Red Star Kim

FEBRUARY 15, 2024

Yet there are differences to the extent that they use push (tell) and pull (ask) energy – and the terms under which they are conducted and the processes that they use. All of them (to a greater or lesser extent) result in learning and the acquisition of new skills and behaviours. The terms (e.g. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Red Star Kim

FEBRUARY 21, 2024

You push when you tell people – you are using your energy. But you pull by asking people – you ignite their energy. Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. Why are questions so important?

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Red Star Kim

FEBRUARY 8, 2024

And targeting approaches and tools are helpful in promoting coaching conversations with fee-earners. And targeting approaches and tools are helpful in promoting coaching conversations with fee-earners. I’ve summarised the key points here as a supplementary learning resource for the delegates.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

DECEMBER 22, 2022

Energy prices and other impacts from Ukraine. The Economist – The year in 2023 (subscription required The World Ahead 2023 | The Economist ) is a good starting point for any PESTLE analysis. Transition to renewable energy. Many were attached to specific practice groups and some had firm-wide roles. Sociological. Technological.

Supply Chain 147

Supply Chain Government Transportation Digital Transformation 147

Upland

JANUARY 26, 2020

According to McKinsey, “The five-year growth rate of total returns to shareholders for digital leaders is almost double that of all other firms,” when they undertake a digitally focused account planning strategy. Account planning is all about identifying the people, problems, and potential that will unlock new opportunities.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

MDI Training

FEBRUARY 27, 2023

The youngest Generation Z brings in new energy, while the oldest – Traditionalist Generation – often clings to used structures. Sometimes it can be difficult when different generations work together. Keynote speaker Karen McCullough talks about such generation management in an interview.

Leadership 97

Leadership Digital Transformation Meetings Innovation 97

Account Manager Tips

MAY 25, 2021

But, it was tough to find new business while still looking after the old business. Over the years, as buyers became more powerful; customers went global; costs came under pressure; the supply chain became more complex It became clear that one person could not do it all, and so the responsibilities were divided. Burnett, K. Kurzrock, W.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Zendesk

MAY 24, 2023

AI has been a part of pop culture for generations (enter: The Terminator), but the recent developments of ChatGPT and AI-powered bots have breathed new life into the conversation surrounding its role in business. How can AI help customer service? Read on to learn how your business can make the most of AI in customer service.

Customer Experience 88

Customer Experience Decision-making Onboarding Software 88

MDI Training

FEBRUARY 27, 2023

One Size Fits None: An Appeal for Better Leaders According to Deloitte University Press, 86% of companies have identified developing new leaders as an “urgent” need. Consider that in 1958, the average age of an S&P 500 company was a healthy 61 years. But in 2023, that number is down to a mere 18 years.

Leadership 98

Leadership Shareholders Digital Transformation Prioritization 98

Jermaine Edwards

MAY 6, 2020

Over a number of years as taxes and new regulations drove-up their costs. They began to see 20% of their customer base move to explore manufacturing overseas to reduce their own costs, access new markets and grow their profits. This is one of a dozen questions every organisation and key account team must ask. What do they do?

Manufacturing 130

Manufacturing Key Account Management Decision-making Digitalization 130

Brooks Group

JUNE 7, 2022

Your customer likes you, you’ve done business together in the past, and nothing new was mentioned during your last call. Chances are good they might find product availability, or on-time delivery are the new hot buttons. It doesn’t make any sense. Yet you just received word that “out of the blue” they decided to go with someone else.

Supply Chain 75

Supply Chain Value Proposition B2C Sales Training 75

Brooks Group

AUGUST 23, 2023

An assessment is also valuable for a new sales leader coming into an organization who wants to understand the overall makeup of their team, Knowing individuals’ behavioral tendencies and communication preferences is incredibly important for building effective teams and for getting the most out of individuals. That might be a primary style.

Sales 52

Sales Sales Training Communication Sales Management 52

Jermaine Edwards

NOVEMBER 25, 2021

A lot has changed in those five years from new strategies and technologies, to of course the pandemic that completely changed the way we engage and serve our customers. It answers some crucially important questions I’ve received when working with leaders and their teams over the last five years. What is a stakeholder?

