Hubspot Sales

SEPTEMBER 12, 2024

B2B Buyers vs. B2C Buyers While B2C buyers tend to make smaller, transactional purchases to meet their immediate needs, B2B buyers are often making significant investments that demand complex decision-making processes. Some 36% of buyers are at the very top of leadership in the C-suite.

B2B 116

B2B B2C Decision-making Software 116

Red Star Kim

SEPTEMBER 29, 2023

The Managing Partners’ Forum (mpfglobal.com) holds quarterly meetings of its Advisory Board where senior leaders discuss issues pertinent to the professional services sector. Other Forum developments Other issues mentioned by Richard Chaplin included: “Collaboration through consensus” the Forum’s leadership development programme.

Meetings 130

Meetings Government Management Finance 130

Brooks Group

FEBRUARY 10, 2025

Now, its like a packed corporate strategy meeting where every department sends a representativeeach with an opinion and veto power. 77% of B2B buyers report their last purchase was complex, involving multiple stakeholders. More stakeholders means longer sales cycles. The implications for sellers are significant.

B2B 82

B2B Emotional Intelligence Value Proposition Stakeholders 82

Red Star Kim

MARCH 30, 2023

I’m excited to announce that the Managing Partners’ Forum has just launched a series of six modules for an innovative leadership development programme for firm-wide leaders of small and medium sized professional services firms. Why is the Managing Partners’ Forum Leadership Development programme different?

Leadership 130

Leadership Emotional Intelligence Digital Transformation Management 130

Red Star Kim

JUNE 27, 2023

At the recent PM Forum online workshop on campaigns, thought leadership and project management there were 17 delegates from legal, accountancy and insolvency firms located in London, Belfast, Sutton Coldfield, Manchester, Newcastle, Cambridge and Dubai. The delegate aims, poll results and key takeaways are shown below.

Leadership 130

Leadership Management Stakeholders Communication 130

Mike Kunkle

AUGUST 30, 2023

This conundrum can breed skepticism, both within the enablement team (as mentioned above) and from the stakeholders in their organization. Embrace Collaborative Leadership: Enablement professionals should see their roles as collaborative leadership positions. Build Alliances: Alignment doesn’t occur in a vacuum.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Hubspot Sales

APRIL 9, 2025

Few buyers will be interested in scheduling another meeting with someone whos not paying attention right now. Better yet, review your scheduled meetings for the next day before you leave at night. For enterprise deals, the number can jump as high as 10-15 stakeholders. 15-20 minutes).

Decision-making 98

Decision-making Stakeholders Finance Software 98

CMOE

MARCH 17, 2025

Leaders must recognize these factors and interdependencies to ensure their decisions align with broader organizational objectives and drive sustainable success for all stakeholders. Ask for Outside Perspectives Listening to and accepting outside perspectives is essential for strategic leadership.

Leadership 52

Leadership Strategic Thinking Decision-making Organization 52

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

MDI Training

NOVEMBER 14, 2023

Artificial Intelligence as a Co-Trainer in Leadership Development In a world that is constantly evolving, we at MDI always strive to be at the forefront of finding innovative ways to promote and sustainably improve leadership development. It’s about making the future of leadership training even more sustainable.

Leadership 105

Leadership Artificial Intelligence Digital Transformation Digitalization 105

MDI Training

AUGUST 22, 2022

A leadership novel for the first-time leaders. You will meet a bunch of colourful, authentic, stressed-out characters. You will meet a bunch of colourful, authentic, stressed-out characters. Further to unexpected events, Luca is promoted into a leadership position, without any formal training or mentoring.

Leadership 98

Leadership Digital Transformation Digitalization Stakeholders 98

MDI Training

FEBRUARY 14, 2023

Being a servant leader “Servant Leadership” is a concept by Robert Greenleaf that describes the manager as a servant to their employees. A number of well-known authors and CEOs of companies such as Starbucks, Nordstrom and SAS followed him in designing and practicing servant leadership. ” Trick or mission?

Leadership 97

Leadership Shareholders Decision-making Digital Transformation 97

Whetstone

JANUARY 8, 2025

Despite their best intentions, executives sometimes struggle to balance their natural leadership instincts with the nuanced role of an executive sponsor. They provide critical support, resolve internal roadblocks, and help the SAM gain access to higher-level customer stakeholders. One of the most common pitfalls is ego dynamics.

Stakeholders 52

Stakeholders Account Management Leadership Decision-making 52

CMOE

JUNE 8, 2021

The concept of agility applies across the for-profit business landscape but also includes non-profit organizations as well as government agencies who need to be more responsive to stakeholders, prepare for emerging challenges, and deliver services that meet or exceed expectations. The post Agile Leadership appeared first on CMOE.

Leadership 76

Leadership Stakeholders Government Profitability 76

Zendesk

FEBRUARY 25, 2022

Since last International Women’s Day, women have made significant achievements in leadership representation in the workplace. Yet women are still promoted to higher-ranking and higher-paying leadership roles at lower rates than men. There are more women than men in customer service—yet men hold more leadership positions.

Leadership 98

Leadership Prioritization Management Meetings 98

Upland

NOVEMBER 28, 2021

Typically, these programs are powered by a robust software solution designed to meet all stakeholders’ reference needs—from Marketing and Customer Success to frontline sellers and everyone in between—and require at least one dedicated Advocacy Manager to keep everything running smoothly.

Sales 195

Sales B2B Software Software 195

Red Star Kim

NOVEMBER 13, 2023

It was good to meet the private client lawyers – some recently promoted to head of department – for a workshop on “ Managing and growing your private client practice” earlier this month. There is also a post on emotional intelligence and leadership Research on leadership and emotional intelligence (EQ) (kimtasso.com).

