Red Star Kim

OCTOBER 19, 2023

You need to have a deep knowledge of all the different issues clients may have and examples and stories of how your firm has helped people in similar situations.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Insightly

MARCH 25, 2024

Unsurprisingly, CRM, or Customer Relationship Management , is the foundation of any successful sales and marketing strategy. At the heart of CRM lies lead management —a process that involves capturing, nurturing, and converting leads into loyal customers. What is a CRM? Let’s start with the basics. What is Lead Management?

CRM 52

CRM Management Prioritization Communication 52

Showpad

NOVEMBER 21, 2021

Tell us about your role as Director of Revenue Enablement at GHX and how it’s changed in the last year. . I was previously doing sales enablement for Lumere, a 120 person startup in Chicago. I was helping solve questions like, how is Lumere getting integrated into GHX? How are we cross-training teams? .

Supply Chain 98

Supply Chain Healthcare Onboarding Sales 98

Red Star Kim

SEPTEMBER 26, 2022

And to understand the differences between sectors. Firms must ensure that internal communications and team cohesion are high on their agenda to ensure M&BD folk feel engaged. And have the support they need to make an impact. From the discussions, exercises and polls they come across as impressive group.

Digitalization 147

Digitalization Media Marketing Communication 147

Red Star Kim

OCTOBER 13, 2023

Preparing M&BD professionals for the future – learning, skills and knowledge transfer. About Julie McConnell Julie moved from being a construction lawyer (both in the UK and Australia) to becoming Associate Director Business Development at White & Case. She noted the critical importance of project management in M&BD – just as it is law.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

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!).

Media 130

Media Marketing B2C Stakeholders 130

Red Star Kim

SEPTEMBER 29, 2023

The session comprises three elements: marketing and business development fundamentals, practical marketing communication and business development skills and growing your career. There were breakout sessions where assistants from different sectors and firms worked together to compare and share their thoughts. How do you measure up?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Red Star Kim

JUNE 1, 2023

A key theme that often arises in pitching is how to differentiate. Whilst there are many ways to differentiate (see below) it does imply that you will consider – from the client’s perspective – how your firm’s offering or value proposition is different from the competitors.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Sales 100

Sales Insurance Decision-making Transportation 100

Red Star Kim

AUGUST 18, 2022

Before embarking on any recruitment process you need to consider both your aims for the role as well as your assumptions about the “ideal” candidate. Before embarking on any recruitment process you need to consider both your aims for the role as well as your assumptions about the “ideal” candidate.

Marketing 130

Marketing Digitalization Investors B2C 130

Red Star Kim

SEPTEMBER 26, 2023

Here I review recent developments and look at some case studies of how M&BD teams are structured: An update on marketing and business development (M&BD) team structures. Marketing is about anticipating client needs so understanding how and when to target different sectors and clients remains a priority.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Red Star Kim

DECEMBER 2, 2022

The point was that we all have different ideas about proactive – and no doubt it will be the same for fee-earners. We can see how more senior members of the M&BD team allocate more time for being proactive – often by focusing on future goals and projects and investing time in analysis, research and planning.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Apptivo

FEBRUARY 20, 2023

ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. Wind-Up Overview No matter what you sell or the sector you’re in, you need a consistent flow of qualified leads to develop your business. Overview 2.

Management 103

Management Sales Software Software 103

Insightly

JANUARY 4, 2024

In B2B sales, the role of a sales leader is both exhilarating and challenging. Juggling targets, managing teams, and making critical decisions can be demanding and overwhelming. Ask yourself the question “Does your sales leader love your CRM?” Because if your CRM is keeping you sane, you’ll start to love it.

CRM 52

CRM Sales Decision-making Customer Experience 52

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. B2B sales prospecting in a nutshell. Sales leads vs. prospects vs. customers.

B2B 98

B2B Sales Decision-making Publishing 98

Red Star Kim

MARCH 24, 2023

Yet while there is a significant variety in their roles, expertise and aspirations they were all keen to know more about how M&BD is applied in different professional services firms. Less than half had a formal marketing qualification. As the poll results below indicate, their roles are varied.

Marketing 130

Marketing Digitalization Communication Media 130

Arpedio

NOVEMBER 7, 2022

MEDDIC Sales Methodology. – A Framework to Qualify Your Customers and Close More Deals. ? Back to blog. MEDDIC is a widely known and used sales process that focuses on better customer qualification. What is the MEDDIC Sales Process? How to Implement the MEDDIC Sales Approach.

e-Learning 52

e-Learning Decision-making B2B Sales 52

Arpedio

NOVEMBER 7, 2022

MEDDIC Sales Methodology. – A Framework to Qualify Your Customers and Close More Deals. ? Back to blog. MEDDIC is a widely known and used sales process that focuses on better customer qualification. What is the MEDDIC Sales Process? How to Implement the MEDDIC Sales Approach.

e-Learning 52

e-Learning Decision-making B2B Sales 52

Insightly

DECEMBER 2, 2021

Sales and marketing teams have the same ultimate goal: revenue generation and growth. Despite this, marketing and sales do not always spend enough time aligning on goals. This misalignment has led to tension between sales and marketing teams. Because of this, many companies have made strides to align marketing and sales teams.

