Red Star Kim

MARCH 1, 2024

Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results. Be influential and persuasive Influence is having a vision of the optimum outcome and then, without using force or coercion, motivating people to work together toward making the vision a reality.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

SBI

DECEMBER 29, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Moscone Center in San Francisco. 2014’s Not Over, But These #TopMarketingTools Have Already Won. You’ll find them and more in our new Top Marketing Tools of 2014 guide. There is too much for anyone person to keep track of.

Decision-making 51

Decision-making Prioritization Innovation Marketing 51

Red Star Kim

FEBRUARY 8, 2024

This approach is suggested by Liz Whitaker in her book “Power of Personal” People | Propella Decision-Making Unit Again, to target effort on decision-makers rather than users or gatekeepers is a good way to target effort in a large organisation.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

SEPTEMBER 8, 2023

Context and curiosity drive commerciality and pricing By exploring key themes in commerciality and entrepreneurship, we saw why risk management and anticipating return on investment (ROI) is critical when making the business case for marketing investment. Supply and demand underpins pricing decisions for markets and clients.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Red Star Kim

NOVEMBER 2, 2023

Traditionally, firms have focused on technical expertise, client impact, and book of business as the criteria for making partner-selection and hiring decisions. Eric Tresh, a partner at law firm Eversheds Sutherland , spends most mornings reviewing recent tax-court decisions. The firm has grown from $800 million to $1.8

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

SBI Growth

SEPTEMBER 28, 2013

In addition, 45% of all LinkedIn users can make a business decision. Get your copy by siging up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute ". 84% of B2B decision makers begin their buying process with a referral, accordingly to the Edelman Firm.

Decision-making 131

Decision-making Media Leadership B2B 131

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. They are all leading indicators that can help you forecast success in 2014. By registering for SBI’s Sales & Marketing Research Review , you''ll get the “ Top 15 Metrics to Track in 2014.” In this post we will dig into the top 5.

Acquisition 130

Acquisition Sales Decision-making B2B 130

Hubspot Sales

NOVEMBER 8, 2023

This approach encourages individuals to take initiative, solve problems, and make informed decisions. Inspiration is what makes the whole company tick, and it‘s made up of a combination of our customers and our employees’ motivations — not the activities themselves. Prioritize where you invest your time and energy.

Sales Management 103

Sales Management Management Energy and Utilities Emotional Intelligence 103

SBI

MARCH 5, 2013

What if today you were given notice that your sales quota will double in 2014. There is something you’ll be allowed to change and you’re given these next 10 months to make it happen. You can select and provision for sales tools that will make it possible for reps to sell more. I’m betting your answer is YES.

CRM 51

CRM Facilitation Decision-making Innovation 51

SBI Growth

JULY 19, 2013

This question comes as a natural follow up to most decisions. Whenever you make change, risk is sure to follow. In terms of budgeting you have one thing to look forward to: “How much will the number grow for 2014?”. And how will I reach it if I can’t even make this year’s number?”. Make your changes wisely.

Brainstorming 118

Brainstorming Decision-making Organization Sales 118

SBI Growth

MARCH 26, 2013

Why would I bring up competencies, it makes me look like I’m not keeping pace; if you don’t, they will put someone in your place that will. As you continue to determine whether it’s time to evaluate the team, keep the following statistic in mind: As you look at the decision timeline above; is your market further to the left or the right?

Marketing 114

Marketing Acquisition Decision-making Organization 114

SBI Growth

OCTOBER 17, 2013

With 2014 on the horizon, new sales targets will soon be set. Your 2014 number will inform decisions about the makeup of your team next year. Instead of hiring new reps, make your number by increasing productivity of existing reps. Discover the best way to make your 2014 number. Think about it this way.

Decision-making 117

Decision-making Leadership Marketing Organization 117

SBI Growth

JULY 21, 2013

CMO’s can help sales make the number in 2014. WANTED: CMO’s to Guide Sales to Make the Number in 2014. Sales leaders need support from marketing to make the transformation to buyer-centricity. Buyer Process Maps – BPM’s are a sales tool that maps the decision-making process used to purchase a product or service.