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

Arpedio

JANUARY 5, 2024

By differentiating the nuanced approaches of each discipline, organizations can refine their strategies to ensure not just satisfaction, but success—an outcome that both secures brand loyalty and drives competitive advantage.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

Account Manager Tips

JULY 28, 2020

And how do you define account management objectives that deliver results? Today, only two years later, there are now 20. How does your account management team keep up with the challenges and opportunities presented by growth? I'm excited to share my conversation with Calin Muresan , Existing Business Manager at Netguru.

Account Management 130

Account Management Management Account Planning Organization 130

Planview

JANUARY 10, 2022

We intend to build on those capabilities this year while continuing to bring our customers robust services capabilities that are adapted to the change’s Services organizations are going through today. Below are a few highlights from our ‘Year in Review’ and the key resources to guide your organization’s success! Major Events.

Energy and Utilities 98

Energy and Utilities Profitability Decision-making Acquisition 98

Showpad

JULY 21, 2020

And high adoption requires an effective change management and leadership approach. You won’t get to high levels of adoption without a strong change management and leadership approach. Adoption rates above 75% lead to significantly better sales results. The data on the impact of adoption on performance is stable over the years.

Management 139

Management Leadership CRM Sales 139

Envisio

SEPTEMBER 29, 2023

Strategic planning for small cities, towns, and villages requires a distinct approach to strategic planning. Museums, art galleries, restaurants, and other amenities often have a tougher margin when it comes to getting through the fiscal year. Strategic Plans for Small Towns: What Makes It Different?

Energy and Utilities 52

Energy and Utilities Government Prioritization Decision-making 52

Hubspot Sales

APRIL 5, 2021

Perform an online search for 'advice for entrepreneurs' and over 149 million results pop up. Even worse, the advice is often vague and lacks in-depth insight. Choose a category and find your niche seems like solid advice for new entrepreneurs. A tight-knit team isn't only a result of in-person time. Find your niche.

Profitability 85

Profitability Leadership Decision-making Marketing 85

Hubspot Sales

MARCH 19, 2022

However, a results-obsessed environment can quickly become unhealthy, particularly if your team feels the pressure to hit a certain number by any means possible. Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets. What is a goal driven sales environment?

Sales Environment 118

Sales Environment Sales Prioritization Organization 118

Hubspot Sales

DECEMBER 19, 2017

2017 was a huge year: It brought us AI sales tools, machine learning, account-based selling, increasing sales automation, and hyper-targeting. 2017 was a huge year: It brought us AI sales tools, machine learning, account-based selling, increasing sales automation, and hyper-targeting. Processes are different, if they exist at all.

Emotional Intelligence 129

Emotional Intelligence Internet CRM Sales Management 129

Red Star Kim

APRIL 12, 2023

Detailed delegate poll results and feedback are shown towards the end of the post. Just before Easter I spent a day facilitating the popular PM Forum training workshop “The Proactive M&BD Executive”. It’s great that people have a vested interest but it can be hard to manage and get a final sign off”.

Media 130

Media Marketing B2C Stakeholders 130

Miller Heiman Group

APRIL 2, 2019

It costs as much as 25 times more to acquire a new customer than to retain an existing one. Sometimes, it’s easy to feel too secure in your position with a customer, especially if you’ve been working with them for years. Were there any events in the news, such as mergers or acquisitions? Give relevant insights and perspectives.

Account Management 110

Account Management Value Proposition Management Suppliers 110

Openview

JANUARY 2, 2019

But true success in sales requires every move you make to be focused on results. Here are five tips to help keep you up to date in the coming year and focused on the results as you build a truly great sales team. Before your first pitch , have an understanding of how much potential there is over many years. Here’s why.

Energy and Utilities 106

Energy and Utilities Sales Onboarding Prioritization 106

SalesGlobe

MARCH 16, 2023

In an article written in January of this year, it was noted that the global HVAC system market size is projected to reach 217.5 In addition to product availability the industry has experienced several manufacturing price hikes of 30-40% year-over-year with some increasing monthly. billion in U.S.

