Red Star Kim

OCTOBER 13, 2023

A New Approach to Writing Job Descriptions (hbr.org)) Then it was over to the delegates – split into two teams to consider what current and future competencies they felt were important.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Arpedio

JUNE 2, 2022

How GUBI went from limited account insight to complete stakeholder visibility. Prior to teaming up with ARPEDIO, the main challenge for GUBI was too little visibility into accounts and stakeholders. The organization as a whole simply didn’t have the full insight potential it desired into its customers and stakeholders.

Stakeholders 52

Stakeholders Account Planning Account Management B2B 52

Strategic Account Management Association

SEPTEMBER 22, 2020

With private equity groups, large practice management companies, and innovative practice models (like ChenMed and Iora Health) all looking to grow, physicians have many more options if they want to remain independent. Today, the superior performance of physician-led ACOs has led public and private payers to rethink that assumption.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. In fact between 70 to 80 percent feel vendors are not prepared for their meetings with senior level executives. Imagine you're at the front of a boardroom about to make a presentation. How do you feel?

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

ProlifIQ

MAY 14, 2021

If you incorporate an innovative, account planning strategy into your routine, your chances of success go up tremendously. It’s not based on one sales rep pursuing one deal at a time, dealing with just a key stakeholder or two. Few stakeholders are willing to stick their necks out blindly.

Account Planning 64

Account Planning Innovation Stakeholders B2B 64

Whetstone

APRIL 5, 2024

Strategic account managers serve as trusted business advisors, adeptly aligning their customer’s emerging needs and priorities with their company’s innovative capabilities. Trust becomes a critical factor in their decision-making process. Aim to make your insights of such value that they are circulated internally.

Account Management 52

Account Management Decision-making Construction Stakeholders 52

Flevy

MARCH 19, 2024

Ohmae’s 3C Model (Strategic Triangle) has its applications in Strategic Planning, Market Analysis , and guiding Decision-making processes. The 3C Model makes a case for the executives to carefully comprehend 3 core elements before devising their strategy. products, services, technology, organizational culture, and so on).

Shareholders 52

Shareholders Decision-making Digital Transformation Manufacturing 52

ProlifIQ

JANUARY 18, 2022

It’s not based on one sales rep pursuing one deal at a time, dealing with just a key stakeholder or two. Top 4 Innovative Account Planning Strategies. In relationship mapping, it’s important to know to whom each person reports and the level of decision-making each role has. .

Account Planning 52

Account Planning Innovation Stakeholders B2B 52

ProlifIQ

MAY 14, 2021

If you incorporate an innovative, account planning strategy into your routine, your chances of success go up tremendously. It’s not based on one sales rep pursuing one deal at a time, dealing with just a key stakeholder or two. Few stakeholders are willing to stick their necks out blindly.

Account Planning 52

Account Planning Innovation Stakeholders B2B 52

Arpedio

FEBRUARY 22, 2024

Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. This key decision-maker has the authority to approve the purchase and allocate resources accordingly.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Upland

JANUARY 29, 2024

Sales productivity becomes even more difficult for complex B2B accounts with large buying groups and multiple divisions involved in the decision-making process. This targeted approach makes successful sales and better relationships more likely. This requires that sales teams work with their greater revenue teams.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Red Star Kim

OCTOBER 18, 2022

This 2014 book by Professor Vlatka Hluplic didn’t appear on my radar but I had the privilege of meeting the author through my work with the Managing Partners Forum. It focuses on people, purpose, collaboration and innovation. I completed my MBA two decades ago although I consume the latest management books voraciously.

Organization 130

Organization Innovation Leadership Management 130

Account Manager Tips

OCTOBER 11, 2021

You need to take charge, make decisions and set goals for your customers so they can achieve success. What changes should we make? How do we make changes? Not focused on the customer The biggest mistake you can make with clients is to put your needs first. Improve reliability, scalability or innovation.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Arpedio

FEBRUARY 15, 2024

By understanding how Mobilizers drive buying decisions and integrating the Challenger approach into your sales process, you can unlock new avenues for success and elevate your sales performance to new heights. They are proactive in seeking out innovative solutions and are receptive to insights that challenge conventional thinking.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Hubspot Sales

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. Ultimately, to achieve consistent growth and stay ahead of the competition, businesses must streamline their sales operations, focus on nurturing customer relationships , and make data-driven decisions. What's this magic tool?

CRM 98

CRM Decision-making Sales B2C 98

Planview

SEPTEMBER 23, 2016

Crowdsourced innovation, managed by innovation management software. Crowdsourced innovation is simply the process of gathering and surfacing ideas and solutions at scale from the people that know your business best – your workforce, customers, and partners. What is it? And more companies are following in their footsteps.

Innovation 80

Innovation Software Software Management 80

Flevy

MARCH 21, 2024

Drive the Transformation : Over the first 18 months, the focus is on executing the transformation, making adjustments as necessary, and ensuring that the initiatives are having the intended impact. This approach focuses on continuous improvement, enhancing customer service, and reducing costs, all while increasing organizational capacity.

Energy and Utilities 52

Energy and Utilities Innovation Stakeholders Decision-making 52

Envisio

JUNE 28, 2023

When done correctly, it turns today’s vision into tomorrow’s reality–but in order to meet the goals in the plan efficiently, these organizations need a management reporting system that helps them implement their plan. When we did the math of what it cost us to put together those reports versus the cost of Envisio, it was an easy decision.

Management 92

Management Government Stakeholders Decision-making 92

Arpedio

MAY 31, 2024

This year’s conference not only provided a platform for like-minded professionals within the SAM space to connect and collaborate but also ignited a spirit of innovation that will undoubtedly drive the future of SAM. Evaluating stakeholders, setting objectives, and targeting revenue should be unified across the organization.

