Red Star Kim

JULY 11, 2022

This is a summary (and an additional learning resource for delegates) of last week’s M&BD planning workshop through the PM Forum. Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure. Engage fee-earners in the M&BD planning process. Everyone is so busy.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Red Star Kim

JUNE 15, 2023

We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation). 200 countries, 45 years of news archives, 45,000 resources. How should firms identify their strategic accounts? Helpful for competitor analysis.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

DECEMBER 14, 2022

This post was prepared for the delegates as a reminder of the key themes and an additional learning resource. Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution. Be more strategic. Increase your strategic contribution. Increase my strategic contribution. kimtasso.com).

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

OnStrategyHQ

DECEMBER 20, 2023

The Strategic Planning Process in 4 Steps To help you throughout our strategic planning framework, we have created a how-to guide on the basics of a strategic plan, which we will take you through step-by-step. Free Strategic Planning Guide What is Strategic Planning?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Upland

JULY 12, 2023

And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc. Your sellers’ time and resources are finite.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Red Star Kim

FEBRUARY 8, 2024

I’ve summarised the key points here as a supplementary learning resource for the delegates. In the highly regarded business strategy book “Playing to Win: How Strategy Really Works” (by former leaders of Procter & Gamble Lafley and Roger) the strategy cascade process is broken down into five key questions.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

MARCH 6, 2023

At the start of March, there was an online PM Forum workshop on “Being more strategic ”. Below is a summary of the key themes discussed and the poll results as a further learning resource. It could act as a metaphor so we could summarise the strategy process as follows: Analyse the dots – Where are we now?

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Arpedio

JANUARY 4, 2024

This introductory section sheds light on the transformative potential that strategic account mapping holds in refining the sales approach and ultimately bolstering a company’s bottom line. At its core, account mapping is about laying the groundwork for a personalized and strategic approach to sales.

B2B 52

B2B Sales Decision-making CRM 52

OnStrategyHQ

DECEMBER 21, 2023

A gap analysis is a tool that allows organizations to assess their current state versus their desired future state and create an action plan that allows them to bridge the gap between the two. Strategy or action plan to bridge the gap. We will go over a basic gap analysis template and guiding questions to ask when conducting it.

Stakeholders 52

Stakeholders Organization Logistics Brainstorming 52

Planview

JANUARY 11, 2024

Elevate your Project Management Office (PMO) to become one of the most effective strategic partners in your organization. You have big plans for the new year. But how do you turn those plans into business outcomes while navigating the unexpected? But a strategic PMO thinks in business terms. Outcome does.

Government 72

Government Prioritization Management Organization 72

AchieveIt

MARCH 22, 2023

Corporate strategic planning is essential to businesses and one of the basics of a business plan. However, setting strategic goals is more complex than writing them down during a board meeting. The process requires careful evaluation and analysis to garner the best business results.

Software 52

Software Software Communication Organization 52

Upland

MARCH 13, 2023

In fact, having the right methodologies and best practices in place throughout the entire sales process, married with the right technology, can make sales forecasting look a lot more like an exact science. In this guide, we’re going to cover everything there is to know about sales forecasting, starting with the basics.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

Red Star Kim

DECEMBER 2, 2022

This article summarises the main themes that arose from the discussions and exercises and forms part of the day’s learning resources. We can see how more senior members of the M&BD team allocate more time for being proactive – often by focusing on future goals and projects and investing time in analysis, research and planning.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

FEBRUARY 14, 2023

build the relationship and trust) before embarking on a coaching or consulting process. Are you open to a strategic brand audit/assessment? Whereas in consulting the helper initially asks questions but is more likely to contribute content and their own ideas. What is the marketing consultant’s approach from the first meeting?

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

AchieveIt

JULY 10, 2023

Strategic planning is an essential part of any organization’s ability to grow and fulfill its mission successfully. But we see many organizations make a critical error in their strategic planning process: They don’t build both accountability and visibility into their planning and execution.

Decision-making 52

Decision-making Stakeholders Leadership Organization 52

Flevy

MARCH 25, 2024

Frameworks are helpful for several reasons: They provide structured and detailed process for addressing the business challenge at hand. They accelerate the problem-solving process, as they allow consultants to apply proven methods and best practices, rather than reinventing the wheel each time or wasting time and effort pursuing dead ends.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52

OnStrategyHQ

JULY 21, 2023

Play Watch the video Q: How can you use ChatGPT in strategic planning? You can use ChatGPT to easily streamline some of your basic-level tasks, like synthesizing data, creating tables or outlines, and even asking it for simple market data or competitive analysis. A: Think of ChatGPT as your assistant!

Facilitation 52

Facilitation Internet Strategic Thinking Organization 52

Red Star Kim

SEPTEMBER 29, 2023

Organising events and prompting conversations Different ways to plan and implement events were shared. One delegate question was “ What tips to engage fee earners with investing time and data into the CRM systems?”. There were also insights into the power of split A/B testing and some surprising results for content shared at weekends.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

KAM With Passion

JUNE 20, 2021

For Key Account Managers, although this representation is somewhat oversimplified, it is essentially about mastering the design and implementation of a relevant and impactful Key Account Plan and overcoming the challenges of implementation. The training module also covers how to build an Account Strategy and the associated Action Plan.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Upland

AUGUST 29, 2023

It encompasses the emotional and rational factors that influence their decision-making, culminating in either a purchase or an abandonment of the buying process. At this stage, they’ll primarily look at the features and other basic elements each solution offers. It doesn’t have to be promotional content, though.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Mike Kunkle

AUGUST 8, 2023

This short-sightedness can lead to a rollercoaster ride of revenue fluctuations and missed opportunities for strategic expansion. And use what you learn to develop and implement strategies and tactical plans to foster replicable, repeatable, scalable, and predictable results. Solution: Sales leaders must cultivate a balanced approach.

