Red Star Kim

JANUARY 16, 2023

The benchmark provided a snapshot of the views of 112 marketing and business development (M&BD) leaders at professional service firms (PSF). The benchmark provided a snapshot of the views of 112 marketing and business development (M&BD) leaders at professional service firms (PSF). I’ve added my reflections. Survey respondents.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

CMOE

NOVEMBER 2, 2023

As the modern workplace continues to evolve with a rich diversity of generations, embracing flexible leadership across these age groups is crucial for fostering collaboration, driving innovation, and achieving sustainable success in today’s dynamic business landscape.

Leadership 59

Leadership Communication Innovation Media 59

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. Solution: To overcome this barrier, sales leaders must champion a culture of cross-functional collaboration. This is a definite growth killer. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

PartnerTap

FEBRUARY 12, 2024

Selling to the modern buyer in this more complex environment requires a seismic shift in how companies sell and empower their sellers. Selling to the modern buyer in this more complex environment requires a seismic shift in how companies sell and empower their sellers. Companies that don’t modernize their sales playbooks won’t survive.

Sales 52

Sales Decision-making B2B Suppliers 52

Red Star Kim

DECEMBER 14, 2022

Early in December we enjoyed an interactive and productive day at Taylor Wessing (Thank you for hosting!) for a day workshop on “Future Marketing/BD Manager” with PM Forum. This post was prepared for the delegates as a reminder of the key themes and an additional learning resource. Build your personal brand – Perception and Visibility.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Envisio

JULY 21, 2023

The overall focus at this year’s GFOA Annual Conference in Portland was on adopting innovation and growth mindsets. It combines the best practices from traditionally siloed but overlapping disciplines: public engagement, budgeting, strategic planning, and performance management.

Government 52

Government Finance Co-Creation Innovation 52

Mike Kunkle

OCTOBER 24, 2021

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. And for sales enablement leaders who are integrated into the sales force they serve, it’s no different.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Planview

MAY 9, 2023

A PMO can support cost reduction by promoting efficient and effective project management practices, ensuring project investments align with business priorities, and continuously improving processes to optimize resource utilization and minimize costs. And for good reason. But PMOs must be agile and adaptable to be valued business partners.

Supply Chain 52

Supply Chain Government Transportation Insurance 52

Zendesk

MAY 9, 2023

According to our latest CX Trends Report , around two-thirds of CX leaders believe that artificial intelligence (AI) will drive large cost savings over the next few years and that it has the potential to transform how they engage with their customers. Our research found 79 percent of consumers see AI as part of modern customer service.

Artificial Intelligence 52

Artificial Intelligence Retail Supply Chain Digital Transformation 52

Planview

MAY 25, 2023

We are excited to announce that Planview has been recognized as a Leader in the April 2023 Gartner® Magic Quadrant for Strategic Portfolio Management for the second consecutive year. Planview was named a leader based on its Completeness of Vision and Ability to Execute.

Supply Chain 52

Supply Chain Management Decision-making Digitalization 52

Sales Outcomes

MARCH 6, 2023

Peter Drucker, the father of modern management theory, sums it up nicely: “Efficiency is doing things right; effectiveness is doing the right things.” Unfortunately, many sales leaders over-index on making their reps more efficient so they can make more calls, have more meetings, and send more emails faster and with less effort.

Prioritization 52

Prioritization Sales Negotiation Meetings 52

Arpedio

FEBRUARY 15, 2024

One key aspect of this pursuit is understanding and effectively implementing sales methodologies that align with modern buyer behavior and preferences. Moreover, Mobilizers exhibit a keen understanding of their organization’s goals, priorities, and challenges.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Envisio

MAY 2, 2023

Crafting a budget in today’s fast-changing landscape of governance is an exercise fraught with tension and competing priorities, sensibilities, and systems. This white paper introduces a roadmap that articulates and expands on the core functions of a modern government budget process. You can download the white paper here.

Government 52

Government Finance Stakeholders Innovation 52

Insightly

MARCH 11, 2024

Second, it can give you an idea of what their priorities are. Every day, the sales team leaders rely heavily on the CRM system to streamline their processes, organize their workflow , and ultimately drive sales success. One of the most enlightening questions you can ask a person in business is ‘what’s in your tech stack?’

