Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. I’ve often joked that: “All evaluation is a lie, and what we need to do is get together to agree on the lies that we’ll all believe.” The same thing applies with any ROI analysis.

Sales 258

Sales Finance Decision-making Profitability 258

Account Manager Tips

AUGUST 14, 2022

It's not an easy job, and you need many different skills to do it well. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Business Analysis 9. Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve?

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. So here are ideas on how to engage fee-earners in the M&BD planning process. The company might submit a brief.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Upland

FEBRUARY 29, 2024

How important is this commitment to ongoing, lasting change? We recently interviewed real sellers from some of the most successful sales teams in the world on how it is that they use account planning software, methodology and best practices to stay ahead in a constantly changing world as part of our book, Not Just Another Vendor.

Account Planning 195

Account Planning Management Leadership Organization 195

Upland

MAY 4, 2023

How fast you get there depends on four key levers. Deal velocity is how long it takes a deal to get through the sales cycle. These include: Number of opportunities Average deal value Win rate percentage Length of the sales cycle How does the sales velocity formula work? At Upland Altify, we think about velocity a lot.

Sales 356

Sales Decision-making Negotiation Organization 356

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. How do you feel? You're the expert and you know better than they do how to get the most from your solution. And to do that, you need to prepare. Let's discover how. ” Harvey Diamond.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

OnStrategyHQ

DECEMBER 20, 2023

The Strategic Planning Process in 4 Steps To help you throughout our strategic planning framework, we have created a how-to guide on the basics of a strategic plan, which we will take you through step-by-step. A good strategic plan dictates “how” you travel the selected road. Questions to Ask: Who is on your Planning Team?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Red Star Kim

MARCH 1, 2024

Forge relationships Before we try to generate engagement and buy-in we need to forge relationships with fee-earners. And we can ask questions Why are questions so important? Questioning skills) (kimtasso.com). It takes time to build trust trust for better business relationships (kimtasso.com).

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Hubspot Sales

DECEMBER 13, 2023

In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs. Questions you should ask during this type of sales call: “Can you briefly describe your company and its core business?” “Can How do you envision measuring success or ROI if we were to work together?”

Negotiation 100

Negotiation Telecommunications Sales Software 100

Account Manager Tips

OCTOBER 11, 2021

Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. You need to take charge, make decisions and set goals for your customers so they can achieve success. Where are we?

Account Management 246

Account Management Key Account Management Management Suppliers 246

Red Star Kim

DECEMBER 22, 2022

Several delegates were particularly interested in macroeconomic analysis. During the discussions about marketing audits (particularly the far external environment), delegates worked in groups to tackle a PESTLE analysis. Here are some of their thoughts although typically a lot of research would be undertaken for such an analysis.

Supply Chain 147

Supply Chain Government Transportation Digital Transformation 147

Red Star Kim

DECEMBER 5, 2023

For events , one delegate asked about LinkedIn Events | LinkedIn Marketing Solutions and whether others experienced problems with bots and a lack of control over who registers. Others asked about platforms for event invitations. A variety of specialist (to professional services) and mainstream CRM systems were explored.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

NOVEMBER 22, 2022

I prefer the process proposed by Grundy as it places more emphasis on pre-problem solving (anticipating issues) and problem definition and analysis: Pre-problem solving. Problem definition and analysis. Ask how they feel things are going. Generating ideas. Evaluating and selecting ideas. Implementation. They rarely do.

Brainstorming 130

Brainstorming Innovation Client Relationships Marketing 130

Red Star Kim

NOVEMBER 17, 2023

At training workshops, people often ask me for case studies of successful marketing and business development strategies and campaigns at professional services firms. Both to support their competitor analysis and to see what good strategies and campaigns look like. I scour publications and awards to pick up as many as I can.

Marketing 130

Marketing Key Account Management Innovation Account Management 130

Hubspot Sales

AUGUST 1, 2022

Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. At the end of this post, you should better understand what to consider and ask when filling this role. How can you improve our CLV?

Sales 111

Sales Stakeholders Communication CRM 111

Mike Kunkle

MARCH 31, 2023

I can’t tell you how many times I see confusion about that. Terminology varies, but this is how I frame it. It should be aligned to the customer lifecycle and buying process, where possible. As you can see in the image above, a buying process consists of these same elements – stages, names, objectives, tasks, and exit criteria.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Hubspot Sales

SEPTEMBER 20, 2023

How Conversational AI Can Benefit Sales The Best Conversational AI Tools for Sales Teams What is conversational AI? How Conversational AI Can Benefit Sales The primary way conversational AI benefits sales is time. Once you learn how to integrate AI processes into your operations, you’ll have more time for the tasks you love.

Artificial Intelligence 110

Artificial Intelligence Sales Prioritization Meetings 110

Account Manager Tips

NOVEMBER 19, 2022

How many times have you been in a presentation and drifted into a daydream? Describe when and how you'll make your recommendation happen and immediate next steps. Transformation not information FACT: At some point in your career, you'll need to present to senior executives. We've all been there. The grand finale (2 minutes).

Value Proposition 246

Value Proposition Decision-making Shareholders Government 246

Nutshell

AUGUST 22, 2023

Let’s take a look at how CRMs are using AI, whether it’s worthwhile for your business to use AI in your CRM, and which CRMs are providing the best AI-powered features. Let’s take a look at how CRMs are using AI, whether it’s worthwhile for your business to use AI in your CRM, and which CRMs are providing the best AI-powered features.

