Holden Advisors

SEPTEMBER 21, 2021

This requires a laser focus on addressing objections, knowing the decision-making path and being confident in the value of your solution. They are experts at the persuasive pitch, tuning the value message to each member of the buying center to move the deal forward. This is Prospect Theory at work. Learning, not teaching.

Decision-making 435

Decision-making B2B Profitability Account Management 435

Red Star Kim

MARCH 30, 2023

All learning resources and activities are within an innovative online learning transfer platform – People Alchemy | Automated Learning Workflow Platform This means that the learning in a four-hour workshop is supplemented with up to 12 additional hours of learning. What are the Leadership Development modules?

Leadership 130

Leadership Emotional Intelligence Digital Transformation Management 130

Red Star Kim

SEPTEMBER 6, 2022

I haven’t reviewed a book on the topic of internal communication and yet it’s a vital element of marketing, branding, organisational culture, change management and leadership. This contemporary book (published in 2021) is just 200 pages and is subtitled “Streamline your corporate communication to drive efficiency and engagement”.

Communication 130

Communication Facilitation Leadership Stakeholders 130

Flevy

JULY 6, 2022

ABM systems facilitate the stakeholders in creating the most qualified leads, developing tailored purchasing journeys, enhancing the lifetime value of customers , and maintaining a healthy pipeline of promising accounts. ABM solutions have the 4 core functions: Account Management. Let’s delve deeper into these core functions.

Marketing 109

Marketing Account Management Facilitation CRM 109

Red Star Kim

JUNE 24, 2022

It is based on three core and – on the surface relatively simple and straightforward – principles: Empathy, congruence and universal positive regard. Empathy is one of the core elements of emotional intelligence. Rogers described it as an accurate matching of experiencing and awareness and communication. Let me explain. .

Emotional Intelligence 130

Emotional Intelligence Negotiation Communication Leadership 130

Red Star Kim

FEBRUARY 28, 2023

It is intended to supplement the learning resources for delegates provided on the day – delegate aims, poll results and takeaways are shown below. Recruitment Many delegates reported that a core challenge for their private client team was recruitment. People want to join a winning team and to visualise their progression.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

OnStrategyHQ

DECEMBER 20, 2023

But, move at a pace that works best for you and your team and leverage this as a resource. What are your core competencies? Questions to Answer: Where do you lack resources? Who are we providing value to? Can you reach this segment through clear communication channels? What differentiates you from your competitors?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Upland

APRIL 5, 2023

Sellers must be ready to provide real value. Only through actively delivering value to customers can they hope to stand out from the pack. They must consistently create, measure, and communicate value to the customer. To do this well, it takes more than just merely being “liked” by customers. This is relationship selling.

B2B 195

B2B Advertising Decision-making Stakeholders 195

Red Star Kim

MAY 11, 2023

This post reviews the core material covered in Managing Brands Chartered Institute of Marketing (CIM) professional qualification (Level 6 elective New CIM professional marketing qualifications – 2020 (kimtasso.com) ) and the Cambridge Marketing College’s Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com).

Management 130

Management Co-Creation Publishing Leadership 130

Red Star Kim

DECEMBER 15, 2023

We require communication to survive”. And the value of fasting is mentioned. When a belief is repeatedly validated, it can become what is called a core belief. Once a core belief is formed, you engage in what’s called a confirmation bias (information that doesn’t conform to your beliefs is discarded).

Emotional Intelligence 130

Emotional Intelligence Meetings Communication Leadership 130

Flevy

MARCH 26, 2024

For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies. The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated.

Customer Experience 52

Customer Experience Digitalization Digital Transformation Organization 52

AchieveIt

FEBRUARY 19, 2024

It encapsulates your aspirations, core values, and the impact you aim to make within the B2B ecosystem. What unique value proposition sets you apart from competitors? Strengths : Identify your organization’s unique skills, resources, or competitive advantages that position you for success.

Brainstorming 52

Brainstorming B2B Value Proposition Advertising 52

Arpedio

FEBRUARY 26, 2024

This approach goes beyond traditional lead generation and focuses on personalized, targeted efforts towards high-value accounts. Understanding Account-Based Selling ABS is a strategic framework that aligns sales and marketing efforts to target and engage high-value accounts. Secondly, ABS contributes to improved customer retention.

Advertising 52

Advertising Sales CRM Media 52

OnStrategyHQ

SEPTEMBER 15, 2023

Clarify your team’s communication expectations and mediums. Understand how mission, vision, values, and guiding principles connect to form team working agreements Establish your mission, vision, and values to create a foundation for your organization. Effective communication is a cornerstone in establishing good team norms.

Communication 59

Communication Strategic Thinking Organization Meetings 59

Arpedio

MARCH 6, 2024

At its core, account management involves the strategic oversight and nurturing of client accounts, aiming to maximize their value and satisfaction. Rather than focusing solely on closing deals, account management prioritizes the establishment of robust, enduring relationships built on trust, transparency, and value.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Mike Kunkle

OCTOBER 8, 2023

At the core of this synergy lies a concept that wields immense influence in driving revenue and ensuring organizational performance – cross-functional Commercial Effectiveness. It’s not just about listing features, but about communicating the core of your offerings and the problems they solve.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

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. What is Target Account Selling (TAS)?

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Arpedio

JANUARY 4, 2024

At its core, account mapping is about laying the groundwork for a personalized and strategic approach to sales. One of the primary steps is dividing accounts into tiers based on their potential revenue, strategic value, or relationship complexity. Why does account mapping matter so much for sales teams?

B2B 52

B2B Sales Decision-making CRM 52

Planview

NOVEMBER 1, 2023

That’s where value stream integration solutions play a pivotal role, promising immediate end-to-end visibility, highly efficient operations, and the power to make data-driven decisions. Value stream integration involves the seamless flow of information and work across the entire software development lifecycle.

