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. 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

Brooks Group

APRIL 10, 2024

In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. But it’s tough.

Sales 87

Sales Media B2B Publishing 87

Hubspot Sales

MAY 17, 2023

That makes establishing credibility central to the success of any sales effort. But maintaining that kind of trustworthiness and legitimacy over multiple sales conversations can be easier said than done — a lot of reps run into hitches, hiccups, and human errors that undermine their credibility with prospects. Let's dive in.

Value Proposition 127

Value Proposition Stakeholders Facilitation Communication 127

Upland

JUNE 15, 2023

But how do you do it? Why you need to choose the best account planning software for your team Behind every elite sales team, there’s an elite tech stack. How do you separate the wheat from the chaff? How can you maximize your new software’s adoption and impact? Buckle your seatbelt.

Account Planning 195

Account Planning Software Software Organization 195

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

Red Star Kim

FEBRUARY 9, 2023

We considered how to create and implement internal campaigns to increase engagement and product/service knowledge and prompt internal referrals. Targets and targeting of referrer management activities Some firms already had plans for how they intended to develop more work from their referrers and intermediaries.

Management 130

Management Emotional Intelligence Cybersecurity CRM 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

DECEMBER 18, 2023

From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Jermaine Edwards

DECEMBER 6, 2023

How does trust show up in our everyday communication and engagement? How can we avoid that happening? How can we avoid that happening? We have to activate trust in a new way. Trust activates greater differentiation in your relationships and extends your reputation. I’m not that much of a pessimist.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Upland

SEPTEMBER 29, 2023

Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. You can also segment stakeholders by the amount of influence they hold over the buying group, or how much budget they have. What are their motivations? Business has evolved.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Hubspot Sales

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. Table of Contents What is door-to-door sales?

Sales 98

Sales Decision-making Meetings Insurance 98

Red Star Kim

SEPTEMBER 5, 2023

The 2019 second edition of this book (subtitled “How to apply neuroscience and psychology for improved learning and training” ) provides fascinating insight and practical ideas to incorporate neuroscience into learning and development initiatives. And how these need to be considered in learning environments.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Arpedio

FEBRUARY 22, 2024

In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. Consultative selling is more than just a sales technique; it’s a philosophy centered around empathy, collaboration, and problem-solving. What is Consultative Selling?

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. Let’s delve into the importance of pre-sales strategy and its impact on overall business success. What is a Pre-Sales Strategy?

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Hubspot Sales

MAY 18, 2021

How do you win more consistently and more often? business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople. business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople. Communicate Value.

Value Proposition 117

Value Proposition Sales Communication Onboarding 117

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

Sales Management 93

Sales Management Management Energy and Utilities Emotional Intelligence 93

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker? Why is selling to the C-suite so critical?

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Hubspot Sales

FEBRUARY 16, 2022

In sales, it's no different. A good sales hook can prevent your prospect from hanging up the phone, or deleting your email entirely. And a great sales hook can start your entire conversation off on the right foot. Here, we asked six sales reps their tips for creating a convincing sales hook to turn prospects into customers.

Sales 129

Sales e-Learning Media B2C 129

Hubspot Sales

OCTOBER 24, 2023

Conveying how well you understand the intricacies of the position and the company at large is a surefire way to stand out from a pool of candidates. Conduct this research meticulously to show interviewers how serious you are for this position. Research relevant questions and practice answers.

Internet 86

Internet Meetings Communication Prioritization 86

Hubspot Sales

DECEMBER 26, 2022

52% of sales leaders say conversations are one of the most important productivity metrics to track. How to Keep a Conversation Going. Diving into the sale at the top of your conversation can come off as pushy. Diving into the sale at the top of your conversation can come off as pushy. How can I support you?”.

Negotiation 76

Negotiation Meetings Communication Sales 76

Arpedio

APRIL 3, 2024

Solution selling is a sales methodology focused on addressing the specific needs and challenges of customers by providing comprehensive solutions rather than simply selling products or services. These solutions may involve a combination of products, services, and expertise customized to address the customer’s unique needs.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Arpedio

MARCH 8, 2024

This section aims to dissect these cornerstone principles and offer insights into how companies can assess and align their relationship management strategies with their strategic business objectives. Through comprehensive reviews, companies can identify practices that either promote or hinder the value alignment necessary for mutual growth.

