October, 2021

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Aligning Individual and Organisational Values

INSEAD Knowledge

How employees’ personal values fit within their organisation.

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Avoid Hidden Agendas

Peter Simoons

Tip 21: Avoid Hidden Agendas. In the previous chapters, we have been emphasizing the value of communicating clearly and openly with your partner and of using terms whose definitions you have mutually agreed upon for the sake of clarity. More importantly, we have stressed just how essential building and maintaining trust is towards the success of your partnership or alliance.

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You Won’t Always Win

Aepiphanni

A most painful reality on the path to entrepreneurial success and how to manage it. My son is a big basketball fan. He’s one of those people who could give you an analysis of all the top players in the NBA on every team and cross reference it with former top players. In a recent conversation, we talked about Michael Jordan and LeBron James, and what that matchup might look like.

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Moving from Voice to Power

Board Source

“The recognition that organizational power and voice must be authorized by those impacted by the organization’s work.”. These words come from BoardSource’s new way of framing the role of nonprofit governing boards. And they resonate profoundly with me and my colleagues at Fund for Shared Insight , a national funder collaborative aiming to improve philanthropy by promoting and supporting ways for foundations and nonprofits to listen and respond to the people and communities who are most impacted

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Got Quality Control?

Partners Preceptors

By Rachel Luoma Quality Control – I hear this term all the time in association management. We try to build quality control into every aspect of our work. From double checking member data entry to checking name badges before meetings, to ensuring financials are correct. Sometimes, quality control is so engrained in everything we do, … Continue reading Got Quality Control?

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More Trending

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How Marc Benioff’s Vision for Cloud-Based Service Lifted Up the Innovations of over 3,000 Entrepreneurs

PartnerTap

From the moment he founded Salesforce, Marc Benioff believed that he was creating the future of CRM software. The Legacy CRM companies, like SAP and Oracle, didn’t want to switch from the on-premise software model that they had controlled for so long. However, Benioff not only wanted to host his software in the cloud, he also wanted community service to be the driving force behind his company.

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How to Collaborate Among Competitors?

Peter Simoons

In a recent virtual coffee call, I was asked how to organise a governance structure for a collaboration of 10 competitors. It was a situation in which the companies agreed to work together to solve a technical challenge that they were all facing. The final solution would be to benefit all of them.

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Preparing for a Business Loan

Ground Floor Partners

Is Bank Financing Right for You? Unfortunately, there is no simple answer to this question. Here are a few things bankers look for when they consider a business loan application. Note that, for the most part, this article applies to start-ups with no revenue, or to businesses with up to a few hundred thousand dollars in revenue that do not have a long track record or consistent, accurate financial records.

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How Brendon Cassidy Built Successful Startup Sales Teams

CoSell

When it comes to building startups from the ground-up, Brendon Cassidy knows it all: Having held some of the first sales leadership roles at LinkedIn, Echosign, and Talkdesk, Brendon helped position each company for success.

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Maximize Productivity and Simplify IT Management with Conversational AI

ChatGPT has dominated boardroom conversations for months now. From drafting a stock trading program, to creating a SQL query to model data, there are practically no limits to the applications of the AI language model assistant. At ManageEngine, we have been working on our own AI-assistant, Zia. Zia is a fully-trained analytics assistant that can perform a range of functions such as creating and adding reports to dashboards, providing conversational support to data analysis, insight discovery, bu

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Got Quality Control?

Partners Preceptors

By Rachel Luoma Quality Control – I hear this term all the time in association management. We try to build quality control into every aspect of our work. From double checking member data entry to checking name badges before meetings, to ensuring financials are correct. Sometimes, quality control is so engrained in everything we do, … Continue reading Got Quality Control?

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Conscious Consumer, Hidden Audience

Stellar Partnerships

As vaccination rates climb, we’re heading into the Spring sunshine like bears out of hibernation. We’ve all made adjustments and, like my waistline, things are not likely to bounce back into the same shape. How many of you are likely to be back in the office full time? Anyone keen to squeeze their feet back into high heels?

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Anything Can Happen

Be Partner Ready

I know that Aussies & Kiwis squabble over ‘ownership’ of Crowded House, but there’s no disputing that Neil Finn is a certified rock legend. The New Zealander is a multi-talented musician, prolific writer of timeless, memorable songs, and was awarded an OBE. He didn’t just BECOME a rock legend.

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Build and Maintain Trust

Peter Simoons

Tip 20: Build and Maintain Trust. Johan Rudolph Thorbecke, one of the most influential Dutch politicians of the 19th century, once stated: “Trust comes on foot but leaves on horseback.” It means that while trust takes time and effort to build, it’s quick and easy to break. Collaborative business relations are, in general, built for the long term.

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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The Politics of Influence in Top Management Team Meetings

INSEAD Knowledge

Interactions between the chief executive and other members of the top management team appear to follow distinct scripts. Managers who take note can boost their standing or stay out of harm’s way.

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If We’re Not a Channel Anymore, What ARE We?

Channel Insider

The channel has changed dramatically and will change even more dramatically in the coming decade. Should we even call it “the channel anymore”? Before we get to a possible answer, let’s set the stage with a quick look back into history. In August 1981 IBM introduced their Personal Computer. Since it was a corporate rule that nobody but IBM could sell IBM, they needed a workaround for this IBM PC.

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Key Business Snapshot: Peru

Powerlinx

Recognized as the world’s second largest exporter of avocados and main supplier to Europe, Peru boasts a vast array of opportunities for local exporters to reach new markets. Improvements in its international supply capabilities coupled with a strong scope of top trading partners including US and China make exporting in Peru an attractive venue. Peru’s main exports consist mainly of ores, precious stones and on a smaller scale, several commodities such as coffee, tea, mate and spices, that have

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Making Your Case

Stellar Partnerships

Children are the evil geniuses of persuasion. They’re able to make their case in a way that hits all of our hot spots and pain points to get the outcome they want. I remember well the bedtime battles that would happen in my house.

