Red Star Kim

FEBRUARY 22, 2024

Long before I learned of the value of Socratic questioning in coaching and counselling, I remember an editor asking me to use Socratic questioning in some writing. It was originally used as an educational strategy where teachers cross-examined their students. Socratic questioning is a way to drive logical argument. Questioning skills).

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Corporate Visions

JUNE 19, 2019

The post What You Need to Know About the Challenger Sales Model by Anton Rius appeared first on Corporate Visions. This strategy, as popularized by the Challenger Sales Model, is one of the most recognized sales training methods today. And is it effective for every selling and buying situation? But where did it come from?

Acquisition 85

Acquisition Sales Sales Training Decision-making 85

Corporate Visions

JULY 18, 2019

The post How to Drive More Growth from Customer Expansion Conversations by Anton Rius appeared first on Corporate Visions. But the sale isn’t over just because your prospect becomes a customer. Yet, the majority of companies allot only 10-20 percent of their sales and marketing budgets toward customer expansion. What happened?

Acquisition 80

Acquisition Customer Success Marketing Decision-making 80

Hubspot Sales

FEBRUARY 28, 2018

But what they can't get from just any vendor is the same sales experience, which is created by the sales rep. Regardless of what industry you're in or what type of organizations you sell into, a few sales axioms hold. These rules can help you sell more to just about anybody. How to Sell.

Decision-making 145

Decision-making Retail Brainstorming B2B 145

Strategic Communications

SEPTEMBER 27, 2023

The more they can understand the motivations of their customers, the better they will be able to produce the goods and services that best meet their needs and effectively communicate the right points to compel the desired action—a sale. Using a funnel visualization has become quite common in marketing circles to depict the buyer journey.

Banking 52

Banking B2C Decision-making B2B 52

Corporate Visions

OCTOBER 10, 2019

But in practice, the B2B customer buying journey doesn’t follow such a broad or predictable sales process. And nothing about how you should approach that sales conversation or how you can provide them value. When you label a prospect as being in the “Consideration” stage, for example, what does that really tell you?

e-Learning 84

e-Learning Profitability Acquisition Meetings 84

Hubspot Sales

FEBRUARY 2, 2018

How to Deal with Difficult Customers. These emotions are tied to external situations and psychological stimuli. So, put your great communication skills to work, draw on your sales superpower of reading the room, and use these seven psychological tips for managing difficult prospects to save your deal.

Negotiation 104

Negotiation Emotional Intelligence Decision-making Communication 104

Corporate Visions

SEPTEMBER 21, 2018

A few years ago, when a team of co-authors and I published The Three Value Conversations , we turned our focus (naturally) to three inflection points in the deal cycle that we thought—and still think—are fundamental to creating sales opportunities, bringing those opportunities through your pipeline, and negotiating a profitable close.

Acquisition 59

Acquisition Negotiation Profitability Customer Success 59

Hubspot Sales

NOVEMBER 21, 2017

Influence: The Psychology of Persuasion. The Sales Acceleration Formula. Playing to Win: How Strategy Really Works. Get practical advice on how to manage tough problems they don’t cover in business school. Sam Walton shares how he created Wal-Mart and became one of the richest men in the world. Managing Oneself.

Decision-making 111

Decision-making Leadership Investors Profitability 111

Account Management Skills

MARCH 16, 2021

He has spent four years studying why humans don’t understand humans and how brands are missing a trick when it comes to engaging their customers and understanding why they make purchasing decisions. Why measuring impressions isn’t useful. * Why measuring impressions isn’t useful. * Transcript: Jenny.

Advertising 40

Advertising Decision-making Profitability Marketing 40

Tidio

JUNE 7, 2019

In this article, you’ll learn: What great customer service is The principles of excellent customer service 25+ best customer service skills and how to develop them Plus, you’ll see real-life examples of exceptional customer service. Set up the Tidio live chat app in 5 minutes and watch your sales grow by 300%! Delighted Customer.

Decision-making 52

Decision-making Communication Customer Experience Logistics 52

Red Star Kim

APRIL 24, 2023

There have been many requests recently for inhouse training on telephone skills to support client service and selling both for fee-earners and support staff. Earlier in April I ran a public MBL “Pick up the phone – Client service and sales opportunities for professionals in the digital age” online training workshop.

Emotional Intelligence 26

Emotional Intelligence Financial Services Decision-making Cybersecurity 26

Hubspot Sales

OCTOBER 31, 2017

Like it or not, these biases are part of us, so those in the business of persuasion can benefit from learning how to spot and play to them. The psychological biases below relate to decision making. The psychological biases below relate to decision making. Psychological Biases.

Decision-making 110

Decision-making Software Software Value Proposition 110

Hubspot Sales

AUGUST 14, 2018

Psychology of Choice. The psychology of choice explores why we subconsciously make the decisions we do, what motivates those decisions, and what needs these decisions are meant to satisfy. Food delivery apps give us hundreds of restaurants willing to bring our meals right to our door. We live in an unprecedented age of options.

Decision-making 96

Decision-making Energy and Utilities Organization Sales 96

Hubspot Sales

APRIL 18, 2019

Those numbers are remarkably consistent across most industries -- but they also highlight how important it is to plan for growth from day one. Those numbers are remarkably consistent across most industries -- but they also highlight how important it is to plan for growth from day one. So, how do you plan to grow?

Acquisition 140

Acquisition Value Proposition Business Growth Decision-making 140

Account Management Skills

DECEMBER 28, 2021

How to recognise inherent bias in the copy you read. What holds us back from asking our clients for honest feedback about our business proposition and messaging. And loads more nuggets of copywriting usefulness. Welcome to Episode 52. Today we’re taking a deep dive into the power of words with linguist Eloise Leeson.

Communication 52

Communication Account Management Government Meetings 52

Account Management Skills

MAY 9, 2023

In this episode, we covered: – How Konrad’s team is adopting AI tools and the most useful tools they’ve found. If you’re interested in exploring AI tools to speed up your workflow or want to keep up to date with how other account managers are using AI, sign up for my newsletter here.

Value Proposition 52

Value Proposition Internet Co-Creation Account Management 52

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Sales Management 98

Sales Management Management Sales Publishing 98