Management 52

Management Stakeholders Facilitation Innovation 52

Showpad

MARCH 7, 2024

Marketing teams are not making the most of their relationship with sales. The sales team is a critical driver of revenue growth — and a key channel for marketing messaging. In order for marketing teams to realize the full potential of their sales team, they must have strong alignment. Sales has their own vocabulary and metrics.

Digital Transformation 52

Digital Transformation Marketing Value Proposition Digitalization 52

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 92

Sales Decision-making Sales Training Sales Management 92

Red Star Kim

SEPTEMBER 26, 2023

Here I review recent developments and look at some case studies of how M&BD teams are structured: An update on marketing and business development (M&BD) team structures. Marketing is about anticipating client needs so understanding how and when to target different sectors and clients remains a priority.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Brooks Group

JULY 5, 2023

Sales conversations can be tough. Sales conversation strategies are absolutely essential for achieving sales success. These sales conversation strategies include active listening, asking open-ended questions, and understanding the customer’s particular needs and pain points.

Sales 52

Sales Sales Training Value Proposition Decision-making 52

Arpedio

MARCH 15, 2024

In today’s competitive business landscape, mastering the art of strategic selling is essential for sales professionals looking to drive revenue growth and outperform their competition. But what exactly is strategic selling, and why is it so critical in modern sales? What is Strategic Selling?

Value Proposition 52

Value Proposition Negotiation Stakeholders Sales 52

MTD Sales Training

APRIL 9, 2019

What exactly is ‘active listening’ and why can it be so difficult at times? As the term suggests, active listening skills can be developed, as it is a skill. Like any skill, it can improve with practice. But we have to see the benefits of active listening in order for us to take it seriously.

Interpersonal Skills 89

Interpersonal Skills Sales Training Communication Meetings 89

Red Star Kim

JANUARY 22, 2024

A chance encounter with Helen Kensett at a recent conference reminded me about her 2016 sales book. I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. It’s beautifully illustrated.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Hubspot Sales

APRIL 23, 2018

Simple: Invest in listening. As John Doerr writes , reps who don’t listen miss the opportunity to build rapport, uncover buyer needs, and let the prospect know you understand their world. Trouble is, listening can be very difficult. What is Active Listening? or worse, never really gain their interest.

Sales 144

Sales e-Learning Decision-making Sales Management 144

Planview

MARCH 8, 2024

To recognize the official theme for IWD 2024 — “inspire inclusion” — we asked several women at Planview to share how they celebrate diversity and empowerment today and every day. How can we foster a sense of belonging for women from diverse backgrounds? Planview is proud to participate. Sophia Grace Sr.

Banking 105

Banking Government Innovation Leadership 105

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). million companies that are active but not required to file accounts and 6 million companies that are no longer activie.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

JUNE 24, 2022

And to listen to really hear and understand – rather than to formulate our response. And to listen to really hear and understand – rather than to formulate our response. This time last week (17 th June) I was asked to join some other great speakers at the 75 th MPF Retuning your firm online session. It sounds easy enough.

Emotional Intelligence 130

Emotional Intelligence Negotiation Communication Leadership 130

Hubspot Sales

DECEMBER 23, 2021

A customer's revenue potential doesn't immediately end at the point of sale. There's a wealth of opportunity for more business beyond each initial purchase — and practices known as cross-selling and upselling can help you tap into it. Let's jump in. Let's say you work at a fast-food franchise. Upselling a Cheeseburger.

eCommerce 139

eCommerce Software Software Customer Success 139

Hubspot Sales

JANUARY 5, 2021

The most important skill for sales professionals? RAIN Group recently found that 82% of buyers say cold calls were the impetus for eventual meetings, but 63% of sales reps say they don’t enjoy making cold calls. Precall planning offers the chance to both boost prospect receptivity and reduce sales stress. Making calls.

Brainstorming 133

Brainstorming Decision-making Meetings Media 133

Hubspot Sales

DECEMBER 11, 2023

In the past, onboarding involved sitting in a room and listening to your manager explain the role. Sales is a famously extroverted job. Let’s review what virtual training is, the best practices, and how to run a virtual training program. Virtual Training Best Practices How to Do Virtual Training What is virtual training?

Brainstorming 95

Brainstorming Onboarding Internet Communication 95