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

OCTOBER 12, 2020

Set your company apart from the rest by keeping your prospect’s needs front-and-center in a well thought-out capabilities presentation that is more about the client than your desire to sell to them. Capabilities presentations usually aren’t necessary for low-value or direct-to-consumer deals. Capabilities Presentation Examples.

Decision-making 126

Decision-making Media B2B Onboarding 126

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

SEPTEMBER 13, 2021

The pandemic has presented an opportunity to reflect on what matters most in our personal and professional lives. 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.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. Do you make the first move and present a compelling proposal that positions you as the partner of choice? GRAHAM Different stakeholders will value different things. Who are your stakeholders, and what floats their value boat?

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. There were also comments about how to structure and present ideas and reports more effectively (i.e.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 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. . However, no trend effectively bridges the existing gaps across industry stakeholders. Advisory Board. If you like this piece, please register for the Oct.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

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

Hubspot Sales

MARCH 29, 2018

Find a stakeholder at X company to reach out to. Write a prospecting email to that stakeholder. Test a candidate’s presentation and closing ability by having them present a mock pitch to a team of stakeholders in your office. Use LinkedIn to create a list of five companies that fit the ICP. Final interview stages.

Stakeholders 142

Stakeholders Communication Decision-making Sales 142

Hubspot Sales

JUNE 29, 2018

The sales cycle is more tactical, and often includes stages such as “prospect,” “connect,” “research,” “present,” and “close.”. Now it’s time for the presentation. Generally, you’ll present to a team of decision makers at your prospect’s company and field questions from key stakeholders. Here's a breakdown of each one.

Logistics 145

Logistics Sales Decision-making Stakeholders 145

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. The ability to convey this vision can rally senior leaders and front-line stakeholders alike behind our initiatives. Build Alliances: Alignment doesn’t occur in a vacuum.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

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 benefit of hearing directly from the clients what they want, in what format and why must be weighed against their understandable focus on the present.

Marketing 130

Marketing Strategic Thinking Stakeholders Artificial Intelligence 130

Mike Kunkle

APRIL 8, 2023

This fuller qualification prevents sellers from chasing down rabbit holes and wasting time on deals that aren’t going anywhere – or at least not at the present time – and ensures that you have a reasonable chance to win the business. To start, assess the Buyer Type for each stakeholder. Here’s what I mean.

B2B 243

B2B Sales Decision-making Stakeholders 243

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. Most critical, though, is that each stakeholder has a different level of power within their organization. Below we’ll explain how to qualify different sales stakeholders.

Stakeholders 122

Stakeholders Decision-making Sales B2B 122

Hubspot Sales

JULY 5, 2022

Involve all stakeholders in the process. Therefore, it’s essential to identify what stakeholders are involved in each stage of the sales process. Schedule time to meet with your stakeholders and share your business' SMART goals, then determine the role that each stakeholder will have in completing the goals of the sales process.

B2B 115

B2B Sales Stakeholders Decision-making 115

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

Hubspot Sales

APRIL 25, 2018

Who are the key stakeholders in this account? Who are the key stakeholders in this account: Who should be the key stakeholders in this account? You never really know which information, perspective, or action might best present an opportunity for disruption. How do they operate/make money? Who are we overlooking?

Stakeholders 144

Stakeholders CRM Sales 144

Hubspot Sales

JUNE 18, 2019

However, I still have to defend these facts to numerous stakeholders in order to gain each sale. When multiple stakeholders are involved, it’s important to provide pricing and information regarding your platform in a clear, transparent, and digestible way that can be easily shared among decision makers.

Decision-making 140

Decision-making Stakeholders Sales Software 140

Hubspot Sales

JULY 7, 2020

Have you worked with challenging stakeholders? With data being front-and-center for many sales organizations, sales analysts can sometimes be tasked with completing analysis for demanding stakeholders. Sales analysts are often tasked with presenting complex data and information to those who may work outside of the sales organization.

Stakeholders 127

Stakeholders Sales Communication Prioritization 127

Miller Heiman Group

DECEMBER 21, 2020

Changes include the addition of more, and likely new, stakeholders entering the buying and selling process. Initial meetings, product presentations, and closing—formerly handled by many or most companies as in-person meetings (roughly 75% report these as formerly being in-person across the board)—are now primarily handled in virtual meetings.

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

Red Star Kim

AUGUST 7, 2023

Raya Blakeley-Glover, Global Head of Business Development – Markets and Business Relationships, Bird & Bird Amanda Afful, Senior BD Executive, Bird & Bird (Moderator) Employee communications There was a discussion about the importance of internal communication for stakeholder engagement and buy-in.