Supply Chain 52

Supply Chain Value Proposition Manufacturing Innovation 52

MDI Training

SEPTEMBER 29, 2023

and AI in transition In the kick-off of our new expert series “ Leadership 4.0: As part of this interview series, we want to get a clearer picture of artificial intelligence and talk about leadership over the next few years. In dialogue with Michael Kolleger: Leadership 4.0 First of all, please introduce yourself.

Artificial Intelligence 52

Artificial Intelligence Leadership Digital Transformation Digitalization 52

Deep Insight

DECEMBER 1, 2022

Let’s group revenues by the year in which they were acquired. Now suppose Kainos signed up no new clients in 2016. Kainos may not be a household name but since it floated on the London Stock Exchange in 2015, it has been growing revenues organically by 20-30% a year. That’s 20-30% a year every year. NRR Explained.

Profitability 52

Profitability Procurement B2B Digital Transformation 52

Strategic Communications

JULY 27, 2023

The solution for a lot of companies today is repurposing content that they’ve already created, leveraging their huge libraries and data repositories in new ways to maximize value over time. If, for example, a company has consistently published two blog posts a week for the past two years, that’s 208 blog posts.

Marketing 52

Marketing Publishing Media Energy and Utilities 52

Hubspot Sales

OCTOBER 23, 2017

The New Strategic Selling. According to a study of thousands of sales reps across multiple industries and geographies, the most successful put their energy toward delivering valuable insights -- not becoming their prospect’s friend. It) provided me with additional insight on how to approach selling to a group of stakeholders.

e-Learning 112

e-Learning Sales Decision-making Stakeholders 112

Hubspot Sales

MAY 21, 2021

In my 30-year career, I’ve used one simple soundbite to kick off this conversation. I always tell new team members three important things: Everybody’s personality is different. Motivation is more than Vince Lombardi quotes and quirky posters on the wall. It’s one of the most important components of sustained sales success over time.

Sales 136

Sales Leadership Communication Meetings 136

Hubspot Sales

NOVEMBER 28, 2023

Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds. Marketing teams, with their rich industry insights, often take the lead in crafting the messaging platform.

Marketing 99

Marketing Sales Decision-making Prioritization 99

SBI

JULY 1, 2020

Now, with the economic uncertainties of 2020, sales teams of all sizes are desperate for a more strategic approach to building dependable and ongoing opportunities to optimize customer revenue in their most strategic accounts. Deepen Customer Insights.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

PandaDoc

OCTOBER 3, 2023

Key takeaways AI can enhance sales processes in many ways, from providing customer insights to automating tasks. AI tools complement such software through data-driven insights. Do you feel like your selling job is becoming harder and harder over time? How to overcome these challenges, you ask?

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52

Mike Kunkle

MAY 11, 2022

Will an approach limited to sales force effectiveness (SFE) maximize that potential? In my experience, the potential for improvement in most sales organizations is significant. That depends on a variety of factors, which I will share in this article. Is this all-encompassing overhaul really required? The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Hubspot Sales

MARCH 12, 2018

After all, why should SDRs spend time crafting 100 personalized emails when sending the same generic email to 1,000 people results in the same number of responses? Yes, you read the title right -- I guarantee that these templates will get responses from prospects. No, this isn't an infomercial. before reading the rest of this article.

Publishing 145

Publishing Sales Software Software 145

Revenue Storm

MARCH 16, 2021

2021 is a year of possibility, but sales leaders must harness the energy and focus of their people to maximize their results. While this may appear overly simplistic, there are four components that are GUARANTEED to create results. Once, after his team was badly beaten in a game, he gathered his team around him and said….

Communication 78

Communication Organization Sales Management 78

MDI Training

JULY 26, 2023

High-Impact through Blended and Flexible Learning Over the last few years, we at MDI have been working with more and more tools to strengthen high-impact with our clients. The Lateral Leadership Program We have been using blended learning for years with great success in the Lateral Leadership Program for our client Boehringer Ingelheim RCV.

Digital Transformation 52

Digital Transformation e-Learning Artificial Intelligence Leadership 52