Strategic Account Management Association

AUGUST 6, 2021

Form an organizational capability around co-creating products and solutions with our customers Redesign our philosophy around our customers’ needs Make a positive business impact on our customers’ operations Ingrain a deeply customer-centric vision and mission for sales. A new central commercial organization was born.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

MDI Training

AUGUST 22, 2022

A leadership novel for the first-time leaders. Further to unexpected events, Luca is promoted into a leadership position, without any formal training or mentoring. Vladimir Novac is based in Bucharest, Romania and works as top-executive leadership trainer and coach around the globe. Lead’ is a Must-Read. About the author. ?

Leadership 98

Leadership Digital Transformation Digitalization Stakeholders 98

AchieveIt

AUGUST 2, 2023

We spoke with Joe Rafter , Vice President at Capgemini , who shared the key ingredients for a successful business strategy: authentic leadership, tailored action, resilience, and self-awareness. They teach complexity and force you to deal with a lot of decision-makers.” Big systems teach you a lot of things.

Leadership 52

Leadership Decision-making Digital Transformation Organization 52

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. Persuasion can be used to spur someone to action or to make a decision without actually earning their sincere buy-in.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Hubspot Sales

NOVEMBER 18, 2020

Sales Leadership Stats. The top data insights sales leaders use for decision-making are forecasting data, rep productivity data, and team performance to quota. B2B Sales Leadership Stats. For B2B sales teams, the number of stakeholders and decision makers involved in the buying process is a notable obstacle.

Sales Leadership 142

Sales Leadership Leadership B2B Sales 142

CMOE

JUNE 8, 2021

The concept of agility applies across the for-profit business landscape but also includes non-profit organizations as well as government agencies who need to be more responsive to stakeholders, prepare for emerging challenges, and deliver services that meet or exceed expectations. The post Agile Leadership appeared first on CMOE.

Leadership 98

Leadership Stakeholders Government Profitability 98

Red Star Kim

NOVEMBER 9, 2023

After describing what strategic thinking looks like, the author guides readers through the strategy process – with suitable questions to ask during leadership discussions. I liked the idea of a learning approach to strategy – engage as many people as possible with the strategy so they can adapt and feedback to the leadership team. (On

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

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

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

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. The processes to obtain and analyse data, engage all stakeholders, consider the options and implications, make choices and be pragmatic about implementation.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

ProlifIQ

NOVEMBER 9, 2022

What Sellers need from Sales Leadership: If you want to be successful as a sales leader, it’s important that you set your team up for success by providing them with the resources they need to succeed. Here is where account planning can really make or break your selling strategy. How can you provide support and guidance?

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. This enables them to work faster, engage buyers more effectively, and make better decisions.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Mike Kunkle

AUGUST 30, 2023

They must show that they can make an impact with enablement and move the needle on the metrics that matter most. But there is much an enabler can do to lead the change projects, garner the support needed, and continue to nudge, push, cajole, and lead the way to making a business impact.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Red Star Kim

SEPTEMBER 6, 2022

I haven’t reviewed a book on the topic of internal communication and yet it’s a vital element of marketing, branding, organisational culture, change management and leadership. The model covers both the impact of the leadership team and individual styles. Structure to make your point. And there’s a nod to communications theory.

Communication 130

Communication Facilitation Leadership Stakeholders 130

Arpedio

APRIL 29, 2024

The symposium offered invaluable insights into the world of successful SAM programs, highlighting the importance of a deep understanding of customer initiatives, organizational commitment, and strategic alignment across all levels, coupled with adaptive leadership and a relentless focus on timing and consistency to master the SAM program hype cycle.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

Upland

FEBRUARY 3, 2023

Relationship mapping refers to the process of outlining the inner workings of an organization – the decision makers, influence, and political structure – to ascertain the path of least resistance to building meaningful relationships with stakeholders. What drives the relationship between two important stakeholders?

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Kainexus

MARCH 28, 2023

Effective leadership in healthcare organizations requires open lines of communication between caregivers working directly with patients and hospital administrators who seek to protect the interests of all stakeholders.

Healthcare 94

Healthcare Communication Stakeholders Decision-making 94

Red Star Kim

NOVEMBER 2, 2022

Plan the change process carefully – including stakeholder communication at every stage. change management and organisational change (kimtasso.com) Making sense of change management: A complete guide to the models, tools and techniques of organisational change by Esther Cameron and Mike Green. reward and recognition). ready to change?

