Red Star Kim

APRIL 12, 2023

Culture shock and the never-ending “to do” list Some of the delegates described the “culture shock” they experienced as they entered a M&BD role in the professional services sector. How can I be proactive when we are just trying to keep our head above water with constant pitch/event requests.

Media 130

Media Marketing B2C Stakeholders 130

Upland

JANUARY 29, 2024

Sales Productivity: More Than Increasing KPIs Effective account planning isn’t “doing the same thing as before, only better.” By gaining a thorough understanding, sales professionals can tailor their offerings to align precisely with what the customer values most. We built a brilliant relationship,” she says.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Upland

MARCH 12, 2024

Now, after being broadly available for a substantial amount of time, we’re starting to get a better idea of how exactly sellers can use AI to do their jobs better. Why human sellers are here to stay But before getting into it, we have to say that even at this junction, it’s clear that AI isn’t replacing human sellers anytime soon.

Artificial Intelligence 195

Artificial Intelligence Sales B2B Organization 195

Upland

NOVEMBER 27, 2023

Why do you need to know your customer? In this chapter, we break down how you can collaborate with both your team and your customers to get to the heart of the outcomes your customers want to achieve and how you can position yourself to deliver them. What are their goals? What pressures are forcing the customer to act?

Suppliers 195

Suppliers Account Planning Decision-making Leadership 195

Force Management

JULY 11, 2019

When we are talking to sales leaders and executives, we are most often dealing with very smart people. They know how to lead, how to sell, what's needed to be successful and perhaps more importantly, what's not. It's a conversation that can be uncomfortable.

Sales 41

Sales 41

Mike Kunkle

MAY 30, 2023

See what I did there? Sometimes, that reality being what it is, we need to work in environments that are not ideal for what we do. I’ve written about this challenge before in this post, There Are Limits to What Sales Enablement Can Fix. Which, earlier, we said wasn’t easy either. Let’s dig in.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Engage Selling

JULY 15, 2015

How do you bring your organization together? How do you bring your organization together? Today I’ll speak on four ideas […].

Organization 80

Organization Sales Sales Training 80

Red Star Kim

JULY 25, 2023

Many of us are able to get through those tough times but sometimes we need a little extra help. Sometimes I find a book for non-mental health professionals that I can recommend to counselling clients to support the work we do together in therapy. But we are able to influence mood. Low mood wants you to do nothing.

Decision-making 246

Decision-making Emotional Intelligence Management Construction 246

Red Star Kim

FEBRUARY 12, 2024

During the session we created our own persuasive writing checklist – here are the highlights. What do you hope to achieve? What do you want the reader to do as a result? Understand your audience – We examined numerous tools to explore and research the audience. What sparked engagement?

Media 130

Media Financial Services Advertising Decision-making 130

Red Star Kim

JANUARY 26, 2024

What impacts our confidence? We considered the difference between how self-confident we feel (internal) and how confident we appear to others (external). We touched on the link between self-esteem and self-confidence and how this develops through our childhood experiences. We talked about Imposter Syndrome.

Meetings 130

Meetings Digitalization Communication Management 130

Red Star Kim

MARCH 1, 2024

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. Forge relationships Before we try to generate engagement and buy-in we need to forge relationships with fee-earners.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

The Center for Sales Strategy

APRIL 24, 2024

Over time, we've improved the tools we use to track that activity, from call sheets to spreadsheets to CRM. But if all we do is capture the data and not study the data, what's the point? It enables you to go beyond what you think is happening and confirm where that friction in the sales process lives.

Sales 104

Sales CRM Management 104

Account Manager Tips

NOVEMBER 19, 2022

What do you think the answer was? How do you feel? You're the expert and you know better than they do how to get the most from your solution. All you have to do is show them how to get results in a way that matters to them and you'll have them eating out of the palm of your hand. What's your why?

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Jermaine Edwards

DECEMBER 6, 2023

In fact, I take the position of behavioral economist Dan Ariely that we can find moments of trust in everyday interactions if we’re willing to look for it. Despite this we can’t ignore that today more than any time in history our products and services are exposed to scrutiny, comparison, commodity and competition. What is trust?

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” ” What is Modern, Professional B2B Selling All About? I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Mike Kunkle

NOVEMBER 23, 2023

This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource.

Sales 258

Sales Finance Decision-making Profitability 258

Red Star Kim

FEBRUARY 21, 2024

I’ve explored the reasons why curiosity is to important and valuable to us: What is curiosity and why is it important in business relationships? Rudyard Kipling famously talked about “ his six serving men ” or the five Ws and H : Who, What, Where, When, Why and How. For example: “Do you prefer option A or option B?”.

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Nutshell

JANUARY 9, 2024

As part of our efforts to ensure deliverability for our customers, Nutshell has long supported various authentication measures, and we aim to make it as easy as possible to keep up with evolving requirements. Table of Contents Who do these changes apply to? What are the upcoming changes? What is DMARC? What is DMARC?

Marketing 126

Marketing 126

Nutshell

JANUARY 9, 2024

As part of our efforts to ensure deliverability for our customers, Nutshell has long supported various authentication measures, and we aim to make it as easy as possible to keep up with evolving requirements. Table of Contents Who do these changes apply to? What are the upcoming changes? What is DMARC? What is DMARC?