CRM 52

CRM Organization Decision-making Facilitation 52

Hubspot Sales

NOVEMBER 17, 2020

Sales leaders in charge of new revenue growth have felt this change in their core. And in addition to trying to hit revenue numbers, sales leaders needed to take care of their employees, and make sure they felt comfortable in this new selling environment. Sales leaders, let’s dive in. But what does "growth" mean in 2020?

Virtual Selling 125

Virtual Selling Shareholders Decision-making Communication 125

Mike Kunkle

OCTOBER 8, 2023

Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. Nowhere is this truer than with the commercial organization. This unified effort propels businesses to new heights of success. So, why care, or why read it?

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

MDI Training

APRIL 13, 2021

Impuls Series - The Future of Workplace Learning Part 1 with Marina Begic: Digital Business Development Expert and Senior L&D Consultant. Therefore, Marina shares her personal learnings with us. LMS)” We’re looking forward to it already! We are looking forward to you and your valuable impulses! Join us now!

Digitalization 98

Digitalization e-Learning Digital Transformation Leadership 98

Mercuri International

NOVEMBER 24, 2022

While integrity was always an important factor in how a company or brand is perceived, the social media revolution of the last few years has elevated it to a new priority. “In a transparent society, integrity becomes the new currency – and it applies both to salespeople and their organizations”. And as always, there was one big theme.

Client Relationships 52

Client Relationships Communication Media Organization 52

Insightly

OCTOBER 5, 2021

Modern buying cycles are complex. From marketing to selling to supporting customers with great products and services, leaders must consciously seek new ways to improve.”. Open and honest communication is the best way to cultivate alignment among leaders. Many companies talk about being “customer-centric.”

Customer Experience 98

Customer Experience Customer Success CRM Innovation 98

Hubspot Sales

JANUARY 10, 2018

While sales is undoubtedly the lifeblood of any organization, the thought of implementing a successful sales training program is enough to give even the strongest business leader pause. Which modern training strategies are reps and their managers looking using to improve sales training?

Sales Training 95

Sales Training Value Proposition Sales Onboarding 95

PartnerTap

FEBRUARY 20, 2024

We know that the old sales playbook no longer works and sales transformation is a top priority in 2024. The modern sales playbook must include all the other vendors, suppliers, and partners influencing your sales deals and make it easy for your sales reps to engage those individuals across companies that already have the trust of your buyers.

Leadership 52

Leadership Suppliers Sales CRM 52

Zendesk

DECEMBER 18, 2020

While a rich, modern messaging experience is a technical reality, it may feel out of reach for startups who are, say, establishing a customer support team for the first time. Understand your customers’ priorities. Let’s get started. The importance of messaging. Given the benefits of messaging , it’s easy to see why. Learn more.

Retail 98

Retail Media Software Software 98

Upland

APRIL 20, 2023

As you’ll see, lone wolf selling is quickly losing efficacy in a B2B business world that puts a premium on relationships. But that doesn’t mean the wolves aren’t still at your door. There are plenty of sellers out there waiting for the slightest chance to jump in and take your hard-earned relationships away from you.

Account Management 195

Account Management Management Account Planning Decision-making 195

CMOE

AUGUST 27, 2019

With the technological advances of this modern world, businesses are more fully equipped to offer customized and flexible remote positions. Effective leaders need to quickly, confidently, and competently diagnose issues and take deliberate action to keep project-team relationships, productivity, and outcomes on track.

Leadership 90

Leadership Remote Working Communication Organization 90

Showpad

APRIL 1, 2021

Sales enablement – the act of providing salespeople with the content, tools, knowledge, skills and coaching required to optimize buyer interactions – presents an ideal way for marketing leaders to meet the demands of their jobs. It’s time for CMOs to tap into the power of sales enablement strategies and technologies.

Remote Working 52

Remote Working Sales B2B Decision-making 52

Planview

JUNE 23, 2022

As technology solution providers emerge from the unprecedented volatility of the last couple of years, services leaders are asking what are the most important capabilities that they need to master? Disconnected services, systems, data, and people make it harder for services organizations and leaders to meet their goals.

