Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Disconnection – Often the marketing (lead generation) and sales processes (lead nurturing and conversion) are disconnected.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

JULY 11, 2022

Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure. Some reported that the reward systems worked against initiatives that reach beyond the immediate client and market focus of individual fee-earners (e.g. For example: Internal communication – Why, how and what (kimtasso.com).

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Arpedio

APRIL 30, 2024

Get started today Identifying Customer Value In order to succeed in sales, it is crucial to identify and understand the customer’s pain points. By addressing these pain points effectively, you can tailor your value proposition to meet their specific needs.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Showpad

FEBRUARY 14, 2024

As a marketer, you’ve obsessed over optimizing search, social, events, and even direct mail. And while you’re busy measuring and perfecting every marketing channel, your sales team — the real revenue driver — is being overlooked. Harness the full potential of your most important marketing channel — your sales team.

Marketing 52

Marketing Value Proposition Decision-making Communication 52

Apptivo

OCTOBER 3, 2022

The difference is, with the first sale, the business has got a buyer, and when the business makes the buyer come back and buy more, they have got themselves a customer. Lifecycle marketing is the holistic approach of getting new buyers and converting them to be customers. Marketing is as much an art as it is a science!

Marketing 98

Marketing Value Proposition CRM Publishing 98

Arpedio

FEBRUARY 22, 2024

Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. In today’s fiercely competitive market, having a well-defined and meticulously executed sales strategy is more crucial than ever before.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Strategic Account Management Association

APRIL 5, 2021

They make great paperweights, but if asked about specific details, most of us might offer an uneasy grin, knowing that we have companions-in-arms, equally guilty of shirking that responsibility to read altogether. The first communicates what a company wants to communicate, the second communicates what the company must communicate.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Arpedio

FEBRUARY 22, 2024

Enter value selling – a strategic mindset and approach that focuses on articulating and delivering the unique value proposition of a product or service to potential customers. What is a Value Selling Framework?

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Red Star Kim

AUGUST 14, 2023

Lawyers (compliance, anti-trust, commercial litigation, personal injury) and marketing professionals joined me at a recent MBL workshop on writing. Make your content stand out. How to create buyer personas that clarify your target market | SurveyMonkey Complexity Often we write about technical and complex topics.

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130

Cosawi

JULY 14, 2021

Account Based Marketing interview by Pfizer COE. In conversation with Dominique Côté from Cosawi Consulting– shining a light on the essential role of marketing in KAM. We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). Change involved everyone. It takes two to tango .

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 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

Arpedio

FEBRUARY 26, 2024

With customers becoming increasingly discerning and markets saturated with choices, sales teams are turning to more strategic methods to secure high-value clients and drive sustainable revenue growth. TAS offers a roadmap for sales teams to cut through the noise, forge meaningful connections, and ultimately win lucrative deals.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Red Star Kim

JUNE 7, 2023

We considered strategic thinking, business strategy and marketing and business development strategy. And then to consider how marketing and business development could add most value in their achievement. And to keep an eye on the changing competitor landscape and evolving market and client needs.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Arpedio

JULY 12, 2023

Account-Based Marketing (ABM) vs Account-Based Selling (ABS) ← Back to blog In the ever-evolving sales ecosystem, businesses are continuously embracing new approaches to stay ahead of the competition. An Introduction to Account-Based Marketing and Account-Based Selling 2. What is Account-Based Marketing (ABM)?​

Marketing 52

Marketing Advertising Decision-making Communication 52

Red Star Kim

FEBRUARY 28, 2023

There were comments about the importance of the Employee Value Proposition (EVP) which is similar to the firm’s overall brand but with a focus on what value there is for potential employees. We explored lots of ideas around segmentation, market mapping, emerging private client niches and the creation and use of personas.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Hubspot Sales

NOVEMBER 1, 2018

But how can you ensure your marketing efforts are aligned with the brand? When consumers visit your company website, view an ad, or check out your Twitter page, each piece of content should clearly communicate the business' core values and brand. Value Proposition vs. Positioning Statement.

Food and Beverage 141

Food and Beverage Value Proposition Innovation Decision-making 141

Arpedio

APRIL 3, 2024

Value Proposition Development: In solution selling, it’s essential to articulate the value proposition of the proposed solution clearly. Sales professionals must communicate how their offerings can solve the customer’s problems, achieve their goals, and deliver measurable benefits.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Arpedio

DECEMBER 19, 2023

Understanding B2B sales is vital for companies to remain competitive and adapt to the changing market dynamics. To achieve this, businesses must understand their target market’s needs and preferences while focusing on building long-term relationships with potential clients.

B2B 52

B2B Interpersonal Skills Value Proposition Negotiation 52

Strategic Communications

APRIL 17, 2024

Lack of Innovation and Differentiation: Some of these brands failed to innovate and offer unique value propositions that set them apart from the competition. Pontiac, for instance, was unable to carve out a distinct identity within the crowded automotive market, leading to its eventual discontinuation by General Motors.

