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. Video) (kimtasso.com). Questioning skills).

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Upland

OCTOBER 21, 2022

Account planning has never been so necessary – or so challenging – to get right. When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . Account planning is the process of mapping out key aspects of a potential customer or key account. .

Account Planning 195

Account Planning Leadership Software Software 195

Upland

JANUARY 26, 2023

However, one thing remains consistent – when it comes to complex sales, buyers prefer a human touch. As sellers head into a future that feels uncertain , they can at least rest in this certainty – the human seller is as important as ever in complex, B2B sales. Large B2B sales deals are not done one-on-one.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Upland

JULY 27, 2023

Is generative AI for sales the next big thing? When it happened, it appeared that almost everyone from your favorite LinkedIn influencer to your solution provider also became an AI expert at the same frenetic pace. ” Sales is one of those fields. ” Sales is one of those fields.

Digital Transformation 195

Digital Transformation Sales Digitalization Decision-making 195

Mike Kunkle

NOVEMBER 26, 2022

I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. Access to a Growing Library of 4+ Hours of Video Content , teaching the Building Blocks of Sales Enablement framework.

Sales 200

Sales Leadership Transportation Sales Training 200

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. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. There's AI — obviously — and all the ways it's changing how we sell. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024. Let's dive in.

Sales 103

Sales Investors Prioritization Innovation 103

Account Manager Tips

AUGUST 10, 2021

Build your business with client referrals Client referrals are a powerful business growth strategy. You ask your clients to recommend you to people they know. How hard could it be? Follow this step-by-step guide on how to ask, and get your clients to say "Yes," to a referral. Really hard. Only 18.6%

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Red Star Kim

SEPTEMBER 29, 2023

The session comprises three elements: marketing and business development fundamentals, practical marketing communication and business development skills and growing your career. Build personal brand We did some exercises on identifying words that encapsulate our personal branding. How do you measure up? How do you measure up?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Upland

AUGUST 29, 2023

For any company to make the most out of its products, it is important to understand and grasp the essence of buying intent. Not only does it help with sales enablement, but it also helps craft better buyer journeys. It helps you effectively engage and convert your audience into loyal customers.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Red Star Kim

MAY 22, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. So here is Conversation skills book review 3: Conversational intelligence – How great leaders build trust and get extraordinary results by Judith E Glaser.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 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. Relationship Building 10. Need more help to improve your key account management skills?

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

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”. Here is a summary of the sales targeting toolbox for professional services firms.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

MAY 9, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. And here is Conversation skills book review 1 – How to talk to anyone about anything – James W. I’m often asked to provide training in conversation skills.

Emotional Intelligence 130

Emotional Intelligence e-Learning Communication Finance 130

Red Star Kim

SEPTEMBER 22, 2022

Client service and sales opportunities for professionals in the digital age” some key issues emerged: Telephone skills: Anxiety, voice, etiquette and the client experience. This topic is explored well in the recent book Book review: Digital Body Language – How to build trust by Erica Dhawan (kimtasso.com).

Emotional Intelligence 130

Emotional Intelligence Communication e-Learning Digitalization 130

Nutshell

MARCH 15, 2024

Qualifying leads before sending them through to your sales team lets you learn more about your prospects and build deeper connections with them, which often results in more deals. Lead nurturing is the process of building relationships with prospects who aren’t quite ready to purchase your product or service.

CRM 71

CRM Software Software Communication 71

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? After you choose the date and venue, your next question may be who you should ask to deliver the keynote—and what you want them to talk about. Your sales keynote speaker will set the tone for the rest of the event.

Sales 92

Sales Sales Training Meetings Media 92

Red Star Kim

DECEMBER 5, 2023

Others commented that those who already have Adobe Creative Cloud | Details and products | Adobe , can also look at Free Design, Photo, and Video Tool | Adobe Express as alternative to Canva it’s already part of the package. It was on budget day so those from accountancy and tax practices had a lot going on.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Brooks Group

JANUARY 25, 2023

View this week's video Engagement Mindset Make sure your salespeople understand: their goal, when first engaging with a prospect, is to set the sales process in motion by turning a potential resistor into an avid listener. How To Get Liked Reps must always remember, it’s not their job to get prospects to like them.

Emotional Intelligence 76

Emotional Intelligence Sales Training Decision-making Communication 76

Red Star Kim

FEBRUARY 14, 2023

These are described further here: Before your set your goals – check your limiting assumptions (kimtasso.com) A first step is to identify or uncover what are often unconscious limiting assumptions. Delegate views and poll results are shown below. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Hubspot Sales

JANUARY 4, 2024

Having a bad sales month? Nobody is answering the phone and emails, and it seems like your prospects are falling off the face of the Earth. Two days until the end of the month; your quota is complete by 67%. You can’t seem to get into a groove, and frustration is becoming all too familiar of an emotion.