Artificial Intelligence 114

Artificial Intelligence CRM Management Decision-making 114

Mike Kunkle

APRIL 8, 2023

The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers. The second step is to determine the level of qualification needed later, to continue pursuing the opportunity. Let’s dig in.

B2B 211

B2B Decision-making Sales Stakeholders 211

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. 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

Red Star Kim

FEBRUARY 15, 2024

We explored the changing role of marketing and business development (MBD) professionals and the growing need for coaching and consulting skills. We tackled delegate questions as well as coaching and consulting scenarios along the way. An emerging theme was the combination of people and problem-solving skills. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Red Star Kim

NOVEMBER 1, 2023

Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges. Aims – While most fee-earners were effective at arranging meetings with prospects, often they failed to prepare sufficiently to direct the conversation towards exploring needs and asking for the business.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

JUNE 20, 2022

Delegates on my coaching training sessions often ask for recommendations of good books on coaching and this is a mature, comprehensive and challenging exploration of what it takes to be a great coach. She explains that the book was designed to help people understand what coaching is, how it works and how to do it.

Client Relationships 130

Client Relationships Facilitation Brainstorming Meetings 130

Red Star Kim

FEBRUARY 14, 2023

One of most common is that of Socratic questioning which is used by counsellors and therapists in Cognitive-Based Therapy (CBT). By creating cognitive dissonance , they will need to adjust their own views to accommodate the information that challenges it. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

OnStrategyHQ

JULY 21, 2023

Play Watch the video Q: How can you use ChatGPT in strategic planning? You can use ChatGPT to easily streamline some of your basic-level tasks, like synthesizing data, creating tables or outlines, and even asking it for simple market data or competitive analysis. Great question! A: Think of ChatGPT as your assistant!

Facilitation 52

Facilitation Internet Strategic Thinking Organization 52

Zendesk

JANUARY 30, 2023

In this article we’ll explore what customer sentiment is, how it’s analyzed, and why tracking and understanding it is so important to business success. Customer sentiment is a metric that businesses use to measure how their customers think and feel about their brand. What is customer sentiment analysis? Not convinced?

Media 98

Media Software Software eCommerce 98

Hubspot Sales

JULY 7, 2020

As the field of sales changes to meet the needs of our evolving business landscape, data becomes even more prevalent. The role of a sales analyst is important because it requires much-needed data analysis on ways sales teams can continue bringing in revenue. What key metrics are you looking for to make an initial analysis?

Stakeholders 99

Stakeholders Sales Prioritization Communication 99

Red Star Kim

MARCH 16, 2023

What do clients/referrers need? A summary of delegate discussion topics and poll results are shown below to add to the learning resources from the session. While we discussed various tools and methods to promote cross-selling and referral management, a key theme emerged around changing culture. What will clients/referrers be interested in?).

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

OnStrategyHQ

MAY 1, 2023

What is an Internal and External Analysis? An internal and external analysis is simply looking at your organization’s current performance from an internal and external perspective. How does a strategic analysis fit into strategic planning? What is the output of an internal and external analysis?

Suppliers 105

Suppliers Supply Chain Energy and Utilities Profitability 105

Red Star Kim

NOVEMBER 24, 2023

Transforming your firm’s culture – Professor Vlatka Hlupic Self-effacing Vlatka described the “quiet quitting” disengagement that needs a “purpose and people-led” management revolution to overcome toxic cultures. The animated questions testified that her words hit a chord. Thanks to editor Matt Baldwin for his assistance.

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

Janek Performance Group: Account Planning

OCTOBER 25, 2023

We assume, if they’re buying, they don’t need attention. It’s putting their needs ahead of the sale to form long-term relationships. Clearly, sales organizations need to improve account planning. Ask the right questions. If there’s a decline, you need to know why. These build business and increase revenue.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Account Manager Tips

JUNE 29, 2021

How a capture strategy helps avoid competitive bidding Is your client due for renewal? Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Develop the right relationships with the right people. Define price strategy.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Zendesk

MARCH 8, 2023

So how can companies provide these personalized, immersive experiences? By leveraging AI and data analysis , businesses can meet this demand while providing effective, personalized support. In this article, we’ll explore how AI and analytics can help your business remain competitive.

eCommerce 98

eCommerce Meetings Stakeholders Profitability 98

Red Star Kim

JUNE 7, 2023

And then to consider how marketing and business development could add most value in their achievement. Conducting a detailed strategic analysis was felt to be a powerful and valuable activity to identify future opportunities and threats. 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

OCTOBER 24, 2023

SWOT analysis: A comprehensive guide and template Account Management Software ← Back to blog In this comprehensive guide, we’ll delve deep into the world of SWOT analysis. Discover how to leverage your strengths, mitigate your weaknesses, seize opportunities, and defend against threats. Let’s dive in.

Decision-making 52

Decision-making Account Management Prioritization Software 52

Red Star Kim

MAY 22, 2023

I’m often asked to provide training in conversation skills. Clients also ask if there are any books to supplement people’s conversational skills learning – or for those who want a deeper dive into the topic. So I’ve selected three books – depending on whether you are a beginner or a pro and whether you are in the UK or the USA.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130