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. What is deal qualification? It’s not that building that culture is an easy thing to do.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

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. You can skim through the below initial facts on industry and products/services.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Mike Kunkle

AUGUST 8, 2023

These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. Solution: To overcome this barrier, sales leaders must champion a culture of cross-functional collaboration. However, achieving the highest levels of growth remains a challenge for many.

Sales 188

Sales Prioritization Innovation Leadership 188

Upland

FEBRUARY 29, 2024

I knew that account planning could help sellers have better interactions with customers and, more importantly, not stumble into avoidable missteps that might lose them deals” he said when we asked him what his initial thoughts about account planning were. “I People who have picked it up haven’t stopped using it,” he says. “We

Account Planning 195

Account Planning Management Leadership Organization 195

Jermaine Edwards

DECEMBER 6, 2023

If you were to read some of the findings from Edelman’s trust barometer you might become depressed. What is trust? The old connotations of the word have preserved to the present day, where trust as we know it is an essential ingredient for thriving interpersonal relationships – from families, to friends, to organizations.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Account Manager Tips

AUGUST 14, 2022

It's not an easy job, and you need many different skills to do it well. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve?

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Upland

AUGUST 18, 2023

SOMA has become one of San Francisco’s most important neighborhoods, boasting a strong financial district, and a gathering space for the arts and culture. Due to some negative publicity and an obvious homelessness problem, people tend to overstate public safety concerns in San Francisco. What is there to do nearby Dreamforce 2023?

Artificial Intelligence 195

Artificial Intelligence Account Planning Innovation Digital Transformation 195

Mike Kunkle

OCTOBER 8, 2023

Which, by the way, has always included more than typical “enablement,” especially with its focus on systems thinking. I often say that having guidance on how to determine what’s right for you is much more valuable than being told what to do. Nowhere is this truer than with the commercial organization.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Upland

OCTOBER 21, 2022

But what exactly is account planning, and why is it so important in 2023? . What is Account Planning? As account planning seeks to change the entire mindset of the organization to make it act and think differently, leadership must be excited about the opportunity to change and grow. . Who is Account Planning For? .

Account Planning 195

Account Planning Leadership Software Software 195

MDI Training

MARCH 14, 2024

However, if you want to read it as usual, keep scrolling. In this blog article, we will delve into how to create connectedness and a hybrid culture. Connectedness to the company Simply put, I know what the culture and strategy of my company are, and I also believe it’s the right one. Enjoy reading!

Digital Transformation 97

Digital Transformation Leadership Digitalization Artificial Intelligence 97

Red Star Kim

NOVEMBER 22, 2022

In recent workshops we have explored the use of creativity techniques to resolve client service issues, co-create solutions and improve client relationships. Further creativity techniques are explored at a workshop on “Boosting problem-solving, creativity and innovation skills” at the PM Forum. Problem definition and analysis.

Brainstorming 130

Brainstorming Innovation Client Relationships Marketing 130

Upland

APRIL 20, 2023

How can effective account management help you defend and grow revenue? There are plenty of sellers out there waiting for the slightest chance to jump in and take your hard-earned relationships away from you. You need a strategy to defend and grow revenue in not only key accounts, but in every account. How do we know this?

Account Management 195

Account Management Management Account Planning Decision-making 195

Red Star Kim

FEBRUARY 14, 2023

These are described further here: Before your set your goals – check your limiting assumptions (kimtasso.com) A first step is to identify or uncover what are often unconscious limiting assumptions. So where they believe that something can’t be done – direct them to consider where others have managed to achieve something similar.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

OCTOBER 10, 2023

Studies show that by using spaced repetition, we can remember about 80% of what we learn after 60 days — a significant improvement. Lean learning is about learning the core of what you need to learn, applying it to real-world situations immediately, receiving immediate feedback and refining your understanding, and then repeating the cycle.

