Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. Our contacts and stakeholders just aren’t making decisions – How do we deal with their disengagement and getting pushed back and back while they still expect more from us?

Stakeholders 130

Stakeholders Shareholders Decision-making Key Account Management 130

Red Star Kim

MAY 3, 2023

At the recent PM Forum workshop on stakeholder engagement and buy-in there was an interesting mix of delegates from law, accountancy and actuarial firms from across the UK and Ireland and even China. Work roles varied across marketing, business development, PR, internal communications, events, digital and graphic design.

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

Nutshell

JANUARY 30, 2025

Every marketing team should clearly understand whether its efforts are yielding results. However, many marketing departments struggle to define their key performance indicators (KPIs) or establish effective analytics tracking, which can make their marketing reports less useful. Why is a marketing report important?

Marketing 83

Marketing Media Decision-making Digitalization 83

Hubspot Sales

AUGUST 27, 2024

A well-crafted AI-powered pricing strategy helps companies to be competitive in their target market. It can help them to be resilient to changing market conditions, and achieve their profitability goals. AI pricing helps to maximize revenue and profitability while ensuring that prices remain competitive and aligned with market trends.

Artificial Intelligence 103

Artificial Intelligence Profitability Telecommunications Retail 103

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Recognize market trends as well as the strengths and weaknesses of competitors. Create contact plans to keep in touch with key stakeholders in your company and your client's. Clients use bid decision criteria to decide who wins the contract.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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., Barrett, M.,

Decision-making 81

Decision-making Digital Transformation Artificial Intelligence Leadership 81

Luminas Strategy

MARCH 17, 2025

The truth is, in a market where disruption is the constant, the old models of customer engagement just dont work anymore. Consider this: if your customer’s revenue growth directly translated to your own, would your strategic decisions change? We’re beyond the era of customer satisfaction. Most likely, yes. The alternative?

Organization 81

Organization Co-Creation Innovation Decision-making 81

Red Star Kim

DECEMBER 18, 2023

The workshop covered strategic thinking, business strategy and marketing and business development (MBD) strategy. From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. Top-down or Bottom-Up Strategy?

Marketing 130

Marketing Strategic Thinking Stakeholders Artificial Intelligence 130

Hubspot Sales

MARCH 13, 2025

Projecting a sales cycle ahead of time gives sellers a better chance of making their numbers. On top of that, B2B buyers are wary of sellers trying to influence their decisions. If sellers can articulate benefits and discuss how the companys financial picture can improve, the chances of making sales are higher.

Meetings 95

Meetings Sales Stakeholders Decision-making 95

Upland

AUGUST 25, 2023

An influence map is a visual tool that helps you identify and understand the stakeholders who have a say in your project or decision. It can be used to: Identify the key stakeholders who need to be engaged in order to achieve your goals. Understand the relationships between stakeholders and how they influence each other.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 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. Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. That’s hyperbole and humor, to make a point, but it’s not far from the truth.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Strategic Account Management Association

SEPTEMBER 22, 2020

To grow your IDN customer relationships, you need to understand how the health care market is changing and where your organization fits into the ever-evolving health care ecosystem. Early in 2020, many health care organizations were already leveraging AI to improve decision making and automate difficult or tedious tasks.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Brooks Group

JANUARY 9, 2025

Essential Skills for Sales vs. Account Management The specific requirements of each role will vary depending on your companys unique market, environment, and goals. Project management: Orchestrate multiple initiatives and stakeholders to ensure successful solution implementation. converting prospects into customers and making sales).

Account Management 99

Account Management Management Sales Account Growth 99

Red Star Kim

JULY 11, 2022

Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure. Some reported that the reward systems worked against initiatives that reach beyond the immediate client and market focus of individual fee-earners (e.g. Animal magic of buy-in and stakeholder engagement (Video) (kimtasso.com).

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Clarity Engagement Solutions

FEBRUARY 7, 2022

Tailored by vertical industry and 100% native to Salesforce Lightning, CX1™ makes it easy for sales and account teams to map stakeholder relationships, identify the sources of decision-making influence and manage a larger number of better-qualifed opportunities as a result. That’s where Clarity CX1™ comes in.

Stakeholders 172

Stakeholders Decision-making Account Planning Prioritization 172

Account Manager Tips

NOVEMBER 19, 2022

Imagine you're at the front of a boardroom about to make a presentation. Make your first impression count The goal of any executive level presentation is to make sure everyone immediately feels this will be time well spent. For instance, compare marketing to human resources. Marketing KPIs Brand awareness.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Nutshell

AUGUST 21, 2020

With over a hundred and one different things that could kill your cloud software business, poor marketing is the slow poison that can put it to sleep for good. With every SaaS market crowded these days— G2 lists over 2,800 solutions for “ CRM ” alone—there’s little room for error in your marketing. Product complexity.

Marketing 142

Marketing Onboarding Media B2C 142

Upland

MARCH 29, 2023

It means building out a robust understanding of roles in the decision-making process, how (and to what extent) they exert influence and what priorities are top-of-their-mind. When a deal comes down to the line, it’s the quality of the relationship that gets the seller the phone call when a buyer is making decisions.