Digital Transformation 52

Digital Transformation Digitalization Decision-making Leadership 52

Showpad

JUNE 1, 2020

Sales enablement – the act of providing salespeople with the content, tools, knowledge, skills and coaching required to optimize buyer interactions – presents an ideal way for marketing leaders to meet the demands of their jobs. It’s time for CMOs to tap into the power of sales enablement strategies and technologies.

Remote Working 59

Remote Working Sales B2B Decision-making 59

Sales Outcomes

JANUARY 17, 2022

We work with sales leaders across a range of industries – logistics, software, technology hardware, telecommunications, healthcare, financial services, automotive, and education, to name some – yet one of the top challenges we heard in 2021 with their sales teams was consistent. Conduct a Prospecting Workshop.

Telecommunications 52

Telecommunications Logistics Facilitation Sales 52

MDI Training

SEPTEMBER 29, 2023

He tells us about the skills needed in the age of artificial intelligence, recommends active action steps for leaders, and explains why, in his opinion, a pure leadership culture through robots is unrealistic. Especially, what then becomes the role of a leader when using AI? How do you see this concern?

Leadership 52

Leadership Artificial Intelligence Digital Transformation Emotional Intelligence 52

Openview

MAY 25, 2018

CEO exits often spark other executive moves within your customer organizations, as well as changes in strategy and priorities. You can learn all about your account’s new leader and create a strategy to engage and impress them. For healthcare executives, you’ll find notices in Modern Healthcare and Becker’s Hospital Review.

Healthcare 67

Healthcare Leadership Media Organization 67

PandaDoc

JULY 1, 2020

Prospecting should be your top priority. And it must be your top priority all the time. Referrals can be neglected by a modern salesperson. Creating new sales opportunities and achieving stable growth is the goal of every company. Precision prospecting is the first step towards reaching new revenue heights. Be relentless.

Media 98

Media B2B Decision-making Software 98

SBI Growth

JANUARY 22, 2013

Few marketing teams of $100M+ companies are built for modern demand generation. Modernization has been performed by adding ‘vertical’ skills onto existing structure. Marketing leaders attempting to address short-comings by adding ‘vertical’ experts are coming up short. Few organizations have retooled.

Acquisition 129

Acquisition Marketing B2B Leadership 129

KAM With Passion

FEBRUARY 22, 2021

True Key Account Management (KAM) or Strategic Account Management (SAM) remains a topic that polarizes the thinking and behaviours of business leaders. At the opposite end of the spectrum, many business leaders remain cautious, if not suspicious, about KAM/SAM. Key Account Management, what is it really?

Key Account Management 130

Key Account Management Account Management Management Co-Creation 130

CMOE

FEBRUARY 11, 2022

No one is born a great leader. The skills you need will depend on your role and industry, but for this article, CMOE is taking a holistic approach and highlighting the top seven qualities of a good team leader. A Harvard Business Review study reveals that motivation is a top priority for leaders. Motivation.

Emotional Intelligence 94

Emotional Intelligence Leadership Decision-making Construction 94

Flevy

MARCH 21, 2024

Intellectual Property (IP) Strategy is a critical aspect of modern business management, pivotal for protecting and monetizing innovations. As companies increasingly rely on their intellectual assets to gain competitive advantage, develop new products, and enter new markets, establishing a robust IP strategy becomes essential.

Management 52

Management Digital Transformation Innovation Negotiation 52

Xant

JUNE 16, 2021

Buyers are in control of the modern sales industry—they are increasingly gaining power and they care about consistent, value-adding experiences. Buyers are in control of the modern sales industry—they are increasingly gaining power and they care about consistent, value-adding experiences. What is Rev Ops? The Value of Rev Ops.

CRM 105

CRM Sales Prioritization Decision-making 105

Arpedio

FEBRUARY 19, 2024

This blog post explores the role of AI in sales and its significance in modern business practices. In today’s fast-paced and competitive business environment, staying ahead of the curve requires embracing innovative technologies that enhance efficiency, productivity, and customer engagement.

Artificial Intelligence 52

Artificial Intelligence Sales Government Decision-making 52