Red Star Kim

FEBRUARY 21, 2024

Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. In this post I explore different types of questions and how they can be used in various business scenarios. Why are questions so important? Questioning skills).

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

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 14, 2023

Manage limiting beliefs During the coaching module, there was much discussion about limiting beliefs or limiting assumptions. So where they believe that something can’t be done – direct them to consider where others have managed to achieve something similar. Delegate views and poll results are shown below.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

SEPTEMBER 6, 2022

I haven’t reviewed a book on the topic of internal communication and yet it’s a vital element of marketing, branding, organisational culture, change management and leadership. This contemporary book (published in 2021) is just 200 pages and is subtitled “Streamline your corporate communication to drive efficiency and engagement”.

Communication 130

Communication Facilitation Leadership Stakeholders 130

Red Star Kim

JULY 7, 2023

At this week’s change management for professional practices workshop, I welcomed delegates from legal, accountancy and property firms. Their roles included managing partner, head of HR, operations manager, lawyer and property management team leader. This led to discussions about performance management.

Management 130

Management Emotional Intelligence e-Learning Leadership 130

Upland

AUGUST 30, 2023

At every stage of this journey, marketers employ targeted strategies to guide potential customers toward making a purchase decision. The term “ Bottom of the Funnel ” (BOFU) refers to the final stage in the marketing funnel. This is where prospects are on the cusp of becoming customers. What Is The Marketing Funnel?

Decision-making 195

Decision-making Software Software Retail 195

Red Star Kim

NOVEMBER 1, 2023

Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking. Processes and skills for managing opportunities and pipelines can be lacking. Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Reflect on past projects Ask for feedback What are you afraid of? Table Of Contents.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Hubspot Sales

MAY 18, 2023

It’s time to hit the books, as coursework and tests are common in many programs. You can charge more per hour or project. Project Management Professional (PMP) Certification Image Source According to the Project Management Insitute, 2.3 Consulting certificates can help. You can access professional networks.

Negotiation 71

Negotiation Leadership CRM Insurance 71

Red Star Kim

FEBRUARY 8, 2024

In the highly regarded business strategy book “Playing to Win: How Strategy Really Works” (by former leaders of Procter & Gamble Lafley and Roger) the strategy cascade process is broken down into five key questions. I’ve summarised the key points here as a supplementary learning resource for the delegates.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

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

Account Manager Tips

SEPTEMBER 29, 2020

Are you doing key account management the hard way? Effective key account management requires you to increase profits, develop relationships, increase satisfaction, grow revenue, improve retention and reduce conflict. Let's take a look at 7 of my favourite key account management tools. Table of Contents. (1) Conclusion.

Key Account Management 130

Key Account Management Account Management Management Meetings 130

Red Star Kim

DECEMBER 2, 2022

Many management teams I speak to express a desire for their M&BD Execs to be more proactive – which takes time, tact and the confidence to think ahead and adopt a more advisory approach. So we must take responsibility for managing our workloads – and asking for help with prioritising if necessary. What stops us being proactive?

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Mike Kunkle

JULY 4, 2022

There’s another alignment and partnership opportunity that gets a lot less airplay yet has equal or greater potential to drive sales results: the alignment and partnership between Sales Enablement and Front-line Sales Managers (FLSMs). The role of these managers in driving change seems to be a fairly-well acknowledged point of view.

Sales Management 130

Sales Management Management Sales Sales Training 130

Red Star Kim

APRIL 12, 2023

It’s great that people have a vested interest but it can be hard to manage and get a final sign off”. Just before Easter I spent a day facilitating the popular PM Forum training workshop “The Proactive M&BD Executive”. Detailed delegate poll results and feedback are shown towards the end of the post.

Media 130

Media Marketing B2C Stakeholders 130

Arpedio

AUGUST 9, 2021

In between the workshops, the project team members will work with parts of the solution on test data to get hands-on experience, while we are preparing other parts to be reviewed next week. MVP: An implementation based on transparency. ? Back to blog. What exactly does this mean? Nice-to-have needs are parked for later releases.

B2B 98

B2B Account Management Innovation Facilitation 98

MDI Training

JANUARY 26, 2022

In the following, Peter Grabuschnig presents some methods for learning and networking and their approaches from the new book by MDI: Agile Leadership Development – How Leaders Learn in a Self-Determined and Needs-Oriented Way. These enable new knowledge to be shared proactively and flexibly in the form of impulses within the company.

e-Learning 98

e-Learning Leadership Digitalization Artificial Intelligence 98

Hubspot Sales

SEPTEMBER 15, 2020

The latter is conducted with customers as opposed to internal management. Though anyone in a sales department might be asked to present a QBR, they're most commonly assigned to field sales reps or others who can speak to an entire team's overall performance. But what does that look like? Collect the relevant sales reports.

Sales 101

Sales Prioritization Meetings CRM 101

SBI Growth

DECEMBER 3, 2013

A year ago at this time, you decided what sales improvement projects to pursue. Did the project help you make the ''13 number? Download the Sales Leaders’ Execution Guide here. Field execution is spotty. This post discusses overcoming these two common problems that lead to failed improvement projects.

Sales 118

Sales Communication Leadership Management 118

Red Star Kim

JUNE 1, 2023

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. There is more information on branding theory Book review – Managing Brands (kimtasso.com). A key theme that often arises in pitching is how to differentiate.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

ClearPoint Strategy

OCTOBER 22, 2021

To have a successful reporting strategy, you need to change your point of view: It’s about more than just the report; it’s also about effectively managing the other four fundamental activities that make the report possible. How many MBAs does it take to produce a strategy report??). Ready to get started? Let’s dive in! Why or why not?

