Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. So here are ideas on how to engage fee-earners in the M&BD planning process. The company might submit a brief.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Strategic Planning and Management Insights

MAY 5, 2023

Change Resistance What are the steps needed to prepare for and implement successful change? Processes/Models for Managing Change Kotter’s 8-Step Model Prosci ADKAR Model Developing a Plan for the Change Most organizations, regardless of their size, industry or sector, experience change at some point.

Management 75

Management Organization Facilitation 75

Kainexus

SEPTEMBER 28, 2022

Moving an organization toward its long-term strategic objectives while maintaining and improving day-to-day operations requires thoughtful planning and attention to organizational alignment. It is essential that the strategy be an integral part of daily work and thinking from the top of the organization to the bottom.

Organization 84

Organization 84

Arpedio

FEBRUARY 14, 2024

The ABCs of ARPEDIO: A=Access, R=Reflect, P=Plan, E=Execute, DIO=God (in Italian) Let’s break it down, shall we? Pronounced [ɑːrˈpiːdi.oʊ] or ar-PEE-dee-oh, each letter represents a fundamental step in our approach to Strategic Account Management and professional B2B Sales: A is for Access Providing accessible solutions to our clients.

Account Planning 52

Account Planning Account Management Stakeholders B2B 52

Red Star Kim

SEPTEMBER 29, 2023

The session comprises three elements: marketing and business development fundamentals, practical marketing communication and business development skills and growing your career. There were breakout sessions where assistants from different sectors and firms worked together to compare and share their thoughts.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Kainexus

JUNE 23, 2022

Most well-established manufacturing companies would agree a plan for every part (PFEP) is fundamental to their improvement efforts. Success is really based on the team member's behaviors and decisions. When your PFEP isn’t delivering the desired results, the discussion should shift to evaluating your Plan for Every Person.

Manufacturing 82

Manufacturing Decision-making Organization Management 82

KAM With Passion

JUNE 20, 2021

In a first post dedicated to KAM Skills & Competencies Development, we have explored how to define a solid approach to KAM Training based on 5 fundamental principles. Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. Defining Skills & Competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Upland

JUNE 14, 2023

And how can account planning help? In this article, we’ll dive deeper into each of these areas to uncover what chief revenue officers can do to address some of their most pressing issues, and how an effective account planning practice can help. What are the top challenges facing chief revenue officers and sales leaders in 2023?

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Supply Chain 195

Upland

JULY 12, 2023

Many companies that use MEDDIC still must incorporate it into their actual sales process for it to be successful. It moved us from talking about qualification to talking about account planning more broadly. aimed at helping sales teams assess the viability of a sales opportunity. What is deal qualification?

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

CMOE

MAY 19, 2022

Strategy formulation requires a clearly defined vision, long-term goals, useful tools, and a plan to win. Ultimately, strategic leadership is what makes the difference between success or failure. Remember: thinking, planning, and acting strategically should never be viewed as the sole responsibility of senior leadership.

Leadership 128

Leadership Innovation Decision-making Organization 128

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. There were many reasons for this.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Red Star Kim

OCTOBER 19, 2023

We explored the fundamentals of relationships, managing inbound calls and planning outbound calls. Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Hubspot Sales

MAY 17, 2023

That makes establishing credibility central to the success of any sales effort. Fumbling fundamentals like those can lead your buyers to believe you don't care about them — if they know you haven't even made an effort to get the basic information right, why would they believe that you have their best interests at heart? Let's dive in.

Value Proposition 129

Value Proposition Stakeholders Facilitation Communication 129

Brooks Group

APRIL 18, 2024

Storytelling allows sales professionals to highlight unique features, benefits, or successes that set their product or service apart. Storytelling allows sales professionals to highlight unique features, benefits, or successes that set their product or service apart. As humans, it’s in our nature to be drawn to stories.

Sales 96

Sales Decision-making Sales Training Communication 96

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. Set benchmarks and time frames for success. A timeframe to completion of your future state.

Stakeholders 52

Stakeholders Organization Logistics Brainstorming 52

Brooks Group

MARCH 25, 2024

Research shows that sticking with a sales process correlates with success. It led to 2023 being a record year for us—20% above plan.” Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. The data backs this up. Matthew Thiel, President, AUMA Actuators Inc.

Negotiation 81

Negotiation Sales Training Decision-making Sales 81

Arpedio

JANUARY 3, 2024

Financial planning is an essential aspect of running a successful business. Accurate sales forecasting and revenue forecasting are crucial components of this planning process, allowing businesses to project future financial performance and make informed decisions.

Decision-making 52

Decision-making Sales Profitability Marketing 52

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue. No surprise there, either.

Sales 258

Sales Finance Decision-making Profitability 258

Arpedio

DECEMBER 20, 2023

Sales forecasting can aid in resource allocation, inventory management, and sales force planning, all leading to improved results and profitability. It involves analyzing data and using it to estimate future sales, enabling businesses to plan their resources better and align their sales strategies to achieve better results.

Decision-making 52

Decision-making Profitability Procurement Sales 52

Flevy

MAY 16, 2023

Instead, many transformations stall at this point, where the planning work of the senior executives has drawn to a close, but before the subordinate managers and employees have begun aligning with and executing the transformation-defining initiatives. Watch the full lecture on YouTube here.

