Red Star Kim

FEBRUARY 22, 2024

It is defined as using questions to “clarify meaning, elicit emotion and consequences, as well as to gradually create insight or explore alternative action” (James, Morse, & Howarth, 2010). – Kim Tasso March 2010 How do you close a sale? It is helpful to surface knowledge that was previously outside of our awareness.

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Red Star Kim

NOVEMBER 1, 2023

Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking. Processes and skills for managing opportunities and pipelines can be lacking. Time and capacity – Many fee-earners are stretched and compelled to manage large amounts of client work under heavy time pressures.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Hubspot Sales

OCTOBER 2, 2019

years , down by half from 2010. You can achieve it with a structured sales performance management process. Now that you're clear on what sales performance management entails, let's talk about why it is so important to implement it into your standard operating rhythm. Why Sales Performance Management Matters.

Management 119

Management Performance Review Sales Software 119

Flevy

APRIL 14, 2024

The CES was developed in 2010 from research by CEB, which demonstrated that reducing customer effort in resolving issues significantly enhances loyalty more than merely delighting them. FlevyPro is trusted and utilized by 1000s of management consultants and corporate executives. Do You Find Value in This Framework?

Digital Transformation 52

Digital Transformation Decision-making Customer Experience Facilitation 52

Flevy

OCTOBER 5, 2023

The term Growth Hacking was first coined by Sean Ellis—a startup advisor, angel investor, and entrepreneur—in 2010 to think beyond traditional Marketing and add a methodical, scientific approach to it. FlevyPro is trusted and utilized by 1000s of management consultants and corporate executives. Do You Find Value in This Framework?

Acquisition 103

Acquisition Investors Digital Transformation Profitability 103

Hubspot Sales

AUGUST 25, 2020

What role does a manager play in a rep’s personal motivation, especially when you have a new or discouraged rep? years — half of what it was in 2010. From my experience, direct sales management is one of the most challenging roles based on the variety of distinct skills that are required. Ultimately, it’s a large role.

Management 94

Management Sales Sales Management Meetings 94

Red Star Kim

SEPTEMBER 8, 2023

As well as marketing and business development executives and managers there were also those in specialist pricing and bid roles. Project management, innovation and technology also play an increasing role. Advanced Marketing Management: Principles, skills and tools (kimtasso.com) considers empathic pricing.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Red Star Kim

FEBRUARY 8, 2024

But when we look at business development, sales and relationship management competency frameworks for fee-earners (as opposed to professional sales people) there is less clarity. Capacity planning – Research suggests that humans can probably manage a maximum 150 to 250 close relationships. Some automated systems (e.g.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

QYMATIX

AUGUST 8, 2022

In 2010, after ending the partnership with Adolf Pfeiffer GmbH & Co. On the 1st of June of the same year, the Wollschläger Group granted Frank Haberstock power of attorney and appointed him to the management team. KG had more than doubled from 2000 to 2010. KG, Wollschläger opened another branch in Mannheim. Yes, it should.

Logistics 40

Logistics e-Learning Telecommunications B2B 40

Peter Simoons

NOVEMBER 28, 2021

An article on the January-February 2010 issue of Harvard Business Review entitled “Managing Alliances with the Balanced Scorecard,” written by Robert S. Norton, and Bjarne Rugelsjoen, extensively described how Quintiles and Solvay used the balance scorecard to manage their alliance. Kaplan, David P.

Publishing 98

Publishing Facilitation Meetings Management 98

Help Scout

SEPTEMBER 27, 2021

The first book that made a real impact on my thinking about customer service was 2010’s “ Exceptional Service, Exceptional Profit ,” by Micah Solomon and Leonardo Inghilleri. This is not a deeply researched journal article or a technical management book.

Profitability 74

Profitability Marketing Management 74

Red Star Kim

FEBRUARY 21, 2024

What management systems are required? – Kim Tasso March 2010 How do you close a sale? How will you win? The way you will win on the chosen playing field. What capabilities must be in place? The set and configuration of capabilities required to win in the chosen way. Questioning skills) appeared first on Kim Tasso.

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Hubspot Sales

MARCH 20, 2020

Coaching vs. Managing. Today's sales managers need to wear two hats – their manager hat and their coaching hat. On a day-to-day basis, the manager's focus is on quota attainment and delivering revenue. Practice delivering clear, actionable feedback to those you manage. Improved employee retention rates.

Sales 106

Sales Sales Training Sales Management Management 106

Chally

MARCH 18, 2021

These factors can be quantified as: Ramp time – The time it takes for a newly hired salesperson to reach proficiency Tenure – How long the salesperson stays with the company Promotability – The potential to grow into more senior sales roles or sales management. years in 2010 to 1.5 Most organizations struggle with all three factors.