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Red Star Kim

OCTOBER 25, 2023

CogniClick is a nifty system (backed by an expert team) to enable you to conduct fast, quick polls and pulse surveys amongst your clients and stakeholders and to also develop maturity assessments and similar thought leadership content. I had the pleasure of meeting Helen Kensett at the recent PM Forum Conference.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130

AchieveIt

JULY 12, 2024

Private, government, and third-sector organizations are trying to meet rapidly evolving customer expectations. Leadership teams are the driving force for successful digital transformation initiatives. As consumer expectations change and companies become more digital, leadership needs to adapt accordingly.

Digital Transformation 64

Digital Transformation Digitalization Leadership Government 64

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. That’s the nature of the often long and protracted sales cycles in professional services.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Planview

DECEMBER 8, 2021

If you’ve gotten approval from leadership to embark on an Agile transformation, you may be gaining momentum from Agile teams embracing new ways of working and benefits like faster delivery, better quality, and improved morale. Form an Agile Leadership Team. With Agile, leaders are elevated from the details.

Government 111

Government Leadership Stakeholders Decision-making 111

Red Star Kim

NOVEMBER 9, 2023

After describing what strategic thinking looks like, the author guides readers through the strategy process – with suitable questions to ask during leadership discussions. I liked the idea of a learning approach to strategy – engage as many people as possible with the strategy so they can adapt and feedback to the leadership team. (On

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

AchieveIt

MARCH 3, 2025

The six pillars well explore are: Alignment & Leadership A strong vision and engaged leaders are key to keeping teams aligned and driving strategy forward. Alignment & Leadership: Strategy Starts at the Top A strong vision lays the groundwork for any successful strategy, but it takes an engaged leadership team to bring it to life.

Decision-making 52

Decision-making Leadership Innovation Organization 52

ProlifIQ

NOVEMBER 7, 2024

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

Account Planning 52

Account Planning Account Management Decision-making CRM 52

Showpad

SEPTEMBER 1, 2020

You learned about the three critical success factors of enablement , how to l everage sales enablement for digital transformation and how your leadership is required to lead through change. One critical success factor is meeting your expectations as an executive stakeholder or sponsor.

Sales 132

Sales Onboarding Stakeholders Leadership 132

Hubspot Sales

MARCH 18, 2019

To turn buyers into business partners, a key account manager (KAM) typically provides dedicated resources, unique offers, and periodic meetings. A KAM needs leadership abilities to guide her team members (which might include a salesperson, marketer, technical support, implementation and/or onboarding specialist).

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

CMOE

NOVEMBER 27, 2023

Having executive presence is not only important when you are actively leading your team, but also in any situation where you need to convey your leadership capabilities. Through your executive presence, you will seek to show team members and stakeholders that you are capable, reliable, trustworthy, and someone that others will want to follow.

Leadership 59

Leadership Stakeholders Communication Meetings 59

DemandFarm

MARCH 31, 2025

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. Enterprise teams managing complex B2B sales with multiple stakeholders.

CRM 40

CRM Stakeholders Account Planning Decision-making 40

Hubspot Sales

SEPTEMBER 22, 2020

And customers are now demanding a low-touch buying experience, as opposed to the drawn-out purchasing processes involving multiple meetings that have been the norm for so long. The Five Sales Stakeholder Relationships. Sales leaders are increasingly making critical decisions based on metrics, not observations. These shifts aren't new.

Software 126

Software Software CRM Sales 126

Red Star Kim

MARCH 4, 2024

Reasons your line manager is a micro-managing control freak (focus on your line manager) Your line manager is using situational leadership Line managers can lead their teams in a number of ways – depending on the situation or task and the skills/experience of the people that work for them. So they adapt their leadership style accordingly.

Management 147

Management Communication Leadership Digitalization 147

Mike Kunkle

FEBRUARY 27, 2023

Then, when possible (based on top-down support and leadership appetite), you can evolve to the Adaptive Maturity Level (which crosses the border into Performance Consulting and delivers the most value and ROI). It just happens to be my opinion that until you get there, you are “building” your practice.

Sales 57

Sales Onboarding Publishing Transportation 57

Red Star Kim

FEBRUARY 14, 2023

What is the marketing consultant’s approach from the first meeting? To better influence senior stakeholders and also support junior levels coming through How are M&BD roles changing? How much do you value strategy in the equation? Are you committed to seeing a strategy fully through before engaging in new tactics?

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships.

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

Hubspot Sales

JULY 13, 2023

6 Tips for Addressing AI Fears So, how does sales leadership address raised concerns and promote AI adoption across their revenue teams? You can also create measurable goals to track the success of your AI projects and conduct regular follow-up meetings to review the outputs. Create a collaborative culture between sales reps and AI.

Leadership 98

Leadership Sales Cybersecurity Internet 98

Hubspot Sales

DECEMBER 29, 2021

Incentive compensation plans often provide an effective avenue for sales leadership to motivate their teams and encourage overperformance. Without incentive compensation, reps might be less inclined to exceed or even meet quota routinely. Meaningful incentives influence behavior in any context, and sales is no exception. Evaluation.

Profitability 127

Profitability Stakeholders Leadership Software 127

Hubspot Sales

APRIL 4, 2023

Common Interview Questions for Consultants Fit Questions Leadership Questions Industry Questions Experience and Background Questions Conflict Resolution Questions Fit Questions for Consultants 1. Identify one or two relevant examples demonstrating your ability to meet the expectations outlined in the job description.

Supply Chain 119

Supply Chain Leadership Construction Artificial Intelligence 119