Sales 188

Sales Prioritization Innovation Leadership 188

ClearPoint Strategy

SEPTEMBER 6, 2021

Technically, a budget is simply a spending plan, forecasting the estimated revenue and expenses for a local government over a specified future period. Not only does it help maintain financial accountability for local leaders, but it also represents plans for the future of the community at large.

Government 95

Government Negotiation Decision-making Finance 95

Upland

MARCH 29, 2023

Relationship management refers to the processes and strategies businesses, sellers and other customer-facing roles use to build effective relationships with customers. As buyers become more discerning, and buying groups grow in complexity , sellers are becoming more instilled in the buying process when complex purchases are required.

CRM 195

CRM Management Stakeholders Decision-making 195

Account Manager Tips

AUGUST 14, 2022

Because the job is so varied and involves many different tasks, you need a lot of skills to do it well: Strategic thinking Influencing Business management Leadership Teamwork Change management Innovation and creativity Solution design and positioning Relationship building Sales Project management Phew! Learn the basics of strategic analysis.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Red Star Kim

SEPTEMBER 26, 2022

It was also interesting to note that some had fairly strategic roles – and were interested in a wide variety of topics (including cross-selling). Some introductory books on selling processes and skills: Book Review: Smarter selling – Next generation sales strategies (kimtasso.com). A feature of the newest generations.

Digitalization 147

Digitalization Media Marketing Communication 147

Flevy

MARCH 20, 2024

Frameworks are helpful for several reasons: They provide structured and detailed process for addressing the business challenge at hand. They accelerate the problem-solving process, as they allow consultants to apply proven methods and best practices, rather than reinventing the wheel each time or wasting time and effort pursuing dead ends.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Arpedio

JANUARY 5, 2024

At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—Account Management and Customer Success. While both functions are instrumental in driving organizational growth, distinguishing their unique contributions is fundamental.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

Hubspot Sales

SEPTEMBER 6, 2023

But being busy doesn’t leave time for thinking strategically, nurturing customer relationships, or making sure your team has everything they need — especially if your company is growing at lightning speed. How did you move out of the firefighting stage and into a more strategic phase? It was unscalable.

Sales 109

Sales Onboarding Prioritization Profitability 109

Red Star Kim

SEPTEMBER 8, 2023

This summary forms part of the learning resources for this session: Context and curiosity drive commerciality and pricing. And the strategic need to align marketing objectives to a firm’s strategic intent. Thanks to Simmons & Simmons for hosting the event at Citypoint. Why commerciality for M&BD?

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Strategic Communications

MAY 23, 2023

This refers to how much time, money, and resources you can realistically devote to each platform,” he states. With limited resources, it’s best “to excel on one or two platforms rather than spread yourself thinly over several.” We examined up-to-date web resources to gain a sense of the user demographics on each platform,” he says.

Media 52

Media Co-Creation Communication e-Learning 52

Mike Kunkle

JUNE 12, 2022

Even under financial and emotional duress, strive to make calm, thoughtful, strategic decisions. But at a time like this, you can’t afford not to be strategic and logical. Here are some suggestions to consider and resources that may help: Conduct a SWOT analysis to assess the situation logically.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

OnStrategyHQ

MAY 16, 2021

Download the Complete Guide to Strategic Planning today. It is an essential part to building your strategic foundation and developing a strategy. With your planning team established and your schedule set, you’re ready to move into establishing, or reviewing (if you already have these statements), your mission, vision and values.

Innovation 98

Innovation Value Proposition Decision-making Leadership 98

Hubspot Sales

MARCH 18, 2019

How to write a key account management plan. Key account management is the process of building long-term relationships with your company's most valuable accounts. To turn buyers into business partners, a key account manager (KAM) typically provides dedicated resources, unique offers, and periodic meetings. Let's dig in.

Key Account Management 125

Key Account Management Account Management Management Account Strategy 125

Red Star Kim

APRIL 11, 2023

Efficiency vs effectiveness of pitches Whilst much of the emphasis for pitch professionals and teams is to improve the efficiency of the pitching and tendering process, there needs to be equal attention on the effectiveness. There was also value in ChatGPT for helping to provide basic training in how to conduct pitches and proposals.

Government 130

Government Innovation Meetings Finance 130

Brooks Group

FEBRUARY 8, 2023

Help Prospects Plan for Their Purchase If your reps are available when budgets are being created, they may be able to help prospects allocate enough money to pay for your solutions. There are answers to some basic questions your reps should work to uncover before visiting a prospect. Who controls which parts of the budgeting process?

Sales Training 72

Sales Training Decision-making Meetings Sales 72

ClearPoint Strategy

JUNE 22, 2021

Earlier this month, we had the pleasure of sitting down with two of our ClearPoint Community members during a virtual event as they shared their organization’s path to achieving buy-in for their strategic vision. Within the City, organizational buy-in for the City’s strategic direction is an important topic. Communication tool.

Government 52

Government Communication Software Software 52

Envisio

SEPTEMBER 15, 2023

In March 2021, the American Rescue Plan Act (ARPA) was signed into law, representing a historic effort by the U.S. Since May 2021, The El Paso County Commissioners Court has strategically allocated these Recovery Funds to address several critical areas, from public safety to promoting clean, accessible drinking water to communities.

Government 52

Government Internet Small Business Decision-making 52