Remove Communication Remove Decision-making Remove Facilitation
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FROM EXECUTIVE SPONSORSHIP TO EXECUTIVE ENGAGEMENT

Strategic Account Management Association

We too often confuse strategic account sponsorship with corporate project sponsorship, where sponsorship is a way to escalate issues or decision-making when in need. Strategic account management is a team sport, and the sponsor needs to help to facilitate this team mindset. Empathy can be used to listen as well as communicate.

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Want to Accelerate Your SAM Journey? Create a Center of Excellence

Strategic Account Management Association

When we see the investment that some companies are making in pivoting their engagement model to be more strategic, customer-centric and value enabling, we are always surprised to see the enabling functions still focus on supporting the more transactional model which is based on the number of interactions as the metric. Conclusion.

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20 insights on change management processes and communication

Red Star Kim

I facilitated an inhouse change management workshop for a law firm recently. And here are 20 insights on change management processes and communication. Plan the change process carefully – including stakeholder communication at every stage. Change communications. Change management process. reward and recognition).

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Coaching and Consulting – People and Problem-Solving skills

Red Star Kim

People and Problem-Solving Skills Facilitating, coaching, mentoring and consulting all require great people skills. Counselling, coaching, mentoring, facilitating, training and consulting are at different stages of the helping continuum. Coaches and consultants use facilitation skills.

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The Enablement Profession at a Crossroads

Mike Kunkle

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. But it’s all about behavior change.

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Book review: The Strategy Book by Max McKeown

Red Star Kim

I deliver and facilitate strategy workshops and it’s always good to be able to recommend strategy books to delegates. 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”.

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The Perplexing Power of Process & Methodology in Complex B2B Sales

Mike Kunkle

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. click the image to see a larger version] This makes sense, right? Should sales process be adaptable?

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