Sales 109

Sales Management Sales Management Marketing 109

Red Star Kim

OCTOBER 3, 2022

Last week there was a mixture of legal and accounting firms – and M&BD people as well as fee-earners – at the MBL workshop on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders”. But most agreed that quality (client type, nature of work and value) was more important than quantity. Qualification.

Decision-making 130

Decision-making Communication Meetings Marketing 130

Hubspot Sales

NOVEMBER 17, 2020

many are just trying to survive — after all, we are experiencing one of the biggest macroeconomic shocks most businesses have ever faced. Sales leaders in charge of new revenue growth have felt this change in their core. Teams that traditionally sold in person had to pivot to an inside sales model.

Virtual Selling 125

Virtual Selling Shareholders Decision-making Communication 125

Brooks Group

JANUARY 10, 2023

View this week's video. Your Team Doesn’t Have a Closing Problem . One of the most common requests we receive at The Brooks Group is for sales negotiation training on closing techniques. Too many sales managers think their team has a closing problem, when in reality, they have a prospecting problem.

Negotiation 77

Negotiation Sales Training Profitability Construction 77

Nutshell

AUGUST 21, 2020

You look everywhere on the website—I’m talking header, tag line, features—and you just don’t get it. With over a hundred and one different things that could kill your cloud software business, poor marketing is the slow poison that can put it to sleep for good. But is SaaS marketing different from other types of marketing? Target users.

Marketing 142

Marketing Onboarding Media B2C 142

Nutshell

MARCH 18, 2024

Customer relationship management (CRM) systems have become vital in managing customer data, creating effective sales processes, and boosting sales team efficiency. However, one of the obstacles to implementing these crucial but advanced systems is a low CRM adoption rate from the team that needs to use it.

CRM 71

CRM Software Software Decision-making 71

Hubspot Sales

FEBRUARY 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Gaudio’s sales emails receive: 36.3% Get meta with it.

Sales 92

Sales Marketing B2B Digitalization 92

Hubspot Sales

OCTOBER 5, 2021

Sales development representatives and gatekeepers. If you're in sales, chances are you've encountered plenty of situations in which you're trying to reach a CEO or C-level executive to pitch your product or service. only to get stopped by a gatekeeper. How to Get Past the Gatekeeper When Cold Calling.

Decision-making 131

Decision-making Sales Stakeholders Software 131

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Hubspot Sales

JULY 27, 2023

Some of its most powerful capabilities are visible in business. In fact, it’s practically impossible to find a department that wasn’t affected by AI, with sales being no exception. According to HubSpot’s 2023 State of AI survey, 24% of sales professionals use AI in their daily work. Drafting up sales reports.

Leadership 88

Leadership Artificial Intelligence Decision-making Healthcare 88

Zendesk

APRIL 18, 2022

The sales industry can’t stop talking about lead generation. There are hundreds of successful lead nurturing and sales plan templates once a lead is found, but even the most successful companies struggle with gathering leads in the first place. There are two kinds of qualified leads your team should be on the lookout for.

B2B 98

B2B B2C Software Software 98

Red Star Kim

FEBRUARY 28, 2023

This post summarises some of the key themes emerging from the recent online MBL “How to manage and grow your private client practice” full day session . Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI. People want to join a winning team and to visualise their progression.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Hubspot Sales

MAY 11, 2020

Remote work is the new normal for many professionals, and salespeople are being tasked with meeting and exceeding their sales quotas while making a swift transition to working from home. Stellar sales work is possible outside of a traditional company office. Remote Sales Management Challenges. Here’s what they had to say.

Management 116

Management Remote Working Energy and Utilities Sales 116

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. B2B sales prospecting in a nutshell. The more detailed and accurate your ICP is, the more resultative your sales will be.

B2B 98

B2B Sales Decision-making Publishing 98

Red Star Kim

MAY 2, 2023

Following my past research (some of which was published in my 2020 book Essential soft skills for lawyers (kimtasso.com) ) I keep an eye out for the latest information relating to the soft skills (particularly leadership skills) most in demand and how these relate to the professional services sector.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Hubspot Sales

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. If you’re looking for a specific insight, you can skip ahead to these sections: The Top Sales Trends.

B2C 86

B2C Sales CRM B2B 86

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds.

Marketing 103

Marketing Sales Decision-making Prioritization 103