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The Essential Guide to the Buying Experience of the Future

Your buyers’ lives, preferences, and expectations have changed. Over two-thirds of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable. They hold sellers to a high standard, and that means the buying experiences of the past — in-person meetings, transactional conversations, and linear sales funnels — no longer deliver.

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An Insider’s Guide to Modern PPM: Evolving Approaches and Technology

Planview Blog

PMOs are in a state of transition: ever shifting to support different teams, ways of working, strategic objectives, transformation programs, priorities, and more. Managing this level of complexity and constant change requires a modern approach to PPM – one that positions the PMO to become a more strategic creator of business value. “ The Insider’s Guide to Modern PPM ” defines what this means and the competencies needed to confidently and effectively traverse the journey.

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Manage Your Stakeholders

Peter Simoons

Tip 22: Manage Your Stakeholders. Inasmuch as we tend to think of organizations as inorganic entities, the fact is that organizations are made up of people. People have their own individual quirks and behaviors. The people in your organization who will have a stake in your partnership or alliance can influence the growth and progress of the partnership or alliance with their quirks and behaviors.

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Using Web Text Analytics to Categorize the Business Focus of Innovative Digital Health Companies

TIM Review

It’s a good sign that this sector isn't niche anymore. It's actually attracting some of the most prolific brand-name funds because of the potential. … It's not just funding that has accelerated, I genuinely feel that the ecosystem shifted in such a way to allow for more rapid and scaled adoption. Megan Zweig. Rock Health’s Chief Operating Officer. 1.

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Five essential tips for creating a good influencer marketing strategy

Impact

Reading time: 8 minutes. More than two thirds of retailers in North America use some form of influencer marketing as part of their marketing strategy. Almost half of US and UK digital marketers use at least 10% of their marketing budget on influencer marketing. With those numbers rising every year, knowing how to shape a successful influencer marketing strategy is key to promoting your brand. .

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5 Essential Virtual Selling Practices Every Company Must Have by 2023

Speaker: Erika Bzdel - Vice President of Sales and Craig Simons - Director of Marketing

Virtual sales success requires new ways of thinking. Sales managers, trainers, sales enablement managers, and sales reps across all industries must adjust to this digital transformation. That doesn’t mean, however, that you can transfer the old ways of doing business to the new blended selling environment. You need to implement essential virtual selling processes or you will get left behind.

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Key Business Snapshot: Costa Rica

Powerlinx

As a country with a diversified portfolio of trading partners, Costa Rica exchanges good across the globe. When it comes to imports, consumer as well as capital goods take the center stage, focusing on raw materials for industry, mining and transportation. As for exports, opportunities abound in the Food & Beverage industry, since exporters not only benefit from having developed markets as end-consumers of their products, but also due to heavy reliance on Costa Rican exports.

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Technology Integration will have Strategic Implications on Future Growth of the Digital Grid Market

Frost & Sullivan

SAN ANTONIO – Oct. 28, 2021 – Frost & Sullivan’s recent analysis, Global Digital Grid (Sensors, Meters, and Communications) Growth Opportunities, finds that technological advancements and countries’ emphasis on climate change policies are expediting market growth of the global digital grid. Aging infrastructure, the need for higher reliability and resiliency, increased distributed resources, and the declining cost of digital solutions will also compel economies to adopt a digital

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A Day in the Life of a Senior Customer Care Manager

Planview Blog

Everyone knows that when you sell a product, it must be high quality and there should be need for it in the marketplace. Once this has been established, companies have to make sure the product has excellent customer service and support. No one understands this more than Yessica Archilla, a Senior Customer Care Manager at Planview. Yessica, who many would describe as passionate, driven, and direct, yet approachable, manages several customer support product teams at Planview. .

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Alliance Efforts Through a Different Lens

Peter Simoons

Look at your Alliance Efforts Through a Different Lens. I’ve seen some recent developments, not necessarily in the business space, but more in the public domain where organisations are trying to work together. During these efforts to work together, all organisations are represented by their leaders. Now, you would expect that, especially in the public domain, leaders would be capable of stepping over their own egos.

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Strategic ABM Gifting: A CMO’s Silver Bullet to Engage the Enterprise

Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.

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Cisco’s Denzil Samuels on Driving Better Customer Experiences

The 2112 Group

Denzil Samuels, vice president of the global CX Partner Practice at Cisco, joins Channelnomics Changing Channels host Larry Walsh to discuss how vendors can enable partners to meet shifting customer experience expectations. Customer experience is the new name of the game. While “the customer is always right” might not always be true in practice, what is certainly true is that as the technology market shifts to a service-based model, customer experience is the deciding factor for service success.

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Top five examples of commerce content types

Impact

Estimated reading time: 4 minutes. Think about the last time you bought something other than the usual. What did you do? For every purchase outside of our routine, whether it’s a new pair of hiking boots or a gift for Father’s Day, you most likely spent time doing at least some research to find the most recommended or best product or to get ideas. You probably gather this research by looking at trusted resources such as editorial reviews from your favorite sites.

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Should startup founders hire friends?

Thinkers 50

Excerpted from From Start-up to Grown-up , by Alisa Cohn. Most founders hire friends, certainly at the beginning. It’s natural. You’re comfortable with each other, know something (but maybe not enough) about your work and your habits. That doesn’t mean you don’t face all the problems of any hire and in fact, you face a few more. Noam Wasserman, author of The Founder’s Dilemma and a professor who has researched the field of entrepreneurship extensively, says that you can hire a friend, but you ha

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