Software 64

Software Software Decision-making Organization 64

Flevy

MARCH 21, 2024

For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies. The redesign is grounded in a deep understanding of what clients value, ensuring that changes across all functions are aligned with customer needs.

Energy and Utilities 52

Energy and Utilities Innovation Stakeholders Decision-making 52

Arpedio

MARCH 8, 2024

Understanding the Foundation of Business Relationship Management At the core of every flourishing business is the fundamental principle of effective relationship management. Trust is nurtured over time, through consistency in actions, transparency in communication, and the adherence to ethical standards.

Management 52

Management Stakeholders Facilitation Innovation 52

Arpedio

DECEMBER 19, 2023

From small startups to large enterprises, ABS has shown its potential to foster deeper client relationships, optimize resource allocation, and dramatically increase sales efficiency. In the following, we’ll explore the core concepts of ABS , unraveling its principles and methodologies.

Decision-making 52

Decision-making Account Planning CRM Marketing 52

Arpedio

JANUARY 9, 2024

Client-Centric Approach: Customer satisfaction is at the core of Account Management. Whether it’s refining communication methods, optimizing service delivery, or enhancing product features, a commitment to improvement is facilitated by a keen understanding of key metrics. Let's talk!

Account Management 52

Account Management Management Client Relationships Account Planning 52

OnStrategyHQ

SEPTEMBER 8, 2023

A: CEO buy-in comes down to communication and collaboration. If you’re leading a process in collaboration with a CEO, ensure you provide the CEO with plenty of opportunities to communicate and provide one-on-one feedback throughout the process. As such, their perspective is critical. Why are we here?

Brainstorming 59

Brainstorming Stakeholders Decision-making Communication 59

Arpedio

JANUARY 5, 2024

The Importance of a Strategic Account Plan in Sales A strategic account plan stands at the core of achieving exceptional sales performance and establishing continued customer retention. This aspect of the growth strategy revolves around pinpointing areas where additional value can be provided to the client—thus fortifying trust and reliance.

Account Planning 52

Account Planning Value Proposition Account Management Sales 52

Upland

SEPTEMBER 1, 2023

It goes beyond profiling customers and is supported by tools such as interactive product recommendations, sales enablement resources, and data-driven insights. Regular team meetings, knowledge-sharing sessions, and open communication channels help distribute valuable insights across the sales team.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Planview

SEPTEMBER 26, 2023

They always valued education: to them, that was a ticket out of hard circumstances. That taught me to value hard work and place the needs of others before my own. I establish good communication and trust with my teams and the teams I collaborate with. Planview has a set of five core values.

Management 105

Management Meetings Innovation Communication 105

Arpedio

DECEMBER 15, 2023

This involves identifying their needs, communicating effectively, and providing value through customized solutions. At its core, account management is all about ensuring customer satisfaction and driving business growth through effective client management.

Account Management 52

Account Management Management Client Relationships Negotiation 52

CMOE

JUNE 14, 2023

Performance management aligns team members and resources while flagging potential issues. Coaching, feedback, and training resources in the Bambee software help fulfill that goal. The software offers feedback and sentiment tools where team members can develop an honest, two-way communication loop.

Management 52

Management Performance Review Software Software 52

Red Star Kim

SEPTEMBER 26, 2023

M&BD team structures are not created in isolation – they support the firm’s business strategy which is designed with the external environment and firm’s resources in mind. Process integration – Some firms separate out marketing, communications and sales functions – usually the larger firms where more specialisation is required.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Red Star Kim

JANUARY 22, 2024

Whilst not specific to the professions, I like the book and really value some of the practical ideas and exercises it includes. What are their finite resources? It helps with developing the value proposition by considering three buckets: How your service is the same as competitors? It’s beautifully illustrated.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Arpedio

MARCH 5, 2024

It involves a strategic blend of communication, problem-solving, and customization to ensure both client satisfaction and organizational prosperity. Understanding Account Management At its core, account management encompasses the art of fostering fruitful relationships with clients.

Account Management 52

Account Management Management Client Relationships Prioritization 52

OnStrategyHQ

MAY 17, 2023

Core Purpose & Values Overview Welcome! This course’s first section will help define your core purpose and values. We’ll cover: Mission: Creating a mission that succinctly explains your core purpose. Core Values: Outlining the behaviors and values you expect from your team and organization.

Organization 40

Organization Brainstorming Leadership Innovation 40

OnStrategyHQ

AUGUST 25, 2023

Play Watch the video Q: How can we facilitate values creation? A: Values are so important as they’re the organizational expression of behavior that you expect to see in practice. There are a few ways to identify and facilitate the creation of your values, so check out the video for a helpful values exercise!

Facilitation 40

Facilitation Brainstorming Prioritization Organization 40

ACT

SEPTEMBER 19, 2023

However, growing a business with limited resources comes with several challenges. Once valued at $47 billion, the company had to lay off more than 3,000 employees because it hired too aggressively and faced severe cash flow challenges. WeWork’s dramatic fall in 2019 exemplifies just how badly aggressive growth can backfire.

Business Growth 52

Business Growth Management Small Business CRM 52

Arpedio

MARCH 13, 2024

Definition of Go-to-Market Strategy At its core, a Go-to-Market strategy is a comprehensive plan that outlines how a company will bring its products or services to market and reach its target audience effectively. Let’s explore the key components of crafting a compelling value proposition.

Value Proposition 52

Value Proposition Marketing Media Retail 52

Arpedio

FEBRUARY 14, 2024

This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth. We will also share strategies for effective communication , relationship building , and overcoming challenges that may arise in the process.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52