Mike Kunkle

OCTOBER 8, 2023

In this article, I’ll explore how these components intersect and show how their integration can transform your business. In this article, I’ll share my perspectives and provide a framework. Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context.

Customer Experience 304

Customer Experience Decision-making Profitability Marketing 304

MDI Training

AUGUST 27, 2024

Navigating the Ethical Challenges of Algorithmic Decision-Making You prefer to listen to this article? In that case, it may perform poorly for others, leading to unfair decisions in areas like hiring, healthcare, and law enforcement. Is society ready for AI ethical decision-making? link] Arora, A.,

Decision-making 52

Decision-making Digital Transformation Artificial Intelligence Leadership 52

MDI Training

AUGUST 27, 2024

Navigating the Ethical Challenges of Algorithmic Decision-Making You prefer to listen to this article? In that case, it may perform poorly for others, leading to unfair decisions in areas like hiring, healthcare, and law enforcement. Is society ready for AI ethical decision-making? link] Arora, A.,

Decision-making 52

Decision-making Digital Transformation Artificial Intelligence Leadership 52

Mike Kunkle

APRIL 8, 2023

My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. In addition to having the right decision makers in the deal, which is part of qualification, it’s important to assess the landscape and relationships. Here’s what I mean.

B2B 243

B2B Sales Decision-making Stakeholders 243

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. click the image to see a larger version] This makes sense, right?

B2B 231

B2B Sales Decision-making Negotiation 231

Strategic Account Management Association

SEPTEMBER 22, 2020

Early in 2020, many health care organizations were already leveraging AI to improve decision making and automate difficult or tedious tasks. Make sure you understand how each innovation will fit into clinician workflows, reimbursement models and broader population health initiatives.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Account Manager Tips

NOVEMBER 19, 2022

Describe when and how you'll make your recommendation happen and immediate next steps. The reasons are many: relationship building; confirmation of strategy or tactics; seeking clarity to help deal with uncertainty; advice on decisions; get a decision changed; inform; educate; get action. Alternatives (2 minutes). Use humour.

Value Proposition 246

Value Proposition Decision-making Shareholders Government 246

Corporate Visions

AUGUST 13, 2020

Every marketer wants to make an impact. Today, with 80 percent of the sales cycle happening in digital or remote settings, you’ve never had a greater opportunity to directly influence buying decisions. And the number one factor driving those buying decisions? What makes most marketing content so woefully forgettable?

B2B 134

B2B Marketing Decision-making Digitalization 134

Upland

JUNE 30, 2023

In this article, we will explore how the integration of NLP AI and enterprise sales methodology is set to reshape the future of enterprise sales. Personalized Customer Experiences Modern enterprise sales methodology thrives on data-driven decision-making.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Mike Kunkle

AUGUST 30, 2023

They must show that they can make an impact with enablement and move the needle on the metrics that matter most. But there is much an enabler can do to lead the change projects, garner the support needed, and continue to nudge, push, cajole, and lead the way to making a business impact. There is a proven-effective path forward, though.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Sales Readiness Group

DECEMBER 11, 2023

Every conversation, interaction, and decision made within your sales team significantly impacts your bottom line. You need data-driven insights to set clear objectives, make informed decisions, and motivate your team to aim higher. To thrive in this dynamic landscape, you need more than intuition.

Decision-making 118

Decision-making Sales Sales Management Management 118

Upland

AUGUST 30, 2023

It represents the culmination of their journey, where they have progressed through the earlier stages and are now highly engaged and ready to make a purchase. At every stage of this journey, marketers employ targeted strategies to guide potential customers toward making a purchase decision. What Is The Marketing Funnel?

Decision-making 195

Decision-making Software Software Retail 195

Mike Kunkle

AUGUST 8, 2023

This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Use data to drive informed decisions, optimize sales processes, and identify untapped market opportunities. Dashboards become mash-boards. But remember, data is only as valuable as the actions it informs.

Sales 221

Sales Prioritization Innovation Sales Training 221

Upland

AUGUST 29, 2023

Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision. For any company to make the most out of its products, it is important to understand and grasp the essence of buying intent.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.

Sales 144

Sales Decision-making Software Software 144

Red Star Kim

APRIL 24, 2023

However, there can be concerns about the environment for taking and making telephone calls – with concerns about “Can you be overhead?”. Telephone Confidentiality Some forms of communication are known to be confidential – for example: email (assuming good cybersecurity) and WhatsApp (encryption). divorce enquiries) and business callers (e.g.

Emotional Intelligence 26

Emotional Intelligence Financial Services Decision-making Digitalization 26

Upland

OCTOBER 17, 2023

Its many evolutions and the powerful AI of today make it an irresistible tool to many. Its content capabilities make it an indispensable tool for your sales team. Getting a complete picture of decision-makers Do you know everything about the decision-makers in your target accounts? Many writers use AI to spark ideas.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Red Star Kim

NOVEMBER 9, 2023

What is the informal decision-making process? link] There’s advice to jump your uncertainty gaps by decision-making and actions which involves risk. Strategy is a stream of decisions and actions”. He notes that your optimism (or pessimism) will impact decisions as well as ability to make fast decisions.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Hubspot Sales

SEPTEMBER 4, 2020

According to the Journal of Small Business Strategy , eye contact may help increase the level of motivation in those you’re speaking to, making them more likely to trust what you’re saying and increasing confidence in taking instructions. Eliminate Decision Fatigue. Though that may seem like a positive, it can be daunting for buyers.