Marketing 126

Marketing 126

OnStrategyHQ

DECEMBER 20, 2023

The Strategic Planning Process in 4 Steps To help you throughout our strategic planning framework, we have created a how-to guide on the basics of a strategic plan, which we will take you through step-by-step. Free Strategic Planning Guide What is Strategic Planning? If no, where do you go from here?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

OnStrategyHQ

APRIL 25, 2024

However, as we harness Artificial Intelligence’s potential, we must do so responsibly. Today, we’re talking about AI strategy, specifically about responsible AI. But today, we’re talking about one part of your AI, your responsible AI policy, which is guiding principles. My name is Erica Olsen.

Artificial Intelligence 52

Artificial Intelligence Government Energy and Utilities Healthcare 52

Hubspot Sales

JANUARY 4, 2024

However, it's not the slump itself that really matters, but what we do to address it. What makes a bad sales month? Consider this year, we all saw a dip in sales and massive layouts due to the global recession. We have no pill for this. What happens when you have a bad month in sales? Dissociate.

Sales 108

Sales Management Sales Management Marketing 108

Hubspot Sales

MARCH 4, 2024

We recently reached out to some of the winners for their insight on what sales leaders should prioritize, some principles they should live by, and how they should work with their teams in 2024. We‘ve compiled their answers in this post — so without further ado, we present five pieces of advice all sales leaders need for 2024.

Leadership 107

Leadership Construction Prioritization Sales 107

Strategic Planning and Management Insights

MARCH 19, 2024

What factors are really holding women back from moving forward in their careers? More importantly, what can you do about it if you find yourself in that position? We talk about all these things and more with our high-caliber guests who promise to deliver nothing but goodness.

Prioritization 103

Prioritization 103

Planview

SEPTEMBER 26, 2023

What is the biggest lesson you’ve learned as you’ve moved up in your career? I apply that now to everything I do, including work. What type of meetings do you prepare for? Who do you typically collaborate with? I want to do my research and know what we are talking about and what we are going to tackle.

Management 105

Management Meetings Innovation Communication 105

Brooks Group

JANUARY 24, 2024

According to Morningstar experts , this may be the year we finally move past all the disruptions of the pandemic. But even throughout this tough period, some sales organizations have found a way to meet or exceed targets—and feel confident in their ability to do it again this year. Will business be back to normal in 2024?

Supply Chain 96

Supply Chain Negotiation Sales CRM 96

Hubspot Sales

JANUARY 9, 2024

Table of Contents What is door-to-door sales? 20 Tips for D2D Sales What is door-to-door sales? 20 Tips for D2D Sales From getting hands-on experience to building trust, we share 20 D2D sales tips based on data and expert advice. When you do door-to-door sales, you will get rejected. Well, it’s golden.

Sales 101

Sales Decision-making Meetings Insurance 101

The Center for Sales Strategy

DECEMBER 11, 2023

We all make mistakes and have disappointments; it's what we do with that lesson that makes a difference. There are a few things that the best coaches do when failure occurs on their team that may also help you find success. The best coaching is… In the moment Specific Clear on next steps Encouraging

99

99

Planview

JANUARY 2, 2024

To learn more about what it’s like to be part of the Evolve Advisory Services team, we turn to Debra Aizikovitz , who serves as digital transformation practice lead. I talk with customers and learn about their organizations and what challenges they’re facing to become best in class. I literally love what I do.

Digital Transformation 98

Digital Transformation Digitalization Government Decision-making 98

Customer Think

SEPTEMBER 22, 2023

During my career, I have learned that no matter what one is selling, the account executives and sales leaders who win together most often are those who consistently stay in sync. And they do that by maintaining what I call a “partnership mentality.”

Sales 111

Sales Leadership 111

Planview

MARCH 8, 2024

Led by the Women@Planview Employee Resource Group (ERG), we’re hosting seven events in our offices around the world this month, from Bangalore to Vancouver. Plus, we’re joining the conversation on LinkedIn and other social media platforms. Here’s what they said. Despite our age disparity, we gelled well.

Banking 105

Banking Government Innovation Leadership 105

Customer Think

JANUARY 20, 2024

‘What should we do to make our customers more loyal to our brand?’: They should turn that question around and ask themselves, ‘What can we do to show our loyalty to the customer?’ ’: this is probably one of the oldest questions that companies ask themselves, right?

Customer Experience 76

Customer Experience 76

MDI Training

DECEMBER 4, 2023

Advancing AI Integration at UNIQA: A Future Focus Do you prefer to listen to this article? We want to become the most attractive employer in our industry by 2025. To achieve this goal, we must also be able to offer the appropriate employee experience throughout the Group. All standards and processes are to be mapped in systems.

Artificial Intelligence 105

Artificial Intelligence Digital Transformation Leadership Digitalization 105

Hubspot Sales

JANUARY 5, 2024

So here we are — a little over a year after OpenAI changed the landscape of what can be sped up or fully automated for anyone using the internet. What’s new and exciting for everyone is that we can just ask AI to do that for us. Sometimes we don’t even have to ask — it’s already part of an automation sequence.

Internet 90

Internet Sales Communication Media 90

Hubspot Sales

SEPTEMBER 20, 2023

In this article: What is conversational AI? How Conversational AI Can Benefit Sales The Best Conversational AI Tools for Sales Teams What is conversational AI? HubSpot’s ChatSpot can do everything you already do, but faster — a simple request to ChatSpot, and you can get to the end point of your request.

Artificial Intelligence 108

Artificial Intelligence Sales Prioritization Meetings 108

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! They also take “strategy” to have a broader, holistic lens, looking into the human part of why strategy matters, and what it means to really become a better leader.

Government 105

Government Leadership Innovation Decision-making 105