Red Star Kim

JULY 11, 2022

Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure. Some reported that the reward systems worked against initiatives that reach beyond the immediate client and market focus of individual fee-earners (e.g. Animal magic of buy-in and stakeholder engagement (Video) (kimtasso.com).

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

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

Red Star Kim

APRIL 12, 2023

With a full house of marketing and business development executives from legal and accountancy firms across the UK it was an interactive, valuable and fun day (Thank you delegates for your spirited engagement and thanks to Morag Campbell for your superb technical hosting!). Do you feel there is a lot of crossover between them?”

Media 130

Media Marketing B2C Stakeholders 130

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

Arpedio

JUNE 2, 2022

How GUBI went from limited account insight to complete stakeholder visibility. After several years of strong growth, GUBI has recently partnered with the private equity investment company, Axcel, to help the company expand even further by developing its existing business, accelerating growth in new markets, and launching new products.

Stakeholders 52

Stakeholders Account Planning Account Management B2B 52

Upland

MARCH 29, 2023

Gone were the face to face office meetings and networking at industry events, and in their place were hour-long zoom calls with sellers wearing hoodies. Now, however, things have changed. When a deal comes down to the line, it’s the quality of the relationship that gets the seller the phone call when a buyer is making decisions.

CRM 195

CRM Management Stakeholders Decision-making 195

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. These difficulties are amplified in Emerging Markets. Commit resources to tapping the entrepreneurial energy in Emerging Markets.

Marketing 111

Marketing Energy and Utilities Innovation Banking 111

Red Star Kim

OCTOBER 13, 2023

Our focus was on the accelerating change in the market, the professions and marketing and the challenge this presents in anticipating future training needs. These are not aligned to professional services marketing. They focus on marketing rather than business development.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Upland

JANUARY 29, 2024

Sales productivity involves how efficiently and effectively a sales team can generate revenue—while managing costs and resources, building customer relationships, and staying competitive in the market. Greater team collaboration: Account planning often involves multiple departments, such as marketing, customer success, and technical support.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Quip

NOVEMBER 17, 2020

Companies are placing special importance on sales teams’ operational efficiency, data-driven decision-making, and collaboration. Salesforce is the #1 CRM for a reason – it helps your marketing, sales, commerce, service and IT teams work as one from anywhere — so you can keep your customers happy everywhere. Account transitions.

Stakeholders 52

Stakeholders Account Planning Decision-making Sales 52

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?”. A company goes to an external agency (or its internal marketing team) for help to develop more business.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Brightbridge Consulting

AUGUST 5, 2021

A face-to-face meeting is planned! An issue we are not surprisingly seeing is that our customers own clients have stayed with virtual conversations and for lower value sales appear to be increasingly bypassing conversations and going straight for a decision on supplier and placement of the order. The post Meeting up?

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

Flevy

MARCH 19, 2024

The model argues that effective Strategic Planning hinges on leveraging organizational strengths through corporate-focused strategies, aligning these strengths with market demands via customer-centric approaches, and surpassing competitors by employing competitor-focused tactics. Each C is independent, but has an impact on others—e.g.,

Shareholders 52

Shareholders Decision-making Digital Transformation Manufacturing 52

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. Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. That’s hyperbole and humor, to make a point, but it’s not far from the truth.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Recognize market trends as well as the strengths and weaknesses of competitors. Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Or wait until they go out to the market and invite our competitors to bid for their business?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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. This makes resorting to unofficial sales reference channels all the more tempting. Making targeted, on-demand references a reality.

Sales 195

Sales B2B Software Software 195

Showpad

JUNE 14, 2021

With a restarting economy, many B2B go-to-market teams are at risk of being left behind as competitors lean in strongly to digitally transformative selling and buying strategies. 70% of B2B decision-makers say they are open to making new purchases over $50,000 in a fully self-serve or remote fashion, and 27% would spend more than $500,000.*.

Meetings 59

Meetings B2C Stakeholders B2B 59

Upland

MARCH 23, 2023

Who makes the final decision? This can result in problems like not knowing where to invest in inventory, human capital, and derail crucial decision-making. This issue is of particular concern now, with the labor market setting records for its tightness. These usually include: What’s the latest update?

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

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. In today’s fiercely competitive market, having a well-defined and meticulously executed sales strategy is more crucial than ever before.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Insightly

SEPTEMBER 6, 2023

Marketing automation tools, such as Insightly Marketing , can be especially useful when implemented thoughtfully and strategically. Be it a new lead receiving their initial email or a high-value customer making repeated purchases, this journey encapsulates it all.