Decision-making 98

Decision-making Stakeholders Software Software 98

Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Think about it this way: If you're a sales manager and you help each of your 10 reps sell 20% more, you've essentially just "created” two new salespeople.

Sales Management 117

Sales Management Management Sales Onboarding 117

CMOE

OCTOBER 27, 2020

25 Podcasts for Managers. Manager Tools. The Extraordinary Business Book Club. We’ve entered the age of podcasts, and everyone can benefit from the distillation of the experiences of experts, including leaders and managers. Book recommendations for leaders. 25 Business-Management Podcasts. Radical Candor.

Management 93

Management Leadership Supply Chain Performance Review 93

Liston Witherill

APRIL 21, 2021

“Go look at our old projects. ” “Haven’t we done over 2,000 projects?” " I had a newly-minted master’s degree in environmental science and management, and I’d landed my dream job as director of marketing and business development at an environmental consulting firm.

Decision-making 52

Decision-making Sales Training Retail Marketing 52

Brooks Group

FEBRUARY 28, 2023

Specifically, sales productivity refers to the rate at which an individual field sales rep or an organization can generate revenue through its sales process. The best way to increase productivity in sales boils down to finding the most efficient ways to manage your sales team’s time. What Is Sales Productivity?

Artificial Intelligence 52

Artificial Intelligence Sales Sales Training Advertising 52

Insightly

SEPTEMBER 28, 2023

Compared to traditional corporate functions — like sales, marketing, human resources, and finance — revenue operations is a relatively new field. In this blog post, we’ll dig into the emerging field of revenue operations. Let’s get you on a RevOps career path!

Finance 52

Finance CRM Customer Success Decision-making 52

Insightly

SEPTEMBER 28, 2023

Compared to traditional corporate functions — like sales, marketing, human resources, and finance — revenue operations is a relatively new field. In this blog post, we’ll dig into the emerging field of revenue operations. Let’s get you on a RevOps career path!

Finance 52

Finance CRM Customer Success Decision-making 52

Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Account Manager Tips

OCTOBER 13, 2020

Is your business and your key account management team growing fast? Do you feel like you're always playing catch-up and never have time for important projects, like developing processes that drive business growth or creating career paths for your key account managers? Click to Tweet. So that's been the journey.

Key Account Management 130

Key Account Management Account Management Management Decision-making 130

Agile CRM

JANUARY 14, 2021

Customer relationship management (CRM) and marketing automation has evolved over the years with each change or tweaks refining the systems for the better. A trailblazer is an innovator, a shaker, a leader who makes an impact in their field and leaves a path for others to follow.

CRM 52

CRM Marketing Small Business Software 52

SBI Growth

JULY 10, 2013

Sales VPs need a way to separate real management developments from hype. Download the Sales Gamification FAQ Guide here. And Greg Alexander reviewed one of several new books on the subject. First, the most difficult aspect of any new sales initiative is field adoption. Maybe you’ve seen the term “Gamification” recently.

e-Learning 127

e-Learning Onboarding CRM Sales Training 127

Hubspot Sales

JUNE 28, 2019

In this guide, you'll get an introduction to sales operations, why it's a critical piece of your sales puzzle, and how to build your own sales ops team (or make your existing one stronger). Download Our Free Sales Conversion Rate Calculator and Guide. The sales operations professional is like the coxswain for salespeople.

Sales 95

Sales Leadership Decision-making CRM 95

MDI Training

FEBRUARY 9, 2021

In this blog post Anita Berger, Gunther Fürstberger and Masha Ibeschitz, share 4 agile change management tools that help to consciously initiate and manage change: Anita Berger. Executive Coach, Consultant, Trainer & Managing Partner MDI. She is a partner of MDI Management Development International. Masha Ibeschitz.

Management 69

Management Digital Transformation Leadership Stakeholders 69

Miller Heiman Group

APRIL 18, 2018

If your enablement function is just getting off the ground, your audience may be limited to one role such as field sales. More mature disciplines offer services for a range of customer-facing professionals, including managers as well as those in service roles. Too many enablement teams see enablement as just one type of service.

Sales 66

Sales Government Facilitation Sales Management 66

Arpedio

FEBRUARY 15, 2024

Introduction to the Challenger Sales Framework We start by providing an overview of the Challenger Sales framework, developed by Matthew Dixon and Brent Adamson in their seminal book “ The Challenger Sale. They are proactive in seeking out innovative solutions and are receptive to insights that challenge conventional thinking.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Hubspot Sales

AUGUST 30, 2023

billion in 2021 and is projected to reach USD 11.53 billion in 2021 and is projected to reach USD 11.53 Artificial intelligence has moved beyond the hype and is now seamlessly integrated into many aspects of business operations. But what changes will it bring to the sales industry? Let’s jump to the nitty-gritty.

Decision-making 84

Decision-making Sales Profitability Artificial Intelligence 84

Account Management Skills

JUNE 26, 2023

And if you’re in an agency account management role and you’re keen to be seen by your clients as more of an advisor than a reactive order taker, then check out the details of my account management training courses. I’ve got a Senior Account Manager and an Account Manager currently working in my portfolio.

Account Management 52

Account Management Client Relationships Management Communication 52