Red Star Kim

DECEMBER 5, 2023

In November it was a full house for the PM Forum’s Proactive marketing and business development executive online workshop. Proactive marketing and business development executives – CRM, internal engagement and career insights. It was on budget day so those from accountancy and tax practices had a lot going on.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Peter Simoons

APRIL 21, 2024

Over 25 years ago Yves Doz and Gary Hamel wrote “No company can go it alone” as the opening statement of their book “Alliance Advantage: The Art of Creating Value Through Partnering”. In the pharmaceutical and biotech industries 70% of the industry’s revenue comes from joint developments with partners. A true win-win-win situation!

Value Proposition 52

Value Proposition Leadership Marketing Management 52

Upland

NOVEMBER 27, 2023

Often, they’ll even be tied to executives’ bonus payouts. They aren’t in the market for products or services. They aren’t buying just to buy. They’re on a mission to solve a problem, fill a gap, or capitalize on an opportunity. The product or service you’re selling is the method or tool they will use to get there. What are their goals?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Planview

DECEMBER 8, 2021

Effectively selling Agile to executives is more than just getting the go-ahead for an Agile transformation. Because Agile includes a culture shift and a mindset change, as well as funding, you need executives to truly buy in to the approach. Focus on selling Agile to executives by showing them how they can succeed with the approach.

Government 111

Government Leadership Stakeholders Decision-making 111

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Why is selling to the C-suite so critical?

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

OnStrategyHQ

DECEMBER 20, 2023

A great strategic plan defines where your organization is going, how you’ll win, who must do what, and how you’ll review and adapt your strategy development. Part of that journey is the strategy built during strategic planning, and part of it is execution during the strategic management process.

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Flevy

NOVEMBER 12, 2023

The term represents the shared beliefs, values, attitudes, and behaviors that describe an organization and its employees. It is exhibited by the environment of an organization through the working relationships between the leadership, management, workforce, and customers.

Digital Transformation 104

Digital Transformation Leadership Construction Organization 104

Mike Kunkle

NOVEMBER 21, 2023

In plain English, this is a way to look at a whole situation in context – the root cause of the problem and possible solutions – and to come at the problem from different directions at the same time. Just as with a complex sales opportunity, the real-world is rarely that single-threaded. I’m just providing that for context.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

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

Planview

DECEMBER 19, 2023

In today’s complex software delivery landscape, achieving end-to-end visibility across the value stream is not just important; it’s urgent. It’s the linchpin for identifying bottlenecks slowing development and draining your budget. VSM emerges as an indispensable asset. Which team is outpacing others and why?”

Management 59

Management Digital Transformation Software Software 59

Hubspot Sales

APRIL 11, 2023

Sales representatives may seek out new opportunities that include better pay, more benefits, less stress, or greater flexibility. Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. Your seasoned, super-star reps lead the way. In short, yes. Let’s dive in.

Sales 118

Sales Brainstorming Leadership Insurance 118

Red Star Kim

NOVEMBER 9, 2023

After describing what strategic thinking looks like, the author guides readers through the strategy process – with suitable questions to ask during leadership discussions. After describing what strategic thinking looks like, the author guides readers through the strategy process – with suitable questions to ask during leadership discussions.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Red Star Kim

MAY 11, 2023

Towards the end of the post is a review of a classic brands book “ Brand Leadership” By David A Aaker and Erich Joachimsthaler which I published some time ago. It’s interesting to see how brand management has developed. So here’s a book review – Managing Brands which will provide an overview and revision aid to students.

Management 130

Management Co-Creation Publishing Leadership 130

Planview

MARCH 29, 2024

Traditional engineering metrics drive efficiency, not effectiveness Engineering leaders are under increasing pressure to deliver more value, but many struggle to make impactful change. Though engineering metrics are helpful, they do not fully reflect the interconnectedness of software delivery value streams.

Software 64

Software Software Decision-making Prioritization 64

Hubspot Sales

DECEMBER 21, 2021

Odds are, their "X factor" was an embodiment of key leadership traits — ones that inspired, motivated, and empowered everyone around them. While it feels like some people were naturally born to lead, you can learn, develop, and strengthen leadership skills with practice. What Is My Leadership Philosophy? Communication.

Leadership 126

Leadership Innovation Communication Organization 126

Planview

FEBRUARY 14, 2024

In this blog post, we’ll delve into how to maximize value within the first 12 months of using a value stream management (VSM) solution. In this blog post, we’ll delve into how to maximize value within the first 12 months of using a value stream management (VSM) solution.

Management 64

Management Organization Stakeholders Onboarding 64

MDI Training

FEBRUARY 27, 2023

Differing values, work styles, and life experiences can lead to misunderstandings, conflicts, and negative stereotyping in the workplace. For example, if older employees are stereotyped as “resistant to change,” they may feel that their contributions are not valued.

Leadership 97

Leadership Digital Transformation Meetings Innovation 97

KAM With Passion

FEBRUARY 22, 2021

Since decades, some of them have boosted their company’s growth by making the capacity to develop privileged relationships with carefully selected strategic customers part of their organisation’s DNA. At the opposite end of the spectrum, many business leaders remain cautious, if not suspicious, about KAM/SAM.

Key Account Management 130

Key Account Management Account Management Management Co-Creation 130

Brooks Group

APRIL 4, 2023

Sales Leadership: Qualities Of A Sales Leader To be an effective leader, you need to make appropriate strategic decisions that fit within your organization’s vision and goals. Great sales managers consistently lead whole-person growth by helping their employees set appropriate personal development objectives.

