Red Star Kim

SEPTEMBER 29, 2023

Updates are provided by Richard Chaplin, Jon Geldart and John Rowland together with the chairs of the Forum’s specialist groups: Management Teams Together; Finance & Operations; Strategy & Marketing; People, Performance & Culture. IoD represents directors in the middle market. A guest speaker is usually invited.

Meetings 130

Meetings Government Management Finance 130

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

Red Star Kim

DECEMBER 22, 2022

During the discussions about marketing audits (particularly the far external environment), delegates worked in groups to tackle a PESTLE analysis. Instability in some international markets. Further information on PESTLE: Marketing basics – Marketing audits with onions and pestles (kimtasso.com). Positioning.

Supply Chain 147

Supply Chain Government Transportation Digital Transformation 147

Red Star Kim

MARCH 6, 2023

Delegates were from legal and accountancy firms with roles as varied as marketing, digital marketing, business development, PR and key accounts (executives, managers and a director). Many use a situational analysis or marketing audit. And we analyse the analytics from our digital marketing performance.

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase. They play a crucial role in securing buy-in and consensus among stakeholders. The B2B buying journey is getting longer and more complex.

Value Proposition 95

Value Proposition Procurement Decision-making Stakeholders 95

Red Star Kim

NOVEMBER 24, 2023

For over 20 years I have attended and reported on the annual Professional Marketing conference. The theme of the 28 th conference this year was “ Harness the power within your firm – creating stellar marketing for the future”. We are in danger of being as siloed as our fee-earners – He rallied for a more “ holistic marketing”.

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

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

Flevy

JANUARY 17, 2024

Digital Transformation has evolved to become an overarching strategic process , reshaping how organizations leverage technology, processes, and people to fundamentally transform both operations and go-to-market strategies. Stakeholder Involvement : Involve various stakeholders in the KPI definition process.

Digital Transformation 59

Digital Transformation Digitalization Stakeholders Artificial Intelligence 59

PandaDoc

APRIL 8, 2024

This is done by forming a team of stakeholders and decision-makers, establishing approval workflows, and effectively integrating automation tools. Deal desk stakeholders and their roles are clearly defined, streamlining approval workflow. A deal desk introduces a new approach to managing deals. Let’s get to it!

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Hubspot Sales

SEPTEMBER 21, 2020

Enterprise sales also involve multiple stakeholders, and the salesperson is typically in conversation with numerous people before deals are closed. Overall, a complex sale is marked by three key elements: higher perceived risk resulting from higher price points, a longer sales cycle (6+ months), and multiple stakeholders.

Stakeholders 125

Stakeholders Insurance Decision-making Finance 125

Account Manager Tips

NOVEMBER 19, 2022

For instance, compare marketing to human resources. Marketing KPIs Brand awareness. In addition, they're cross referenced with related KPIs which is useful when looking to appeal to multiple stakeholders. Understand the challenge Marketers have known for a long time to sell the cure, not the prevention. Cost per hire.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Red Star Kim

MAY 2, 2023

LinkedIn Learning reported the 2023 most in-demand soft skills as: Management Communication Customer service Leadership Sales Project Management Research Analytical skills Marketing Teamwork Amongst a list of the most in-demand hard skills were finance, data analysis, operations and customer relationship management.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

PandaDoc

MARCH 29, 2024

Automation tools, such as software designed for business proposals or contract management, accelerate collaboration with all stakeholders. In large companies, a deal desk team can comprise as much as 10 people with backgrounds in areas like legal, marketing, product management, or finance. What is the deal desk process?

Negotiation 52

Negotiation Stakeholders Profitability Government 52

Planview

OCTOBER 16, 2023

Diversity also shines through in the sectors represented, with voices from industries as varied as finance, non-profit, government, education, healthcare, technology, manufacturing, travel, and professional services. These insights, while valuable on their own, truly shine when viewed through the lens of the pain points they address.