Artificial Intelligence 130

Artificial Intelligence Emotional Intelligence Decision-making Digitalization 130

Red Star Kim

JANUARY 23, 2023

The seasonal break allows time to step back and reflect on what you’ve achieved and where you’re heading. If your review suggests you need to develop your soft skills, it can be an uncomfortable prospect for a tough barrister as it involves more than knowledge-acquisition. Or it may be something you want to invest in for yourself.

Emotional Intelligence 130

Emotional Intelligence Communication Digitalization Publishing 130

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. And today, even functions entitled sales training are doing some enablement work. Many have worked to codify and influence what sales enablement is and does. So, what is sales enablement? Pay attention. This is free consulting. Enablement is Booming.

Sales 130

Sales Sales Training Leadership Decision-making 130

MDI Training

DECEMBER 4, 2023

Do you prefer to listen to this article? In an exclusive interview with Niels Cimpa , learning coach and AI expert, we explore how AI can be integrated into leadership development and what new skills will become increasingly important in an AI-driven world. Click below to access our AI-generated version of this blog article!

Leadership 104

Leadership Artificial Intelligence Digital Transformation Digitalization 104

Account Manager Tips

MARCH 23, 2021

Low margins, customisation, and always reminding you how important they are. When they say "jump", you say "how high?" To identify key accounts with true growth potential, you must dig deeper. So how DO you find out who your most valuable customers are? What about the opportunities for tomorrow? That's it.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

Account Manager Tips

JUNE 29, 2021

Avoid a bidding war and follow these 10 capture strategy tips to keep your client long before they think of going to RFP. Invite subject matter experts from your company to help you develop a renewal strategy. Don't assume because you have the business, you'll keep it. Demonstrate that you value your client's business.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

AchieveIt

MARCH 20, 2024

The landscape of gen AI: what exactly is it? But what exactly is gen AI? Foundational Models: This type of AI goes beyond what conversational AI can achieve by taking data sets and information and training itself to create new output. The short answer is “Yes!” in addition to written content.

Artificial Intelligence 52

Artificial Intelligence Government Healthcare Decision-making 52

Red Star Kim

AUGUST 1, 2023

Challenge assumptions – Why do we need fee-earners to engage in the M&BD planning process? Why do we need fee-earner involvement in the M&BD planning process? It’s rare to have a sales team in professional services as they do in other sectors. But before we plunge in, let’s challenge our assumptions.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Red Star Kim

MARCH 7, 2023

Here there is a need to establish clear boundaries about who, when and how you are able to help. Boundaries at Work: 4 Types of Work Boundaries – 2023 – MasterClass What to do if you (or your team members) feel overwhelmed? And stress damages both mental and physical health.

Marketing 130

Marketing Management Emotional Intelligence Leadership 130

MDI Training

MARCH 27, 2023

What does it represent? If we are not able to realize our WeQ, we will get in trouble, because today’s complex problems cannot be solved by single geniuses anymore. Can you name a practical example? Different departments have different leaders, so it is nothing new. In consequence, we have different responsibilities.

Leadership 96

Leadership Digital Transformation Digitalization Meetings 96

Hubspot Sales

NOVEMBER 8, 2023

If you can refine your process and strategy and present that to your team from the beginning — you're sure to start off on the right foot. Motivate your team in personalized and culture-wise ways. Understand each sales rep's motivation, build a culture of feedback, and keep them accountable for their success.

Sales Management 93

Sales Management Management Energy and Utilities Emotional Intelligence 93

Red Star Kim

OCTOBER 16, 2023

And show the links between what the firm, teams and individuals need to achieve. And show the links between what the firm, teams and individuals need to achieve. Why do you need a business plan? This article is a summary of the conversation and key takeaways from a workshop in London for MBL. Set SMART goals. amongst us.

Management 130

Management Emotional Intelligence Onboarding Communication 130

SalesGlobe

FEBRUARY 21, 2024

Reinventing Sales: Outbound Selling, Incentive Compensation, Tech Innovations & Why You Should Care Michelle Seger Welcome to the Rethink Sales Podcast. And today, we have with us an expert in sales performance management technologies, Edward Moss, who works with OpenSymmetry. I think outside of London proper, I believe.