CRM 52

CRM Marketing Digitalization Advertising 52

Insightly

SEPTEMBER 6, 2023

Marketing automation tools, such as Insightly Marketing , can be especially useful when implemented thoughtfully and strategically. Be it a new lead receiving their initial email or a high-value customer making repeated purchases, this journey encapsulates it all.

CRM 52

CRM Marketing Digitalization Advertising 52

Arpedio

FEBRUARY 26, 2024

With customers becoming increasingly discerning and markets saturated with choices, sales teams are turning to more strategic methods to secure high-value clients and drive sustainable revenue growth. It involves in-depth research, personalized outreach, and tailored solutions to address the unique needs and challenges of each target account.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Whetstone

APRIL 5, 2024

As we navigate the current economic landscape marked by high inflation, market volatility, and recession fears, businesses and their customers are facing a heightened sense of uncertainty. Trust becomes a critical factor in their decision-making process. 2024 looks like it will be a year of volatility.

Account Management 52

Account Management Decision-making Construction Stakeholders 52

ProlifIQ

MARCH 30, 2023

The account planning process includes assessing an account’s business needs, goals, and structure and making sure your product or service delivery and value meet and exceed the expectations of your key accounts. How does the company go to market? What are the main challenges of the business? Who are their competitors?

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

Hubspot Sales

NOVEMBER 22, 2023

In that survey, most sales professionals rated CRMs as effective tools, while 78% also noted that they enhance sales and marketing alignment. 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.

CRM 98

CRM Decision-making Sales B2C 98

DemandFarm

APRIL 8, 2024

Identify your target accounts, put together a team of sales plus marketing, work out a hyper-personalized messaging and content strategy for those accounts, and measure your efforts. At the core of their ABS is an often-overlooked perspective–selling to the humans behind the steely structures that make up their accounts lists.

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

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. Putting out fires instead of preventing them.

Account Management 246

Account Management Key Account Management Management Suppliers 246

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

PandaDoc

SEPTEMBER 19, 2023

Your task as a sales manager is to market it. The answer is “by implementing a vertical marketing strategy.” Key takeaways Targeting specific, niche markets with specialized products and services can help small businesses operate more efficiently with lower costs and higher revenue. This is known as vertical marketing.

Marketing 52

Marketing Advertising Value Proposition Sales 52

Planview

MARCH 29, 2024

Traditional engineering metrics drive efficiency, not effectiveness Engineering leaders are under increasing pressure to deliver more value, but many struggle to make impactful change. Without contextual insights, engineering leaders cannot accurately weigh the risks and benefits of their decisions.

Software 64

Software Software Decision-making Prioritization 64

Insightly

SEPTEMBER 12, 2022

The idea of account-based marketing (ABM) has been around since the early 2000s. It’s an innovative approach to B2B marketing that helps businesses target high-value prospects. When used effectively, account-based marketing can help companies to close bigger deals while reducing the total effort spent on marketing.

Marketing 52

Marketing CRM Decision-making B2B 52

Outbound Engine

MARCH 12, 2019

We have all been either a victim or a perpetrator of meaningless meetings. You’ve likely asked yourself at one time or another if people have any idea of how to run a meeting. What is a meeting? A meeting is defined by Merriam-Webster as coming together for a common purpose. Part II: Running a Meeting.

Meetings 45

Meetings Facilitation Decision-making Stakeholders 45

Planview

JANUARY 24, 2024

In today’s business landscape, these outdated methods fail to meet clients’ standards for flexibility and optimization. PS subscription services allow clients to reach their goals without unexpected expenses, resource gaps, or poorly informed decisions through direct access to experts from your company.

Stakeholders 59

Stakeholders Prioritization Organization Profitability 59

Red Star Kim

JUNE 16, 2022

employment and family solicitors) with those from marketing and business development in legal, tax, wealth management and property firms. This prompted a host of discussions on engagement, internal communication, stakeholder buy-in, organisational culture and changing behaviour. We tried out various tools (e.g.

Management 130

Management Key Account Management Digitalization Communication 130

Arpedio

FEBRUARY 15, 2024

In today’s fiercely competitive market, achieving sales excellence is paramount for business growth and success. 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.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. People in these different positions have varied interests, goals, and overall desires towards the products and services they use to meet their business needs. Enter gatekeeper marketing.

Stakeholders 116

Stakeholders Decision-making Sales B2B 116