Red Star Kim

JUNE 7, 2023

I was delighted to return to Dublin to lead an in person training workshop for PM Forum Ireland on “ Being more strategic” with delegates from law, accountancy and consultancy firms. Relative growth rates We reviewed comparable growth rates for UK and Irish markets LEGAL The UK legal industry grew 20.8%

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. Tom’s team realized that its CEO was active on LinkedIn.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Hubspot Sales

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.

Negotiation 96

Negotiation Telecommunications Sales Software 96

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Sales professionals need to become influencers — kind of. Let's dive in.

Energy and Utilities 91

Energy and Utilities Media Sales Publishing 91

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

JULY 14, 2023

In today’s marketplace, consultative selling is a critical differentiating factor. Now, instead of focusing on transactional sales, salespeople must be capable of building long-term relationships beyond the initial sale and maintain their standing as trusted business advisors to your customers. This is a mistake.

Sales 71

Sales Sales Training Brainstorming Communication 71

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”. build the relationship and trust) before embarking on a coaching or consulting process.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Hubspot Sales

MAY 18, 2023

If you have a consulting practice, you need to curate credibility to help secure business. Consulting certificates can help. In this article, we'll share why consulting certificates are so valuable and how you can choose the right program for your needs. Table of Contents Why do consulting certificates matter?

Negotiation 71

Negotiation Leadership CRM Insurance 71

Insightly

SEPTEMBER 19, 2023

However, there are some general strategies by industry/vertical that we will examine in this blog post. Developing a CRM strategy by industry Developing a CRM strategy is vital for fostering successful relationships with customers. CRM strategies vary widely by the particulars of your unique business and its operation.

CRM 52

CRM Insurance Healthcare Manufacturing 52

Insightly

SEPTEMBER 19, 2023

However, there are some general strategies by industry/vertical that we will examine in this blog post. Developing a CRM strategy by industry Developing a CRM strategy is vital for fostering successful relationships with customers. CRM strategies vary widely by the particulars of your unique business and its operation.

CRM 52

CRM Insurance Healthcare Manufacturing 52

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. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Hubspot Sales

DECEMBER 12, 2019

If you have, you’ve consulted with them. If you’re passionate about helping others succeed by providing niche expertise that’s been honed by years of education, experience, and skill development, a career consulting may be for you. We’ve compiled this guide to dig deeper into the wild, lucrative world of consulting.

Healthcare 108

Healthcare Supply Chain Software Software 108

Flevy

JULY 18, 2022

Organizations achieving breakout growth in their industries diversify their Business Models using approaches like Business Model Innovation (BMI) —a tool that concurrently brings about reciprocally supportive changes in value proposition to customers as well as to the core Business Model. and almost 50 other companies.

Value Proposition 111

Value Proposition Banking Innovation Organization 111

Red Star Kim

OCTOBER 13, 2023

Our participants were from junior and senior roles at legal, accountancy and consultancy firms. Our focus was on the accelerating change in the market, the professions and marketing and the challenge this presents in anticipating future training needs. Preparing M&BD professionals for the future – learning, skills and knowledge transfer.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Flevy

JULY 1, 2022

Conversational ABM enables creating a seamless experience for prospects, more opportunities, and underpinning the sales and marketing units’ alignment. The 3 major methods to segment target accounts are: By industry – This type of segmentation helps in making inroads with new accounts—who are going to be contacted for the first time.

Marketing 98

Marketing Customer Life Cycle Facilitation Banking 98

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? Senior decision maker titles also vary by industry.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

The Center for Sales Strategy

FEBRUARY 8, 2021

Season 2 of the Improving Sales Performance Series focuses on the data and analysis of the newly released Media Sales Report. You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published.

Media 123

Media Publishing Sales 123

Flevy

JULY 6, 2022

These solutions can be combined with other Sales and Marketing systems, e.g. CRM or any Marketing Automation platforms , to better target and prioritize communications with key accounts. ABM solutions calibrate Marketing and Sales units beyond the typical branding and lead generation strategies.

Marketing 109

Marketing Account Management Facilitation CRM 109

Brooks Group

APRIL 23, 2024

A sales career can be exhilarating and rewarding—offering the potential for high earnings, flexible schedules, and the chance to work directly with a diverse range of customers. As you consider whether a sales career is the right fit for you, it’s crucial to understand both the upsides and the downsides.