Innovation 52

Innovation Sales Retail B2C 52

SalesGlobe

FEBRUARY 21, 2024

And today, we have with us an expert in sales performance management technologies, Edward Moss, who works with Open Symmetry. Michelle Seger Once an investment has been made today, we’re going to have a great conversation with Edward about the continuously sales landscape and the interaction between buyers and sellers.

Sales 52

Sales Retail B2C Management 52

Envisio

JANUARY 24, 2024

” ― Toni Morrison A new year, a new chance to shift our perspectives, understand one another and the systems around us, and take our strategic thinking to new heights. Trust us when we say that we’re diving into these reads right alongside you, eager to absorb the insights that will shape our strategic landscape in 2024!

Government 105

Government Leadership Innovation Decision-making 105

Hubspot Sales

APRIL 4, 2023

When people think of consulting interviews, they immediately think of case study questions. You know the ones: you're given a hypothetical problem and asked to analyze the situation and recommend a solution. You also need to answer behavioral questions that assess your experience, skills, and fit for the job.

Supply Chain 95

Supply Chain Leadership Construction Artificial Intelligence 95

Red Star Kim

JUNE 27, 2023

Describe what is involved in campaign development and the sequence of events. You can also promote discussion of “What good looks like” Entrepreneurship – Obtain ideas for new markets to target or gain insights to develop differentiated positioning or value propositions at structured brainstorms. And you build in amplification.

Leadership 130

Leadership Management Stakeholders Communication 130

Zendesk

NOVEMBER 10, 2022

As part of my job, I have the great privilege of talking to our employees and learning more about what led them to their current roles, what excites them today, and where they hope to grow—and go—in the future. who have served in the military, many of whom are active participants in our veteran employee community.

Leadership 95

Leadership Software Software Prioritization 95

Brooks Group

DECEMBER 20, 2023

View the on-demand webinar: Metrics that Drive Sales Revenue: How to Focus on What Matters Moving Beyond KPIs: Your Compass for Sales Excellence The power of sales metrics lies in the transformative impact data has on decision-making. The buyer is changing faster than we are as sellers. “The We need to catch up,” said Alice Heiman.

Sales 92

Sales Decision-making Sales Training Sales Management 92

Hubspot Sales

FEBRUARY 22, 2023

Many headlines throw the term around, claiming that employees are doing it — but do we really know what that means? And if so, what does it look like to sales professionals? Still, if they previously expressed a desire to contribute more and gave up, that's a shift in aspirational thinking. Sales rely on won deals.

Sales 87

Sales Meetings Sales Management Marketing 87

Red Star Kim

OCTOBER 18, 2022

And I’m so glad that I did as it’s an important contribution to modern management thinking and a must-read for anyone leading a people business. The book describes why we need to change, what needs to change and how to change. The book describes why we need to change, what needs to change and how to change. In a nutshell.

Organization 130

Organization Innovation Leadership Management 130

Red Star Kim

MAY 11, 2023

Most M&BD professionals will have some involvement in brand work – whether through campaigns for brand awareness and activation or brand management (ensuring that all activities and communications are in line with agreed brand guidelines). It’s interesting to see how brand management has developed. Why are brands important?

Management 130

Management Co-Creation Publishing Leadership 130

CMOE

SEPTEMBER 29, 2022

Did you know that 5 in 6 employees feel disconnected at work? The reality is that any employee can struggle with connecting with their work teams, no matter what their schedules, occupations, and backgrounds are and regardless of whether they are working remotely, in house, or on a hybrid model. So what if someone misses a deadline?

Remote Working 131

Remote Working Meetings Organization Communication 131

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. What books would you recommend for internal communications in professional services firms? Introduction. About the author. Aims of the book.

Communication 130

Communication Facilitation Leadership Stakeholders 130