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. What is a stakeholder? A stakeholder is either an individual, group or organisation who is impacted by the outcome of a project or relationship.

Stakeholders 130

Stakeholders Decision-making Shareholders 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. Stakeholder engagement and buy-in: Influence and persuasion skills using Aristotle and Knights and Dinosaurs.

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

Strategic Account Management Association

SEPTEMBER 22, 2020

8 webinar, “The new health system supply chain mandate: What every SAM needs to know,” hosted by SAMA and presented by Advisory Board’s Brandi Greenberg. . As a strategic account manager (SAM), you know how important it is to speak your customers’ language and see the world through your customers’ eyes.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Hubspot Sales

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling. Key Account Management.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

Red Star Kim

AUGUST 7, 2023

So I wanted to focus on this aspect of internal referrer management – employee communication and alumni programmes. The management team awards prizes to those who’ve taken the tech-free culture on board and come up with a creative past time. Both existing and past employees are good sources of recommendations and referrals.

Communication 130

Communication Management Value Proposition Stakeholders 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. Take time to scope Scoping is a key aspect of project management.

Leadership 130

Leadership Management Stakeholders Communication 130

Flevy

OCTOBER 25, 2022

This calls for an Integrative approach to Managing Innovation. Various aspects of the Innovation process have to be integrated through a cohesive Innovation Management Strategy that gels well with the individual strategies of these aspects. Integration of Stakeholders. Integration of Stakeholders. Integration of People.

Innovation 98

Innovation Management Energy and Utilities Digital Transformation 98

Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Do you make the first move and present a compelling proposal that positions you as the partner of choice?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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. Manage expectations Clarity about what we hope to achieve will help to manage expectations.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. Some hiring managers move fast and you may not have the time to do your plan justice if you haven't at least got a draft completed. Create two versions: 30 60 90 day plan presentation. I like to include a visual CV as well.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Account Manager Tips

JUNE 23, 2020

Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management. These guiding principles have served Phil well and I know they will help you find success as a key account manager. What are the Tenets of Account Management?

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Flevy

DECEMBER 23, 2022

Frederic Laloux, in 2014, started analyzing emerging organizations that were setting themselves apart from the established organizations in their style of management. This type of management flourishes in disorderly settings. Coming events are a reiteration of the past in this type of management.

Management 105

Management Shareholders Digital Transformation Innovation 105

Mike Kunkle

AUGUST 30, 2023

Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. This conundrum can breed skepticism, both within the enablement team (as mentioned above) and from the stakeholders in their organization. It’s a classic case of influence without authority.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

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. Experience in stakeholder management and funding is also desirable.

Meetings 130

Meetings Government Management Finance 130

KAM With Passion

FEBRUARY 8, 2021

Are you in charge of a true Key Account Management initiative? A true Key Account Management initiative comes on top of your usual sales and customer management activities. Defining how the initiative will be managed and with which resources is crucial. Build your KAM initiative on rock-solid principles.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Mike Kunkle

APRIL 8, 2023

And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. This allows managers to assess the effectiveness of the rep’s qualification by asking questions and digging into the details. To start, assess the Buyer Type for each stakeholder.

B2B 243

B2B Sales Decision-making Stakeholders 243

Peter Simoons

DECEMBER 13, 2020

Recently I presented to Dr. Brian Tjemkes’ Alliances, Mergers and Networks Program at the VU University in Amsterdam. In good 2020 style, this presentation was fully online. One hour wasn’t enough for their questions so at the end of the presentation I invited the students to reach out to me on LinkedIn to continue the conversation.

Management 98

Management Stakeholders 98

Red Star Kim

MAY 11, 2023

This post reviews the core material covered in Managing Brands Chartered Institute of Marketing (CIM) professional qualification (Level 6 elective New CIM professional marketing qualifications – 2020 (kimtasso.com) ) and the Cambridge Marketing College’s Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com).

Management 130

Management Co-Creation Publishing Leadership 130

Account Manager Tips

JULY 28, 2020

How does your account management team keep up with the challenges and opportunities presented by growth? And how do you define account management objectives that deliver results? I'm excited to share my conversation with Calin Muresan , Existing Business Manager at Netguru. 13:46 Misconceptions about account management.

Account Management 130

Account Management Management Account Planning Organization 130

Account Manager Tips

JULY 27, 2020

Which means as an account manager, you’ve got to rely on instincts (and maybe a little prayer). You can’t run an account management team like that, let alone a business. And you’ve got to put those systems in place for information, planning, and control to deliver a consistent account management experience for your clients.

Account Management 130

Account Management Business Growth Management Account Planning 130

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

Nutshell

SEPTEMBER 18, 2024

Navigating the complexities of B2B sales, especially with high-value enterprise deals and multiple stakeholders, can be challenging. The Miller Heiman sales process incorporates methodologies for opportunity management, stakeholder engagement, and solution selling.

