Upland

FEBRUARY 17, 2023

Buying groups, or buying committees, are often composed of 10 stakeholders but can have more. It is the job of these trusted stakeholders to make sure that they make the right purchasing decision for their business or organization. Here’s how to just that when working with buying groups. What is a Buying Group in B2B Sales?

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

Holden Advisors

OCTOBER 7, 2021

Talk to your internal experts in sales, product management, marketing, or marketing research, to understand how your customers use your product today. Let’s say by tracking improved efficiency, or reduce staff time required, or maybe faster time to market with a new product or a marketing campaign.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

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. Table of Contents What is a marketing report?

Marketing 83

Marketing Media Decision-making Digitalization 83

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

Strategic Account Management Association

OCTOBER 14, 2021

If you make your units too small, you will be focusing attention on stakeholder and business drivers that aren’t truly strategic to your customer. Your team members will react better if they understand the relationship between any issue and existing information about the client’s business drivers, initiatives and stakeholders.

Account Planning 520

Account Planning CRM Account Management Decision-making 520

Strategic Account Management Association

FEBRUARY 2, 2021

When a data scientist runs into a software architect in the cafeteria, and a friend from Marketing wanders by and joins them, the conversation might yield valuable new insights.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

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

Strategic Account Management Association

SEPTEMBER 13, 2021

The co-value creation process includes your organization’s ability to engage internal stakeholders to sketch out a proposed co-value starting point that can be furthered with the customer early. Executives within the organization need to empower account managers through key internal stakeholders and step in to open doors when needed. #

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. highcaliberbranding.com) Why are you hiring a marketing consultant? Here’s 10 Things To Look For.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

NOVEMBER 13, 2023

Private client management and marketing: Business plans, recruitment, assessments and automation. And 90% didn’t have a marketing plan for private client. We spent some time on mission and value statements (looking at examples from other private client teams) – and how they are formed through analysis and discussion with stakeholders.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. Differentiation is a critical aspect of professional services marketing and is no different in personal brands.

Marketing 130

Marketing Stakeholders Communication Digitalization 130

Red Star Kim

JULY 22, 2022

Despite being published in 2018 (before the Covid pandemic pushed digital marketing into the stratosphere) and being pretty basic it has some good content. So here’ a book review: Build your digital marketing strategy by Steve Brennan. Know your customer starts with “Marketing connects when it triggers emotional responses in people”.

Digitalization 130

Digitalization Marketing Construction Publishing 130

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

Account Manager Tips

JUNE 29, 2021

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. Or wait until they go out to the market and invite our competitors to bid for their business? What are the trends with your client and in their market?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

SEPTEMBER 12, 2024

Keep this age group in mind as you try to hone your messaging and outreach, but don’t forget that younger buyers will be entering the market in the coming years. They rely on these platforms 60% of the time, which is far more than their next leading source of new information, which is marketing emails at 41%.

B2B 116

B2B B2C Decision-making Software 116

Flevy

MAY 10, 2022

These difficulties are amplified in Emerging Markets. Emerging Markets are rapidly growing markets that already show signs of developed markets, but have yet to meet the full standards of a developed market. Commit resources to tapping the entrepreneurial energy in Emerging Markets.

Marketing 111

Marketing Energy and Utilities Innovation Banking 111

Hubspot Sales

AUGUST 7, 2024

Put the prospect’s company logo in the top corner, add the names of key stakeholders to the example account, and input client info, industry, or other relevant information. Each sales demo environment should be built up around the basics: Who is the target audience, and what story are you selling to the market?

Sales 104

Sales Software Software Stakeholders 104

Flevy

JULY 6, 2022

Account-based Marketing (ABM) solutions are valuable to implement the ABM approach. ABM systems facilitate the stakeholders in creating the most qualified leads, developing tailored purchasing journeys, enhancing the lifetime value of customers , and maintaining a healthy pipeline of promising accounts. Account Intelligence.

Marketing 109

Marketing Account Management Facilitation CRM 109

Hubspot Sales

MARCH 13, 2025

B and C sales players typically initiate opportunities at low levels, view everyone as a buyer, lead with product, dont gain access to key stakeholders, fail to uncover business issues, and dont establish value with compelling costs vs. benefit analyses. They often provide quotes or proposals (activities) far sooner than they should.

Meetings 95

Meetings Sales Stakeholders Decision-making 95

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. <gulp> The Fragility of Isolated Success Many businesses even some with impressive market share operate on a foundation of isolated success. We’re beyond the era of customer satisfaction.

Organization 81

Organization Co-Creation Innovation Decision-making 81

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

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. However, no trend effectively bridges the existing gaps across industry stakeholders. How SAMs can help providers navigate the path forward.

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.

Account Management 100

Account Management Management Sales Account Growth 100

Red Star Kim

SEPTEMBER 26, 2023

I presented a methodology to design marketing and BD team structures in November 2015. Some of the points raised then remain the same, whilst new market conditions bring additional components into the equation. They learn about their markets and clients, help formulate strategy and develop plans.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

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

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

Red Star Kim

APRIL 12, 2023

With a full house of marketing and business development executives from legal and accountancy firms across the UK it was an interactive, valuable and fun day (Thank you delegates for your spirited engagement and thanks to Morag Campbell for your superb technical hosting!). Do you feel there is a lot of crossover between them?”

Media 100

Media Marketing B2C Stakeholders 100

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

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

Red Star Kim

AUGUST 31, 2023

To support my training courses and workshops, I keep an eye out for interesting marketing and business development case studies. Today I summarise professional services marketing/BD case studies – Moore Kingston Smith, Mazars, Fladgate, Travers Smith, Mills & Reeve. Investment in the global real estate market was nearly $11.5

Marketing 130

Marketing Leadership Government Logistics 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. Request a CX1™ Demo Here. CX1™ is different. Longer sales cycles. •

Stakeholders 172

Stakeholders Decision-making Account Planning Prioritization 172

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? Key account growth is driven by external forces: Market shifts that redefine customer needs.

Key Account Management 52

Key Account Management Account Management Management CRM 52

Hubspot Sales

FEBRUARY 21, 2025

When I research accounts, I identify three types of contacts: Decision-makers the signers like the vice president of marketing or director of content. When pursuing a social media marketing B2B SaaS client, I noticed their team discussing remote work challenges. Build relationships with multiple stakeholders.

Value Proposition 59

Value Proposition Stakeholders Decision-making Prioritization 59

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. These losses compounded in markets all across the globe.

Decision-making 57

Decision-making Finance Government Stakeholders 57

SBI Growth

DECEMBER 29, 2020

A new year is on the horizon, and market-leading CEOs are forward-thinking, regardless of the circumstances in 2020. The top challenges in 2020 for CEOs included collecting and actioning the right data, managing Board and stakeholder expectations, and the rapid.

Stakeholders 136

Stakeholders Marketing Management 136

Hubspot Sales

AUGUST 26, 2024

I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. In fact, when you’re tenacious enough to book a call, data from Marketing Wizdom suggests that a mere 2% of sales leads will close on the first meeting.

Sales 122

Sales Meetings Communication Stakeholders 122

Red Star Kim

AUGUST 11, 2022

Then it looks at the change management process (without mandating particular processes or steps) in detail – with an emphasis on stakeholder engagement before, during and after the change process and the various process groups and inputs/outputs required: Evaluate change impact and organizational readiness. Define the change.

Management 130

Management Stakeholders Digital Transformation e-Learning 130