Innovation 52

Innovation Retail Value Proposition Logistics 52

Hubspot Sales

JANUARY 17, 2024

Confession time: I've been in the market for a new car for months now, but the thought of stepping onto a car lot and negotiating prices with a car salesperson is about as exciting as getting a root canal. I can pinpoint the exact value of my current car, compare prices, and find the right car for me.

Value Proposition 89

Value Proposition Decision-making Sales Internet 89

PandaDoc

SEPTEMBER 19, 2023

Your task as a sales manager is to market it. The answer is “by implementing a vertical marketing strategy.” Key takeaways Targeting specific, niche markets with specialized products and services can help small businesses operate more efficiently with lower costs and higher revenue. This is known as vertical marketing.

Marketing 52

Marketing Advertising Value Proposition Sales 52

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. years in business) 5.

Value Proposition 91

Value Proposition Negotiation Decision-making Leadership 91

Arpedio

FEBRUARY 14, 2024

In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Create sustained value. Add value on a regular basis and show your client the benefits of your partnership well in advance of the renewal. Recognize market trends as well as the strengths and weaknesses of competitors. Improve communication.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Red Star Kim

OCTOBER 24, 2022

Last week, we welcomed UK and international delegates to a PM Forum digital workshop on “Selling Processes and Sales Skills for Marketing and BD Professionals”. Integration with marketing. Some fee-earners rely on marketing processes to generate leads and manage the initial stages of lead nurturing. Personas and buyer profiles.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Hubspot Sales

OCTOBER 14, 2019

Conduct market research. Begin the B2B sales process by performing high-level market research to understand the current state of demand for your offering. Typically, prospective customers go through the following stages when making a purchase: Awareness — The buyer realizes they have a problem or pain point that needs to be solved.

B2B 136

B2B Value Proposition Decision-making Sales 136

Arpedio

APRIL 29, 2024

Competitive Analysis: An effective account plan strategy involves conducting a thorough analysis of the market landscape and your competitors. This includes understanding the client’s industry, market position, competitive landscape, and any specific challenges they may be facing.

Account Planning 52

Account Planning Client Relationships Value Proposition Sales 52

Brooks Group

NOVEMBER 10, 2023

At the same time, deals take longer to make their way through the sales process than they used to. But if a buyer is not ready to make a deal, there’s nothing that can make it happen any quicker. Competitive Advantage A quicker sales cycle allows a company to respond promptly to market changes and customer demands.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Hubspot Sales

DECEMBER 28, 2021

Due to the proliferation of marketing materials on the internet, the modern buyer is no longer dependent on salespeople for necessary purchasing decision information. During inbound sales, buyers move through three key phases: awareness, consideration, and decision (which we’ll discuss further below).

Value Proposition 119

Value Proposition Sales Decision-making Prioritization 119

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

Account Manager Tips

OCTOBER 11, 2021

You need to take charge, make decisions and set goals for your customers so they can achieve success. What would bring the most value if there were no limits or obstacles? What changes should we make? How do we make changes? you'll never earn the trust and credibility you need to make an impact.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Flevy

DECEMBER 9, 2022

Sustainable growth necessitates a Capabilities-driven Strategy (CDS), instead of the conventional market-driven approaches, focusing on anything that customers want. existing or adjacent markets, organic channels ( Marketing or Innovation ), or inorganic methods (Mergers & Acquisitions). Near-market Opportunities.

Supply Chain 114

Supply Chain Value Proposition Digital Transformation Profitability 114

Insightly

JUNE 3, 2022

Even in the best of times, attrition makes it difficult for sales teams to operate effectively. Clarify your employer value proposition. Develop clear messaging about your company’s culture, your mission, and your products—and show how you’re making a difference in the world. How to make it work for you.

B2B 98

B2B Value Proposition Decision-making Sales 98

Miller Heiman Group

APRIL 2, 2019

Market conditions. Your value proposition. Don’t forget that individuals make decisions, not organizations, so it’s important to maintain relationships with key players. Make Sure Your Value Proposition Is Mutually Beneficial. Demonstrate excellent communication skills. Field of Play.

Account Management 110

Account Management Value Proposition Management Suppliers 110

Arpedio

JANUARY 5, 2024

In the competitive landscape of today’s market, understanding the trifecta of sales targets , business strategy , and client dynamics can propel a sales team’s success exponentially. It provides tools for account health assessment, actionable steps to address account needs, and data-driven decision-making.

Account Planning 52

Account Planning Value Proposition Account Management Sales 52

Arpedio

FEBRUARY 22, 2024

This includes understanding the prospect’s industry landscape, key competitors, market trends, and any recent news or developments. Building Rapport and Trust Effective Communication Techniques Effective communication is the cornerstone of building rapport and trust with prospects.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52