Upland

AUGUST 25, 2023

What if you could understand who really holds the power to move a deal forward? What is an Influence Map? It will take an entirely different activity to discover these hidden lines of influence, and tap into these veins of gold within an account to uncover real new avenues for revenue. That activity is called influence mapping.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Upland

JANUARY 29, 2024

Winning sales teams know strong leads must be converted into successful sales transactions. Sales productivity involves how efficiently and effectively a sales team can generate revenue—while managing costs and resources, building customer relationships, and staying competitive in the market.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Mike Kunkle

AUGUST 30, 2023

They focus on sales competencies and behavior change only, putting accountability on the sellers and sales force leaders to improve their numbers. And, in fairness, there are plenty of sales leaders who work hand-in-hand with sales or revenue enablement and our sales or revenue operations brethren.)

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Upland

JUNE 15, 2023

Many sales leaders attempt to bring account planning into their organization and fail because they don’t have the right technology in place. A technology that doesn’t integrate well into your processes and has poor adoption with your team is an issue, and it’s often too late once you’ve chosen the software to go back on it.

Account Planning 195

Account Planning Software Software Organization 195

Red Star Kim

MAY 22, 2023

I’m often asked to provide training in conversation skills. Clients also ask if there are any books to supplement people’s conversational skills learning – or for those who want a deeper dive into the topic. First, it looks at the way leaders communicate with their people and help shape organizational culture.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

Red Star Kim

MARCH 1, 2024

And we can ask questions Why are questions so important? Questioning skills) (kimtasso.com). At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

NOVEMBER 9, 2023

This one is equally helpful for experienced leaders and students first grasping the principles of strategic thinking. After describing what strategic thinking looks like, the author guides readers through the strategy process – with suitable questions to ask during leadership discussions. Strategy is about shaping the future”.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Upland

AUGUST 18, 2023

People will often offer you something, so they have an excuse to follow you around and ask for money. Where is Dreamforce 2023 Being Held? Dreamforce 2023 will be held in the Moscone Center in San Francisco, CA. San Francisco is in fact where Dreamforce has been hosted since 2003, and it also happens to be home to the company’s headquarters.

Artificial Intelligence 195

Artificial Intelligence Account Planning Innovation Digital Transformation 195

Hubspot Sales

MARCH 11, 2024

I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader. A five-minute recap and next steps video is a powerful way to demonstrate that you’re a trusted partner and collaborator.

Sales 105

Sales Meetings Stakeholders Customer Success 105

Red Star Kim

JANUARY 26, 2024

Delegates asked lots of questions – and shared their knowledge and ideas generously. Delegates asked lots of questions – and shared their knowledge and ideas generously. I’ve summarised some of their questions on confidence at work. What impacts our confidence? We talked about Imposter Syndrome.

Meetings 130

Meetings Digitalization Communication Management 130

Upland

MARCH 2, 2023

Account planning in Salesforce is one of the best ways effective sales leaders can ensure they are staying ahead of the game given the current headwinds. Sold on account planning but don’t know where to start? For many, account planning in Salesforce is a logical next step. After all, their sellers are already using Salesforce regularly.

Account Planning 195

Account Planning CRM Account Strategy B2B 195

Red Star Kim

MAY 9, 2023

I’m often asked to provide training in conversation skills. I’m often asked if there are any books to supplement people’s learning – or for those who want a deeper dive into the topic. Easier said than done but he offers an exercise to check in with yourself and a series of questions.

Emotional Intelligence 130

Emotional Intelligence e-Learning Communication Finance 130

Account Manager Tips

FEBRUARY 28, 2021

A survey of 2,000 business leaders confirmed the soft skills most in-demand are leadership, communication, collaboration, and time management. A survey of 2,000 business leaders confirmed the soft skills most in-demand are leadership, communication, collaboration, and time management. What skills do key account managers need?

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

Brooks Group

APRIL 10, 2024

Sales leaders need to deliver sales training on effective prospecting techniques for every day of the quarter. In baseball, “keep your eye on the ball” means watch where the ball is at all times. In sales, it means staying focused. But it’s tough. Here’s how sales teams can improve their prospecting efforts. Here are some to focus on.

Sales 87

Sales Media B2B Publishing 87

Nutshell

MAY 1, 2023

Tactful qualifying questions can save you the hassle of potentially going through the entire pipeline with a non-starter. This is why sales qualifying questions are so important. This is why sales qualifying questions are so important. The question is, how do you qualify leads? What is the qualifying process in sales?

Decision-making 115

Decision-making Sales Negotiation Prioritization 115

Account Manager Tips

AUGUST 10, 2021

Build your business with client referrals Client referrals are a powerful business growth strategy. You ask your clients to recommend you to people they know. So if the idea of asking for a client referral scares you even just a little, you're not alone. Why are referrals so powerful? rarely ask for a referral.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Nutshell

MARCH 25, 2024

They should also have the chance to ask questions and enlist your help to get them set up. Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. Table of Contents What is client onboarding? Why is customer onboarding essential?

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127

Force Management

DECEMBER 28, 2023

For revenue team leaders, today’s decisions will help define where the company ends up in twelve months. As budgets get approved and your annual kickoff approaches, give your organization an edge by making sure your plan for the coming year incorporates digital tools and technology that drive results and power today’s top teams.