Stakeholders 126

Stakeholders Sales CRM Value Proposition 126

Agile CRM

MARCH 6, 2022

This is why managing a project entails overseeing the many tasks that make up the project’s outline while also keeping an eye on the people that make up the workforce and how they contribute to the project’s success. What is a Project Management Software? Projectsly: The All-in-One Project Management Software.

Software 98

Software Software Management Stakeholders 98

Hubspot Sales

MARCH 29, 2018

Find a stakeholder at X company to reach out to. Write a prospecting email to that stakeholder. This shows how self-aware they’re likely to be with prospects -- and with you as their manager. Test a candidate’s presentation and closing ability by having them present a mock pitch to a team of stakeholders in your office.

Stakeholders 142

Stakeholders Communication Decision-making Sales 142

Envisio

JUNE 28, 2023

When done correctly, it turns today’s vision into tomorrow’s reality–but in order to meet the goals in the plan efficiently, these organizations need a management reporting system that helps them implement their plan. In this way, a good management reporting software is the foundation for successful strategy execution.

Management 92

Management Government Stakeholders Decision-making 92

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. These evaluators can be at any level and position within an organization, from team managers to CTOs. Below we’ll explain how to qualify different sales stakeholders.

Stakeholders 122

Stakeholders Decision-making Sales B2B 122

Insightly

MAY 4, 2021

Part 1: How to plan and manage projects. Part 2: Tips on choosing the right project management tool. If a sales team needs a new deck to present to an important client? Despite these many competing priorities, marketing teams rarely have dedicated project management and have to manage their own priorities.

Marketing 93

Marketing Management Prioritization Stakeholders 93

Mike Kunkle

FEBRUARY 27, 2023

It’s equally annoying to me when people proffer out-of-context advice, presented from a position of authority, that is based on limited experience or expertise. Once you arrive, then you can lead and manage your practice. Managers are “super-sellers” and coaching is nonexistent.

Sales 57

Sales Onboarding Publishing Transportation 57

Red Star Kim

JULY 11, 2022

And present evidence of the results achieved. Communication and education are required to manage expectations and promote enthusiasm and momentum. There are lots of articles on internal communications, buy-in and stakeholder engagement. Animal magic of buy-in and stakeholder engagement (Video) (kimtasso.com).

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Red Star Kim

FEBRUARY 14, 2023

Manage limiting beliefs During the coaching module, there was much discussion about limiting beliefs or limiting assumptions. So where they believe that something can’t be done – direct them to consider where others have managed to achieve something similar. Delegate views and poll results are shown below.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Hubspot Sales

JUNE 18, 2019

This is no easy task and I’ve experienced these challenges first-hand after developing project management software for the finance industry. However, I still have to defend these facts to numerous stakeholders in order to gain each sale. This presents openness and approachability that your competitors may not offer.

Decision-making 140

Decision-making Stakeholders Sales Software 140

Zendesk

JUNE 17, 2022

If the shop relied on customer feedback management, the server would have shared your feedback with the owner, who could have changed the ice cream supplier (and left you with a sweeter taste in your mouth after your second visit). What is customer feedback management? Customer feedback management examples.

Management 98

Management Decision-making Media Software 98

Apptivo

APRIL 21, 2021

Owing to the evolution in technology, the Project Management Software of Apptivo has gone through multiple advancements since its inception. The methodology and tools adopted in project management have evolved from conventional bookkeeping to spreadsheets and an online cloud application. Streamlined Project Management.

Management 97

Management Artificial Intelligence CRM Software 97

Red Star Kim

DECEMBER 18, 2023

The processes to obtain and analyse data, engage all stakeholders, consider the options and implications, make choices and be pragmatic about implementation. The result was that often leads generated by marketing were not tracked through the pipeline and sales process managed by fee-earners.

Marketing 130

Marketing Strategic Thinking Stakeholders Artificial Intelligence 130

Upland

SEPTEMBER 1, 2023

This approach simplifies decision-making, addresses customer concerns, and enhances overall satisfaction by presenting relevant product options and information. These tools are a centralized repository where relevant information about individuals, key stakeholders, potential opportunities, next steps, and more can be accessed.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Miller Heiman Group

DECEMBER 21, 2020

Changes include the addition of more, and likely new, stakeholders entering the buying and selling process. Because there are a lot of new challenges to overcome, sellers will need to develop keener virtual selling skills, overseen and coached by their managers. Recognition of these stakeholders is key.

Virtual Selling 122

Virtual Selling Stakeholders Meetings Facilitation 122

Nutshell

MARCH 15, 2021

Sales multithreading is the process of connecting with multiple stakeholders at the companies you hope to sell products and/or services to. stakeholders on the purchasing side. With sales multithreading, key stakeholders are identified at the beginning of the sales process and sold to simultaneously, minimizing this problem.

Sales 141

Sales Stakeholders Decision-making Facilitation 141