Marketing 98

Marketing Sales CRM Sales Management 98

Apptivo

AUGUST 25, 2021

Sales have a primary role in businesses in building brand awareness and increasing the customer retention rate. Sales teams act as a bridge between the customers and the business. For this purpose, companies invest a huge amount in optimizing the performance of the sales teams. What is lead in sales?

CRM 98

CRM Decision-making Negotiation Value Proposition 98

ProlifIQ

APRIL 20, 2023

Figuring Out Your Funnel As a sales manager or director, one of your key responsibilities is to ensure that your sales team is spending most of their time on the qualified lead or leads they get. What is a Sales Qualified Lead (SQL)? What is a Sales Accepted Lead (SAL)?

Sales 52

Sales Prioritization Account Planning Decision-making 52

Insightly

DECEMBER 2, 2021

Sales and marketing teams have the same ultimate goal: revenue generation and growth. Despite this, marketing and sales do not always spend enough time aligning on goals. This misalignment has led to tension between sales and marketing teams. Because of this, many companies have made strides to align marketing and sales teams.

Marketing 95

Marketing Sales CRM Sales Management 95

Apptivo

APRIL 28, 2021

For many businesses, there are often various inefficiencies in their sales processes that lead to an inefficient flow of operations. But the solution to this is already in action, i.e. sales automation software that is used by businesses to automate their sales processes. Incomprehensible buyer’s journey.

CRM 98

CRM Decision-making Innovation Management 98

Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Here are some of the highlights mentioned by the delegates: Pitch points from a pitching and tendering training workshop.

Government 130

Government Innovation Meetings Finance 130

Zendesk

JUNE 29, 2022

Your marketing strategy? Your contact form? Filling up faster than you can make outreach calls. Your sales.not quite up to par. Finding prospects can feel so difficult that many companies throw excess resources toward lead generation, but then stall when it comes to converting those leads into sales.

Media 98

Media Software Software Digitalization 98

Hubspot Sales

DECEMBER 31, 2020

This is why most businesses have a sales funnel — a way of bringing in potential customers and working with them until they become buyers. This is where your marketing team and your sales team work together to create success for the company. The limitation of these leads is that they may only fit some of your criteria.

Publishing 136

Publishing Marketing Sales Communication 136

Insightly

DECEMBER 28, 2023

What is the sales operations career path and what opportunities come with it? Let’s take a look in this blog post. What is sales operations (SalesOps)? Sales operations plays a crucial role in the success of any sales team. Sales operations FAQs What’s the difference between sales operations and sales automation?

Sales 52

Sales CRM Software Software 52

Insightly

DECEMBER 28, 2023

What is the sales operations career path and what opportunities come with it? Let’s take a look in this blog post. What is sales operations (SalesOps)? Sales operations plays a crucial role in the success of any sales team. Sales operations FAQs What’s the difference between sales operations and sales automation?

Sales 52

Sales CRM Software Software 52

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

Mike Kunkle

JULY 21, 2018

It’s unfortunate that role play has a low level of acceptance in many sales organizations. For that, see this post on why it’s time to get serious about purposeful practice in the sales profession. For that, see this post on why it’s time to get serious about purposeful practice in the sales profession. Triad Role Play.

Construction 130

Construction Sales Onboarding Sales Management 130

Agile CRM

FEBRUARY 18, 2021

Lead management simply refers to all systems and activities revolving around acquiring and capturing leads, monitoring their activities and behavior, educating and engaging them, for the sole purpose of getting them sales-ready and converting them from leads to clients. A lead is also often otherwise referred to as a sales lead.

Software 98

Software Software Management CRM 98

Zendesk

APRIL 18, 2022

But there was a good reason to cite your research: you, and anyone reading your paper, needed to know where you got your sources. It’s no different for sales and marketing teams when sourcing leads. It’s no different for sales and marketing teams when sourcing leads. Blog articles. Cold calls.

Media 98

Media CRM B2C Energy and Utilities 98

Arpedio

MARCH 27, 2023

4 Sales Methodologies That Will Maximize Your Sales Success ← Back to blog Are you looking for the best way to engage with customers, boost team performance, and close more deals? By adopting the right sales methodology, you can unlock your sales team’s full potential. What is a Sales Methodology?

Sales 52

Sales Account Management e-Learning Decision-making 52

Red Star Kim

MAY 11, 2023

This post reviews the core material covered in Managing Brands Chartered Institute of Marketing (CIM) professional qualification (Level 6 elective New CIM professional marketing qualifications – 2020 (kimtasso.com) ) and the Cambridge Marketing College’s Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com).

Management 130

Management Co-Creation Publishing Leadership 130

Mercuri International

MARCH 28, 2023

In our series of three short blog posts, we’ll be taking a look at some of the key issues facing HR as they navigate the increasingly complex landscape of 2023. In our first, we take a look at the concept of ‘trust’ – and what it really means for team building and effective sales. How do we build trust internally?

Remote Working 52

Remote Working Client Relationships Facilitation Communication 52