Digitalization 80

Digitalization Sales Technology Decision-making B2B 80

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. So here are ideas on how to engage fee-earners in the M&BD planning process. But before we plunge in, let’s challenge our assumptions.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Red Star Kim

MAY 15, 2023

I’m often asked to provide training in conversation skills. People also ask if there are any books to supplement people’s learning – or for those who want a deeper dive into the topic. So I’ve selected three – depending on whether you are a beginner or a pro and whether you are in the UK or the USA.

e-Learning 130

e-Learning Communication Meetings Digitalization 130

Red Star Kim

SEPTEMBER 20, 2023

The third focused on conversations between leaders and their people. The few simple techniques are powerful and help everyone have concise work conversations. This is a slightly different conversation book to those I reviewed previously (see list below). The first two focused on starting a conversation in a networking situation.

Communication 147

Communication Meetings Publishing Decision-making 147

Account Manager Tips

AUGUST 14, 2022

Reflect on past projects Ask for feedback What are you afraid of? Ask for help when you need it. 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. Table Of Contents.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Jermaine Edwards

DECEMBER 6, 2023

The more I study trust and the impact and power it has in healthy, profitable and accelerated relationships. Trust differentiates every relationship Trust shows up in many powerful ways. Is trust at an all time low around the world? If you were to read some of the findings from Edelman’s trust barometer you might become depressed.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Flevy

JULY 5, 2022

A small number of businesses seem to be making the deep-rooted changes their leaders consider indispensable to attain these goals. Leaders were asked to envision a perfect organization and rate their organization accordingly. Digital Transformation is a matter of survival now for all organizations particularly businesses.

Digitalization 109

Digitalization Digital Transformation Artificial Intelligence Banking 109

Envisio

JANUARY 24, 2024

At Envisio, we believe in the transformative power of reading … which is why we’ve gathered together a list of the best strategy books! At Envisio, we believe in the transformative power of reading … which is why we’ve gathered together a list of the best strategy books! Books are knowledge.

Government 105

Government Leadership Innovation Decision-making 105

Red Star Kim

JUNE 20, 2022

Delegates on my coaching training sessions often ask for recommendations of good books on coaching and this is a mature, comprehensive and challenging exploration of what it takes to be a great coach. The coach’s role is to develop the client’s resourcefulness through skilful questioning, challenge and support. About the author.

Client Relationships 130

Client Relationships Facilitation Brainstorming Meetings 130

Red Star Kim

MARCH 22, 2023

Lopata quotes Luca Signoretti’s six performance change levers of “relational leaders”: Agility, talent development, knowledge and skills, collaboration, creativity and innovation and growth opportunities and adds support to the list. But I’m always on the look out for more that are relevant for professional services and practical.

Leadership 130

Leadership Media Client Relationships Innovation 130

MDI Training

FEBRUARY 14, 2023

Being a servant leader “Servant Leadership” is a concept by Robert Greenleaf that describes the manager as a servant to their employees. The origin of the approach In Hermann Hesse’s “Morgenlandfahrt”, a spiritual seeker experiences how the disappearing servant turn s out to be a true leader in retrospect.

Leadership 97

Leadership Shareholders Decision-making Digital Transformation 97

Sales Gravy

JULY 14, 2023

On this episode of the Sales Gravy podcast, Sales Mastermind Group "Awesome" asks Jeb Blount sales questions. If you've ever had a question you wanted to ask Jeb then you'll love this episode. Mastermind Groups are powerful tools for personal and professional growth. It's free flowing, insightful, and informative.

Brainstorming 67

Brainstorming Facilitation Construction Sales 67

Hubspot Sales

MAY 18, 2021

These are some of the questions we set out to uncover with our latest research. This research study was conducted by ValueSelling Associates and Selling Power and surveyed more than 150 U.S. business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople. Image Source.

Value Proposition 117

Value Proposition Sales Communication Onboarding 117

Red Star Kim

OCTOBER 18, 2022

So here’s a book review: The Management Shift – How to harness the power of people and transform your organization for sustainable success by Vlatka Hlupic. I completed my MBA two decades ago although I consume the latest management books voraciously. In a nutshell. It focuses on people, purpose, collaboration and innovation. The author.

Organization 130

Organization Innovation Leadership Management 130

Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Here are some of the highlights mentioned by the delegates: Pitch points from a pitching and tendering training workshop.

Government 130

Government Innovation Meetings Finance 130

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 93

Sales Decision-making Sales Training Sales Management 93

Revenue Storm

MARCH 23, 2023

This responsibility was floating around and has now found its home with sales leaders. Some of you are already being questioned about it. Measuring Your Success at Leading Sales Technology Adoption Success with this competency makes you distinctly more successful and more marketable as a sales leader. This is bad business.

Sales Technology 78

Sales Technology Sales Leadership Sales Leadership 78

Brooks Group

JANUARY 2, 2024

Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently. Sales Training Need: Probing Questions Great salespeople know how to ask deep, probing questions that uncover problems and reveal information that helps salespeople solve those problems.

Sales Training 91

Sales Training Decision-making Sales Communication 91

OnStrategyHQ

MARCH 26, 2024

The transformative power of AI for business is a tangible reality for organizations and companies to multiply their mission and gain a competitive edge. The transformative power of AI for business is a tangible reality for organizations and companies to multiply their mission and gain a competitive edge. We’re here to help!

Value Proposition 52

Value Proposition Artificial Intelligence Cybersecurity Decision-making 52

Hubspot Sales

AUGUST 14, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Value leaks undermine a buyer’s confidence in your solution, reducing your likelihood of closing — and even if you do win, you’ll have a harder time charging full price. Why do value leaks occur?

Negotiation 120

Negotiation Value Proposition Meetings Procurement 120