Sales Training 52

Sales Training Sales Decision-making Negotiation 52

Hubspot Sales

OCTOBER 23, 2023

Welcome to “The Pipeline” — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders Top salespeople are successful because they sweat the details. They probe for pain, help their prospects, and run effective sales calls. Honesty should be a given in any sales conversation.

Sales 106

Sales Value Proposition Decision-making Communication 106

Hubspot Sales

OCTOBER 11, 2021

Navigating the ever-changing digital landscape is a challenge — especially if you have a business of your own and are struggling to market yourself and make sales. Generally, a digital consultant wears many hats. The overarching purpose of digital consulting is to help a business digitally implement its strategies to reach its goals.

Digitalization 111

Digitalization Media Digital Transformation Insurance 111

Brooks Group

FEBRUARY 1, 2023

One effective sales methodology is consultative selling. In this article, we will cover everything you need to know about the consultative selling approach. We’ll discuss what it is, the principles you should understand, and the best sales methods for success. What is a Consultative Sales Approach?

Interpersonal Skills 52

Interpersonal Skills Sales Training Negotiation Communication 52

Brooks Group

NOVEMBER 29, 2023

Today, you’ll see far more transactors of products and services adopt terms like account, client, partner, and relationship manager for their job title than the overt “sales representative.” On the positive side, many of these new terms are being employed to convey the consultative sales approach that many modern salespeople now ascribe to.

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

Arpedio

NOVEMBER 29, 2023

The gift-wrapping industry Account-Based Selling technology and Salesforce consultancy Selling spare parts to Santa's sleigh First name Last name Company Work email By submitting this form I agree to ARPEDIO's privacy policy and to receive marketing communications regarding products, services and events.

Account Planning 52

Account Planning Stakeholders Account Management Communication 52

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. The solution selling approach requires a deep understanding of the customer’s industry, business environment, and competitive landscape.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Hubspot Sales

DECEMBER 5, 2023

As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. When I surveyed 1,477 global sales professionals to determine the top trends and challenges that teams were facing , one key finding became apparent. They rely much less on sales pros to gather information.

Decision-making 101

Decision-making Sales Prioritization 101

Scovel

MAY 24, 2021

One powerful tool that can make an organization stand out is by having a sound and successful sales team. Investing in sales training programs can earn more returns in the way of closing more sales deals. External sales training programs can help with all these challenges as they have vast expertise in the field.

Sales Training 98

Sales Training Communication Organization Meetings 98

Red Star Kim

APRIL 11, 2023

Industry-specific sources: Depending on the nature of the legal matter, industry-specific sources such as trade publications and industry reports may be relevant sources of information. Share selected industry trends and highlight potential impacts and issues arising from the trends and ask clients to comment.

Government 130

Government Innovation Meetings Finance 130

Hubspot Sales

JANUARY 17, 2023

Tech is one of the fastest-growing industries today. If you have an interest in tech — and an even greater interest in helping people — a career in tech sales could be a smart move. Here, we'll cover the basics of tech sales, the pros and cons of working in this industry, and how you can kickstart a career in tech sales in 2023.

Sales 108

Sales Software Software Negotiation 108

Red Star Kim

SEPTEMBER 26, 2023

Process integration – Some firms separate out marketing, communications and sales functions – usually the larger firms where more specialisation is required. Some firms will assign M&BD to integrate with fee-earner teams – whether in geographic markets, industry sectors or service lines.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Zendesk

MARCH 16, 2022

Not all sales are created equal. Depending on the products, region, and size of a company, a business may require sales experts with different specialties. This is where a sales engineer comes in. Sales engineer definition. Typical sales engineer career path. How to become a sales engineer.

Sales 98

Sales CRM B2B Negotiation 98

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

Flevy

MARCH 20, 2024

The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated. For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Flevy

MARCH 25, 2024

The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated. For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52

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. 6 Sales Trends That Could Fizzle This Year 1. Salespeople acting as primary information sharers.

Virtual Selling 88

Virtual Selling Media Sales Decision-making 88

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

Brooks Group

AUGUST 28, 2023

If you haven’t already, it’s time your sales team abandons outdated “used car sales” tactics to reach their quota. So, sales organizations need focus on improving their sellers’ sales skills and strategic thinking abilities. Customers today have more information, more choices, and freedom.

Sales 61

Sales Suppliers Decision-making Sales Training 61