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. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

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

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

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. On top of that, shifts in buyer expectations continue to redefine our strategies year after year. On top of that, shifts in buyer expectations continue to redefine our strategies year after year. Let's dive in.

Sales 98

Sales Investors Prioritization Innovation 98

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. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

SEPTEMBER 5, 2023

I’ve summarised some key ideas to incorporate into your training programmes and included an overview of my training services at the end. For example, learning a sales process including documents and offers for clients that use colour and images to explain simply. Estimates for human attention span range from 5 to about 20 minutes.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

The Center for Sales Strategy

JUNE 4, 2021

> 10 Sales Video Examples to Crush Quota from Call to Close – Sales Hacker. A hundred percent of the people we sell to are human. They enjoy interacting with people they trust and who seem authentic, and there is no better way to convey that than with video. And people like to laugh and smile.

Sales 85

Sales Software Software 85

Upland

OCTOBER 21, 2022

When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . In addition to identifying key challenges, account planning helps establish sales leaders as trusted advisors to their customers. If anything, the digital age demands a more human touch.

Account Planning 195

Account Planning Leadership Software Software 195

Brooks Group

SEPTEMBER 26, 2023

Sales kickoff season is here. It’s time to plan your sales strategy, train your sales professionals, crank up the energy, and motivate everyone for the next year. But in this unpredictable economy, sales organizations must be more agile and resilient than ever.

Sales 76

Sales Meetings Sales Training Prioritization 76

Nutshell

DECEMBER 7, 2023

At Nutshell, we build artificial intelligence into our software to help your sales reps accomplish more in less time. Find out how Nutshell uses Power AI to streamline your workflows. AI productivity tools use machine learning algorithms and natural language processing to help kickstart your process.

Artificial Intelligence 100

Artificial Intelligence Software Software Meetings 100

Red Star Kim

JUNE 12, 2023

Digital marketing update – How to Get 100 Sales Leads in 90 Days On 20 th April there was an information-rich and insightful webinar by Steve Pailthorpe, the CEO of Iconic Digital who I had the good fortune of meeting through the Worshipful Company of Marketors. He reflected that your web site is your primary digital asset.

Digitalization 130

Digitalization Marketing Advertising B2C 130

Red Star Kim

FEBRUARY 9, 2023

Psychotherapist and founder of the consultancy Humane Startup Ashlie Collins said she had to get used to a less ‘in-your-face’ style of self-promotion when she hopped over the pond from America to the UK in 2017. Video) (kimtasso.com). And explored various sales methodologies.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Nutshell

MARCH 17, 2023

That’s just as true for a website visitor who subscribes to your newsletter or other marketing content. In both cases, a person has made a commitment to your company based on what you’ve shown them so far, and you have a wonderful opportunity to capitalize on that positive sentiment. So, what exactly is a welcome email? Only 57.7%

B2C 154

B2C Onboarding Decision-making B2B 154

SalesPop

MAY 12, 2021

What’s the core of sales automation? To automate, streamline and track daily routine sales activities. Yet, an excellent sales automation system is much more than just facilitating sales reps. Sales automation has grown to be an essential part of many organizations’ marketing mix. What is Sales Automation?

Sales 98

Sales Media Artificial Intelligence Digitalization 98

Hubspot Sales

JANUARY 30, 2024

Sales trends come and go. In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. 6 Sales Trends That Could Fizzle This Year 1. They prefer to gather information themselves before speaking to a human when researching a brand or product.

Virtual Selling 88

Virtual Selling Media Sales Decision-making 88

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

Hubspot Sales

AUGUST 30, 2023

But what changes will it bring to the sales industry? Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? Furthermore, we’ve interviewed leading sales teams to collect 11 AI sales predictions that you should watch in 2023. Let’s jump to the nitty-gritty.

Decision-making 84

Decision-making Sales Profitability Artificial Intelligence 84

ACT

APRIL 13, 2023

If you don’t want that to happen to your business, you must keep an eye on the fast-changing marketing trends in your industry and use emerging media and technology for effective communication and brand positioning. Similarly, it can help you optimise your advertising spending by identifying your most profitable channels.

Marketing 52

Marketing Artificial Intelligence Advertising Digitalization 52

Hubspot Sales

APRIL 10, 2020

Believe it or not, just one idea can completely transform your business. It can be easy to forget, but your customers are people. For your customers, that means there is a new expectation that they should be taken care of on a human level, not just as a means to make quota. This is what modern buyers expect.

CRM 126

CRM Communication Decision-making Internet 126

Zendesk

APRIL 12, 2023

Even if you’re not familiar with generative AI or large language models (LLMs), you’ve probably heard of ChatGPT, the remarkably human chatbot that can generate surprisingly conversational answers, passable college essays—even dad jokes. These outputs include text, code, audio, images, or video.

