CM Partners

DECEMBER 13, 2017

Traditional approaches to leadership fail to arm employees with the tools they need to optimize outcomes in this environment. We developed the concept of Lateral Leadership from our work in the field of high-stakes negotiation. Why Traditional Ideas on Leadership Are No Longer Sufficient.

Leadership 52

Leadership Supply Chain Negotiation Suppliers 52

Red Star Kim

JANUARY 23, 2023

She is author of seven books including “Soft Skills for Lawyers” www.kimtasso.com Related articles Building rapport in the digital space (kimtasso.com) Soft skills revisited – with a leadership perspective (kimtasso.com) What are soft skills? And why are they so important?

Emotional Intelligence 130

Emotional Intelligence Communication Digitalization Publishing 130

Red Star Kim

OCTOBER 13, 2023

Launch event: PM Forum I also looked the Managing Partners’ Forum “Consensus through collaboration” Leadership Development Programme which is available for both firmwide and divisional leaders as well as functional leaders such as CMOs.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

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. Thought leadership campaigns can help here particularly when a Challenger or Insight selling framework is deployed.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Money can't buy happiness, but it sure makes misery easier to live with. Find out how much money key account managers REALLY make! How much money does a key account manager make? Develop influential relationships with decision-makers. Enough for champagne and caviar?

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Upland

MAY 4, 2023

It also allows sales leaders to measure impact and make adjustments using the four levers, enabling them to create effective strategies to improve revenue growth. That makes it essential to win as many contracts as possible and maximize each opportunity. How can sellers deal with uncertainty to help increase deal size?

Sales 356

Sales Decision-making Organization Negotiation 356

Red Star Kim

DECEMBER 18, 2023

But in essence it is about whether strategy is developed by a centralised leadership team or by those running the business units or divisions. In practice, there is usually an iterative process where top-down and bottom-up strategies are negotiated and aligned. Some think about a centralised or decentralised approach to strategy.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Force Management

DECEMBER 14, 2023

Align internally on the answers , and then make sure your partners are aligned in the same way. Secure a plan to make sure that every person selling your solution can execute these three critical sales skills: 1. Position and negotiate value, preserving margin and avoiding price cuts 3. Can your partners execute that message?

Value Proposition 92

Value Proposition Negotiation Decision-making Leadership 92

Red Star Kim

MARCH 1, 2024

Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results. Be influential and persuasive Influence is having a vision of the optimum outcome and then, without using force or coercion, motivating people to work together toward making the vision a reality.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Miller Heiman Group

AUGUST 20, 2020

Some want to receive new ideas or thought leadership before discussing their needs; others prefer to receive it afterward. They Effectively Negotiate to Resolve Differences and Agree on a Mutually Beneficial Decision. Complex deals often involve even more complex negotiations.

Negotiation 111

Negotiation Value Proposition Stakeholders Decision-making 111

Mike Kunkle

FEBRUARY 5, 2023

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. click the image to see a larger version] This makes sense, right? This is so important to understand.

B2B 198

B2B Sales Decision-making Negotiation 198

Hubspot Sales

DECEMBER 8, 2022

Taking a step back and asking yourself how you can best prepare not only allows you to make more progress but also reduces stress. On the other hand, being caught off guard leads to erratic decisions — like the one I made. True leadership often seems lonely, but it doesn't have to be that way. It's the sign of a true leader.

Sales Management 83

Sales Management Management Decision-making Negotiation 83

Brooks Group

MAY 23, 2024

Better Hiring Decisions Assessing sales skills and attributes prior to hiring allows you to objectively evaluate a candidate’s strengths, weaknesses, motivators, and behavioral style for superior sales role fit. This factual insight enables better recognition, coaching, promotion, and compensation decisions.

Sales 52

Sales Sales Training Decision-making Negotiation 52

Account Manager Tips

JULY 22, 2022

You need to be able to identify opportunities, build rapport with key contacts, negotiate favourable contracts, and work collaboratively with your team. It’s an indispensable skill and one that you can adapt for every day decisions to business issues, organizational performance and any other challenge you can think of. you're right.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Nutshell

MAY 1, 2023

Who makes buying decisions at your company? At the very least, your prospect should be a part of the decision-making process when it comes to purchasing new products and services. Don’t waste it talking to assistants who can’t make purchases. Doing so might make you seem overly aggressive.

Decision-making 115

Decision-making Sales Negotiation Prioritization 115

Peter Simoons

MAY 21, 2023

Negotiation and Agreement Collaborating with the partner organisations to negotiate and establish the terms, conditions and legal agreements governing the alliance. Governance Establishing clear governance structures, decision-making processes and mechanisms for resolving conflicts or disputes that may arise during the alliance.

Management 52

Management Government Negotiation Stakeholders 52

Red Star Kim

FEBRUARY 8, 2024

Connected leadership – How professional relationships (kimtasso.com) Competitors – Analyse who your major competitors are advising and adapt their targeting methods (I’m a little uncomfortable with the current trend to use LinkedIn to review your competitors’ contacts and target them yourself!)

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Account Manager Tips

AUGUST 9, 2022

Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. Understood buying and decision making process and criteria. Connected with key stakeholders and decision makers. At some point they meet a seller who believes they have the solution.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Hubspot Sales

AUGUST 10, 2020

If you’re brand new to sales, don’t worry about not having a solid foundation just yet, but make sure it is a top priority on your development plan to support your career growth. Connecting with the right prospects can make or break your ability to land the sale. The ability to read and analyze data is critical for making it in sales.

