Red Star Kim

SEPTEMBER 26, 2022

What motivates them? After the session, I thought I’d share some insights into the needs of the latest generation of M&BD Assistants. After the session, I thought I’d share some insights into the needs of the latest generation of M&BD Assistants. And have the support they need to make an impact.

Digitalization 147

Digitalization Media Marketing Communication 147

Red Star Kim

JUNE 15, 2023

We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation). We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation).

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Brooks Group

SEPTEMBER 27, 2023

Energizing your team and focusing on the goals of the year ahead have never been more important. Your sales kickoff – that annual team get-together that is equal parts goal-setting and pep-rally – remains critical and relevant in an uncertain sales climate. This requires upskilling for many sales organizations.

Brainstorming 52

Brainstorming Sales Meetings Prioritization 52

Hubspot Sales

SEPTEMBER 29, 2023

Every winning sales team has an excellent coach guiding them. This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support.

Software 88

Software Software Sales Remote Working 88

Red Star Kim

OCTOBER 16, 2023

This post adds to the learning resources from the session. Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. Analysis and diagnostics are the starting point.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Hubspot Sales

JANUARY 13, 2021

For any growing company, the speed at which you hire means continuously tweaking your sales training playbook to find a balance between group sessions and one-on-one coaching. How to Create and Encourage Sales Accountability. Make goals transparent. Transparency drives accountability.

Sales 113

Sales Sales Training Performance Review Meetings 113

Hubspot Sales

JANUARY 4, 2018

What’s a sales kickoff? A sales kickoff is an annual meeting (usually in January) for your entire sales team. The main objectives are motivating your reps, managers and leaders; laying out your strategy; and celebrate last year’s wins. Sales kickoff themes. Third, a theme keeps you on track.

Sales 124

Sales CRM Sales Training Facilitation 124

Planview

DECEMBER 8, 2021

Consider these eight tips to get senior leaders behind your Agile transformation and help them fully engage. Start by understanding how the approach can benefit senior leaders, and focus on selling Agile to executives with benefits in mind. Read Next: Agile Transformation: 10 Lessons Learned (so far) on our Agile Journey.

Government 111

Government Leadership Stakeholders Decision-making 111

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. What is Sales Coaching?

Sales 52

Sales Account Management Stakeholders CRM 52

Showpad

APRIL 9, 2020

Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. Coaching is more of a challenge today, with sales reps often working remotely from their home offices. What is sales coaching?

Sales 111

Sales Sales Training Leadership Sales Management 111

Brooks Group

FEBRUARY 28, 2023

As we continue to struggle with societal and workplace changes, one of the most innovative things that have come out of the last two years is an increase in remote/hybrid work. Virtual training provides an easy way for companies to deliver high-quality instruction. Is virtual learning the best fit for your company?

Sales Training 52

Sales Training e-Learning Sales Digitalization 52

Red Star Kim

APRIL 12, 2023

Just before Easter I spent a day facilitating the popular PM Forum training workshop “The Proactive M&BD Executive”. As an additional learning resource for delegates, I review the key themes of The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media.

Media 130

Media Marketing B2C Stakeholders 130

Zendesk

OCTOBER 4, 2021

During the company’s all-hands meeting, you find out a sales manager role has opened up. As a seasoned sales rep, you naturally get excited—until you realize that you don’t know how to transition from a sales agent to a sales manager. What is a sales manager? What does a sales manager do?

Sales Management 98

Sales Management Management Sales Leadership 98

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 107

Sales Management Management Sales Leadership 107

Hubspot Sales

MARCH 19, 2019

Sales training is a big investment. Not only are you paying for the training itself and related expenses, but your sales team is also losing prime selling hours to attend workshops and sessions. Nonetheless, this investment can reap significant benefits and set your sales teams up for success.

Sales Training 86

Sales Training Sales CRM Onboarding 86

Showpad

OCTOBER 27, 2020

It’s likely that your sales kickoff (SKO) is going to look a lot different than years past. Because of this, you may find your team facing some new challenges and scrambling to pull off an event in an entirely new fashion. Sales kickoffs are one of the most important events for any company.

Brainstorming 59

Brainstorming Stakeholders Customer Success Marketing 59

Arpedio

FEBRUARY 15, 2024

In today’s fiercely competitive market, achieving sales excellence is paramount for business growth and success. One key aspect of this pursuit is understanding and effectively implementing sales methodologies that align with modern buyer behavior and preferences.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Hubspot Sales

JULY 9, 2019

When thinking about ways to boost your revenue and grow your business, you might consider evolving your product line, reaching your buyer personas in new ways, or launching a brand awareness campaign. But what about considering the people who are working to sell your products every day? Why would this be?

Sales Management 120

Sales Management Management Sales Onboarding 120

Hubspot Sales

OCTOBER 19, 2020

Having talented sales reps is often a result of investing in effective sales coaching. According to research conducted by ValueSelling Associates , over half of high-performing businesses that have had sales coaching programs in place for three years or more experience high growth. A stellar sales coach must be results-oriented.

Construction 130

Construction Sales Sales Training Communication 130

Hubspot Sales

NOVEMBER 2, 2018

If you're always on the go, I've compiled a list of the top real estate podcasts to help motivate you and grow your skills. Ready to expand your real estate knowledge, improve your business, and grow your sales? Learn about selling homes, real estate trends, how to increase home value, and more.

Innovation 125

Innovation Marketing Sales Management 125

Arpedio

FEBRUARY 22, 2024

In the dynamic landscape of modern business, sales strategy stands as a cornerstone of success. 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. What is MEDDPICC?

