Flevy

MAY 24, 2021

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. Thinking First.

Decision-making 111

Decision-making Banking Management Organization 111

Corporate Visions

JANUARY 15, 2020

The Science of Memorable Content. The latest scientific research places memory at the heart of decision-making. Studies show that in the process of making a decision, your brain predicts the rewards of a choice based on past memories, and then uses that information to make the most favorable decision.

Decision-making 113

Decision-making e-Learning Communication Marketing 113

Flevy

JANUARY 7, 2024

These visual tools not only simplify the interpretation of complex data, but also amplify the decision-making process, enabling leaders to navigate through the noise with clarity and precision. For dashboards to have a tangible impact, they must be embedded into the decision-making rhythms of the organization.

Decision-making 52

Decision-making Artificial Intelligence Healthcare Retail 52

QYMATIX

AUGUST 8, 2023

Transfer learning This approach uses pre-trained models to help get around the need for gigantic datasets. As science has evolved, there are now so many big datasets out there that it’s possible to use information from one problem to help solve another. This takes all the unorganised data points and sorts them based on similarities.

Artificial Intelligence 40

Artificial Intelligence Transportation Software Software 40

QYMATIX

JULY 10, 2023

Customer-directed journeys are replacing the traditional sales funnel or one-dimensional pipeline approach. How to select the best KPIs and metrics is still more a craft than a science. These days business-to-business purchasing decisions increasingly dash difficult journeys. In this new B2B world, sales data is gold.

Sales Analytics 75

Sales Analytics Internet B2B Digitalization 75

Peter Simoons

APRIL 11, 2021

Brian Tjemkes, Associate Professor Strategy & Organisation at the Vrije Universiteit Amsterdam, and I have captured our thoughts in an article that has been published in the Annals of Social Sciences & Management Studies. Successful alliances are grounded through a structured approach.

Publishing 97

Publishing Management 97

Upland

NOVEMBER 27, 2023

What’s putting the squeeze on your customer’s key decision-makers? Identifying pressures is often a process of narrowing broad, industry-based assumptions down to the particular challenges facing your customer. “For my team, the pressures facing companies in the life sciences are fairly similar for everybody.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Red Star Kim

JUNE 7, 2023

Funnels for target client segments Another approach considered was to focus on the customer journey (marketing) and buyer funnels (sales) for a few selected segments (or personas). A&O had been trialling Harvey (based on GPT-4) since November 2022 with a team of lawyers in its Markets Innovation Group (MIG).

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Red Star Kim

OCTOBER 13, 2023

A New Approach to Writing Job Descriptions (hbr.org)) Then it was over to the delegates – split into two teams to consider what current and future competencies they felt were important.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Corporate Visions

JANUARY 9, 2020

Yet, year after year, most sales kickoffs get dragged down by too many informational, product-based breakouts. Your kickoff should start by helping sellers understand what excites buyers (based on research, not so-called “best practices”). What’s with all the science? Check out these science-backed sales kickoff themes.

Sales 64

Sales Decision-making e-Learning Acquisition 64

Hubspot Sales

OCTOBER 23, 2017

The Science of Selling. Influence: Science and Practice. It) provided me with additional insight on how to approach selling to a group of stakeholders. 5) "The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal" by David Hoffeld. The Challenger Sale. Simplified.

e-Learning 112

e-Learning Sales Decision-making Stakeholders 112

Planview

DECEMBER 12, 2023

Historically, companies had two approaches to deriving value from data. Some companies used a grassroots approach, where individual people and teams mined their own data stores for insights as needed. The problems with those approaches? Neither is sustainable. And neither allows customers to benefit from their own data.

Banking 72

Banking Government Decision-making Stakeholders 72

Red Star Kim

FEBRUARY 15, 2024

Persuasion is presenting a case in such a way as to sway the opinion of others, make people believe certain information, or motivate a decision. Persuasion can be used to spur someone to action or to make a decision without actually earning their sincere buy-in.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Flevy

FEBRUARY 25, 2024

The role of Strategic Planning is pivotal across industries, serving as a guiding beacon for decision-making and resource allocation. Strategic Planning KPIs address these challenges by offering a structured approach to goal setting and performance measurement.

