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The Neuroscience of Decision Making

Strategic Account Management Association

How people make decisions. The brain makes decisions based on reflexes —instincts through which we subconsciously alter behavior to ensure biological fitness. The brain makes decisions based on habits , which implies repeating actions that prove rewarding. The brain makes decisions based on goals.

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

Strategic Account Management Association

To be sure, a sales leader or SAM manager will have responsibilities beyond revenue. 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. Because most sales professionals hate their CRM system.

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3 Decision Making Models of Human Decision Making Process

Flevy

How do people make decisions? Studies have suggested that the traditional Decision Making model—commonly known as the Rational Decision Making Model—does not explain the whole ambit of Decision Making. People, including managers of organizations, arrive at decisions using a variety of routes.

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Intuition vs. data-driven decision making in business today

Insightly

Data-driven decision making is the process of studying large amounts of data, analyzing it to identify patterns, obtaining actionable insights, and using that insight to make business decisions. When marketers make data-based decisions, they can see what’s not working and double-down on what is.

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Best Practices for Engaging Your Go-To-Market Sales Teams

Speaker: Ruth Stevens, President of eMarketing Strategy

But guess what: It’s after the sales team has gotten into the act where marketing can have an even bigger impact on results. The next step in the process is to provide leverage to sales as they engage with the prospect, close the deal, and then nurture and deepen the customer relationship.

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5 Decision Support Tools for Strategic Decision Making

Flevy

Do people always follow a rational linear process to come to a decision? Studies have suggested that a combination of Decision Making Models are used by people to reach quality decisions. Strategic Decision Making is a complex process with a lot riding on those decisions. Case-based Decision Analysis.

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Why Don’t Clients Make Decisions? (And How to Help Them Commit)

Account Manager Tips

Why Don't Clients Make Decisions (and How to Help Them Commit) As a key account manager, your goal is to keep your clients happy and satisfied with your solutions. But it's hard to get to that point if those clients never make a decision. And they wouldn't make a decision? Decision fatigue.

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12 Tips for Selling to the C-Suite

Members of the C-suite are the key decision-makers when it comes to making major investments in their organizations. That’s why every salesperson’s goal is to make their pitch directly to a senior executive—ideally, sooner rather than later.

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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? That means B2B marketers miss out on 85% of a buyer’s journey! Intent signal data can help.