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

SuperOffice

NOVEMBER 2, 2020

The leads in your sales pipeline might feel the same thing when they’re talking to your sales team. Leads want to know how the product helps them; not necessarily a list of the features you have to offer. Why EQ is important for sales teams. How to teach emotional intelligence to salespeople.

Emotional Intelligence 98

Emotional Intelligence Sales Sales Training Decision-making 98

Zendesk

APRIL 13, 2022

No one teaches us strong sales practices when we’re little. Adults simply hand out boxes of chocolate bars to elementary school students and tell them that the one who sells the most will win a prize. With his singular tactic of “cuteness” long past its expiration date, it’s no wonder adult Jimmy is struggling on his sales team.

Onboarding 52

Onboarding Sales Sales Management Software 52

Nutshell

DECEMBER 4, 2018

Most people find meetings to be a painful experience—and not without reason. Of course, no organization can completely do away with meetings, so you’ve got to find a happy medium—one that supports the company’s goals while also providing value to your salespeople. Make the Meeting Convenient. Ensure Your Meetings Are Purposeful.

Meetings 97

Meetings Sales Decision-making Publishing 97

Showpad

APRIL 9, 2021

It’s hard to get your foot in the door on a video conference call, isn’t it? Not only are the techniques that sellers deploy different today, but remote training requires a unique set of best practices as well. In the summer 2020 report, only 10% of those surveyed said that cost savings were their prime motivator.

Facilitation 52

Facilitation Artificial Intelligence Digitalization Remote Working 52

Hubspot Sales

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career. So how do the two connect?

Finance 107

Finance Sales Account Management Leadership 107

Zendesk

MAY 18, 2021

As a sales manager, you’re tasked with the difficult job of motivating your team month after month. Enter: sales incentives. Sales incentives help keep your team engaged and driven to crush their goals. Meanwhile, 41 percent said additional incentives would help motivate them. Travel vouchers.

Sales 52

Sales Banking Profitability Sales Training 52

Miller Heiman Group

DECEMBER 2, 2019

While sellers focus on the first two phases of the customer journey, awareness and purchase, they stop short of the implementation phase—the phase that matters most to their buyers—and the phase where customer success takes over. That means sellers who stop focusing on their buyers after the sale risk losing significant income.

Customer Success 70

Customer Success Customer Experience Suppliers Sales 70

Showpad

OCTOBER 24, 2019

Last week Sales Enablement leaders from around the world gathered at TRANSFORM London for a day-and-a-half of learning, networking, and inspiration from some of the most forward-thinking, innovative leaders in the space. Get Laser-Focused on Your Customers. By Helen Yu, Chief Customer Officer. The key to success?

Digital Transformation 56

Digital Transformation Sales Stakeholders Onboarding 56

Zendesk

APRIL 28, 2022

High-impact sales companies rank at the top of the list for many reasons, but one of their most enviable traits is that over 75 percent of their reps achieve quota. If you’re one of the hundreds of businesses striving to boost your reps’ sales numbers, your first question has to be: How do these high-impact companies do it?

Sales 52

Sales CRM Sales Training Decision-making 52

Zendesk

MAY 26, 2021

Customer service can make or break a business. But not everyone agrees on what it is or how to do it well. In this guide, we’ll share how to set your business up for customer service success. It’s also the processes that support the teams making good customer service happen. How has customer service changed?

Interpersonal Skills 105

Interpersonal Skills Customer Experience Media e-Learning 105

Showpad

AUGUST 31, 2018

Your sales kickoff (SKO) is not just another sales meeting; it’s a time to gather all your reps at the start of the year to review the past 12 months and motivate them as the next 12 ramp up. Follow these tips to guarantee your sales reps stay focused and on track and carry that with them post-SKO.

Brainstorming 40

Brainstorming Meetings Organization Negotiation 40

Upland

FEBRUARY 29, 2024

Sales leaders often find that commitment to change is the single most important ingredient in a successful account planning practice. The current world of sales is not for the faint of heart, and certainly not one for those who don’t like change. How important is this commitment to ongoing, lasting change?

Account Planning 195

Account Planning Management Leadership Organization 195

Hubspot Sales

NOVEMBER 6, 2023

The training industry went through massive changes in 2020. Almost every form of education went virtual, from workplace training to recreational courses. Now that we have two forms of training available, it begs the question: What are the real advantages and disadvantages of in-person and virtual training?

e-Learning 87

e-Learning Transportation Facilitation Organization 87

Account Management Skills

NOVEMBER 15, 2021

We also talk about: – the importance of looking at your team’s skill set to make sure everyone’s sitting in the right seats. Drop me an email at jenny@accountmanagementskills.com or book a discovery call with me , and we can see if it’s a good fit for you or your agency. Transcript: Jenny 00:03.

Finance 52

Finance Account Management Profitability Management 52

SBI

SEPTEMBER 11, 2012

Hiking in the Rocky Mountain National Park, and kickin’ it with family next to the fireplace of the old cabin we rented. And it came at the perfect time because I will need all the energy I can muster for next week’s Dreamforce event in San Francisco. Peaceful and rejuvenating!

CRM 48

CRM Small Business Software Software 48

Brooks Group

OCTOBER 13, 2022

Sales team training is an essential investment for any organization. When individuals and teams undergo sales training, they learn the skills and techniques needed to be successful in sales. However, not everyone knows how to make the most of their team sales training.

Sales Training 52

Sales Training Energy and Utilities Sales Negotiation 52