Customer Think

MARCH 13, 2024

Source: Penguin Random House The idea that marketers need to think like world-class poker players may seem a little odd, but that’s the primary lesson I take from Annie Duke’s book, Thinking in Bets: Making Smarter Decisions When You Don’t Have All the Facts (Portfolio/Penguin, 2018).

Marketing 69

Marketing Decision-making Digitalization 69

Sandler Training

OCTOBER 24, 2019

In his book Blink, author Malcolm Gladwell contends that people make their best and most accurate decisions in the first two seconds of facing a situation—in other words, in the blink of an eye. The post Make Decisions to Get Decisions appeared first on Sandler Training.

Decision-making 44

Decision-making Sales 44

Hubspot Sales

JANUARY 21, 2021

To help you prepare for your eventual takeover of the business world, we've compiled a list of the 30 best books on entrepreneurs. The 30 Best Entrepreneur Books. The 30 Best Entrepreneur Books. The title might seem too good to be true, but this book took the business world by storm. But I got so much more.

Decision-making 134

Decision-making Investors Innovation Government 134

QYMATIX

APRIL 18, 2024

Karlsruhe, Germany – Lucas Pedretti, Managing Director of Qymatix Solutions GmbH, has been booked as an external speaker for eight events organized by the German Association of Technical Wholesalers (VTH). This decision underlines the fact that artificial intelligence is becoming more and more important in wholesale.

Artificial Intelligence 52

Artificial Intelligence Sales Analytics B2B Retail 52

Hubspot Sales

FEBRUARY 12, 2018

20 Best Business Books of 2017. Yep, according to the experts, reading the latest industry blogs, articles, and books is key to finding success in your job and your career. To help you stay at the top of your game, I’ve rounded up the top business books of 2017. 20 Best Business Books of 2017. Principles. Unshakeable.

Decision-making 125

Decision-making Innovation Investors Marketing 125

Customer Think

SEPTEMBER 27, 2021

I recently heard a project manager in a software services company mention a ‘very important’ book on persuasion that she passed on to her team. I was curious why she liked it. S: It’s vital we persuade our clients. My team must learn to use the right words to convince them they’re wrong, and get […].

Decision-making 64

Decision-making Facilitation Software Software 64

Sandler Training

SEPTEMBER 14, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Decision-making 50

Decision-making Leadership Management Sales 50

Sandler Training

FEBRUARY 5, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Decision-making 43

Decision-making Sales Leadership Leadership Management 43

Liston Witherill

APRIL 21, 2021

So I started digging into how people make decisions, and how systems influence those decisions. I was surprised that these disciplines rarely made their way into sales literature, even though sales is fundamentally about how people make decisions. It’s a system that both sides participate in.

Decision-making 52

Decision-making Sales Training Retail Marketing 52

Hubspot Sales

NOVEMBER 21, 2017

So, if you see the letters “CEO” in your future, it’s never too early to start preparing with these 27 powerful and inspiring books. 27 Best Business Books for CEOs and Entrepreneurs. Great People Decisions. This book captures what it’s really like to lead a startup. The first few chapters alone make this book amazing.”.

Decision-making 111

Decision-making Leadership Investors Profitability 111

Hubspot Sales

NOVEMBER 2, 2017

If you’re in sales, and this is your first year on the job, you should make it a priority to read the following 12 books. That's a book a month -- meaning you'll be fully ramped and selling like a pro by your one-year anniversary. Best Books for New Sales Reps. The Little Red Book of Selling. Presentation Zen.

Sales 104

Sales Publishing Decision-making Communication 104

Red Star Kim

MARCH 1, 2024

This book explores how to manage these differences when communicating digitally Book review: Digital Body Language – How to build trust by Erica Dhawan (kimtasso.com). Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results. Everyone is different.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

NOVEMBER 9, 2023

Being easy to read, short and jargon-free The Strategy Book (FT Publishing, 2012) is a considerable achievement bearing in mind the subject matter. I deliver and facilitate strategy workshops and it’s always good to be able to recommend strategy books to delegates. I wish I’d had access to such a book when I studied for my MBA.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Hubspot Sales

OCTOBER 23, 2017

To dramatically cut down on your learning curve, pick up some sales books. Picking a book can be tough, as there are thousands to choose from. We've curated the top-ranked books from Amazon's sales best-sellers. The Best Sales Books for Salespeople and Sales Managers. Book Yourself Solid. Enter: This reading list.

e-Learning 112

e-Learning Sales Decision-making Stakeholders 112

Hubspot Sales

DECEMBER 28, 2017

Find your favorite books below and get started. Best Books to Improve Intelligence. Best Books to Improve Intelligence. This book offers readers a new way to solve problems -- from minor lifehacks to major global reform. Books to Stimulate Your Mind. Books to Stimulate Your Mind. Tactical Thinking.

Decision-making 111

Decision-making Construction Sales 111

Mike Kunkle

NOVEMBER 23, 2023

Then, the rest of this makes sense and can be really valuable. Targeted Performance: meaning a specific effort focused on a KPI in need of improvement, such as decreasing Closed-Lost or No Decision rates and improving Closed-Won rates, or improving overall profitability in a certain product line where deep discounting is rampant.

