This blog sets out to be of interest to those people who have to work in environments where complicated decisions are taken: complex sales, international account and project management, journalists, people interested in politics, jobseekers, etc. It’s also, we hope, going to satisfy the curious who’d just like to know a bit more about how their own relationships work, without a particular goal in mind.
5 Bests ways to generate strong impact B2B leads
Here is some actions to help you to develop your business. There is no magic formula. Some actions work very well for some B2B companies and do not work at all for others. The most important is to try and persevere until you find the ideal recipe for YOUR business.
The Myths of the Ultimate Decider
In sales, myths are created when concepts and models are used out of the context they were originally designed for. The concept of the Ultimate Decider is an example of this.
The Sales Data Hub
Underlying trends
The trends that have had an effect on the way we deploy and use IT can be grouped into three subsets.
Are you selling i2i or o2o?
While the terms B2C and B2B are familiar to you, you might wonder what i2i and o2o stand for.
Job Crafting
Job crafting refers to the way that each individual shapes the job that he / she does in order to satisfy their own needs and desires. This can be independently of the organization’s needs.
There are three main areas that job crafting affects :
From the KAM to the KEM: New management of Key Accounts
Business in B2B has long exceeded the limits of a single account, but until now there was no methodological approach to manage the extended ecosystem, nor a method to manage influence, which nevertheless makes the difference. between the first and the second on important matters.
What’s my network’s status?
What’s my network’s status?
I know my own professional network well and I have a good idea of:
Who I know
Master your relationships, master your management
The role of networks in making decisions
People are linked together in networks. Networks are held together by relationships, sometimes the links are strong and other times the links are weak, non-existent or detrimental. Relationships act as pipelines for information, fact, opinion, beliefs, and judgements. The quality of any information passed along is less important than the fact the information gets passed along in the first place and believed. Our networks are instrumental in the decisions that we make both on a personal level and on a professional level. And because networks play such an important role in decision making, so do our relationships. Understanding what relationships are and how they work will help us to better understand decisions that have been made or are going to be made.
Effective Relationship Management: What are the vital data elements?
Effective relationship Management - When you ask Key Account Managers (KAMs) to show you the relationships they have established in their account, they will most likely will show you some form of organization chart.