CRM 195

CRM Management Stakeholders Decision-making 195

DemandFarm

NOVEMBER 22, 2024

Relationship Intelligence and Stakeholder Knowledge The best account managers know business is personal. They create trust-based connections by mapping out and understanding key stakeholders, tracking team shifts, and staying updated on client organization changes. Core Traits of High-Performing Account Managers 1.Relationship

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. This enables them to work faster, engage buyers more effectively, and make better decisions.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

DemandFarm

MARCH 31, 2025

Conversations, stakeholder engagement, external market intelligence, and predictive signals all play a crucial role in shaping long-term growth. Where are the external market forces shaping the accounts trajectory? Who are the true economic decision-makers driving strategic purchasing decisions?

Key Account Management 52

Key Account Management Account Management Management CRM 52

Hubspot Sales

FEBRUARY 21, 2025

I typically spend two weeks developing my list, making sure each company genuinely needs what I offer and has the potential for a long-term partnership. Map decision-makers within each account. Understanding the decision-making landscape within each target account helps you direct your energy toward building the right relationships.

Value Proposition 59

Value Proposition Stakeholders Decision-making Prioritization 59

Planview

FEBRUARY 13, 2025

By leveraging advanced technologies, digital supply chains enhance efficiency, reduce costs, and improve responsiveness to market demands. Traditional supply chains relied heavily on manual processes, paper-based documentation, and limited information sharing between stakeholders, leading to delays, inefficiencies, and a lack of transparency.

Supply Chain 52

Supply Chain Digitalization Manufacturing Digital Transformation 52

Sales Gravy

APRIL 6, 2025

We are coming off of a week that can only be described as a stock market bloodbathamping up uncertainty and making selling even harder. trillion dollars were wiped from the US stock market in two days. trillion dollars were wiped from the US stock market in two days. The penalties for making mistakes can be severe.

Decision-making 52

Decision-making Finance Government Stakeholders 52

Mike Kunkle

MAY 30, 2023

There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work. Finding yourself in one of these situations does not excuse you from working as hard and as smart as possible to make an impact with enablement.

Decision-making 311

Decision-making Sales Training Sales Sales Management 311

Flevy

MAY 10, 2022

On the other hand, startups face significant difficulty isolating and contacting the appropriate decision makers in the corporations, given the massive hierarchies of global businesses. These difficulties are amplified in Emerging Markets. Commit resources to tapping the entrepreneurial energy in Emerging Markets.

Marketing 111

Marketing Energy and Utilities Innovation Banking 111

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. The firm’s culture and reward systems are the context for their engagement with marketing and business development.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Hubspot Sales

JUNE 18, 2019

You might sell a product that genuinely makes conducting business easier, but this doesn't grant you a simple sales process. Selling to businesses often means proving to multiple decision makers that your product can make their jobs more efficient, provide a significant return on investment ,and outdo competitors in functionality and price.

Decision-making 140

Decision-making Stakeholders Sales Software 140

ProlifIQ

NOVEMBER 7, 2024

These KPIs can be visualized through interactive dashboards, providing real-time insights into account performance and helping sales teams make data-driven decisions. Org management – Try Our Interactive Demo Below Stakeholder Mapping is the process of visually representing the potential stakeholders you need to work with.

Account Planning 52

Account Planning Account Management Decision-making CRM 52

AchieveIt

AUGUST 8, 2024

Using intuition or a vibe might work when choosing where to go on your next vacation or which restaurant to try, but not when making strategic or business decisions. Your decision-making process should be centered around these valuable insights. What is data-driven decision-making (DDDM)?

Decision-making 52

Decision-making Healthcare Stakeholders Government 52

Upland

JANUARY 26, 2023

In an account-based selling approach, the differentiation between teams like customer success, sales and marketing is less distinct. Account-based marketing (ABM) : it takes a lot more than a hero rep to win over a buying group. Account-based marketing (ABM) : it takes a lot more than a hero rep to win over a buying group.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Arpedio

MARCH 12, 2025

Sales teams frequently store critical information in spreadsheets , emails, or isolated CRM instances, making it difficult to access a unified view of an account. Decision-making becomes reactive rather than strategic, as sales professionals are forced to rely on outdated or inconsistent data.

Stakeholders 52

Stakeholders Decision-making Government Account Planning 52

Upland

NOVEMBER 28, 2021

These days, most prospects both want and expect to speak with a peer reference before they make a final purchase decision, but not all references are created equal. This makes resorting to unofficial sales reference channels all the more tempting. Making targeted, on-demand references a reality.

Sales 195

Sales B2B Software Software 195

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., Barrett, M.,

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., Barrett, M.,

Decision-making 52

Decision-making Digital Transformation Artificial Intelligence Leadership 52

Account Manager Tips

OCTOBER 11, 2021

You need to take charge, make decisions and set goals for your customers so they can achieve success. What changes should we make? How do we make changes? Not focused on the customer The biggest mistake you can make with clients is to put your needs first. A meeting minutes template makes notes easier to read.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Upland

OCTOBER 13, 2020

It makes for compelling TV, but this kind of relationship mapping is also a powerful tool in B2B sales — particularly when you start selling to larger accounts. The real power lies in understanding the relationships between the cast of characters, allowing you to navigate to and influence decision-makers.

Decision-making 195

Decision-making B2B Organization Stakeholders 195