Onboarding 52

Onboarding Decision-making Virtual Selling Sales Leadership 52

SBI

MAY 7, 2019

It was way back in 2010 when I published the first Guide to Sales Tools. It’s important to note, that CRM, marketing automation, and expense management solutions were included then, while I don’t include them now. So, you could estimate that we started 2010 with around 35 solutions. Manage & Report.

Publishing 40

Publishing Sales Technology Sales Onboarding 40

Brooks Group

APRIL 5, 2023

Mental Models, Cognitive Tunneling, and the Crisis of Qantas Flight 32 On November 4, 2010, Captain Richard Champion de Crespigny entered the cockpit of an Airbus A380 headed from Singapore to Sydney, Australia. As a manager, you need a strong mental model of what good sales behavior looks like. Here are a few ideas for doing this: 1.

Sales Training 87

Sales Training Decision-making Sales Environment Onboarding 87

Red Star Kim

JULY 1, 2022

She shares the helpful guidance from management and AI lecturer Brigette Tasha Hyacinth “ Fill in the blank. She also explains how she manages rejection: “I am convinced that rejection is 100% about the other’s personal agenda – or their personal flaws – and no reflection of how worthy I am”. My life is ideal when I’m _”.

Communication 130

Communication Digitalization Media Meetings 130

Service Excellence Partners

NOVEMBER 14, 2017

Industrial Marketing Management 30, 271–286 [5] Beeler, J., 2010) Tonic dopamine modulates exploitation of reward learning. Behavioral Neuroscience , 04 November 2010 The post The Loyal Brain appeared first on Service Excellence Partners. Marketing Science Institute , 94-115. [4] 4] Ruyter, K., Moorman, L., and Lemmink, J.

Decision-making 52

Decision-making Suppliers Customer Experience Marketing 52

Hubspot Sales

MARCH 20, 2018

Take this example from HubSpot’s own UI (user interface) in 2010 versus 2018. HubSpot Landing Page UI, 2010. For example, 60% of marketing teams spend 10% of their budget to integrate, maintain, and manage tools. HubSpot Landing Page UI, 2018. Which page would you rather spend time on?

Software 86

Software Software Brainstorming Customer Success 86

Strategic Communications

JULY 9, 2021

Last year, during the pandemic, they asked me to update the book— Managing Remote Workers —which was re-released in an entirely new version in November. As you might imagine, sales this time around have already far surpassed sales of the books I wrote back in 2010. Tips on Finding Success With Remote Work and Managing Remote Workers.

Remote Working 52

Remote Working Healthcare Communication Manufacturing 52

Hubspot Sales

SEPTEMBER 27, 2021

Manage Day-to-Day Activities and Performance. The franchisee will manage the daily activities that go into keeping a franchise location operational — including opening the store, overseeing sales, and locking up at the end of the day. Managing the Brand and Its Products or Services. Franchisee vs. Franchisor.

Retail 94

Retail Advertising Small Business Innovation 94

Nutshell

SEPTEMBER 12, 2018

Top features: Workflow automation, relationship linking, task and event management, integrations with G Suite, Office 365, MailChimp, Quickbooks, and Xero. Price range: Starting at $29 user/month for Insightly Plus, up to $119 user/month for Copper Business. Unlimited contacts and data storage in all plans: No. Salesforce Sales Cloud.

CRM 74

CRM Innovation Customer Success Sales 74

SBI

DECEMBER 8, 2020

The fact that it was a centralized system made it possible for others to view and protect this very important corporate asset and for sellers to manage their sales activities more easily. In 2010, I published my first ebook curating the different sales technologies available.

Digitalization 67

Digitalization Sales Software Software 67

Hubspot Sales

AUGUST 25, 2018

In 2010 -- a mere eight years ago -- 44% of respondents reported an average sales tenure of more than three years. Culture and management expectations are high. Wayshak's study also showed company culture and management effectiveness matter a lot to salespeople. What Can Sales Managers Do About Sales Retention?

Sales 111

Sales Acquisition Account Planning Sales Management 111

SBI Growth

OCTOBER 28, 2012

Do you have a documented, repeatable process to manage your leads? Can you automatically manage the targeting, timing and content of your outbound marketing messages? Process: Lead Management. I find that most marketing departments have no Lead Management program in place. Have you defined what a good lead looks like?