Sales 258

Sales Finance Decision-making Profitability 258

The Center for Sales Strategy

JANUARY 29, 2024

Cialdini's groundbreaking work, "Influence: The Psychology of Persuasion," dives deep into the psychological principles that drive decision-making and provides invaluable insights on ethical persuasion. Here are six compelling lessons from the book that can be applied across various contexts and industries.

Government 120

Government Decision-making Leadership 120

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. There is rarely a deep understanding of how disparate and disconnected decision-making units are across such large organisations.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Customer Think

SEPTEMBER 20, 2023

Source: Penguin Random House LLCOver the past several decades, psychologists and other behavioral scientists have conducted thousands of research studies examining various aspects of human decision-making. Thanks to this research, we now know tha.

Decision-making 64

Decision-making Digitalization Marketing 64

Customer Think

JUNE 14, 2023

Source: Kogan Page Limited Understanding how business people actually make buying decisions on behalf of their company is vital to B2B marketing success. Without such insight, it's almost impossible to design and execute effective market.

B2B 69

B2B Decision-making Marketing Digitalization 69

5600 Blue

MARCH 8, 2018

I’ve also had the good fortune to write a negotiation for buyers book with supply chain management expert Rosemary Coates. they are making a decision. If that is the case (and it is) we need to stop trying to sell them something and start helping them make higher value investment decisions.

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Hubspot Sales

FEBRUARY 26, 2018

Books About Starting a Business. Consider that Bill Gates reads 50 books every year , Mark Cuban reads for three hours each day, and Elon Musk -- when asked how he learned to build rockets -- said, “I read books.”. But knowing which books to start with can be overwhelming. 21 Books About Starting a Business.

e-Learning 101

e-Learning Investors Profitability Decision-making 101

Red Star Kim

JUNE 15, 2023

42% Yes it’s all agreed 33% Yes but it changes 25% No How well do you understand the DMU and decision-making processes at your key clients? 64% KAM/ABM processes for the firm 36% KAM/ABM processes for specific clients Where do you see your main KAM role at present?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

AUGUST 29, 2023

To change behaviour the intervention must be: EASY – If a decision requires minimal effort, it’s more likely to be the one that’s chosen.

Management 130

Management Marketing Decision-making Government 130

Red Star Kim

FEBRUARY 15, 2024

It’s worth touching on some related skills : Facilitating Essentially, facilitation is about making communication, interaction, collaboration or learning easier. Facilitation skills provide opportunities and resources to a group of people that enable them to make progress and succeed. Coaches and consultants use facilitation skills.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Red Star Kim

FEBRUARY 21, 2024

We ask questions to avoid making wrong assumptions or adopting the wrong focus. will make people pause to consider how their feelings compare with those they had the previous day. leader’s guide to negotiation – book review (kimtasso.com) Author Simon Horton tackles questions in negotiations from a variety of perspectives.

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Upland

JULY 12, 2023

And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc. Decision criteria: What factors will buyers consider when making their decision?

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Red Star Kim

FEBRUARY 12, 2024

Understand their decision-making process. Make an emotional connection – Connect with your reader. Adhere to your guidelines – You may need to follow a brand book or a style guide Check the grammar – No one likes mistakes Be human – Write as you speak Be concise – Can you say it with fewer words? Develop empathy.

Media 130

Media Financial Services Advertising Decision-making 130

Hubspot Sales

SEPTEMBER 28, 2017

Covey is a self-improvement book. I recommend starting that path by reading Stephen Covey’s best-selling book, The 7 Habits of Highly Effective People. That's why we summarized the entire book for you below. Reactive = "He makes me so mad." That way, we can make sure the steps we’re taking are in the right direction.

Energy and Utilities 145

Energy and Utilities Communication Prioritization Decision-making 145

Account Manager Tips

FEBRUARY 28, 2021

jobs being gobbled up by new technology and millennials set to make up 75% of the workforce might have you worried. 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. Fair and decisive. Removing steps to make a process more efficient.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

Red Star Kim

MAY 3, 2023

Which makes planning difficult and often impacts on project delivery. There’s more about how to frame choices in Book review: Nudge: Improving decisions about health, wealth (kimtasso.com). “To

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

Red Star Kim

MAY 2, 2023

Following my past research (some of which was published in my 2020 book Essential soft skills for lawyers (kimtasso.com) ) I keep an eye out for the latest information relating to the soft skills (particularly leadership skills) most in demand and how these relate to the professional services sector.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Account Manager Tips

AUGUST 14, 2022

You'll learn behaviours and techniques that will make your natural creativity shine. This proven method will make you more open-minded and productive. This proven method will make you more open-minded and productive. Making Creativity and Innovation Happen. Unleash Your Potential: Innovation and Enterprise.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Red Star Kim

NOVEMBER 2, 2023

Traditionally, firms have focused on technical expertise, client impact, and book of business as the criteria for making partner-selection and hiring decisions. Eric Tresh, a partner at law firm Eversheds Sutherland , spends most mornings reviewing recent tax-court decisions. The firm has grown from $800 million to $1.8

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

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

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

NOVEMBER 2, 2022

Change management – Change Catalyst book review by Kim Tasso The change catalyst – secrets to successful and sustainable business change” by Campbell MacPherson. Change management book – Switch (Chip & Dan Heath) (kimtasso.com) Switch: How to change things when change is hard by Chip and Dan Heath.

Communication 130

Communication Management Stakeholders Emotional Intelligence 130