Red Star Kim

JUNE 15, 2023

no-data-entry CRM; relationship intelligence (ERM); revenue operations system; automatic capture of emails, meetings and referrals). Some firms provide templates of different types of KAM meeting types. (profit, growth and core legal services) How can Nexl help law firms execute their Strategic Account initiatives? (no-data-entry

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Liston Witherill

APRIL 21, 2021

So I started digging into how people make decisions, and how systems influence those decisions. I was surprised that these disciplines rarely made their way into sales literature, even though sales is fundamentally about how people make decisions. In a word, systems. Historically products drove the economy.

Decision-making 52

Decision-making Sales Training Retail Marketing 52

Red Star Kim

NOVEMBER 9, 2023

Being easy to read, short and jargon-free The Strategy Book (FT Publishing, 2012) is a considerable achievement bearing in mind the subject matter. I deliver and facilitate strategy workshops and it’s always good to be able to recommend strategy books to delegates. I wish I’d had access to such a book when I studied for my MBA.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Red Star Kim

FEBRUARY 21, 2024

We ask questions to avoid making wrong assumptions or adopting the wrong focus. will make people pause to consider how their feelings compare with those they had the previous day. Questions are important when we meet someone new. For example, when we first meet at a networking event. Video) (kimtasso.com).

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Hubspot Sales

NOVEMBER 21, 2017

So, if you see the letters “CEO” in your future, it’s never too early to start preparing with these 27 powerful and inspiring books. 27 Best Business Books for CEOs and Entrepreneurs. Great People Decisions. This book captures what it’s really like to lead a startup. The first few chapters alone make this book amazing.”.

Decision-making 111

Decision-making Leadership Investors Profitability 111

Red Star Kim

FEBRUARY 12, 2024

Understand their decision-making process. Meet their needs. Make an emotional connection – Connect with your reader. Adhere to your guidelines – You may need to follow a brand book or a style guide Check the grammar – No one likes mistakes Be human – Write as you speak Be concise – Can you say it with fewer words?

Media 130

Media Financial Services Advertising Decision-making 130

Brightbridge Consulting

AUGUST 5, 2021

We now look forward to booked engagements with the development of leadership and furtherance of account plans this Autumn. A face-to-face meeting is planned! It makes understanding and communicating value far more difficult – (It was challenging already). The post Meeting up?

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

Upland

JULY 12, 2023

And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc. Decision criteria: What factors will buyers consider when making their decision?

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

5600 Blue

MARCH 8, 2018

I’ve also had the good fortune to write a negotiation for buyers book with supply chain management expert Rosemary Coates. they are making a decision. If that is the case (and it is) we need to stop trying to sell them something and start helping them make higher value investment decisions.

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Red Star Kim

NOVEMBER 2, 2023

Traditionally, firms have focused on technical expertise, client impact, and book of business as the criteria for making partner-selection and hiring decisions. Eric Tresh, a partner at law firm Eversheds Sutherland , spends most mornings reviewing recent tax-court decisions. The firm has grown from $800 million to $1.8

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Hubspot Sales

FEBRUARY 26, 2018

Books About Starting a Business. Consider that Bill Gates reads 50 books every year , Mark Cuban reads for three hours each day, and Elon Musk -- when asked how he learned to build rockets -- said, “I read books.”. But knowing which books to start with can be overwhelming. 21 Books About Starting a Business.

e-Learning 104

e-Learning Investors Profitability Decision-making 104

Red Star Kim

MAY 3, 2023

Which makes planning difficult and often impacts on project delivery. There’s more about how to frame choices in Book review: Nudge: Improving decisions about health, wealth (kimtasso.com). “To

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

Red Star Kim

FEBRUARY 15, 2024

It’s worth touching on some related skills : Facilitating Essentially, facilitation is about making communication, interaction, collaboration or learning easier. Facilitation skills provide opportunities and resources to a group of people that enable them to make progress and succeed. Coaches and consultants use facilitation skills.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Account Manager Tips

OCTOBER 6, 2022

Schedule meetings ASAP 4. Use meeting scheduling tools 5. Schedule follow up meetings during the meeting 6. Only meet for as long as needed 10. Say "No" to update meetings 11. Resolve meeting conflicts immediately 14. Resolve meeting conflicts immediately 14. Batch meetings 16.

