Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

MARCH 1, 2024

The session used the 7P model of buy-in to explore rational and emotional tools to achieve buy-in: Plan, Process, People, Psychology, Persuasion, Pressure and Patience. This book explores how to manage these differences when communicating digitally Book review: Digital Body Language – How to build trust by Erica Dhawan (kimtasso.com).

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

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. It’s published by CIPD (Chartered Institute of Personnel and Development) and Kogan Page.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Red Star Kim

DECEMBER 5, 2023

What CRM/systems would people recommend? There was much discussion about the different systems that were used – and people’s views on whether they were good, bad or indifferent. Many reflected that it is rarely the system that is at fault if there are issues. However, there are limitations compared to Canva.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Arpedio

MARCH 20, 2024

Take a closer look into the common hurdles you may encounter in your ABS implementation, and explore effective strategies to overcome them. Securing buy-in from key stakeholders , including sales, marketing, and leadership teams, is crucial for the success of ABS initiatives. Are you already using Salesforce?

Government 52

Government Innovation Prioritization Facilitation 52

MDI Training

NOVEMBER 14, 2023

Exploring the Influence of AI on Leadership Roles: Learn more about the ongoing ChatGPT experiment by MDI CEO Gunther Fürstberger In a ChatGPT experiment, our CEO Gunther Fürstberger tried to test the boundaries between artificial intelligence and humans. He asked himself and ChatGPT the same questions to determine the differences.

Leadership 52

Leadership Artificial Intelligence Digital Transformation Co-Creation 52

Account Manager Tips

JULY 22, 2022

Key account management is a role that requires both sales skills and strategic thinking. This study is called How Good Are Managers at Evaluating Sales Problems? If you think your job is harder than it should be. you're right. you're right. Knowing what the problem is the first step to finding a solution.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Arpedio

FEBRUARY 15, 2024

In the fast-paced world of sales and marketing, success hinges not only on closing deals but also on the groundwork laid long before a transaction takes place. Definition of Pre-Sales In the realm of business, particularly in sales and marketing, the term “pre-sales” holds significant weight.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

Red Star Kim

MAY 11, 2023

Towards the end of the post is a review of a classic brands book “ Brand Leadership” By David A Aaker and Erich Joachimsthaler which I published some time ago. It provides an overview of the Managing Brands workbook which was written by Kiran Kapur | Cambridge Marketing College. It’s interesting to see how brand management has developed.

Management 130

Management Co-Creation Publishing Leadership 130

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

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. It can also offer insight into automating sales processes to free up more of your team’s time.

Sales Training 98

Sales Training Management e-Learning Construction 98

Insightly

JULY 12, 2023

You must be hyper aware of which demand gen channels are performing so you can spend your budget wisely. At the same time, you must always be exploring and testing new channels so when existing channels begin to show signs of overuse, you have options. Demand generation is rapidly changing and today’s marketers know it.

CRM 52

CRM Leadership Marketing Decision-making 52

Insightly

AUGUST 28, 2023

We all know that the primary function of a customer relationship management (CRM) system is to collect, organize, and manage your customer-related data. In this article, we’ll explore CRM reporting and dig into some of the most important CRM reports for your organization. You also need to understand what your CRM data is telling you.

CRM 52

CRM Decision-making Investors Profitability 52

Flevy

MARCH 20, 2024

Based on sales and downloads of the FlevyPro frameworks , here is what we found to be the top 10 Digital Transformation frameworks used by management consultants. They allow us to cut through noise, zero in on the key issues, and facilitate the development of insightful recommendations.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Arpedio

MARCH 18, 2024

In the competitive world of B2B sales, leveraging precise and sophisticated sales strategies is not just an option but a necessity for success. Among these strategies, account mapping has emerged as a cornerstone methodology that fosters sales process optimization and drives sustainable growth.

B2B 52

B2B Stakeholders Sales Decision-making 52

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below. A further option is to help people reframe the limited belief.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Zendesk

OCTOBER 31, 2022

Zendesk surveyed nearly 5,000 customer service decision-makers around the world to find how their organization’s adoption of customer service and support best practices improves its ability to deliver superior customer experiences (CX). They measure success, but without real-time visibility into performance metrics.

Decision-making 52

Decision-making Digitalization Profitability Organization 52

Flevy

MARCH 26, 2024

Based on sales and downloads of the FlevyPro frameworks , here is what we found to be the top 10 Customer-centric Design (CCD) frameworks used by management consultants. They allow us to cut through noise, zero in on the key issues, and facilitate the development of insightful recommendations.

Customer Experience 52

Customer Experience Digitalization Digital Transformation Organization 52

Insightly

JULY 26, 2023

Sales pipeline management is a crucial aspect of successful sales strategies. It involves establishing, tracking and organizing the various stages of the sales process to ensure smooth and efficient conversion of prospects into customers. It is important to note the difference between a sales funnel and a marketing funnel.

CRM 52

CRM Management Sales Decision-making 52

Insightly

MAY 5, 2023

One of the most powerful tools at your disposal for improving customer experience is a CRM, or customer relationship management, system. In this blog post, we’ll explore six ways that businesses can use a CRM to improve their customer experiences. So how can companies differentiate their businesses from competitors?

Customer Experience 52

Customer Experience CRM Communication Prioritization 52

Account Manager Tips

JULY 28, 2020

Organisational design and formal systems can wait. In order to scale, sooner or later you must think about how you recruit and retain talent and put systems in place for information, planning and control to deliver a consistent experience for your clients. 05:22 Aligning key performance indicators. 07:27 Example of aligned KPIs.