Management 64

Management Stakeholders Healthcare Manufacturing 64

Envisio

MAY 14, 2024

At the core of this dramatic process change being spearheaded by the Government Finance Officers Association (GFOA) , is a call to integrate both community engagement and strategic planning with the budgeting process. As you can imagine, when significant new policy guidance is released by an industry authority like GFOA, many take notice.

Government 52

Government Software Software Finance 52

Clarity Engagement Solutions

NOVEMBER 9, 2020

The old approaches aren’t working and glossy marketing material and iPads are ineffective. Market share and positions are under threat. Access to decision-makers is getting more difficult. More consolidation; more complexity; more competition. New buyers; new buying criteria & processes; new players.

Finance 91

Finance Decision-making Stakeholders Marketing 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

The old approaches aren’t working and glossy marketing material and iPads are ineffective. Market share and positions are under threat. Access to decision-makers is getting more difficult. More consolidation; more complexity; more competition. New buyers; new buying criteria & processes; new players.

Finance 91

Finance Decision-making Stakeholders Marketing 91

SBI Growth

JANUARY 26, 2014

Sales or marketing challenges exist in every organization. Or Marketing isn''t connecting with the market. aren''t the same today (social prospecting, content marketing, buying process maps, etc.). This post discusses which stakeholders to involve. Also, what is expected of those stakeholders.

Stakeholders 117

Stakeholders Sales Finance B2B 117

Hubspot Sales

JUNE 18, 2019

This is no easy task and I’ve experienced these challenges first-hand after developing project management software for the finance industry. However, I still have to defend these facts to numerous stakeholders in order to gain each sale. Make it Easy to Share Information. Verbalize Key Differentiators and Benefits.

Decision-making 123

Decision-making Stakeholders Sales Software 123

Sales Outcomes

MAY 1, 2023

It’s typical for IT, Finance, and Sales Operations to lead CRM initiatives. CRM leadership can sometimes seem like hand-to-hand combat, with multiple stakeholders demanding attention. Have sales and marketing on their resume. CRM adoption challenges often originate from the approach of teams that lead the implementation.

CRM 52

CRM Leadership Prioritization Finance 52

Hubspot Sales

JUNE 8, 2021

Is the sales job market strong enough to support a career? You may also need to collaborate with the marketing team to manage personalized materials or advertising for leads, so a background in cross-functional collaboration is helpful for landing a job. So how do the two connect? What's a typical sales career path? Management.

Finance 109

Finance Sales Account Management Leadership 109

Flevy

FEBRUARY 28, 2023

Collaboration: Design thinking is a collaborative process that involves multiple stakeholders. Banking and Finance: Design thinking can be used to create better banking experiences, develop new financial products and services, and improve the user experience of financial apps and websites.

Innovation 111

Innovation Brainstorming Healthcare Banking 111

Insightly

OCTOBER 5, 2021

Marketing, customer success and support, product development, finance, and a myriad of other stakeholders play important roles in the customer experience. From marketing to selling to supporting customers with great products and services, leaders must consciously seek new ways to improve.”.

Customer Experience 98

Customer Experience Customer Success CRM Innovation 98

AchieveIt

MAY 4, 2023

According to Jonathan Morgan , AchieveIt’s VP of revenue operations and head of marketing, “Over 90% of the companies we see, are relying heavily on manual processes to track and manage their plans.” If you’re relying on manual processes, you’ll need to create separate reports for each stakeholder.

Stakeholders 52

Stakeholders Decision-making Organization Leadership 52

Sales Management Matters

JULY 8, 2019

recession vs. growth markets) and who is holding the reins of the company (e.g. sales vs. finance), the conflict has always been: what is the right financial measure for sales performance – revenue or margin? sales, marketing, finance, operations etc.), Depending upon the economic times (e.g.

Profitability 69

Profitability Supply Chain Finance Sales 69

Louise Collins Associates

APRIL 26, 2018

The focus from life science companies has been on the introduction of exciting new treatments and technologies, understandably so, when we consider what is involved in actually bringing a new product to market. Instead, conversations moved to finance, compliance, safety, regulations, guidelines, protocols etc. Listen and be empathetic.