Management 246

Management Meetings Decision-making Brainstorming 246

Mike Kunkle

APRIL 8, 2023

My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. In addition to having the right decision makers in the deal, which is part of qualification, it’s important to assess the landscape and relationships. Here’s what I mean.

B2B 211

B2B Decision-making Sales Stakeholders 211

SuperOffice

JANUARY 19, 2022

Types of customer meetings. Along with a sequence of emails, companies with long sales cycles arrange three meetings before the conversion happens: Discovery meeting. This is your first meeting with a warm, qualified lead that’s held with the goal of understanding the specific needs of a prospect. Follow-up meeting.

Meetings 63

Meetings CRM Decision-making Sales 63

Flevy

MARCH 19, 2024

The concept was published in his book, “The Mind of the Strategist: The Art of Japanese Business.” Ohmae’s 3C Model (Strategic Triangle) has its applications in Strategic Planning, Market Analysis , and guiding Decision-making processes. products, services, technology, organizational culture, and so on).

Shareholders 52

Shareholders Decision-making Digital Transformation Manufacturing 52

Hubspot Sales

SEPTEMBER 28, 2017

Covey is a self-improvement book. I recommend starting that path by reading Stephen Covey’s best-selling book, The 7 Habits of Highly Effective People. That's why we summarized the entire book for you below. Reactive = "He makes me so mad." That way, we can make sure the steps we’re taking are in the right direction.

Energy and Utilities 145

Energy and Utilities Communication Prioritization Decision-making 145

Mike Kunkle

OCTOBER 8, 2023

Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context. Product ensures that solutions meet the demands of the marketplace. 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

Corporate Visions

NOVEMBER 7, 2018

Tis the season for picking sales meeting kickoff themes for sales and marketing organizations around the world. But when it comes to the content for the sales kickoff meeting, don’t settle for a new version of the same checklist you may be using. That would make for a big kickoff! Hey, I love a good book, too.

Meetings 64

Meetings Suppliers Sales Decision-making 64

Holden Advisors

FEBRUARY 18, 2022

One of my favorite tools for thinking about pricing and deal negotiation is the Customer Experience Pyramid from Outside In , a book by Harry Manning and Kerry Bodine. At the second level of the pyramid are the customers who buy from you because you make it easy for them to accomplish their goals. But this may not always be true.

Customer Experience 195

Customer Experience Negotiation Decision-making Small Business 195

Red Star Kim

MARCH 4, 2024

They fear making mistakes and don’t want to appear vulnerable. Their behaviour makes you feel irritated, inferior, worthless and stupid. They may make you feel stifled, stupid or untrusted. You need to avoid making mistakes or paying insufficient attention to detail. Please let me know if you’d like a copy.

Management 147

Management Communication Leadership Digitalization 147

Red Star Kim

OCTOBER 19, 2023

Finding a suitable location (quiet and without interruptions) to make calls when working in an office environment was sometimes a challenge. 83% No – and no experience 17% Yes – formally Your sector: 33% Legal 50% Accountancy/Insolvency 17% Property/surveying How confident are you at taking and making telephone calls?

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Hubspot Sales

JUNE 21, 2023

But as sales reps well know, a successful call ends with a concrete calendar meeting, not a vague “Let’s talk later.” So how can salespeople turn this brush-off into a meeting with a specific date and time? Meeting booked, and attention earned. You never want to argue with the prospect’s ability to make a decision.