Decision-making 131

Decision-making Small Business Communication Sales 131

Hubspot Sales

NOVEMBER 30, 2020

You never get a second chance to make a first impression. But many salespeople and marketers make the mistake of crafting a perfect sales email, holding a great meeting, or running a fantastic product demo, and then sitting back and doing nothing. This is a major purchasing decision and cannot be rushed.

Decision-making 144

Decision-making Sales Meetings Stakeholders 144

Upland

JANUARY 26, 2023

Account-based selling (ABS) : covered in this article in depth. It includes a carefully, strategically selected list of target accounts, and the specific details of what makes for an ideal customer. Large B2B sales deals are not done one-on-one. At the buyer’s end, they are in fact done by a committee, or buying groups.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Red Star Kim

FEBRUARY 8, 2024

An HBR article offered a similar matrix with costs to serve vs willingness-to-pay. This approach is suggested by Liz Whitaker in her book “Power of Personal” People | Propella Decision-Making Unit Again, to target effort on decision-makers rather than users or gatekeepers is a good way to target effort in a large organisation.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Account Manager Tips

AUGUST 3, 2022

We follow up with clients for to close a sale, to ask a question, to get a decision, to share information or reminders. So before you go chasing your client, make sure you're prepared. Check out my article 45 Best Questions to Ask Your Client to Get to Know Them. Follow up shortens the decision cycle so don’t wait!

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

Red Star Kim

JUNE 15, 2023

Financial information, adverse filings, directors and managers, financial strength metrics such as credit scores and ratings and CCJs, shareholders, subsidiaries and branches, company structures and the corporate family, M&A activity and rumours, industry descriptions, SIC codes and research, news articles from various high profile sources.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Help Scout

AUGUST 22, 2023

Consider these studies to make better decisions. Read the full article Color psychology in marketing and branding is more complex than “green conveys calm.”

Marketing 100

Marketing Decision-making 100

Red Star Kim

OCTOBER 3, 2022

This article summarises the delegates’ key pitching insights – Qualification, Branding and Following up. Assess decision criteria and processes. Most firms used templates to make compiling pitch and tender documents quick and efficient and preserve branding. Qualification. Obtain early insight into potential needs.

Meetings 130

Meetings Decision-making Communication Marketing 130

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. This shift from account management to proactive hunting for new business requires a fundamentally different skill set (and possibly a different make-up or Sales DNA). Now, customers are demanding more.

Acquisition 130

Acquisition Sales Decision-making Account Management 130

Red Star Kim

MAY 2, 2023

Video) (kimtasso.com) ) C-suite skills that matter most In August 2022, Harvard Business Review published an article on succession that addressed the C-suite skills that matter most. Stephen M Kosslyn makes similar points – focusing on emotion and context – in the article Are You Developing Skills That Won’t Be Automated?

Emotional Intelligence 100

Emotional Intelligence Leadership Decision-making Publishing 100

Red Star Kim

OCTOBER 10, 2023

Other advice in the article includes offering micro courses. When your employees want to learn a new skill, they typically don’t Google it or refer to your learning management system (LMS) first; 55% of them ask a colleague.

Artificial Intelligence 130

Artificial Intelligence Emotional Intelligence Decision-making Digitalization 130

Account Manager Tips

SEPTEMBER 7, 2022

Does the return on investment provide significant benefits to make them worth pursuing? This article explains how. Sending a thank you note makes people feel respected and improve their performance. This article from HBR has lots of tips on how to write a thank you note and example scenarios deserving of recognition.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

Mike Kunkle

JUNE 12, 2022

I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. And you must assess and make go-forward decisions considering these realities.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Mike Kunkle

NOVEMBER 23, 2023

Then, the rest of this makes sense and can be really valuable. Targeted Performance: meaning a specific effort focused on a KPI in need of improvement, such as decreasing Closed-Lost or No Decision rates and improving Closed-Won rates, or improving overall profitability in a certain product line where deep discounting is rampant.

Sales 130

Sales Finance Profitability Decision-making 130

Help Scout

JULY 13, 2021

Sometimes the customer service teams who are supposed to be solving problems somehow manage to make them so much worse instead. Failures of flexibility Sticking rigidly to policies, even when they make no sense in a given context, is a classic customer service failure that is especially common when dealing with larger companies.

Decision-making 137

Decision-making Banking Media Customer Experience 137

Help Scout

APRIL 29, 2021

It develops organically in response to the decisions, behaviors, and policies of the people in the business. It shapes the whole attitude of the company, and over time that will lead to different decisions and different long-term outcomes. Customer impact is a critical part of business decisions.

Decision-making 139

Decision-making Customer Experience Profitability Organization 139

The Center for Sales Strategy

MARCH 29, 2023

Knowing exactly where your income is coming from and where it’s going can help you make informed decisions and ensure that you are on track to reach your goals. With the right strategy in place, you can easily stay on top of the numbers and make the most of your income.

Decision-making 92

Decision-making Management 92

Hubspot Sales

OCTOBER 11, 2022

In 2022, brick and mortar stores still hold a lot of weight when it comes to consumer purchase decisions — with roughly 73% of our survey respondents citing in-store shopping as a preferred location for purchase. Let's dive in. What the Buyer's Journey Looks Like for Consumers in 2022. How to Keep Up with Your Buyers.

Internet 124

Internet Retail Media Decision-making 124

Hubspot Sales

MARCH 22, 2021

Have you ever come up against a decision maker who is glaring at you with arms crossed (in person or via a video call), daring you to take up their time? There is an art to it, which I’ll walk you through in this article. Understanding the buyer’s terminology and speaking their language can make or break your story.

Shareholders 130

Shareholders Value Proposition Decision-making Communication 130