Brooks Group

FEBRUARY 10, 2025

Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. 77% of B2B buyers report their last purchase was complex, involving multiple stakeholders. More stakeholders means longer sales cycles. The implications for sellers are significant.

B2B 88

B2B Emotional Intelligence Stakeholders Value Proposition 88

Red Star Kim

NOVEMBER 13, 2023

We spent some time on mission and value statements (looking at examples from other private client teams) – and how they are formed through analysis and discussion with stakeholders. An important assessment that I use a lot is for Emotional Intelligence (EQ). One delegate’s firm had recently merged and integration was a priority.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Cosawi

FEBRUARY 22, 2023

As the situation becomes complex and the stakeholders and team more diverse, KAM leaders need to leverage more of the people styles, such as coaching, involving and aligning. Evidence for a collective intelligence factor in the performance of human groups. Can you assess your own emotional intelligence? Woolley, A.

Innovation 52

Innovation Leadership Emotional Intelligence Stakeholders 52