Supply Chain 52

Supply Chain Management Digital Transformation Decision-making 52

Revenue Storm

JANUARY 19, 2021

Investment decisions are being made at higher levels. Now is the time to implement a science-based approach to planning and achieving your organization’s 2021 sales plan. Establishing a science-based approach to planning and driving activity will help ensure your team’s sales success this year!

Account Management 78

Account Management Decision-making Global Accounts Sales 78

Miller Heiman Group

MAY 12, 2020

Realize also that cutting base pay is usually not the answer for salespeople, as they may be the front lines of defense when your organization starts to recover. Our second suggestion is to collect data, so you can be scientific in your approach to compensation decisions. Sales compensation is part art and part science.

Sales 75

Sales Decision-making Finance Organization 75

Miller Heiman Group

OCTOBER 2, 2019

The Art and Science of Sales. He makes predictions for how AI can aid the sales process in five and even twenty years, based on research from his team in Sheffield, England. Rackham emphasizes that sales has grown more sophisticated and expresses his enthusiasm for the rise in consumer-centric approaches in sales and marketing.

Artificial Intelligence 67

Artificial Intelligence Publishing Decision-making Sales 67

Nutshell

AUGUST 22, 2023

More than ever, the capabilities of artificial intelligence (AI) are a reality instead of the stuff of science fiction novels. Because AI imitates the way humans learn from our knowledge and experiences, it can produce insights and make decisions based on what it learns.

Artificial Intelligence 114

Artificial Intelligence CRM Management Decision-making 114

Corporate Visions

FEBRUARY 14, 2020

These studies reinforce what decision scientists call The Picture Superiority Effect —a research-backed concept affirming that pictures are far better than words at getting people to remember what you communicate. And making your message more memorable is critical, especially considering that memory is the catalyst for decision-making.

Sales 85

Sales Decision-making Acquisition Facilitation 85

Flevy

FEBRUARY 17, 2024

In today’s digital world, understanding your customer base is more crucial than ever. By segmenting customers into distinct groups based on various criteria such as demographics, behavior, and purchase history, organizations can deploy more targeted and effective strategies.

Management 52

Management Digital Transformation e-Learning Acquisition 52

Flevy

FEBRUARY 20, 2024

This article will delve into the vital role of Competitive Benchmarking KPIs in empowering organizations to make data-driven decisions. It is a strategic tool that highlights gaps, uncovers opportunities, and drives an organization’s approach to market leadership.

Management 52

Management Digital Transformation Profitability Decision-making 52

Apptivo

OCTOBER 3, 2022

Lifecycle marketing is the holistic approach of getting new buyers and converting them to be customers. Marketing is as much an art as it is a science! A master marketer builds and drives a strategy to attract and retain customers in the long run, therefore it is a science. What is Lifecycle marketing?

Marketing 98

Marketing Value Proposition CRM Publishing 98

Flevy

FEBRUARY 23, 2024

Revenue Diversification is a strategic approach that mitigates risks associated with overreliance on a single source of income by spreading revenue sources across different products, services, or markets. Subscription models, in particular, can provide a steady and predictable revenue stream, appealing to a broader customer base.

Digital Transformation 52

Digital Transformation Management Digitalization Publishing 52

Arpedio

MARCH 18, 2024

By meticulously outlining key stakeholders and decision-makers within prospective client organizations, account mapping gifts sales teams with a blueprint for personalized engagement and efficient closing of deals. Account mapping emerges as a cornerstone strategy to navigate the intricate decision-making structures within these businesses.

B2B 52

B2B Stakeholders Sales Decision-making 52

QYMATIX

SEPTEMBER 28, 2021

MuZero sets up its model itself and refines its decision-making processes. Menten AI is a San Francisco-based startup founded in August 2018. In conventional drug discovery approaches, hundreds of thousands – sometimes millions – of molecules are synthesized or expressed before being tested on a target.

Artificial Intelligence 52

Artificial Intelligence Software Software B2B 52

Hubspot Sales

NOVEMBER 3, 2023

Getting your estimates right is vital to your future business decisions. Machine learning (ML) is a subset of data science and artificial intelligence (AI). Machine learning generates accurate sales predictions based on time-series analysis, regression analysis, and decision trees.