Leadership 52

Leadership Account Management Facilitation Innovation 52

Arpedio

APRIL 11, 2024

The adoption of AI in sales is paramount due to its profound impact on enhancing productivity, improving decision-making, and driving revenue growth. By harnessing AI capabilities, sales teams can make data-driven decisions, prioritize leads effectively, and deliver tailored experiences that resonate with prospects and customers.

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Flevy

MARCH 20, 2024

It’s especially relevant for mid-size to large organizations looking to leverage AI for automating customer service, enhancing decision-making processes, or improving efficiency in various tasks. By following this framework, users can: Understand the underlying technology and its potential applications.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Arpedio

MARCH 20, 2024

However, like any innovative approach, ABS comes with its own set of challenges. Organizational change and stakeholder buy-in Implementing ABS often requires a cultural shift within the organization, moving away from a transactional sales approach towards a more strategic and collaborative mindset.

Government 52

Government Innovation Prioritization Facilitation 52

Planview

SEPTEMBER 9, 2021

Each company is a trailblazer in evolving PPM to meet stakeholder needs and achieve strategic objectives. Portfolio Director Mark Wybraniec – Johnson & Johnson – Portfolio Management Organization, Director Allan Spina – Becton Dickinson – Portfolio Management and Innovation Education, VP R&D.

Finance 98

Finance Stakeholders Decision-making Acquisition 98

Arpedio

FEBRUARY 14, 2024

In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. By implementing strategic account planning , businesses can gain a deeper understanding of their customers’ needs, set clear objectives, and develop effective strategies to meet those objectives.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. By implementing strategic account planning , businesses can gain a deeper understanding of their customers’ needs, set clear objectives, and develop effective strategies to meet those objectives.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Flevy

MAY 10, 2022

On the other hand, startups face significant difficulty isolating and contacting the appropriate decision makers in the corporations, given the massive hierarchies of global businesses. Emerging Markets are rapidly growing markets that already show signs of developed markets, but have yet to meet the full standards of a developed market.

Marketing 111

Marketing Energy and Utilities Innovation Banking 111

Planview

JULY 11, 2017

Crowdsourced innovation, managed by. innovation management software. Crowdsourced innovation is simply the process of gathering and surfacing ideas and solutions at scale from the people that know your business best – your workforce, customers, and partners. What is it? And more companies are following in their footsteps.

Innovation 51

Innovation Software Software Management 51

ACT

FEBRUARY 28, 2024

To create new products and services that solve real problems and optimise customer retention , you must listen to customer feedback and base your decision-making on what users want. Truly innovative companies use customer feedback loops to inform their critical product decisions and create a roadmap for business growth.

Decision-making 52

Decision-making CRM Customer Experience Innovation 52

AchieveIt

AUGUST 11, 2023

In these meetings, the CEO addresses the company with a speech that has been carefully written and pre-approved by the board. This type of “orchestrated transparency” breeds mistrust among employees, and it becomes difficult to make informed decisions. This fosters collaboration and innovation.

Healthcare 52

Healthcare Decision-making Stakeholders Government 52

DemandFarm

NOVEMBER 3, 2023

It goes beyond traditional customer relationship management software and interprets disparate data to enable better business decisions. Even before they interact with different stakeholders, your team must be armed with a unified plan and must have access to all relevant information.

Management 52

Management Artificial Intelligence Stakeholders Decision-making 52

Arpedio

APRIL 29, 2024

By addressing these four key components, you can gain valuable insights into a prospect’s readiness and likelihood of making a purchase. By assessing the budget early on, you can determine whether the prospect has the necessary funds to make a purchase. This represents the decision-making power of the prospect.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Red Star Kim

APRIL 11, 2023

Deconstruct bids to increase understanding An article in PM Magazine in December 2022 by Alex Footman and Stephen Timmins talked about the need to deconstruct a bid in order to properly understand the client requirements and produce a robust plan to meet milestones and differentiate. Make your client-centricity as clear as a bell.

Government 130

Government Innovation Meetings Finance 130

ProlifIQ

JUNE 21, 2023

These plans provide a detailed overview of the account’s goals, strategies, and specific actions to be taken to meet the objectives. The team’s expertise and knowledge help in navigating complex organizational structures, understanding customer dynamics, and building strong relationships with stakeholders.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Upland

APRIL 5, 2023

But what if we told you that the old ways of making deals happen were out of touch with modern realities? Making a shift in mindset to a customer-centric sales model is equally transformative. Sadly, the lone wolf is quickly finding that the modern B2B buying world is slipping out from under them.

B2B 195

B2B Advertising Decision-making Stakeholders 195

DemandFarm

MAY 25, 2023

Thank you for meeting with me last week. He must now call and find out if any of these stakeholders are still relevant to the task he needs to do. He is so pleased to be able to see, at one glance, all the key stakeholders in his key account. Consider these scenarios: Scenario 1: Before: “Good morning, Mr Brown.

Account Management 52

Account Management Digitalization Key Account Management Digital Transformation 52

Flevy

JANUARY 13, 2024

Examples: A tech company aiming for rapid innovation sets KPIs focused heavily on short-term cost reduction, which may stifle research and development efforts, contradicting its long-term innovation goals. Misaligned KPIs can result in efforts that do not contribute effectively to the overall success of the organization.

Retail 52

Retail Healthcare Decision-making Performance Review 52

Arpedio

APRIL 3, 2024

It involves engaging with stakeholders at various levels of the organization to uncover opportunities and develop tailored solutions that align with the customer’s strategic objectives. This trust is essential for overcoming objections and gaining buy-in from key stakeholders.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40