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Strategic account managers (and their bosses) deserve better decision-making tools

Strategic Account Management Association

In the end, if you fail to meet your commitment, you fail to meet your commitment. And yet several trends are converging to make decisions over deployment or resources more difficult. Only around 60 percent of account managers are making quota, per HBR. But assigning blame doesn’t really matter, does it?

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Make smarter decisions using business intelligence

Insightly

The days of using intuition over data to make business decisions are mostly gone. However, certain metrics provide significant insight into business health and drive the smartest growth decisions. Let’s say an employee often schedules meetings to discuss X, Y, or Z. Vanity metrics don’t provide much actionable insight.

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Make smarter decisions using business intelligence

Insightly

The days of using intuition over data to make business decisions are mostly gone. However, certain metrics provide significant insight into business health and drive the smartest growth decisions. Let’s say an employee often schedules meetings to discuss X, Y, or Z. Vanity metrics don’t provide much actionable insight.

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Decision Making in the Era of Growing Constraints (Part 1)

Planview

Other decisions are made at the individual level on prioritization and focus on a given day. Companies that transform the quality and speed of their decisions consistently outperform their competitors. So how can you make smarter decisions faster? A two-way door is a decision that is easily reversible.

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Intent Signal Data 101

“B2B buyers spend just 15% of their time interacting with brands before making a purchase decision” (Gartner). How can B2B marketers reach active buyers sooner in the sales cycle and influence their purchase decisions? Which type of intent data is best for meeting specific goals? Intent signal data can help.

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Consensus Decision Making: Trust the Process

The Center for Sales Strategy

You’ve secured the appointment with the decision maker. You’ve prepared for the meeting and think you have all the right questions. But aren’t you speaking to the decision-maker with the power to say yes? You’re excited and feeling positive about the sales call. Other people?

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Achieving the 90/10 Ratio: Improving Meeting Efficiency for Success

AchieveIt

Some of your organization’s best minds fill the boardroom for a scheduled strategy meeting. This meeting presents a valuable opportunity to harness their expertise and identify solutions to the most pressing issues facing your strategy. In a one-hour meeting, that’s just 6 minutes. No guidance for the frontline team.