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.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

SEPTEMBER 20, 2023

Conversation skills book review 4: The First Minute (How to start conversations that get results) by Chris Fenning. The techniques should boost your confidence in your communication skills, save you time and improve collaboration. Then focus the conversation on the solution.

Communication 147

Communication Meetings Publishing Decision-making 147

Red Star Kim

FEBRUARY 22, 2024

Questioning skills). This article on Socratic questioning follows an earlier and longer post on questioning skills Why are questions so important? Questioning skills) (kimtasso.com) Who was Socrates? Socrates (470 – 399 BC) was a Greek philosopher – known for his integrity and skill in conversation, teaching and argument.

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. It's not an easy job, and you need many different skills to do it well. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Table Of Contents.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Brooks Group

MARCH 21, 2024

By continuously improving your team’s discovery questioning skills, your sales professionals will be better equipped to uncover valuable insights, build stronger rapport with prospects, position your solutions more effectively, and close more deals.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Upland

SEPTEMBER 1, 2023

Guided selling benefits both customers, who receive a more personalized experience, and sellers, who can offer more effective solutions based on individual needs. Holistic Customer Solutions Collaboration enables sellers to offer holistic solutions that address the needs of customers.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Brooks Group

MARCH 25, 2024

That’s why many leading sales organizations are turning to The Brooks Group’s IMPACT Selling ® program to equip their teams with proven selling skills that get measurable results. The program teaches probing questioning skills to deeply understand customers’ needs and challenges up-front. It aligns the entire sales team.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Red Star Kim

FEBRUARY 21, 2024

Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. Questioning skills). And we can use these questions to assess problem-solving skills. What are your thoughts and tips on questioning skills?

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Brooks Group

APRIL 9, 2024

But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals. Their choices directly shape the direction of the procurement process and determine which solutions are selected. Identifying Buying Committee Members The first step is figuring out who is involved.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

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. Fee-earners weren’t always trained in sales processes and skills.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

MARCH 4, 2024

Reasons your line manager is a micro-managing control freak (focus on your line manager) Your line manager is using situational leadership Line managers can lead their teams in a number of ways – depending on the situation or task and the skills/experience of the people that work for them. So they adapt their leadership style accordingly.

Management 147

Management Communication Leadership Digitalization 147

Brooks Group

FEBRUARY 16, 2024

This blog post dives into how you can develop these three sales differentiation skills to set yourself apart. The people who have this skill not only sell more; they sell better business—better terms, better margins—because they’re able to create relationships. EI is a perishable skill. It’s also something you can learn.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Brooks Group

JANUARY 2, 2024

You can’t usually point to a single skill or characteristic. What makes successful salespeople isn’t just inherent abilities—it’s also their skill set. When you focus your sales training on the right skills, you ensure your team is equipped for any selling situation. So what sets great salespeople apart?

Sales Training 91

Sales Training Decision-making Sales Communication 91

Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. And the value of tapping into the “hive mind” to find solutions to common challenges and collaborate for pitches.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Brooks Group

JANUARY 24, 2024

And 89% of teams that follow a sales process most or all of the time are better at connecting the value of their solution to ROI for the customer. ” High-performing sales teams present solutions based on value instead of price. Find out more about our award-winning IMPACT sales process and skills training programs.

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Force Management

DECEMBER 14, 2023

What you can control is the tools you provide to help that partner sell your solution. How do we specifically solve these problems with your solution? • Secure a plan to make sure that every person selling your solution can execute these three critical sales skills: 1. How do we do it differently from the competition?

Value Proposition 91

Value Proposition Negotiation Decision-making Leadership 91

Arpedio

DECEMBER 15, 2023

This involves identifying their needs, communicating effectively, and providing value through customized solutions. Effective account managers are skilled at communication, problem-solving, and strategic planning, and they must be able to manage multiple clients and priorities simultaneously.

Account Management 52

Account Management Management Client Relationships Negotiation 52

Arpedio

MARCH 26, 2024

Solution Development: Developing customized solutions and proposals that address the specific needs and requirements of potential customers. Customizing Solutions: A well-executed pre-sales strategy enables businesses to develop customized solutions that meet the unique needs and requirements of each customer.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

The Center for Sales Strategy

OCTOBER 26, 2023

In these conversations, sales managers and sellers have a unique chance to learn about potential clients, understand their challenges, and present solutions tailored to their needs. For sales managers, it provides insights into sharpening your skills in this area.

Meetings 85

Meetings Sales Management Management Sales 85

PandaDoc

APRIL 17, 2024

It combines all elements of contractor management into one convenient solution. It checks that potential contractors have the right skills, liability cover, and qualifications. You need to be sure they possess the right skills and qualifications and identify any risk factors that need consideration.

Software 52

Software Software Management Construction 52

PandaDoc

APRIL 17, 2024

It combines all elements of contractor management into one convenient solution. It checks that potential contractors have the right skills, liability cover, and qualifications. You need to be sure they possess the right skills and qualifications and identify any risk factors that need consideration.