Stakeholders 52

Stakeholders Finance Meetings Key Account Management 52

Miller Heiman Group

JULY 30, 2019

For instance, some manufacturers have a commercial director, others rely on IT to see if they can leverage technology to offer additional services and, depending on your product, others may integrate marketing into the purchase decision. How to Coach Sellers to Identify Key Buying Influences. Because there is an average of 6.4

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Red Star Kim

SEPTEMBER 26, 2023

I presented a methodology to design marketing and BD team structures in November 2015. Some of the points raised then remain the same, whilst new market conditions bring additional components into the equation. They learn about their markets and clients, help formulate strategy and develop plans.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Hubspot Sales

MARCH 18, 2019

Obviously, you still want to provide excellent customer service and support to promote word-of-mouth marketing and high retention rates.). A key account manager must have an intimate, sophisticated understanding of her account's strategy, market position, finances, products, and organizational structure. Understand the Company.

Key Account Management 125

Key Account Management Account Management Management Account Strategy 125

Red Star Kim

APRIL 11, 2023

Whilst these sessions are typically attended by fee-earners hoping to improve their pitch confidence and success, on this occasion the delegates were mostly from Marketing & Business Development (M&BD) teams. Here are some of the highlights mentioned by the delegates: Pitch points from a pitching and tendering training workshop.

Government 130

Government Innovation Meetings Finance 130

Hubspot Sales

APRIL 4, 2023

In one of my first jobs, I helped to develop a digital marketing campaign for a small business that grew its revenue by 15% within eight months. For instance, a marketing consultant may say, "One of the biggest challenges I see is that consumers want more personalization. Accomplishments like that really motivate me to do my best."

Supply Chain 103

Supply Chain Leadership Construction Artificial Intelligence 103

PandaDoc

MAY 28, 2024

Competitive advantage: A consultative approach better aligns your business with current market trends. Teach prospective buyers about what’s available on the market and (hopefully) how your solution is best. This could be market data and case studies. New insights optimize marketing efforts and even inform product development.

Sales 52

Sales e-Learning Healthcare Software 52

Shapecast

FEBRUARY 17, 2021

Remember that while it can be easy or enticing to focus primarily on go to market and revenue objectives, many of the most effective organisations have a balanced set of objectives covering all aspects of the organisation. Are there wild assumptions being made about the state of the market, customers or the proposition?

Shareholders 52

Shareholders Stakeholders e-Learning Brainstorming 52

ClearPoint Strategy

JULY 28, 2021

The four perspectives for for-profit organizations include: Finance. Most companies are working to improve (if not perfect) internal processes that support these areas of the business: Fostering growth through innovation and new-market expansion. Creating productive relationships with external stakeholders. Kaplan and David P.

Value Proposition 98

Value Proposition Software Software Government 98

Miller Heiman Group

JUNE 4, 2020

Perspective also positions sellers as problem solvers and industry experts who are well-versed in best practices and market trends. With the vast changes afoot during the pandemic, a seller might help a buyer see how they could fulfill a new need in the market, such as providing masks or other personal protective equipment.

Supply Chain 84

Supply Chain Decision-making Digital Transformation Virtual Selling 84

Hubspot Sales

JULY 9, 2018

And, chances are, the administrative coordinator monitoring this inbox or voice mailbox will have no problem connecting you with the appropriate stakeholder. Once you’ve built rapport with the authors, it’s easy to ask for an email introduction to key stakeholder(s). People love to help other people. View the author page.

Manufacturing 107

Manufacturing Stakeholders CRM Decision-making 107

Hubspot Sales

DECEMBER 22, 2017

In days of old, salespeople could call the C-suite, marketing could email them, and it was much easier to gain access to the decision maker. The influencer is usually your main point of contact at the company, and they’ll pull in the appropriate stakeholders (such a finance or IT) throughout the sales process.

Decision-making 144

Decision-making Sales Finance Stakeholders 144