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. Stakeholder engagement and buy-in: Influence and persuasion skills using Aristotle and Knights and Dinosaurs.

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

Hubspot Sales

FEBRUARY 13, 2024

One of the big questions on that front is, “What's a shareholder versus a stakeholder?” So, to help you get a better sense of what shareholders and stakeholders are and how they differ, I've put together this handy guide. Table of Contents Shareholder vs. Stakeholder What is a shareholder? Here we go. Here are the key points.

Shareholders 111

Shareholders Stakeholders Government Suppliers 111

Brooks Group

FEBRUARY 10, 2025

Ten to fifteen years ago, a seller could huddle up with three or four decision makers and quickly decide on a purchase. Now, its like a packed corporate strategy meeting where every department sends a representativeeach with an opinion and veto power. Decision-making time, compared to five to seven years ago, has increased by 60%.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

Mike Kunkle

APRIL 8, 2023

(Although, in complex B2B opportunities, especially with longer sales cycles, qualification – like discovery – may be ongoing, because new stakeholders are introduced, others leave, budgets shift, and in general, things change.) To start, assess the Buyer Type for each stakeholder. Here’s what I mean.

B2B 243

B2B Sales Decision-making Stakeholders 243

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. In fact between 70 to 80 percent feel vendors are not prepared for their meetings with senior level executives. Imagine you're at the front of a boardroom about to make a presentation. How do you feel?

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Close any gaps in your solution, meet all commitments and ensure your client is satisfied. 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

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. Putting out fires instead of preventing them.

Account Management 246

Account Management Key Account Management Management Suppliers 246

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

ProlifIQ

OCTOBER 30, 2024

With kam techology , you can: Centralize Account Information : Make sure the critical information about an account is clean and in one place. Capabilities of KAM Technology Solutions That A Company Needs Map out stakeholders by location, business unit, or job function.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

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.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Planview

AUGUST 22, 2024

In this post, you’ll learn: Why Putting People at the Heart of Change Matters The Exciting Future Ahead for the PMO How AI Can Help Prioritize Impactful Work Meet Athena Smith Athena Smith hails from Georgia and is based in Atlanta. Then, I identify all stakeholders, flagging who is an assister, a resistor, and a neutral.

Stakeholders 69

Stakeholders Prioritization Brainstorming Decision-making 69

Upland

MARCH 29, 2023

Gone were the face to face office meetings and networking at industry events, and in their place were hour-long zoom calls with sellers wearing hoodies. Now, however, things have changed. 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

Strategic Account Management Association

FEBRUARY 3, 2022

It’s how faithfully (and effectively) we execute on these principles that makes the difference. How are we making this information visible within our own organization so that we can function as a cohesive revenue team? The foundational principles that move the needle are ones familiar to any sales leader: relationships and insights.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

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

Planview

FEBRUARY 13, 2025

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. Data silos hinder communication and collaboration, leading to misalignments among stakeholders.

Supply Chain 52

Supply Chain Digitalization Manufacturing Digital Transformation 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

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

Planview

JULY 29, 2024

Streamlining Global Product Development Process Conagra Brands has been a major force in the consumer packaged goods (CPG) industry for more than a century and needed a solution to streamline their global development process and improve data-driven decision-making.

Supply Chain 59

Supply Chain Decision-making Facilitation Stakeholders 59

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. Persuasion can be used to spur someone to action or to make a decision without actually earning their sincere buy-in.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Upland

JULY 12, 2023

And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc. Decision criteria: What factors will buyers consider when making their decision?

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Whetstone

JANUARY 8, 2025

They provide critical support, resolve internal roadblocks, and help the SAM gain access to higher-level customer stakeholders. The SAM, like the climber, leads the ascent, makes strategic decisions, and focuses on reaching the summit. This makes SAMs uniquely positioned to coach their sponsors effectively.

Stakeholders 52

Stakeholders Account Management Leadership Decision-making 52

Nutshell

SEPTEMBER 18, 2024

Navigating the complexities of B2B sales, especially with high-value enterprise deals and multiple stakeholders, can be challenging. The sales process focuses on identifying key decision-makers and understanding their needs, then creating strategies to effectively address those needs.

Stakeholders 126

Stakeholders Sales CRM Value Proposition 126

Hubspot Sales

JANUARY 11, 2018

Authority: Who is the ultimate decision maker? They didn’t learn anything about the decision maker, Sheila; the budget approval process; or the reason for a spring implementation. We’ve calculated your team could potentially gain X amount per [week, quarter, year] by making this [change, investment]. What does BANT stand for?

