being more strategic ”. It could act as a metaphor so we could summarise the strategy process as follows: Analyse the dots – Where are we now? This provides us with some insight into what is happening and helps us to anticipate what options there might be for action.

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Red Star Kim

DECEMBER 12, 2023

And see what we can learn from those in other sectors. In early December (and despite the train strike), we gathered at the offices of London | Simmons & Simmons (simmons-simmons.com) for a workshop on “Future Marketing and Business Development Manager”. Training – PM Forum. Marketing is the client’s representative within the firm.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. This is a definite growth killer. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Red Star Kim

JULY 11, 2022

This is a summary (and an additional learning resource for delegates) of last week’s M&BD planning workshop through the PM Forum. Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure. Engage fee-earners in the M&BD planning process. Everyone is so busy.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Red Star Kim

FEBRUARY 8, 2024

In the highly regarded business strategy book “Playing to Win: How Strategy Really Works” (by former leaders of Procter & Gamble Lafley and Roger) the strategy cascade process is broken down into five key questions. I’ve summarised the key points here as a supplementary learning resource for the delegates.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

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. Here are six key areas where resources are often squandered: 1.

Software 52

Software Software Prioritization Communication 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. Account Director, Key Strategic Accounts, Refinity.

Key Account Management 130

Key Account Management Account Management Media Publishing 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). One of the questions asked was what tools and systems are used by M&BD people to support research into sectors and client organisations.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Account Manager Tips

SEPTEMBER 7, 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. Director of Strategic Customer Success, Tableau Software.

Key Account Management 130

Key Account Management Account Management Management Media 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. The question is: are your plans up to date? Or are they a result of wishful thinking or old processes? Sounds familiar?

Healthcare 91

Healthcare Co-Creation Stakeholders Digitalization 91

Clarity Engagement Solutions

FEBRUARY 12, 2021

The shift to digital marketing and sales has levelled the playing field among companies and their competitors as restrictions on access have continued and everyone is utilizing the same channels and processes. The question is: do your plans reflect the need to be more strategic with multichannel, digital engagements?

Healthcare 91

Healthcare Co-Creation Stakeholders Digitalization 91

Red Star Kim

DECEMBER 2, 2022

What does proactive look and feel like? There were a variety of views of what being proactive looks like – from thinking ahead, anticipation , taking the initiative, being resourceful, being ready to act, offering alternatives, acting rather than reacting and finding ways to add value. What stops us being proactive?

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Planview

FEBRUARY 14, 2024

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. 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.

Management 64

Management Organization Stakeholders Onboarding 64

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. What is IMPACT Selling ® ?

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

OnStrategyHQ

JANUARY 19, 2024

This is the age of Artificial Intelligence – and as the world grapples with using generative AI models contextually inside their organizations, we’re here to help explore how to use AI practically and incorporate it into your next strategic planning process. What makes a good AI prompt?

Artificial Intelligence 52

Artificial Intelligence Organization Media Decision-making 52

OnStrategyHQ

DECEMBER 21, 2023

Gap Analysis Defined: What is a gap analysis? A gap analysis is designed to help you identify what core competencies, resources, or capabilities you need to achieve your bold vision of the future. What do we need to accomplish or acquire to move from our current state to our bold vision of the future?

Software 52

Software Software Construction Organization 52

Red Star Kim

DECEMBER 14, 2022

Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution. Be more strategic. Increase your strategic contribution. Two themes emerged at the end of the day in the takeaways – manage your personal brand and increase your strategic contribution: Manage my personal brand.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Red Star Kim

FEBRUARY 14, 2023

These are described further here: Before your set your goals – check your limiting assumptions (kimtasso.com) A first step is to identify or uncover what are often unconscious limiting assumptions. Delegate views and poll results are shown below. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

PandaDoc

MARCH 29, 2024

A deal desk streamlines deal management and enhances win rates — if the process flow is set up correctly. This article outlines steps to establish and optimize a deal desk process flow with your team to help advance your sales strategy. What is the deal desk process?

Negotiation 52

Negotiation Stakeholders Profitability Government 52

KAM With Passion

JUNE 20, 2021

Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. What is your KAM Competencies Reference F ramework? In this second post, we explore how to develop KAM Skills & Competencies and how to build the KAM Training Path that supports this goal.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Red Star Kim

AUGUST 29, 2023

responses to the electoral roll increased by 2% when a £5k and £10k lottery element was introduced in reminder letters) SOCIAL – We are social beings – we care about what our peers are doing, and what they think of us. The EAST framework was developed by the Behavioural Insights Team (BIT) in 2012 to help policy makers promote change.

Management 130

Management Marketing Decision-making Government 130

Red Star Kim

FEBRUARY 15, 2024

Yet there are differences to the extent that they use push (tell) and pull (ask) energy – and the terms under which they are conducted and the processes that they use. What are the differences between coaching, mentoring and consulting? The focus is usually on what to do in the future. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Arpedio

JANUARY 9, 2024

Elevating Account Management Through Metrics and KPIs Explore ARPEDIO's Account Management Software ← Back to blog As companies strive to build lasting relationships with their clients, the need for effective Account Management strategies and tools becomes paramount. Ready to streamline your account planning? Let's talk!

Account Management 52

Account Management Management Client Relationships Account Planning 52

OnStrategyHQ

APRIL 24, 2023

As your organization begins to sketch out what your strategic plan might look like, it’s likely to come to your attention that you’ll need to gain consensus around what your key performance indicators will be and how they will impact your organization. So what is it is it? We can help!

Profitability 105

Profitability Publishing CRM Insurance 105

Envisio

SEPTEMBER 29, 2023

When it comes to local governments and strategic planning, we often think of big cities with vast resources and complex challenges. However, the art of strategic planning takes on a unique and subtly intricate character when applied to small towns. Strategic Plans for Small Towns: What Makes It Different?

Energy and Utilities 52

Energy and Utilities Government Prioritization Decision-making 52

Clarity Engagement Solutions

MAY 10, 2022

It also allows companies to transition from tactical selling to strategic account management , giving a scalable, professional B2B account approach while enabling companies to continue driving short-term revenue goals. It will aid the mapping out of all internal processes to better field execution. ?

Account Management 91

Account Management Healthcare Stakeholders Decision-making 91

PandaDoc

MARCH 4, 2024

What is a data room for investment banking? A VDR speeds up and simplifies the due diligence process by conveniently presenting organized data for analysis and risk evaluation in one virtual space. Virtual data rooms (VDRs) are centralized platforms accessed remotely by all parties connected to deals involving an investment bank.

Banking 52

Banking Investors Acquisition Stakeholders 52