Marketing 134

Marketing Decision-making Sales Facilitation 134

SBI Growth

DECEMBER 10, 2013

Your thoughts should now turn to 2014. Before you really make any decisions, start with these questions: What are my key strategic initiatives for 2014? It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014. Make sure you are giving them enough work and responsibility.

Sales 120

Sales Decision-making Meetings Organization 120

SBI Growth

OCTOBER 10, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Participate and learn what top companies are doing to make the number in 2014. Mapping your external buyer’s decision making process from “not in the market” to “implementation”.

Decision-making 128

Decision-making Sales B2B Meetings 128

SBI Growth

JANUARY 5, 2014

In this post I want to recommend three ideas to raise your game in 2014. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Reps struggling to get in front of Decision Makers. Again, your role it to ensure your team makes the number.

Sales Management 124

Sales Management Management Prioritization Decision-making 124

SBI Growth

OCTOBER 29, 2013

Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. To make matters worse, everybody in the planning sessions (finance, product, training, HR) has never made a number. Once this happens, you have 12 months of making your base pay. You feel like a human yo-yo.

Sales 123

Sales Finance Decision-making Meetings 123

Red Star Kim

FEBRUARY 21, 2024

We ask questions to avoid making wrong assumptions or adopting the wrong focus. will make people pause to consider how their feelings compare with those they had the previous day. How can I help to make this better for us?” “How You see this in multiple choice questions and they can be used as a closing technique.

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

SBI Growth

OCTOBER 2, 2013

How are you planning for Social in 2014? Your use of Social Selling will determine if you make the number in 2014. This guide will: Focus you on the three areas to make the number next quarter. It generates meetings with decision makers at a higher rate. Imagine getting in a prospect at the decision making level.

Decision-making 127

Decision-making Sales Meetings Management 127

SBI Growth

AUGUST 24, 2013

Your Reach on LinkedIn will be one of your best sales assets in 2014. 84% of B2B decision makers begin their buying process with a referral. LinkedIn Profiles, Reach & Referrals is how you make your number in 2014. What else can you do to make the number in 2014? How do I know? Because numbers don’t lie.

Brainstorming 124

Brainstorming Decision-making B2B Digitalization 124

SBI Growth

NOVEMBER 4, 2013

Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? How should I be preparing to Make the Number in 2014 ? As 2013 winds down, 2014 naturally ramps up. Schedule a review of your 2014 SKO at your office here. SKO is on the horizon.

Decision-making 118

Decision-making Organization Sales 118

AchieveIt

JANUARY 2, 2024

As the strategy leader, you face a number of challenges — updates delayed, clarity lost, team resistance, and decision-making based on gut feeling rather than data. It needs to empower the plan managers with robust features while offering effortless navigation for end users making updates or seeking status reports.

Organization 52

Organization Government Onboarding Transportation 52

ClearPoint Strategy

DECEMBER 10, 2021

Every organization must make a big strategy shift at some point or another to stay at the forefront of its industry. This shift in thinking came about in 2015 after city administrators read the book, “We Don’t Make Widgets: Overcoming the Myths that Keep Government from Radically Improving.” Is your strategy execution stalling?

Organization 98

Organization Computers and Electronics Banking Government 98

Hubspot Sales

APRIL 28, 2020

this will help you make sure your messages are well-received. Contact decision-makers at all organizational levels. For instance, always ask your contacts whether they would feel comfortable making the connection and be forthright about why you'd like to get in touch.

Sales 106

Sales Publishing Decision-making Communication 106

Help Scout

APRIL 29, 2021

For proof, compare this 2014 customer promise from Comcast — “We are committed to providing Comcast customers with a consistently superior customer experience” — to this recording from the same year. It develops organically in response to the decisions, behaviors, and policies of the people in the business.