Internet 98

Internet Government Customer Experience Communication 98

Hubspot Sales

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Before you close this tab to panic-update your resume, wait till you hear which fifth: writing cold emails, entering call notes in your CRM, and scheduling calls. How much time?

Artificial Intelligence 102

Artificial Intelligence CRM Sales Meetings 102

Red Star Kim

OCTOBER 16, 2023

The fascinating discussion and exchange of ideas could be summarised as organisational capacity (rational activity) and individual capability (emotional and human aspects). Assessing the myriad of strategies and ideas is another task. Some looked to LinkedIn’s Sales Navigator to drive data and process. Set SMART goals.

Management 130

Management Emotional Intelligence Onboarding Communication 130

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. Sometimes marketing and sales system are not integrated. However, there are limitations compared to Canva.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

OnStrategyHQ

MAY 1, 2023

An internal and external analysis is simply looking at your organization’s current performance from an internal and external perspective. The output of completing an internal and external analysis – also known as a strategic analysis – is to have a clear picture of your organization’s current state.

Suppliers 105

Suppliers Supply Chain Energy and Utilities Profitability 105

Zendesk

FEBRUARY 21, 2024

These convenient online shopping options breed fierce competition between brands and create pressure for sales teams. Though the sales landscape has changed drastically over the years, the fundamentals of sales remain the same. Table of contents What is inside sales? What is outside sales?

Sales 52

Sales Computers and Electronics Decision-making Software 52

QYMATIX

FEBRUARY 5, 2024

Also, in 2011, the computer program “Watson” beat human players in an American quiz show. That is the case, for example, with predictive (sales) analytics applications. Generative AI enables the creation of new images, text, audio, or video content based on patterns in existing data.

B2B 52

B2B Artificial Intelligence Manufacturing Innovation 52

Outbound Engine

DECEMBER 4, 2019

Maybe your messages don’t seem to be landing as they have in the past. If you’ve been neglecting your database, your entire marketing strategy could be off-kilter. If your data is inaccurate, your decisions won’t be much better. Ensure your marketing strategy is as targeted and on-point as possible.

Small Business 145

Small Business Marketing B2C Media 145

OnStrategyHQ

APRIL 24, 2023

As your organization begins to sketch out what your strategic plan might look like, it’s likely to come to your attention that you’ll need to gain consensus around what your key performance indicators will be and how they will impact your organization. If you haven’t thought much about your KPIs yet, that’s okay.

Profitability 105

Profitability Publishing CRM Insurance 105

Zendesk

MARCH 1, 2022

Kajabi is the leading knowledge commerce platform for creators and entrepreneurs, helping its customers share and monetize their knowledge at scale by creating their own video courses, podcasts, and more—from your grandma monetizing her expert cookie baking to industry influencers or people who are passionate about a charitable organization.

Artificial Intelligence 98

Artificial Intelligence Customer Experience Organization Meetings 98

Brooks Group

FEBRUARY 13, 2023

For hundreds of years, traditional methods of sales have dominated the market. From door-to-door sales to full-on, boardroom-style sales meetings, sales reps have been able to harness the power of face-to-face interaction to make a sale. With this technology change comes a change in sales methods.

Virtual Selling 52

Virtual Selling Internet Sales Sales Training 52

LinkedFusion

APRIL 11, 2023

Video content is getting popular across the internet these days, and the same goes for LinkedIn as a professional social media platform. Going for a LinkedIn video can be one of the best strategies for gaining better reach and engagement. Do you know the algorithm of LinkedIn prioritizes video and shows it more often to users?

Internet 52

Internet Advertising Prioritization Media 52

Red Star Kim

MAY 2, 2023

Video) (kimtasso.com) ) C-suite skills that matter most In August 2022, Harvard Business Review published an article on succession that addressed the C-suite skills that matter most. It argues that there are three game changers that affect leadership: Stakeholder demands , the workforce and changing strategies.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Red Star Kim

NOVEMBER 8, 2022

Back in July 2020 I shared some research insights from my book “ Essential Soft Skills for Lawyers ” which generated significant interest – not least from the associated nine-minute video explaining “soft” skills featuring the Worry Monster. Inspire: storytelling, influencing, persuading and articulating your ideas.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100

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

Nutshell

JUNE 5, 2020

This phenomenon is known as the “ Curse of Knowledge ”: When you encounter information that you’re familiar with—like a beaten-to-death professional title ( *cough* self-described “thought leaders” *cough* ), or a scripted sales message—your brain instinctively “doesn’t wanna know,” because you’ve encountered the same data before.

Procurement 96

Procurement Value Proposition B2B Decision-making 96

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. Both to maintain service levels and underpin growth strategies.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Hubspot Sales

NOVEMBER 17, 2020

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. And in addition to trying to hit revenue numbers, sales leaders needed to take care of their employees, and make sure they felt comfortable in this new selling environment.

Virtual Selling 125

Virtual Selling Shareholders Decision-making Communication 125