Software 52

Software Software Management Construction 52

Hubspot Sales

JANUARY 30, 2024

You could build an agency that pairs French or Arabic-speaking Africans with employers in wealthier nations or focus on a particular in-demand skill like occupational therapy. Help meet the needs of remote professionals with co-working spaces, laptop financing, or specialized employee benefits solutions. Build skills.

e-Learning 87

e-Learning Facilitation Internet Finance 87

Hubspot Sales

MARCH 25, 2024

How Long Would A Typical User Need My Solution? Do your research, talk to potential users, and evaluate how long they’ll likely need your solution. If you look at a list of the “fastest” growing SaaS companies, besides having a great product and great go-to-market skills, they’re usually B2B sales-led products. Not an easy feat.

Investors 75

Investors Acquisition B2B Digitalization 75

Arpedio

JANUARY 3, 2024

Sales coaching focuses on individualized support, while sales training emphasizes standardized skill-building. In the business world, sales coaching refers to the process of guiding and supporting sales professionals to enhance their skills, knowledge, and performance. What is Sales Coaching? What is Sales Training?

Sales Training 52

Sales Training Sales Organization Meetings 52

Hubspot Sales

APRIL 4, 2023

You know the ones: you're given a hypothetical problem and asked to analyze the situation and recommend a solution. You also need to answer behavioral questions that assess your experience, skills, and fit for the job. For example, "I like tackling tough issues and developing new solutions.

Supply Chain 95

Supply Chain Leadership Construction Artificial Intelligence 95

Brooks Group

AUGUST 28, 2023

So, sales organizations need focus on improving their sellers’ sales skills and strategic thinking abilities. Customers who understand the value of your solution are less likely to object to the price. Here are 7 tips to help your salespeople develop their value-based selling skills. What Is Value-Based Selling?

Sales 61

Sales Suppliers Decision-making Sales Training 61

Arpedio

FEBRUARY 15, 2024

They champion innovation, challenge the status quo, and prioritize value-driven solutions that address their organization’s strategic objectives and pain points. They are proactive in seeking out innovative solutions and are receptive to insights that challenge conventional thinking.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Zendesk

MARCH 1, 2024

Analysis and matching: The ICR system then analyzes this data against predefined routing rules and agent skill sets. The solution gathers data about callers and their needs, then uses smart algorithms to match them with the right agent on the first try. The system then determines the appropriate agent to handle the call.

Telecommunications 52

Telecommunications Prioritization Customer Experience Software 52

Brooks Group

JUNE 12, 2023

With the right sales negotiation strategy & sales negotiation skills training, even this part of the sales process can remain warm and result in a mutually beneficial outcome for all parties. Here are 9 real-world sales negotiation skills your salespeople need to master to avoid price concessions and protect profit margins.

Negotiation 61

Negotiation Sales Decision-making Suppliers 61

Insightly

SEPTEMBER 24, 2021

But what skills do you need to deliver amazing experiences that lead to long-term customer relationships? Director Client Services at Insightly, it comes down to five important skills: Showing empathy. Identifying creative solutions. Skilled support employees are fast, efficient, and inquisitive. Slowing things down.

Customer Success 98

Customer Success Communication Meetings Customer Experience 98

Arpedio

MARCH 6, 2024

It encompasses various tasks such as understanding client objectives, coordinating internal resources, and providing personalized support and solutions. Account managers must be adept at providing tailored solutions that deliver value within these constraints, while also nurturing these clients for potential future growth.

Account Management 52

Account Management Management Client Relationships Communication 52

Brooks Group

APRIL 23, 2024

Transferrable Skills The skills developed in sales —such as communication, negotiation, problem-solving, and time management—are highly valued across many industries, making sales experience a valuable asset. This insight allows you to tailor your offerings and provide even more personalized and profitable solutions.

Sales Training 52

Sales Training Sales Decision-making Negotiation 52

Sales Gravy

NOVEMBER 10, 2023

For a salesperson, this means trusting in your product, your approach, and your capacity to deliver solutions that genuinely benefit your clients. Just as athletes trust their training and abilities, sales professionals must believe in their strategies and skills. This confidence isn't about arrogance; it's a calm assurance that.

Negotiation 102

Negotiation Sales Prioritization 102

Force Management

OCTOBER 13, 2022

Getting customer-focused is an organization-wide initiative that requires alignment of strategy, messaging, content and seller skills. When effectively executed, a customer-focused sales process will lead the buyer to view your solution as vital to their success. Budgets are tightening, and decision makers are under increased scrutiny.

Stakeholders 71

Stakeholders Communication Value Selling Organization 71

Account Management Skills

JANUARY 21, 2022

What’s the most useful skill you need in your Account Manager role and how much formal training have you received? Top 10 Skills and Expertise You Need As Account Manager. Essential Account Managers Skills Varies for Each Industry. So here are the top 10 most cited account manager skills in order of importance: 1.

Account Management 98

Account Management Management Communication Negotiation 98

Brooks Group

SEPTEMBER 14, 2023

Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. Start with Probing Questions An effective coaching dialogue begins with probing questions that uncover performance blockers, obstacles, or skill gaps. Why Is Sales Coaching Important for Revenue Growth?

Sales 91

Sales Sales Training Sales Management Onboarding 91

Brooks Group

OCTOBER 24, 2023

Sales training is designed to teach your sales team new techniques and skills. A sales training reinforcement program is designed to let your sales professionals practice these skills with real opportunities while being guided by expert sales coaches. What is a Sales Training Reinforcement Program?

Sales Training 74

Sales Training Sales Decision-making Sales Management 74