Decision-making 139

Decision-making Customer Experience Profitability Organization 139

SBI Growth

JANUARY 9, 2014

Sirius Decision research reports similar findings. It’s the urgency around making the number that’s the primary reason for conflict between the two teams. The result of greater alignment is making the number in 2014 and beyond. The difference between hard and soft KPI’s. Next Steps Towards Alignment. Author: John Staples.

Profitability 113

Profitability B2B Decision-making Marketing 113

Mercuri International

MARCH 8, 2022

If your sales can make it possible to increase the number of units produced for your customers using the same resources, that’s creating value. Make the customer’s employees happy? But most decision-makers are also involved in and responsible for developing the business at the same time. Productivity.

Suppliers 52

Suppliers Sales Artificial Intelligence Customer Value 52

Strategic Communications

SEPTEMBER 30, 2022

They made their debut during the 2008 Super Bowl and were retired in 2014 by CEO Paul Idzik who had joined the company in January 2013. The point—advertisers need to make sure that their advertising is designed to sell (or, at a minimum, raise awareness/preference), not just entertain. They had good production values. They were clever.

Advertising 52

Advertising Digitalization Publishing Communication 52

QYMATIX

MAY 31, 2022

One of the critical tasks of a sales manager is to timely identify which opportunities have better chances of closing and what makes a “good” sales opportunity. Looking back at the excel example above, your job as a manager is to make sure that your sales team fill all cells consistently. You have a very “uncertain” mix.

Sales Analytics 98

Sales Analytics Artificial Intelligence Key Account Management Sales 98

Hubspot Sales

MAY 25, 2023

The Benefits of Using LinkedIn’s Social Selling Index How LinkedIn’s Social Selling Index Works How to Find Your LinkedIn Social Selling Index Score The Social Selling Index was developed in 2014 , after identifying the platform’s top sales professionals and analyzing their in-app behavior. Just make sure you’re logged into LinkedIn.

Decision-making 97

Decision-making Publishing Leadership Media 97

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Today’s post provides recommendations for revising your approach for 2014. The average B2B buyer is 57% done with their purchase decision before sales engages. If so, they’ll do a much better job supporting sales in making the number. Follow @pseidell.

CRM 124

CRM Sales Decision-making Media 124

Hubspot Sales

JUNE 6, 2022

This can help you get a sense of their decision-making authority and place within their organization. Is this their first time making this kind of purchasing decision? Shared connections: If you have a connection in common with your prospect, make sure to bring it up during your conversation. Crunchbase.

Sales 128

Sales Publishing Decision-making Media 128

Hubspot Sales

FEBRUARY 9, 2021

When will you make a decision?' Calling only when a renewal is due is so 2014. Set up four quarterly updates — if only for 15 minutes — with the client to check in every three months, create a quick agenda, consider using an NPS survey to gauge value, and make sure your customers have your cell number.

Sales 135

Sales Decision-making Prioritization Account Management 135

Revegy

FEBRUARY 25, 2020

stakeholders in 2014 to 10.0 Don’t make it too complex. You could make a generic statement to both such as, “I’d like to share with you ways that our solutions lower costs. ” More B2B Decision Makers are Weighing In. 2014, September 29. The average size of a buying group has gone from 5.4 percent to 16.0

Supply Chain 82

Supply Chain Logistics Manufacturing Investors 82

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Now you must make the number with less than a full team. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Trying to make your number without a full budgeted sales headcount is difficult.

Decision-making 130

Decision-making Sales Management Management Sales 130

SBI Growth

JULY 27, 2013

Sign up for the onsite session for your leadership team: How to Make Your Number in 2014: A Sales Strategy You Can Execute. Both the session and the tool focus on: Making good decisions quickly. Both the session and the tool focus on: Making good decisions quickly. Picking projects that can get executed.

Decision-making 117

Decision-making Sales Leadership Prioritization 117

SBI Growth

SEPTEMBER 9, 2013

Decisions to stay or change jobs are based on information easily accessible online. But a sudden competitive threat can make your pay less attractive - even if market conditions remain the same. Start work today on the 2014 compensation plans. There’s still enough time to complete the research to make the best decisions.

Decision-making 115

Decision-making Media Marketing Sales 115