Sales Leadership 52

Sales Leadership Leadership Emotional Intelligence Sales 52

The Chapman Group

DECEMBER 8, 2020

They often need little guidance and development; however additional development, and exposure to new ideas, processes, and skills are usually welcomed. Greater clarity on title and role within the formalized program often benefit all account managers; including the top achievers.

Account Management 133

Account Management Management Value Proposition Account Planning 133

Red Star Kim

SEPTEMBER 26, 2023

Here I review recent developments and look at some case studies of how M&BD teams are structured: An update on marketing and business development (M&BD) team structures. I presented a methodology to design marketing and BD team structures in November 2015. Other firms will have these roles integrated.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

MDI Training

FEBRUARY 14, 2023

Being a servant leader “Servant Leadership” is a concept by Robert Greenleaf that describes the manager as a servant to their employees. This story inspired Robert Greenleaf to develop his life’s work, the concept of serving as a leader. The purpose of leadership What is the purpose of leadership ?

Leadership 97

Leadership Shareholders Decision-making Digital Transformation 97

Planview

FEBRUARY 22, 2024

About Professor John Amaechi Professor Amaechi OBE is a respected organizational psychologist and the Leadership Transformation Expert at APS Intelligence LTD , the consultancy he founded in 2006. Transformation comes fast and frequently, spurred forward by humanity’s endless capacity to discover and leverage digital innovations.

Digitalization 59

Digitalization Leadership Healthcare Innovation 59

Flevy

JUNE 22, 2022

With ubiquitous Disruption threatening the technology infrastructure and Operating Models of organizations on a consistent basis, it’s an unrelenting challenge for senior leadership to create an enterprise proficient in introducing offerings in line with customers’ requirements and of desirable utility.

Procurement 110

Procurement Leadership Banking Manufacturing 110

MDI Training

JUNE 28, 2023

Sustainable individualization in leadership – pious hope or real alternative? Individualization instead of multi-module programs The status quo often shows that companies rely on multi-module programs to develop and train their executives. These megatrends are the central trends of our time.

Leadership 52

Leadership Digital Transformation e-Learning Digitalization 52

Flevy

FEBRUARY 28, 2022

For instance, the Human Resources (HR) function is typically responsible for staffing people, administering their benefits, managing performance appraisals , and career advancement procedures. To undergo Transformation, businesses should act quickly to tap value offered by these 4 key opportunities: Change in Market Environments.

e-Learning 111

e-Learning Banking Leadership Facilitation 111

Strategic Planning and Management Insights

FEBRUARY 10, 2023

SME Strategy is a strategy consulting firm that specializes in helping organizations align their teams and operations around a shared vision, mission, values, goals, and action plans. On top of that, people may not speak as freely with an internal facilitator or member of the leadership team leading the session.

Prioritization 98

Prioritization Facilitation Decision-making Construction 98

Hubspot Sales

APRIL 27, 2023

Skill development. You can start in SaaS sales as an SDR and with enough experience, you'll be able to work in roles like account executive, sales manager, and even vice president of sales. Sales Development Representative As a newbie to SaaS sales, you should try to start with a sales development representative (SDR) role.

Sales 107

Sales Account Management Communication Sales Management 107

Flevy

MARCH 20, 2024

They allow us to cut through noise, zero in on the key issues, and facilitate the development of insightful recommendations. 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.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Red Star Kim

JUNE 1, 2023

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. There are other ways to differentiate such as through innovation, relationship and service excellence, new product and service development and new delivery platforms.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Flevy

MARCH 25, 2024

They allow us to cut through noise, zero in on the key issues, and facilitate the development of insightful recommendations. 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.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52

AchieveIt

JULY 10, 2023

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. Then it’s essentially forgotten because no one is accountable for its actual execution.

Decision-making 52

Decision-making Stakeholders Leadership Organization 52

Flevy

MARCH 21, 2024

They allow us to cut through noise, zero in on the key issues, and facilitate the development of insightful recommendations. 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.

Energy and Utilities 52

Energy and Utilities Innovation Stakeholders Decision-making 52

ClearPoint Strategy

DECEMBER 10, 2021

Successfully shaping and executing a new strategy is challenging, but there are a few standout examples we can all learn from. Here are five companies with good strategy execution, coming from different markets and industry positions. The general idea is to build and execute a strategy around what citizens want, focusing on outcomes.

Organization 98

Organization Computers and Electronics Banking Government 98

AchieveIt

AUGUST 30, 2023

She shares her experience of making all of the involved parties feel heard and understood in their opinions and preferences while finding a way to retain talent and utilize existing spaces in a way that benefits the workforce, customer and company as a whole. Yet, many are faced with hard choices concerning their physical spaces.

Remote Working 52

Remote Working Leadership Construction Small Business 52

OnStrategyHQ

APRIL 25, 2024

So, responsible development of your AI projects, machine learning, or any other AI projects you have identified and articulated with AI guiding principles matters. This is one part of a four-part series related to developing a responsible AI policy for your organization. Introduction to AI guiding principles and responsible AI.

Artificial Intelligence 52

Artificial Intelligence Government Energy and Utilities Healthcare 52

Flevy

MARCH 26, 2024

They allow us to cut through noise, zero in on the key issues, and facilitate the development of insightful recommendations. 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.

Customer Experience 52

Customer Experience Digitalization Digital Transformation Organization 52