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.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Revenue Storm

FEBRUARY 16, 2021

As a sales leader, have you ever asked one of your salespeople to do this? Today, we still see so many important client meetings miss the chance to make real progress due to a lack of serious preparation. Where we may ask how things are going for them, only to find out nothing changes to advance our sales opportunity.

Value Proposition 78

Value Proposition Sales Meetings Decision-making 78

MDI Training

AUGUST 17, 2023

Promoting Cohesion and Retaining Talent: Leadership in Focus In a changing world of work, where motivation and employee retention are crucial, leaders are increasingly in the spotlight. Current statistics send alarming signals: 60% of leaders receive no leadership development at all.

Leadership 52

Leadership Digital Transformation Digitalization Artificial Intelligence 52

Nutshell

MAY 16, 2019

Do you dream of leaving your sales associate desk behind and stepping up to a sales management position? The arrangements may vary from company to company, but in general, most sales professionals would jump at the chance to assume a leadership role. Are you Sure You Want to Become a Sales Manager? Sound like a plan?

Sales Management 96

Sales Management Management Leadership Sales 96

Brooks Group

AUGUST 23, 2023

One personality test in particular has become the go-to for sales leaders: The Brooks Talent Index DISC assessment. Michelle Richardson , Vice President of Sales Performance Research at The Brooks Group, is an expert on personality and skills assessments and their impact on sales team dynamics.

Sales 52

Sales Sales Training Communication Sales Management 52

Hubspot Sales

APRIL 25, 2023

Here's the burning question: Does AI have a place in sales, and how does it affect our current sales processes? Here's the burning question: Does AI have a place in sales, and how does it affect our current sales processes? Like any new tech, you need to dive in and research. Mendes says.

Sales 100

Sales Emotional Intelligence CRM Decision-making 100

Miller Heiman Group

APRIL 12, 2019

CRM systems and supporting sales technology platforms give sales leaders access to rich amounts of data. The challenge for many sales leaders is extracting actionable insights from the data that can be used to coach your sales team to achieve higher win rates. Replicate Your Sales Approach.

Sales Analytics 61

Sales Analytics CRM Sales Sales Technology 61

Miller Heiman Group

JULY 30, 2019

All this has changed. To succeed in modern manufacturing sales, sellers must identify each of these buying influences and tailor their messaging to address their specific needs and wants. Yet many manufacturers struggle to coach their sellers on how to identify these buying influences.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Showpad

JANUARY 20, 2020

In recent years, analytics has found widespread adoption in numerous businesses across all areas of operations, including Sales and Marketing. As such, it makes sense that use of the method could also apply to subsets of those major categories, such as the Sales enablement process.

Sales 97

Sales Value Proposition Onboarding Negotiation 97

Hubspot Sales

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career. What's a typical sales career path?

Finance 107

Finance Sales Account Management Leadership 107

Hubspot Sales

AUGUST 24, 2018

Most of the important things in the world have been accomplished by people who have kept on trying when there seemed to be no hope at all.” - Dale Carnegie, author and lecturer. A recent study by Statistic Brain revealed 50% of U.S. We all have access to it. Be vulnerable enough to admit you don’t have all the answers.

Decision-making 127

Decision-making Internet Organization Onboarding 127

Showpad

NOVEMBER 20, 2019

There’s little doubt that sales at manufacturing companies are becoming more complex. As such, Sales teams are having to be trained on increasingly diverse portfolio sales including value-added services. First and foremost, lack of understanding can severely hamper a deal, so you need to understand how your customers buy.

Manufacturing 49

Manufacturing Procurement B2B Stakeholders 49

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. For the Sales Leaders who learned how to set quotas at the SBI Make the Number tour ( register now! ), the results will be quite different. 2013 results will uncover some long-hidden flaws in the sales force. This blog is NOT about how to correctly set your sales quotas.

Sales 102

Sales Sales Leadership Onboarding Leadership 102

SBI

OCTOBER 30, 2018

If you’re like a lot of busy Sales Executives, you’ve likely noticed there are a lot of fantastic podcasts popping up. I recently had the pleasure of being the guest on the Sales Enablement Radio podcast hosted by the Brevet Group. Announcer: Welcome everybody to Sales Enablement Radio. We’re in need of it.

Sales 55

Sales CRM Sales Technology e-Learning 55

Red Star Kim

OCTOBER 13, 2023

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

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Zendesk

APRIL 15, 2022

Sales teams love numbers. Given the many ways to measure success—KPIs, ROI, quotas, sales pipeline velocity, and churn—it’s easy to get overwhelmed by raw information. And that’s not even considering outside data and statistics that inform trends across the entire industry. Follow-up sales stats. Sales funnel facts.

Sales 52

Sales Sales Technology CRM Remote Working 52

Miller Heiman Group

AUGUST 25, 2020

Consider these two statistics: Less than a quarter of B2B buyers think sellers are a resource for solving their business problems or see differences among sellers, according to our 2018 Buyer Preferences Study. What do these statistics have in common? Both share a skeptical view of sales talent.

Organization 75

Organization Sales Sales Management Profitability 75

Zendesk

JUNE 28, 2022

The same is true in sales. While some sales reps may come in with sharper instincts or more charisma than others, we know there are still dozens of techniques and tactics that can be taught to foster a more successful all-around sales rep—and the data backs it. Enterprise sales training. Sandler Training.

Sales Training 52

Sales Training B2B Sales Profitability 52

SalesGlobe

FEBRUARY 9, 2022

Your Revenue Roadmap: Driving Your Sales Strategy with Compensation. My tour guide, Cliff, was a driver sales rep for a major brewing company. In addition to being a driver sales rep, Cliff had become a bit of a marketer, too, since the company had changed his objectives a short time ago.

Value Proposition 52

Value Proposition Advertising Sales Profitability 52

PandaDoc

DECEMBER 14, 2021

A few basic time management tricks might help the sales team enhance their productivity without adding extra hours to the day. A few basic time management tricks might help the sales team enhance their productivity without adding extra hours to the day. Effective time management strategies for busy sales professionals.

Management 52

Management e-Learning Sales Value Proposition 52