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. Our contacts and stakeholders just aren’t making decisions – How do we deal with their disengagement and getting pushed back and back while they still expect more from us?

Stakeholders 130

Stakeholders Shareholders Decision-making Key Account Management 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

Strategic Account Management Association

JANUARY 25, 2022

While this customer’s staff demonstrated both passion and expertise, to make this process a reality, they needed a project focused on innovative thinking, data-driven insights, stakeholder connectivity and patient/provider resources. Stakeholder management. My team and I led the internal mind-mapping of the customer’s stakeholders.

Healthcare 400

Healthcare Co-Creation Stakeholders Account Management 400

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

Account Manager Tips

MAY 9, 2024

Struggling with stakeholder engagement? Follow this easy ChatGPT prompt guide to develop your strategy and forge stronger connections in less time.

Stakeholders 100

Stakeholders Management 100

Hubspot Sales

MAY 10, 2023

Getting multiple stakeholders to arrive at a consensus is hard enough on its own, and bringing an additional decision-maker into the fold means adding a potential detractor to the mix. However, if they’re trying to help a friend out, your best bet may be to focus on the other stakeholders.

Stakeholders 128

Stakeholders Decision-making Meetings Software 128

Strategic Account Management Association

AUGUST 6, 2021

Executive Sponsorship: Maps key customer stakeholders to executives and experts inside Aramex. Forecasting and Business Outlook: Provides forecasts and regular formal status updates to ensure visibility of the business performance and outlook to the internal stakeholders. Change is challenging both internally and externally.

Supply Chain 520

Supply Chain Logistics Co-Creation Account Management 520

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

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

FinListics Solutions

NOVEMBER 21, 2024

As executive buyers bring in more stakeholders, sales teams must work through layers of priorities and decision-makers—all of which slows the process. When Momentum Slows, Deals Stall Sales cycles are getting longer, and with each added day, deals lose steam.

Stakeholders 81

Stakeholders B2B Sales 81

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

Brooks Group

FEBRUARY 10, 2025

77% of B2B buyers report their last purchase was complex, involving multiple stakeholders. More stakeholders means longer sales cycles. Sellers need sophisticated communication and consultative skills to understand varying stakeholder needs. Decision-making time, compared to five to seven years ago, has increased by 60%.

B2B 75

B2B Emotional Intelligence Value Proposition Stakeholders 75

Strategic Account Management Association

FEBRUARY 2, 2021

As the shift toward virtual selling accelerates, the salespeople who thrive in this new environment will be those who: • Understand both the similarities and differences between in-person and virtual selling • Know how to avoid common virtual selling pitfalls • Are able to establish rapport and build trust with new customers in a virtual environment (..)

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Holden Advisors

OCTOBER 7, 2021

Always look for new ways that your customers might use your product or for other stakeholders that might benefit from your solutions. Then probe for financial benefits or business improvements that their customers will get. Most importantly, stay curious. Step 4: Build the financial model.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

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

ProlifIQ

OCTOBER 30, 2024

Capabilities of KAM Technology Solutions That A Company Needs Map out stakeholders by location, business unit, or job function. KAM tools help companies make better decisions with strategic customers based on stakeholder and company-owned data. These solutions typically provide visual representations of the stakeholder landscape.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Upland

FEBRUARY 3, 2023

Relationship mapping refers to the process of outlining the inner workings of an organization – the decision makers, influence, and political structure – to ascertain the path of least resistance to building meaningful relationships with stakeholders. What drives the relationship between two important stakeholders?

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Planview

AUGUST 22, 2024

Throughout her career, she has developed expertise in project portfolio management , process improvement , change leadership , and stakeholder management. Then, I identify all stakeholders, flagging who is an assister, a resistor, and a neutral. But portfolio management wasn’t always her field.

Stakeholders 69

Stakeholders Prioritization Brainstorming Decision-making 69

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

Brooks Group

JANUARY 9, 2025

Account management training should emphasize the following skills: Relationship building and maintenance: Cultivate strong, long-term connections with key stakeholders through consistent communication and value delivery. Project management: Orchestrate multiple initiatives and stakeholders to ensure successful solution implementation.

Account Management 99

Account Management Management Sales Account Growth 99

Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. GRAHAM Different stakeholders will value different things. Who are your stakeholders, and what floats their value boat? Stakeholders value business improvement. Stakeholders value business improvement.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Strategic Account Management Association

SEPTEMBER 22, 2020

While there are no easy answers to these questions, we anticipate that the COVID-19 crisis will force all industry stakeholders to step outside their silos and seek collaborative, cross-industry solutions to these and other emerging health care challenges. However, no trend effectively bridges the existing gaps across industry stakeholders.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Upland

MARCH 29, 2023

Benefits of mapping relationships in a CRM strategy Here are a few ways that relationship mapping can be an important part of your customer relationship management strategy: Identifying key stakeholders: Relationship mapping helps identify the key decision-makers and influencers within an account.

CRM 195

CRM Management Stakeholders Decision-making 195

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. That’s where Clarity CX1™ comes in. Request a CX1™ Demo Here.

Stakeholders 172

Stakeholders Decision-making Account Planning Prioritization 172

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

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

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. Delegate poll results Which topic is of most interest?

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

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

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. It also outlines the customer’s buying process and stages.

Stakeholders 126

Stakeholders Sales CRM Value Proposition 126

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. I’ve consistently found that basic customizations are an effective way to impress your audience and elevate your product above the competition.

Sales 104

Sales Software Software Stakeholders 104

Hubspot Sales

SEPTEMBER 12, 2024

Involve key stakeholders early and move your deals forward whenever you can, but trust the process. Decision A final decision is almost never made in a vacuum, and more than half (54%) of respondents in the 2024 B2B Buyer survey said they need buy-in from one or two individuals at their organization before making a purchase decision.

B2B 116

B2B B2C Decision-making Software 116

Hubspot Sales

FEBRUARY 21, 2025

Build relationships with multiple stakeholders. Besnik Vrellaku , CEO of Salesflow.io , reinforces this approach: The biggest lesson is that once someone leaves the organization, changes roles internally, or even loses influence from other stakeholders as consensus shifts, you find yourself losing a bargaining chip on the deal.

Value Proposition 59

Value Proposition Stakeholders Decision-making Prioritization 59

Luminas Strategy

MARCH 17, 2025

At Luminas Strategy, our Customer Value Xcelerator (CVX) involves in-depth customer interviews with key stakeholders, helping clients understand where and how they deliver differential value to their customers, and how they stack up to those customers next best alternative (the competition). Embed your teams within your customers operations.

Organization 81

Organization Co-Creation Innovation Decision-making 81

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

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

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

DemandFarm

MARCH 31, 2025

Conversations, stakeholder engagement, external market intelligence, and predictive signals all play a crucial role in shaping long-term growth. Who are the contacts (Relationship Intelligence) that remain unengaged, and have you engaged with the right stakeholders enough? They track transactions, monitor pipelines, and organize data.

Key Account Management 52

Key Account Management Account Management Management CRM 52