Decision-making 110

Decision-making Meetings Sales Organization 110

Red Star Kim

AUGUST 1, 2023

Have empathy – Most fee-earners are really stretched to meet their targets, serve their clients and manage their teams. Find ways to make their lives easier and better. They can make it a firm priority to produce M&BD plans. Then summarise their comments, requests and decisions in a (concise) structure that they value.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Red Star Kim

OCTOBER 16, 2023

And the problem was compounded with extraordinarily long lead times for sales through complex decision-making processes in professional services. Make training opportunities attractive – generate demand for places on training academies. Some people will believe that they are experts at selling.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Mike Kunkle

FEBRUARY 5, 2023

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. click the image to see a larger version] This makes sense, right? This is so important to understand.

B2B 198

B2B Sales Decision-making Negotiation 198

SuperOffice

JUNE 30, 2022

Obviously, we use apps because they make our lives easier. With all of your customer data connected, you can make smarter, more personalized decisions. For example, without an integration, meeting invites from Outlook need to be manually added into the CRM platform so that it syncs with your Outlook calendar. Easy, right?

CRM 106

CRM Computers and Electronics Decision-making Digitalization 106

Account Manager Tips

AUGUST 17, 2022

Why make the first move in a negotiation? Why make the first move in a negotiation? Research shows that making the first offer gives you a bargaining advantage. Higher prices make people tend to think about the good things. Lower prices make people focus on the bad things. Or by making a silly low-ball offer.

Negotiation 130

Negotiation Key Account Management Account Management Decision-making 130

Mike Kunkle

AUGUST 8, 2023

This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Use data to drive informed decisions, optimize sales processes, and identify untapped market opportunities. Tailor your products, services, and sales strategies to meet these needs authentically.

Sales 188

Sales Prioritization Innovation Leadership 188

Red Star Kim

SEPTEMBER 8, 2023

Context and curiosity drive commerciality and pricing By exploring key themes in commerciality and entrepreneurship, we saw why risk management and anticipating return on investment (ROI) is critical when making the business case for marketing investment. The crux of marketing is to anticipate (and meet) client needs whilst maximising profit.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Account Manager Tips

SEPTEMBER 28, 2022

Instead of supporting internal team decisions, you champion your client's cause. You don't worry about meeting new people. Worth a click + B2B Book Club Selection. Every month I publish a list of handpicked books to help you with your professional development. You step out of line. They call you about a refund.

Key Account Management 130

Key Account Management Account Management Management Publishing 130

Mike Kunkle

MARCH 31, 2023

For you, you need to wade through and master the complexities, to make things work. It’s certainly fine to make things as simple as possible for others – who are just telling time or driving the car, but you – Mr. and Ms.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Account Manager Tips

AUGUST 10, 2021

84% of B2B decision-makers start the buying process with a referral. 61% of customers make at least one referral. Happy customers will refer you, so make a shortlist of those who know have had a positive experience. Scan your client's organization chart for influential people and decision-makers. External networks.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Red Star Kim

MAY 16, 2023

Assertive behaviour ensures that you’re able to make decisions which means you will hold some responsibility for outcomes. Be specific and direct in making your point such as “I will need more time to finish that task. Be specific and direct in making your point such as “I will need more time to finish that task.

Communication 130

Communication Brainstorming Decision-making Marketing 130

SuperOffice

AUGUST 22, 2022

An analytical CRM is best suited for businesses that are focused on data-driven decision making. Sales : Use the operational CRM to automate steps in your sales process , such as meetings and follow-up emails. That’s what makes it unique! Book a 30-minute demo with one of our product experts here.

CRM 136

CRM Decision-making Onboarding Suppliers 136

Nutshell

OCTOBER 31, 2023

To make VisitorIQ even more useful for you, we just released some updates! The new VisitorIQ features also make it easy to find the people and companies that matter most to you. Scheduler updates We’re also rolling out updates for Scheduler, the built-in meeting scheduler tool we released in August.

Artificial Intelligence 62

Artificial Intelligence Meetings Decision-making Onboarding 62