Artificial Intelligence 77

Artificial Intelligence Supply Chain Sales Decision-making 77

Planview

AUGUST 7, 2023

This is part two in a series of blogs on decision making in the era of financial constraints. A pressing topic facing all executives right now is how to approach decision making in this era of growing financial constraints. Executives express to us that their organizations are exercising long-unused decision-making muscles.

Decision-making 52

Decision-making Supply Chain Manufacturing Insurance 52

Arpedio

JULY 9, 2023

How to Achieve Sales Success with Accurate Sales Forecasting ← Back to blog Is it possible to achieve unprecedented growth by making data-driven decisions through sales forecasting? We’re about to embark on a journey that will turbocharge your sales approach. Start making data-driven decisions today! Let's talk!

Sales 52

Sales Decision-making Software Software 52

Corporate Visions

OCTOBER 10, 2019

When you think about the customer journey, you might recall the stages in a typical buying journey model, like Awareness, Consideration, and Decision. And nothing about how you should approach that sales conversation or how you can provide them value. The Deciding Journey: A Customer Journey Map Backed by Science.

e-Learning 84

e-Learning Profitability Acquisition Meetings 84

QYMATIX

SEPTEMBER 28, 2021

MuZero sets up its model itself and refines its decision-making processes. Menten AI is a San Francisco-based startup founded in August 2018. In conventional drug discovery approaches, hundreds of thousands – sometimes millions – of molecules are synthesized or expressed before being tested on a target.

Artificial Intelligence 52

Artificial Intelligence Software Software B2B 52

Corporate Visions

NOVEMBER 7, 2019

people needed to formally sign off on each purchasing decision. Because of this, salespeople are commonly pressured to get familiar with the personas of several different decision-makers, and tailor multiple messages to each person’s specific needs. The same can be said about basing your sales and marketing messages on personas.

Sales 100

Sales Decision-making B2B Marketing 100

Arpedio

MARCH 8, 2024

Its use of AI and dynamic org charts aids in making data-driven decisions and visualizing connections, enhancing relationship building and management in Salesforce. Business Relationship Management for Long-Term Growth The cornerstone of enduring business success lies in the art and science of relationship management excellence.

Management 52

Management Stakeholders Facilitation Innovation 52

Brooks Group

JULY 14, 2023

I have been thinking a lot about sales questions lately also referred to as question-based selling. Overall, asking the right kind of sales questions empowers you to effectively understand your customers, tailor your approach, address objections, and guide the sales process. Type of Sales Question #4: Needs-Based Questions.

Sales 52

Sales Sales Training Decision-making Prioritization 52

Corporate Visions

FEBRUARY 14, 2020

These studies reinforce what decision scientists call The Picture Superiority Effect —a research-backed concept affirming that pictures are far better than words at getting people to remember what you communicate. And making your message more memorable is critical, especially considering that memory is the catalyst for decision-making.

Decision-making 52

Decision-making Sales Acquisition Value Proposition 52

Corporate Visions

FEBRUARY 14, 2020

These studies reinforce what decision scientists call The Picture Superiority Effect —a research-backed concept affirming that pictures are far better than words at getting people to remember what you communicate. And making your message more memorable is critical, especially considering that memory is the catalyst for decision-making.

Decision-making 52

Decision-making Sales Acquisition Value Proposition 52

Hubspot Sales

MARCH 8, 2020

Some of the latest — and possibly most promising — tools for sales teams use predictive analytics, a form of artificial intelligence technology that can optimize decision making around sales efforts. For initiatives like moving up-market or adopting an account-based strategy, AI might be the only scalable way to do it.

Artificial Intelligence 91

Artificial Intelligence Software Software Decision-making 91

Red Star Kim

MARCH 16, 2023

This would engender a “one firm” approach where clients are considered owned by the firm. As few organisations publish a detailed breakdown of their spend on professional advisers this is often an art rather than a science – with educated estimates dominating. Cross-selling should flourish in this environment.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130