Communication 130

Communication Management Stakeholders Emotional Intelligence 130

Account Manager Tips

AUGUST 14, 2022

Leadership 7. Because the job is so varied and involves many different tasks, you need a lot of skills to do it well: Strategic thinking Influencing Business management Leadership Teamwork Change management Innovation and creativity Solution design and positioning Relationship building Sales Project management Phew! Creativity 2.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Red Star Kim

MARCH 4, 2024

Reasons your line manager is a micro-managing control freak (focus on your line manager) Your line manager is using situational leadership Line managers can lead their teams in a number of ways – depending on the situation or task and the skills/experience of the people that work for them. So they adapt their leadership style accordingly.

Management 147

Management Communication Leadership Digitalization 147

Hubspot Sales

MARCH 4, 2024

As sellers, we should strive to make buying as easy as possible by providing the right tools the customer needs to make the right decision at the right time. Effective leadership starts with caring about (and showing you care about) your people. The answer — people will follow those who give a damn about them.

Leadership 111

Leadership Construction Prioritization Sales 111

Red Star Kim

JUNE 7, 2023

Forsters’ industrial real estate thought leadership A UK law firm (with a focus on real estate and private wealth) conducted research into the real estate sector – typically a role undertaken by property firms. I particularly like the wheel of insights and services for the C-suite role.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

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. A survey of 2,000 business leaders confirmed the soft skills most in-demand are leadership, communication, collaboration, and time management. Leadership Leaders are accountable, enthusiastic and passionate.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

Aepiphanni

JANUARY 5, 2021

However, what are the strategic leadership skills one should master? Schoemaker, along with two senior managing partners from Decision Strategies International, Inc. While leadership demands individuals to assess and address current issues, learning to think 10 steps ahead can help avoid problems in the first place. Anticipate.

Leadership 40

Leadership Decision-making Stakeholders Communication 40

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

JULY 13, 2023

6 Tips for Addressing AI Fears So, how does sales leadership address raised concerns and promote AI adoption across their revenue teams? Leadership should also encourage sales teams to provide feedback and suggestions for improving AI systems, which will benefit everyone by creating a more effective working environment.

Leadership 81

Leadership Sales Cybersecurity Government 81

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

Kainexus

APRIL 20, 2024

Moreover, it empowers employees with the tools and capabilities to collaborate effectively, make data-driven decisions, and drive continuous organizational improvement.

Digital Transformation 70

Digital Transformation Digitalization Organization Innovation 70

Red Star Kim

OCTOBER 18, 2022

It also highlights two key models – for which there are assessments – on which to base leadership and organizational transformation. The core message of the book is the need to move away from a “command and control” model of management towards a more collaborative and inclusive style of people leadership. These are shown below.

Organization 130

Organization Innovation Leadership Management 130

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

Flevy

MAY 23, 2023

Decision Making is critical for every business. Military strategists apply their training and experience to devise battle plans and make quick decisions aimed at achieving specific objectives. It’s a tool that military forces use to plan and execute strategic decisions. Enables prompt, objective decisions.

Decision-making 98

Decision-making Energy and Utilities Digital Transformation e-Learning 98

Envisio

JUNE 28, 2023

It’s a platform that delivers a structured and scheduled set of reports designed for specific stakeholders that allows the organization to track performance , identify trends, analyze data, and align performance to overall goals. Better availability of information reduces uncertainty and lets managers make decisions based on reliable data.

Management 92

Management Government Stakeholders Decision-making 92

AchieveIt

JANUARY 16, 2024

Ineffective management during change initiatives can result in resistance from employees and key stakeholders, disruptions in workflow, decreased productivity, and ultimately, failed initiatives. Adapt your leadership for successful change Successful change leaders define successful change initiatives.

Management 52

Management Decision-making Leadership Facilitation 52

Upland

NOVEMBER 28, 2021

These days, most prospects both want and expect to speak with a peer reference before they make a final purchase decision, but not all references are created equal. Without support from leadership, it’s tricky for sellers to sacrifice even more potential selling time to get up to speed on new reference software and processes.

Sales 195

Sales B2B Software Software 195

Envisio

JUNE 2, 2023

Oftentimes, local governments know that producing regular and relevant reports is key to building trust with their stakeholders–however, it’s not easy to regularly produce reports that show progress against strategic goals, especially when these reports need to be tailored to unique audiences such as elected officials, staff, or residents.

Government 98

Government Stakeholders Prioritization Leadership 98

Upland

JANUARY 26, 2023

Marketing can help produce complex, tailored marketing plans that use precision targeting to make sure their campaigns and content are targeting key accounts. It includes a carefully, strategically selected list of target accounts, and the specific details of what makes for an ideal customer.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Arpedio

MARCH 18, 2024

By meticulously outlining key stakeholders and decision-makers within prospective client organizations, account mapping gifts sales teams with a blueprint for personalized engagement and efficient closing of deals.

B2B 52

B2B Stakeholders Sales Decision-making 52