Shareholders 96

Shareholders Retail Construction Management 96

Luminas Strategy

JANUARY 15, 2024

Strategic planning is a common organizational practice that, when done properly, will increase the likelihood that an organization will meet its goals. While the annual strategic planning process is often portrayed as an objective exercise that is rooted in facts, this is often not the case. Where do we want to go?

Customer Value 52

Customer Value Supply Chain Value Proposition Advertising 52

The Chapman Group

DECEMBER 8, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. These are often the top achievers in the organization. Provide correct contact information to project administrator.

Account Management 133

Account Management Management Value Proposition Account Planning 133

Arpedio

JANUARY 4, 2024

Notably, in B2B sales environments, which are often characterized by complex dealings and a multitude of stakeholders, the implementation of astute B2B sales techniques is not just beneficial but essential for sustainable success. Prepare to unlock the intricacies of account mapping and embark on a path to unmatched sales proficiency.

B2B 52

B2B Sales Decision-making CRM 52

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

QYMATIX

MAY 18, 2021

Sales and Operations Planning (S&OP) is probably the most important planning process of any company. It will determine the difference between success and failure in the years to come. Simplified, S&OP designates business planning at a strategic level. Chance does not determine the success of an S&OP.

Key Account Management 98

Key Account Management Account Management Sales Decision-making 98

Account Manager Tips

NOVEMBER 16, 2022

Create a relationship map and contact plan 2. Create a relationship map and contact plan 2. Create a relationship map and contact plan A relationship map collects information about your key contacts, how they feel about you, their business drivers, how frequently you should stay in touch and so much more. Table of Contents.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Agile CRM

MARCH 6, 2022

This is why managing a project entails overseeing the many tasks that make up the project’s outline while also keeping an eye on the people that make up the workforce and how they contribute to the project’s success. What is a Project Management Software? Projectsly: The All-in-One Project Management Software.

Software 98

Software Software Management Stakeholders 98

Flevy

FEBRUARY 17, 2022

The fundamental question then becomes, what if resources were not a constraint? The issue with working with confined resources is that it not only limits your plans, but also limits the creative potential of people. Due to organizations having limited resources (e.g. talent, capital, time, etc.), But what if that weren’t the case?

Prioritization 111

Prioritization Profitability Business Planning Organization 111

AchieveIt

JANUARY 16, 2024

In the modern business environment, implementing a successful change management strategy is crucial. A good change management strategy includes methods, strategies, and plans for smoothly adopting new initiatives. Adapt your leadership for successful change Successful change leaders define successful change initiatives.

Management 52

Management Decision-making Leadership Facilitation 52

OnStrategyHQ

MARCH 22, 2024

In our November Strategy Collaborative session, we sat down with Dan Hogan, Senior Strategic Consultant, and Marc LeShay, CEO of AEGERIA, to discuss the historical significance of this moment as AI continues to take the world by storm. Read on to learn how to recognize and leverage your AI advantage to enhance business growth. Run analytics reports.

Artificial Intelligence 40

Artificial Intelligence Value Proposition Innovation Organization 40

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. When effectively executed, a customer-focused sales process will lead the buyer to view your solution as vital to their success.

Stakeholders 72

Stakeholders Communication Value Selling Organization 72

Planview

JANUARY 19, 2023

Organizations can maximize ROI and increase the likelihood of a successful digital transformation by connecting portfolio management and value stream management (VSM) practices. By combining these approaches, organizations can improve the performance of every stage of the software development lifecycle, from planning to delivery to outcomes.

Digital Transformation 64

Digital Transformation Digitalization Management Decision-making 64

Revenue Storm

MARCH 16, 2021

In five words, he communicated his point: if you want to be successful, we are going to remember the basics and make sure we are executing the fundamentals extremely well. Have they taken responsibility for their own success? On average, only 40% of a sales team or organization achieve or exceed their assigned plans.

Communication 78

Communication Organization Sales Management 78

QYMATIX

MAY 31, 2022

Getting this job right is the essence of successful sales planning. Now assume that a sales representative can tell in advance which characteristics have your most successful leads. ” In B2B sales, we speak of efficient sales planning. ” Supervised segmentation is a fundamental concept of data mining.

Sales Analytics 98

Sales Analytics Artificial Intelligence Key Account Management Sales 98

Excelerate

MARCH 26, 2024

We delved into the challenges of addressing process failures, and it became abundantly clear that successful technology use hinges on more than just implementing shiny new systems. In our roundtable we emphasized the importance of combining conscious collaboration, user involvement and training to ensure successful adoption of new tech.

Government 52

Government Prioritization Digital Transformation Organization 52

Arpedio

MARCH 13, 2024

” This approach represents a fundamental shift in how businesses engage with their customers, placing the product itself at the forefront of the sales process. In the ever-evolving landscape of sales and marketing, one term that has been gaining significant traction is “product-led sales.” What are Product-Led Sales?

Acquisition 52

Acquisition Prioritization Onboarding Sales 52

PandaDoc

MAY 13, 2024

Being a successful salesperson involves being empathetic and resilient in the face of rejection and making meaningful connections with customers. For instance, food, shelter, and clothing are all necessary purchases because they address fundamental human needs. The psychology of sales can reveal all this and more. Why does it matter?

Emotional Intelligence 52

Emotional Intelligence Decision-making Sales e-Learning 52