Showpad

DECEMBER 5, 2021

What works is finding out how your story can become a part of theirs , so they see you in their solution and can imagine what it would be like having you as a business partner.”. My passion is around creating customer value—and I saw an opportunity to do this at Kaiser Permanente. .

Digitalization 98

Digitalization B2B Sales Customer Value 98

Red Star Kim

DECEMBER 14, 2022

We started the day with delegates reflecting on their favourite quotes and sayings – as a way to uncover their underlying key values which will form the basis of their personal brand (These are shown in the image above). Define my values and develop my personal brand. for a day workshop on “Future Marketing/BD Manager” with PM Forum.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Mike Kunkle

OCTOBER 8, 2023

It builds on the framework and systems that are already proven-effective in The Building Blocks of Sales Enablement. In this article, I’ll share my perspectives and provide a framework. I often say that having guidance on how to determine what’s right for you is much more valuable than being told what to do.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Mike Kunkle

MARCH 31, 2023

It includes frameworks, models, steps, and techniques that sellers use to open and win an opportunity or manage an account. It’s been proven in multiple studies and is worth the effort. Sales Process A sales process is a series of stages that an opportunity moves through. The methodology plugs into the process, in the Tasks section.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Flevy

OCTOBER 5, 2023

It was Andrew Chen who gave the term widespread exposure through his blog titled, “Growth Hacker is the new VP Marketing.” This is what Product-Market Fit is all about. Growth Hacking is neither “scoring some quick wins to kick-start growth” nor “breaking into something one should not.”

Acquisition 103

Acquisition Investors Digital Transformation Profitability 103

Red Star Kim

FEBRUARY 21, 2024

I’ve explored the reasons why curiosity is to important and valuable to us: What is curiosity and why is it important in business relationships? Rudyard Kipling famously talked about “ his six serving men ” or the five Ws and H : Who, What, Where, When, Why and How. Toddlers are well-known for responding to everything with “ Why?”

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

MDI Training

MARCH 14, 2024

In this blog article, we will delve into how to create connectedness and a hybrid culture. Connectedness to the company Simply put, I know what the culture and strategy of my company are, and I also believe it’s the right one. Creating Connectedness in a Hybrid Environment Prefer to listen to the article? Enjoy reading!

Digital Transformation 97

Digital Transformation Leadership Digitalization Artificial Intelligence 97

Red Star Kim

OCTOBER 13, 2023

M&BD competency frameworks We started by considering several competency frameworks to inspire us: Chartered Institute of Marketing (CIM) professional marketing standards of knowledge, skills and behaviours. Preparing M&BD professionals for the future – learning, skills and knowledge transfer.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Red Star Kim

JANUARY 28, 2024

Last week I was excited to lead an MBL session on “Tackling Change Management – A Workshop for Professional Firms”. Having facilitated this session many times in the past in face-to-face workshops, it was exhilarating to experience the change in running it on-line for the first time. They must engage their people and listen to their concerns.

Emotional Intelligence 130

Emotional Intelligence Leadership Management Facilitation 130

Upland

MAY 4, 2023

Honest Abe knew the value of not launching head-first into something without a considered plan of attack. But what do we mean when we say account planning? What you do need, however, to get account planning right are these five critical components. ” -Abraham Lincoln. This whitespace is where you can thrive.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Clarity Engagement Solutions

MAY 10, 2022

The 4 Zones™ of Customer Engagement is a practical, coachable, and repeatable framework of industry-leading best practices for strategic customer engagement. Some of Our Latest Blogs. The post What are the 4 Zones™ of Customer Engagement? Click HERE to learn more!

Account Management 91

Account Management Stakeholders B2B Management 91

Red Star Kim

DECEMBER 12, 2023

And see what we can learn from those in other sectors. In early December (and despite the train strike), we gathered at the offices of London | Simmons & Simmons (simmons-simmons.com) for a workshop on “Future Marketing and Business Development Manager”. Training – PM Forum. Marketing is the client’s representative within the firm.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

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”. I’ve summarised the key points here as a supplementary learning resource for the delegates. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Mike Kunkle

FEBRUARY 5, 2023

increase in the win rates So, let me ask you… What CEO or senior sales/revenue leader doesn’t want to report increases like these? .” increase in the win rates So, let me ask you… What CEO or senior sales/revenue leader doesn’t want to report increases like these? increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Arpedio

FEBRUARY 22, 2024

By following the SPIN framework , sales professionals can engage prospects more effectively, build rapport, and ultimately guide them toward making informed purchasing decisions. What is Spin Selling? Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft.

Software 52

Software Software Decision-making Performance Review 52

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox. Build a Message That Centers on Value.

Stakeholders 71

Stakeholders Communication Value Selling Organization 71

Showpad

JANUARY 8, 2021

And most of us are realistic enough to see that there is no way back to what was perceived to be “normal” about a year ago. What almost nobody expected, happened: it worked. Looking back on a pandemic-driven year, we learned a lot about remote selling, virtual selling and engaging via video. The virtual world is here to stay.

Virtual Selling 144

Virtual Selling Finance Digitalization Digital Transformation 144

Brooks Group

MARCH 21, 2024

The sales professional asks questions to uncover the buyer’s pain points, priorities, and what they hope to achieve by purchasing a product or service. A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking questions is good. Asking the right questions is better.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

KAM With Passion

JUNE 20, 2021

Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. What is your KAM Competencies Reference F ramework? A crucial tool to help you build your KAM Training path is the KAM Individual Competencies Reference Framework. Defining Skills & Competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Red Star Kim

MARCH 6, 2023

Be more strategic – A metaphor: Analyse, join and align the dots Be more strategic – A metaphor: Analyse, join and align the dots At the start of the session we talked about what strategic means to us and how we explain the need for strategy to our internal stakeholders. The starting point for strategy is analysis.