Communication 130

Communication Management Value Proposition Stakeholders 130

Red Star Kim

JULY 11, 2022

And present evidence of the results achieved. There are lots of articles on internal communications, buy-in and stakeholder engagement. Animal magic of buy-in and stakeholder engagement (Video) (kimtasso.com). Ten top takeaways on stakeholder engagement and buy in (kimtasso.com). Align stakeholder needs and expectations.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Flevy

OCTOBER 25, 2022

Integration of Stakeholders. An assortment of perspectives and ideas is advantageous for exploring fresh prospects that have a possibility of radically transforming the present circumstances and current Business Models. Integration of Stakeholders. They are: Integration of Directions of Impact. Integration of Capabilities.

Innovation 98

Innovation Management Energy and Utilities Digital Transformation 98

Hubspot Sales

MARCH 18, 2019

Their analytic skills will help them create and present business cases. They need to be able to think quickly and apply their knowledge to a variety of different clients and markets and be confident when presenting the information. Able to build rapport and establish credibility with account stakeholders. Key Account Manager.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

Red Star Kim

FEBRUARY 14, 2023

To better influence senior stakeholders and also support junior levels coming through How are M&BD roles changing? What do fee-earners expect from M&BD? Psychological safety and the importance of this in projects (see A general law of interpersonal relationships?

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Upland

MARCH 23, 2023

Sellers must connect with the right people, navigate internal politics and pitfalls, and understand who has influence beyond—or sometimes regardless of—the literal facts presented on the org chart.

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

Hubspot Sales

AUGUST 26, 2020

Your marketers and salespeople pinpoint vital stakeholders within the target company. Executives at your firm may also interact personally with critical stakeholders of the target account. Descriptive Data – Deeper detail on stakeholders; career information; interests; etc. Customer Success. Executives & Board Members.

Stakeholders 138

Stakeholders B2B Decision-making Sales Environment 138

KAM With Passion

OCTOBER 27, 2020

First, truly complex sales , those where many stakeholders are involved with often contradictory expectations, where the proposed solution is co-constructed with the prospective customer. When this collective power is present, all the players, the stars and the others, contribute to the victories. Why does it matter? That’s it for now.

B2B 130

B2B Co-Creation Account Management Key Account Management 130

Hubspot Sales

DECEMBER 1, 2020

Remembering who each of these stakeholders are, their roles and responsibilities, and relationship to the decision-maker can be even more difficult. Of course, there will be other times when you want to remember something later or share a helpful comment to a colleague or stakeholder in another department. Attendance.

Meetings 143

Meetings Decision-making Stakeholders Sales 143

ClearPoint Strategy

NOVEMBER 2, 2021

The issue-based strategic model is oriented in the present and projects into the future. The leadership team or stakeholders identify the major issues and goals as a first step. This approach works backward from the future to the present. The goal is to establish common visions and values for all stakeholders.

Stakeholders 145

Stakeholders Software Software Organization 145

Account Manager Tips

JULY 9, 2020

Create two versions: 30 60 90 day plan presentation. Present your plan over three slides - one for each month. Sample slides from the 90 Day Plan Presentation available in The KAM CLUB. Meet critical stakeholders, learn as much as you can and understand the priorities of your organisation and your new clients.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase.

Value Proposition 105

Value Proposition Procurement Decision-making Stakeholders 105

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. You drop the ball during sales presentations.

Negotiation 128

Negotiation Value Proposition Meetings Procurement 128

Kainexus

MAY 28, 2024

This process fundamentally changes traditional business models of how companies deliver value to their customers, engage with stakeholders, and conduct internal operations.

Digital Transformation 83

Digital Transformation Digitalization Artificial Intelligence Internet 83

Hubspot Sales

JANUARY 19, 2018

For example, if a stakeholder previously acted as a champion for one of your competitors, it’s important to bring them into the fold early. Formally present it if you need to and ask how you can help them get buy-in. 2) Get buy-in from stakeholders on the plan so that everyone is on the same page. After Creating a Deal Plan.

Decision-making 145

Decision-making Stakeholders Software Software 145

Red Star Kim

SEPTEMBER 29, 2023

Some guidance is provided: Be more visible – the PVI model (kimtasso.com) and Be visible, assert and challenge and remember your goals (kimtasso.com) Other points of interest How to engage fee-earners?

Marketing 130

Marketing Stakeholders Communication Digitalization 130