Decision-making 145

Decision-making Stakeholders Finance Meetings 145

Red Star Kim

OCTOBER 24, 2022

Behaviour in sales meetings). This article is a reminder of the key points valued by the delegates: Nine insights: Sales processes and selling skills for targeting and meetings. Some used the DMU (see introductory video on DMUs ) and the stakeholder matrix for targeting. Sales meetings. Debrief after meetings.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Hubspot Sales

SEPTEMBER 21, 2020

Enterprise sales also involve multiple stakeholders, and the salesperson is typically in conversation with numerous people before deals are closed. Overall, a complex sale is marked by three key elements: higher perceived risk resulting from higher price points, a longer sales cycle (6+ months), and multiple stakeholders.

Stakeholders 139

Stakeholders Insurance Decision-making Finance 139

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

DemandFarm

MARCH 31, 2025

In the past, account managers spent significant time on manual tasks like logging customer interactions, scheduling meetings, updating CRM records, and manually tracking stakeholder engagement. Providing AI-driven insights into account health, whitespace opportunities, and stakeholder influence, enabling proactive decision-making.

Account Management 40

Account Management Key Account Management Management Account Planning 40

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 unstructured insightsthe informal conversations, strategic signals, and competitive shifts that influence decision-making? And there lies the friction.

Key Account Management 52

Key Account Management Account Management Management CRM 52

Hubspot Sales

DECEMBER 22, 2017

And, chances are, they’ll need to know someone other than the decision maker pretty well. In days of old, salespeople could call the C-suite, marketing could email them, and it was much easier to gain access to the decision maker. Will they help you make the sale or unknowingly stop you from talking to the right person?

Decision-making 145

Decision-making Sales Finance Stakeholders 145

PandaDoc

MARCH 25, 2025

Its a decision that requires research, deliberation, and often, multiple stakeholders. Sometimes called enterprise sales, complex sales generally have a longer sales cycle involving multiple stakeholders and decision-makers. This stage can involve multiple meetings and additional stakeholders.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

Upland

MARCH 23, 2023

Who makes the final decision? This can result in problems like not knowing where to invest in inventory, human capital, and derail crucial decision-making. This makes more accurate sales forecasts a possibility while cutting back on sandbagging. These usually include: What’s the latest update?

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

Hubspot Sales

NOVEMBER 18, 2020

The top data insights sales leaders use for decision-making are forecasting data, rep productivity data, and team performance to quota. 63% of sales leaders believe virtual meetings are as effective as in-person meetings. According to LinkedIn , 1 in 5 B2B decision makers change roles annually. In the U.S.,

Sales Leadership 142

Sales Leadership Leadership Sales B2B 142

Hubspot Sales

APRIL 17, 2018

After all, signing new customers and upselling existing accounts is how a rep makes quota. Here are 17 of the most prevalent -- and devastating -- closing fumbles I see reps make. 17 Sales Closing Mistakes to Stop Making Right Now. But if the rep says, “ Can you meet on Monday afternoon? ” Closing only once.

Procurement 145

Procurement Decision-making Negotiation Sales 145

Planview

MARCH 19, 2025

Technological Advances : Innovations in AI, machine learning, and digital currencies redefine how organizations operate and meet consumer expectations. By enabling end-to-end visibility, fostering collaboration, and enhancing decision-making, VSM bridges the gap between strategic intent and tangible results.

Financial Services 52

Financial Services Banking Management Government 52

DemandFarm

MARCH 31, 2025

Managing B2B deals means dealing with buying committees theres rarely a single decision-maker. It integrates seamlessly with HubSpot, enabling users to auto-generate stakeholder maps using CRM data. Its AI capabilities help teams understand stakeholder influence and forecast potential deal risks. This visibility is pure gold.

CRM 40

CRM Stakeholders Account Planning Decision-making 40

Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. People in these different positions have varied interests, goals, and overall desires towards the products and services they use to meet their business needs. Identifying Sales Leads.

Stakeholders 122

Stakeholders Decision-making Sales B2B 122

DemandFarm

OCTOBER 23, 2024

This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs. Compared to small or mid-sized business (SMB) sales, enterprise sales typically entail a longer decision-making process, more resources, and more stakeholders.

Key Account Management 40

Key Account Management Account Management Management Procurement 40