Account Management 130

Account Management Management Account Planning Organization 130

Insightly

SEPTEMBER 28, 2023

Compared to traditional corporate functions — like sales, marketing, human resources, and finance — revenue operations is a relatively new field. The high-level goal of any rev ops team is to increase revenue and drive sustained, predictable organizational growth through improved operational efficiency.

Finance 52

Finance CRM Customer Success Decision-making 52

Insightly

SEPTEMBER 28, 2023

Compared to traditional corporate functions — like sales, marketing, human resources, and finance — revenue operations is a relatively new field. The high-level goal of any rev ops team is to increase revenue and drive sustained, predictable organizational growth through improved operational efficiency.

Finance 52

Finance CRM Customer Success Decision-making 52

Arpedio

OCTOBER 30, 2023

Account-Based Selling: A Deep Dive with Lee Levitt and Ulrik Monberg Explore the ARPEDIO platform ← Back to blog In the ever-evolving world of enterprise sales, strategies and tools are constantly refined to meet the dynamic needs of businesses. Listen to the podcast here. He recalls a meeting with the CEO of a large insurance company.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52

Brooks Group

DECEMBER 27, 2022

What Are Sales Goals? While there may be more elegant and creative definitions for a sales goal, let us define a sales goal as the total number of sales your team is responsible for obtaining within a fiscal period. For our purposes, we will be discussing sales goals as they relate to the sales manager.

Sales 77

Sales Sales Leadership Leadership CRM 77

Chally

DECEMBER 1, 2021

Even your strongest sales reps sometimes hit a plateau — they are doing everything right, but their growth has stagnated. So what can you do to get performance back on track? One way to support your sales team is to improve sales coaching with the strategies and tools we cover in this guide.

Sales 52

Sales Construction Value Proposition Communication 52

Miller Heiman Group

MAY 30, 2018

If I were to ask you to name a type of sales enablement software, chances are good that CRM would be the first tool to come to mind. In this post, we’ll explore why a mature enablement discipline demands a solid CRM foundation, but it doesn’t end there. CRM is Must-Have Foundation for an Effective Sales Enablement Strategy.

CRM 65

CRM e-Learning Sales Organization 65

SalesGlobe

FEBRUARY 21, 2024

The Future of Sales: Where Are We Heading? Michelle Seger Welcome to the Rethink Sales Podcast. And today, we have with us an expert in sales performance management technologies, Edward Moss, who works with Open Symmetry. I’m your host, Michelle Seger. Edward Moss My pleasure. So largely in the U.K.,

Sales 52

Sales Retail B2C Management 52

SalesGlobe

FEBRUARY 21, 2024

Reinventing Sales: Outbound Selling, Incentive Compensation, Tech Innovations & Why You Should Care Michelle Seger Welcome to the Rethink Sales Podcast. And today, we have with us an expert in sales performance management technologies, Edward Moss, who works with OpenSymmetry. I’m your host, Michelle Seger.

Innovation 52

Innovation Sales Retail B2C 52

Arpedio

FEBRUARY 26, 2024

In today’s hyper-competitive business landscape, the traditional sales approach of casting a wide net and hoping for the best no longer suffices. Target Account Selling (TAS) is a strategic sales methodology that prioritizes the identification, engagement, and cultivation of relationships with specific high-value target accounts.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Agile CRM

MARCH 11, 2021

CRM (customer relationship management) refers to systems used by companies to manage current and potential customers and use the data obtained to build customer relationships, which will in turn increase sales. Be that as it may be, e-CRM tools require a conducive environment for them to perform optimally.

CRM 52

CRM eCommerce e-Learning Healthcare 52

Arpedio

MARCH 18, 2024

The concept of a ‘business expansion strategy’ often conjures images of bold moves and sweeping changes. Yet, a more measured approach, known as ‘land and expand’, is proving to be a game-changer for businesses intent on scale.

Digitalization 52

Digitalization Construction Digital Transformation Supply Chain 52

Hubspot Sales

MARCH 15, 2019

Fill out a few forms. Get the necessary permits or licenses. Advertise in some way, shape, or form. Running a successful business, though, is an entirely different story. For example, in the United States roughly 9% of businesses both new and old close each year. On the flip side, only 8% are opened. Source: Capterra. According to the U.S.

Decision-making 144

Decision-making Small Business Digitalization e-Learning 144

SBI

FEBRUARY 10, 2020

The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. The role of Sales Manager has always been one of the hardest jobs in sales. To say that sales managers have their work cut out for them would be a massive understatement. This is where great sales managers come in.

Sales Management 54

Sales Management Artificial Intelligence Management Sales 54

Hubspot Sales

FEBRUARY 12, 2018

One of the bits of advice we hear most from sales pros and entrepreneurs on the Sales Blog is, “ You’ve got to be reading.” One of the bits of advice we hear most from sales pros and entrepreneurs on the Sales Blog is, “ You’ve got to be reading.” Tribe of Mentors. Lead and Disrupt. Unshakeable. Adaptive Markets.

Decision-making 122

Decision-making Innovation Investors Marketing 122

CM Partners

DECEMBER 13, 2017

Traditional approaches to leadership fail to arm employees with the tools they need to optimize outcomes in this environment. We developed the concept of Lateral Leadership from our work in the field of high-stakes negotiation. Why Traditional Ideas on Leadership Are No Longer Sufficient. Organizational structures are ‘flatter’.

Leadership 52

Leadership Supply Chain Negotiation Suppliers 52