Marketing 127

Marketing Management Communication Meetings 127

Cosawi

FEBRUARY 22, 2023

I have a better appreciation of my strengths, which enables me to be more assertive and supportive; I also have an understanding of how to manage or mitigate the areas where I am not so strong. “Leading in international and diverse settings has encouraged me to become more self-aware. Research in organizational behavior, 31, 125-150.

Innovation 52

Innovation Leadership Emotional Intelligence Stakeholders 52

Hubspot Sales

MAY 14, 2019

While a tactic or technique may have been very effective in 2010, 2012, or even 2018, technology, industries, jobs, and people change. A junior manager might look at that performance and assume the salesperson didn't had a weak pipeline and didn't do enough prospecting when they didn't hit quota. That's an issue. Q2 : 99% of quota.

Stakeholders 88

Stakeholders Suppliers Meetings CRM 88

Red Star Kim

MAY 11, 2023

This post reviews the core material covered in Managing Brands Chartered Institute of Marketing (CIM) professional qualification (Level 6 elective New CIM professional marketing qualifications – 2020 (kimtasso.com) ) and the Cambridge Marketing College’s Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com).

Management 130

Management Co-Creation Publishing Leadership 130

ReviewTrackers

APRIL 18, 2022

In the context of review generation and reputation management, “review-gating” allows companies to ask the right customers and potential brand promoters for reviews, while isolating those that require follow-up due to their concerns with the customer experience. In fact, since 2010, the average review has gotten 12 percent more positive.

Media 52

Media Customer Experience Software Software 52

Nutshell

OCTOBER 12, 2017

David Miller, Managing Director. Deerhammer Distilling Company set up shop in 2010 at the foot of Colorado’s tallest peaks—in a little town called Buena Vista ( pronounced ‘Byoona Vista’ ). And if you think about it, it takes a lot of innovation to be able to split a mango , so we ran with that. “We SpryFish. “We That’s me!”—

Innovation 102

Innovation Internet Digitalization Software 102

QYMATIX

AUGUST 31, 2021

Journal of Contemporary Management Research. 2010): Mastering the Complex Sale: How to Compete and Win When the Stakes are High! .” Source: Mehendale, A. & Nadheera Sherin (2018): Application of Artificial Intelligence (AI) for effective and adaptive Sales Forecasting. Sep2018, Vol. 12 Issue 2, p17-35. Xueming Luo et.

Artificial Intelligence 40

Artificial Intelligence B2B Interpersonal Skills Sales 40

Pinnacle View

FEBRUARY 3, 2018

After coming to the United States from Haiti, Rony founded the organization in 2010 and built it into an entity with a truly global impact. Since 2010 Global Paint for Charity has shipped more than 120,000 gallons of paint to 18 different countries. In fact, becoming your own boss often means placing even more rules on yourself.

Profitability 52

Profitability Decision-making Finance Prioritization 52

Openview

OCTOBER 25, 2018

A leading online employment marketplace, ZipRecruiter had experienced astronomical growth since launching in 2010. You have to evaluate on a cohort basis—sales versus e-commerce, sales with e-commerce, manager to manager, and so forth. To-date, the company has helped more than 1.5

Sales 95

Sales Customer Success Communication Marketing 95

QYMATIX

JANUARY 3, 2023

2010): Empirical analysis of the impact of recommender systems on sales. Journal of Management Information Systems 27.2, Pu, Pearl, Li Chen, and Rong Hu (2011): A user-centric evaluation framework for recommender systems. Proceedings of the fifth ACM conference on Recommender systems. Pathak, Bhavik, et al.

e-Learning 40

e-Learning Internet Retail B2B 40

SBI Growth

AUGUST 23, 2013

Results - In a study in 2010 by McKinsey showed that 75% of solution selling projects fail. You bring a small group of sales managers together and teach them the content. The plan consist of a series of communications from senior leaders to front-line managers. All were invented prior to the internet. Has your sales process?

e-Learning 110

e-Learning Internet Decision-making Leadership 110

KAMCast

MARCH 18, 2021

Remember that, as account managers, we don’t need to have all the answers – we just need the right questions and the enthusiasm to learn more. -- I hope after listening to this episode it will leave you reflecting on your team and business. Since 2010, she has run a strategic digital marketing agency, Harbour 32, with her Swedish husband.

Account Management 52

Account Management Key Account Management Digitalization Profitability 52

Zendesk

FEBRUARY 17, 2021

Leanna Nazzisi, Senior Manager of Customer Operation and Communication at Birchbox, talked about how the pandemic has changed CX. Founded in New York in 2010, Birchbox is a “try and buy” beauty subscription service that sends a personalized box of samples to its one million customers every month.

Retail 98

Retail e-Learning Customer Experience Insurance 98