Sales 142

Sales Negotiation Communication Leadership 142

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. Recommendation 3: Develop negotiation and qualification skills All teams struggle with negotiation and qualification. What are high-performance sales teams doing differently?

Supply Chain 99

Supply Chain Negotiation Sales CRM 99

Envisio

MARCH 8, 2023

As a reader, I either indulge in juicy mystery novels, think Desperate Housewives style (shoutout to Seraphina Nova Glass), or opt for thought-provoking pieces that challenge my perspectives, particularly about how we make public policy decisions. My passion for making data accessible to diverse stakeholders!

Government 52

Government Decision-making Leadership Stakeholders 52

Hubspot Sales

MAY 30, 2019

It's only successful when sales leadership and the sales force execute with dedication and competence. Stage 5 : Negotiate and Close. Customers assess how much of a priority the issue is, determine their options, and develop decision criteria and decision process. Make sure that's clear for your prospect.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

PartnerTap

FEBRUARY 17, 2021

Nimble, strategic business decisions are only possible when key processes are clearly defined, and senior leadership is actively engaged in Alliance activities. When senior leadership has insight into the inner workings of the partnership, swift decision making is more practical. Negotiating a Better Joint Venture.”

Digital Transformation 98

Digital Transformation Digitalization Management Finance 98

Hubspot Sales

MAY 18, 2023

Contract negotiations for projects. Best for: People who want to advance their project management skills and move into project leadership. In this course, you'll learn about the following: External financial decision-making reporting. Contract negotiations and closure. Making sensible choices.

Negotiation 77

Negotiation Leadership CRM Insurance 77

Planview

JUNE 13, 2023

Ensuring Accuracy and Unbiased Technologies Bias and inaccuracy in AI models can result in detrimental outcomes, ranging from misguided business decisions to unfair treatment. Through explainable AI, we can trace how a model arrived at a specific conclusion, enabling us to identify and rectify bias in the decision-making process.

Artificial Intelligence 52

Artificial Intelligence Decision-making Manufacturing Negotiation 52

OnStrategyHQ

AUGUST 26, 2022

They are your non-negotiables, and they apply to each person in the organization. Remember that these values determine behavior for every single person in the organization, not just leadership. 4 Make a Core Values Playbook. Recap on the Basics of Core Values. We recommend keeping your list to 5-7 individual values.

Communication 52

Communication Decision-making Negotiation Meetings 52

Brooks Group

MARCH 7, 2024

Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable. This makes it far more likely they will listen to you—and that you’ll make the sale. They make buying decisions about products and services they don’t personally use.

Procurement 70

Procurement Management Decision-making Sales Training 70

Insightly

JANUARY 4, 2024

Juggling targets, managing teams, and making critical decisions can be demanding and overwhelming. The webinar delved into seven key strategies that transform a CRM into a force multiplier, enabling sales leaders to streamline processes, enhance decision-making, and elevate the entire sales ecosystem.

CRM 52

CRM Sales Decision-making Customer Experience 52

Louise Collins Associates

NOVEMBER 24, 2017

My observation across multiple organisations is that KAM often lacks the leadership required to make it work. Effective Key Account Management (KAM) requires organisational leadership and specific coaching. This should be a non-negotiable principle of KAM in any organisation. Speak to your first line sales managers today.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Insightly

JULY 26, 2023

For example, sales funnel stages may be: Prospecting>Qualification>Needs Analysis>Proposal>Negotiation>Close Won/Lost A marketing funnel will include steps both before and after the sales funnel. CRMs like Insightly will automatically make those calculations. Will that person be in sales leadership?

CRM 52

CRM Management Sales Decision-making 52

AchieveIt

OCTOBER 25, 2023

His Master’s Degree in Healthcare Communications from Boston University helped formulate his ability to condense abstract topics and make them more relatable, making his work on strategic execution impeccable. Together, they make the dream team for building strategic plans to carry the business successfully through the year to come.

Facilitation 52

Facilitation Healthcare Negotiation Decision-making 52

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

Strategic Communications

JUNE 7, 2023

Not as a conscious decision, but simply because looking for more work when I already had way too much work just didn’t make it onto my to-do list. Treat these time blocks as sacred appointments with yourself, and make them non-negotiable. I had to meet client needs and deadlines.

Leadership 52

Leadership Communication Negotiation Media 52

Arpedio

FEBRUARY 26, 2024

Importance of TAS in Modern Sales Strategies In an era where buyers are inundated with marketing messages and sales pitches, gaining the attention and trust of key decision-makers within target accounts is paramount. As a result, organizations can achieve accelerated revenue growth and surpass their sales targets more consistently.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Openview

DECEMBER 12, 2018

Importance of understanding decision science. The neuroscience community’s understanding of how the brain makes decisions has accelerated rapidly in just the past few years. Optimizing selling activities, tools and processes with how the buying brain makes decisions would be a really valuable thing to know, right?

Sales 100

Sales Decision-making Leadership Financial Services 100

Chally

JANUARY 27, 2022

Using communication, storytelling, and negotiation tactics, a salesperson demonstrates the ability to understand and connect with buyers. But being able to speak to the core values and needs of customers while guiding them to the right buying decision is the real differentiator. Communication Storytelling Negotiation Presentation.

Interpersonal Skills 52

Interpersonal Skills Emotional Intelligence Negotiation Sales 52

Arpedio

OCTOBER 17, 2023

Role-specific assessments: Use role-specific assessments or case studies to evaluate a candidate’s ability to manage accounts, make strategic decisions, and communicate effectively. Professional development opportunities: Offer opportunities for career advancement and personal growth, making the workplace more rewarding.

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52