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Red Star Kim

FEBRUARY 22, 2024

Long before I learned of the value of Socratic questioning in coaching and counselling, I remember an editor asking me to use Socratic questioning in some writing. So what is Socratic questioning? What is Socratic questioning? Socratic questioning is a way to drive logical argument. Questioning skills).

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Red Star Kim

AUGUST 14, 2023

Write what they want to read. Shift from a “push” (what I want to say) to a “pull” (what they want to read) approach. Write to create a curiosity gap (the space between the information we know and what we don’t know). They engaged in writing exercises. And reviewed the copy of professional services firms.

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130

Clarity Engagement Solutions

MAY 10, 2022

The 4 Zones™ of Customer Engagement is a practical, coachable, and repeatable framework training delivered by Clarity that combines the setting of everyday language and industry-leading best practices. Our 4 Zones ™ training will help improve your company in the following areas: ? To do so, it is focused on the following areas: 1.

Account Management 91

Account Management Healthcare Stakeholders Decision-making 91

AchieveIt

DECEMBER 6, 2023

Creating a culture of prioritization of outcomes must start within the organization itself — and that begins with selecting and sticking to a framework that works in your industry and particular business. Building a framework for turning ideas into objectives that build both customer and business value is crucial.

Prioritization 52

Prioritization Profitability Decision-making Organization 52

Red Star Kim

NOVEMBER 1, 2023

What is surprising is that despite having demanding sales roles for new and existing clients, many professional services marketers have received little formal sales training. Thought leadership campaigns can help here particularly when a Challenger or Insight selling framework is deployed. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Showpad

DECEMBER 16, 2021

My role is to orchestrate the processes to make sure that sales has what they need to sell—and that marketing has the data to optimize what they create. In this interview, Pedro shares the innovative ways IFF is integrating technology into the sales training and content process , from information tagging to augmented reality and AI.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

Red Star Kim

MARCH 4, 2024

Many people have suffered at the hands of a line manager who wants to know in detail what is happening and to control everything. So what do you do when your boss is a micro-managing control freak? They explain what they want and step back to let others tackle the implementation. It can be frustrating and disempowering.

Management 147

Management Communication Leadership Digitalization 147

Red Star Kim

NOVEMBER 9, 2023

After describing what strategic thinking looks like, the author guides readers through the strategy process – with suitable questions to ask during leadership discussions. Part One – Your strategic self What is strategy? The author clarifies the strategic process while guiding the reader through it to create a new strategic mindset.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Red Star Kim

MAY 3, 2023

Leadership teams: Maverick Magpies and Predictable Pigeons (kimtasso.com) “Lastminititis” – Being under so much pressure, fee-earners often don’t realise what must happen in the background and fail to attend to critical issues in M&BD projects until the very last minute. This post constitutes an additional learning resource.

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

Planview

FEBRUARY 29, 2024

These challenges underscore the complexities inherent in managing and evolving the technological framework of automotive software. Amidst the relentless waves of innovation and competition, OEMs, suppliers, and manufacturers in the automotive industry navigate a sea of challenges and opportunities.

Prioritization 59

Prioritization Innovation Suppliers Manufacturing 59

Red Star Kim

MARCH 16, 2023

Change the organizational culture A common thread was that fee-earners have a predominantly inward focus ( e.g. What do I want? What can I tell people about my services?) rather than a outward focus ( e.g. What do clients/referrers need? What will clients/referrers be interested in?).

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Red Star Kim

DECEMBER 22, 2022

VRIO or VIRO is a technique used to find competitive advantage VRIO Framework Explained – SM Insight (strategicmanagementinsight.com). At the “Being more strategic” PM Forum workshop a week or so ago, half of the delegates were in management roles. Many were attached to specific practice groups and some had firm-wide roles.

Supply Chain 147

Supply Chain Government Transportation Digital Transformation 147

Red Star Kim

OCTOBER 18, 2022

The book describes why we need to change, what needs to change and how to change. It’s an intense read (188 pages and then a further 50 pages of appendices) so you may be tempted to abandon the book during the “why” and “what” before you get to the important, practical stuff on “how” to change. In a nutshell. In a nutshell.

Organization 130

Organization Innovation Leadership Management 130

Red Star Kim

OCTOBER 24, 2022

This article is a reminder of the key points valued by the delegates: Nine insights: Sales processes and selling skills for targeting and meetings. Numerous B2B (and B2C) sales processes were considered – from proprietary sales frameworks to firm-specific processes. Techniques for targeting and 3. Behaviour in sales meetings).

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Red Star Kim

DECEMBER 2, 2022

What does proactive look and feel like? There were a variety of views of what being proactive looks like – from thinking ahead, anticipation , taking the initiative, being resourceful, being ready to act, offering alternatives, acting rather than reacting and finding ways to add value. What stops us being proactive?

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Arpedio

APRIL 11, 2024

In this blog post, we’ll explore the transformative potential of AI in sales, highlighting its importance and the myriad benefits it offers to businesses seeking to stay competitive in today’s digital era. What is AI for Sales? Let’s delve into the world of AI and discover how it’s reshaping the sales landscape.

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52