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Winning Over Buying Groups: How to Sell to Multiple B2B Decision Makers

Brooks Group

Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. Theyre looking for compatibility with current systems, scalability, and technical innovation. 77% of B2B buyers report their last purchase was complex, involving multiple stakeholders.

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Spotlight on Richard Chaplin, PM Forum and Managing Partners’ Forum

Red Star Kim

He introduced the sector’s first management excellence awards (securing the FT and Harvard as knowledge partners) whilst spearheading the innovative “unsung heroes” campaign for business support professionals.

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The Eight Types of Entrepreneurship (& Companies That Exemplify Them)

Hubspot Sales

While all types involve innovation and ingenuity, different focus and overall intent distinguish some entrepreneurial ventures from each other. Between 2010 and 2011, the company averaged one acquisition per week of smaller businesses, and many Google services originated as products first sold by these companies.

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Context and curiosity drive commerciality and pricing

Red Star Kim

This week’s PM Forum training workshop “Commerciality: Finance, Pricing, Innovation and Research” was attended by delegates from law, accountancy and insolvency firms. Second, I observed that often in professional services marketing and business development we have minimal involvement in research, innovation, product development and pricing.

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What Is the Four-Day Workweek [and Can it Really Boost Sales?]

Hubspot Sales

There's always room for innovation — especially when it comes to things we take for granted. The program was eventually nixed in 2010. Though more companies are exploring innovative work schedules — like the four-day workweek — there's still a long way to go before any of them become commonplace.

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KAM Leader Series: Shaping Innovative Solutions

Cosawi

KAM Leader Series: Shaping Innovative Solutions By Dominique Côté Co-authored by Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Dominique Côté, CEO and Founder, Cosawi and Principal, The Summit Group SAMA is proud to offer this 3rd article in the 4-part series on the importance of SAM / KAM leadership. Eagly, A.H.,

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Lean Startup Methodology: What It Is and How to Implement It

Hubspot Sales

However, what worked to build new companies in the 2010’s isn’t necessarily the best course of action in 2020 and beyond. The concept was introduced in The Lean Startup: How Today’s Entrepreneurs Use Continuous Innovation to Create Radically Successful Business by Eric Ries. Scaling a company doesn’t have to be a destructive process.