Red Star Kim

OCTOBER 18, 2022

I completed my MBA two decades ago although I consume the latest management books voraciously. This 2014 book by Professor Vlatka Hluplic didn’t appear on my radar but I had the privilege of meeting the author through my work with the Managing Partners Forum. Management Shift Solutions Limited. In a nutshell.

Organization 130

Organization Innovation Leadership Management 130

SalesPop

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. In his 2014 book Zero to One , Peter Thiel wrote, “In the 1990s, the focus was on the product, and not on sales. This is also true of account management. If your product requires advertising or salespeople to sell it, it’s not good enough.

Account Management 98

Account Management Management B2B Advertising 98

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

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. Every sales manager is time starved. Most don’t.

Sales Management 124

Sales Management Management Prioritization Decision-making 124

Red Star Kim

SEPTEMBER 5, 2023

Neuroplasticity There’s a detailed section on brain basics (including explanations on neurons, neurotransmitters and brainwaves) for those who are unfamiliar with neuroscience which you’ll need to make sense of the later content of the book. And guidance on making best use of digital training technologies. Stories aid stickiness.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

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. The crux of marketing is to anticipate (and meet) client needs whilst maximising profit. Project management, innovation and technology also play an increasing role. Price is a major driver of profit.

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

Red Star Kim

OCTOBER 13, 2023

At the 28 th PM Forum Annual Conference in September I (in my capacity as Head of Training and Learning Transfer of the Managing Partners’ Forum and PM Forum), co-presented breakout sessions with Julie McConnell of international law firm White & Case. Although it does provide indepth knowledge of legal services.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

SBI Growth

AUGUST 3, 2013

Meet Kathy. He was struggling to make his number. BPM’s are a sales tool that map the decision-making process used to purchase something. Manage the selection of a consulting firm who specializes in developing Buyer Process Maps. Generates meetings with decision makers inside of your target prospects.

Meetings 121

Meetings Marketing Logistics Sales 121

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. Questions are important when we meet someone new. For example, when we first meet at a networking event. What management systems are required?

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

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. If this sounds familiar, you might consider shifting to a new tool to manage your strategy. This can lead to resistance and frustration.

Organization 52

Organization Government Onboarding Transportation 52

Red Star Kim

DECEMBER 2, 2022

Many management teams I speak to express a desire for their M&BD Execs to be more proactive – which takes time, tact and the confidence to think ahead and adopt a more advisory approach. So we must take responsibility for managing our workloads – and asking for help with prioritising if necessary.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals.

Account Planning 115

Account Planning Sales CRM Prioritization 115

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. Similarly, sales reps and managers require a new set of capabilities. They are all leading indicators that can help you forecast success in 2014. You''ll also get plenty of other tools to help you meet all types of Sales Ops challenges.

Acquisition 130

Acquisition Sales Decision-making B2B 130

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. Your calendar is jammed with big meetings. You are strategizing with Sales Managers and reps. Once this happens, you have 12 months of making your base pay. How You Avoid Losing the 2014 Battle.

Sales 123

Sales Finance Decision-making Meetings 123

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

Zendesk

OCTOBER 5, 2022

Why you should make customer experience part of your value proposition. We know from our research that customer experience frequently sways purchasing decisions. Meet your customers where they are. Meet your customers where they are, and be open to shifting tactics based on customer needs. Convenience. Learn more.

Innovation 98

Innovation Supply Chain Software Software 98

Revegy

FEBRUARY 25, 2020

stakeholders in 2014 to 10.0 Better manage working capital. Our clients better manage working capital with our solutions since they have better visibility, which lowers the investment in inventory.”. Don’t make it too complex. As the saying goes, “what can’t be measured can’t be managed”. Enterprise-wide Goal(s).

Supply Chain 82

Supply Chain Logistics Manufacturing Investors 82

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

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. Give you guidance how to coach your managers and reps on Social Selling. Referrals generated with decision makers.

Decision-making 127

Decision-making Sales Meetings Management 127

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

Mercuri International

MARCH 8, 2022

Take for example the flooring company Tarkett , which has helped reduce and manage flooring waste in property owner Adapteo’s buildings, thereby increasing their internal efficiency. 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.

Sales 52

Sales Suppliers Artificial Intelligence Customer Value 52

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? Do I have the right talent on my team to meet these initiatives? It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014.

Sales 120

Sales Decision-making Meetings Organization 120

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. What You Should Know Before Getting into Sales Management.

Sales Management 108

Sales Management Management Sales Leadership 108

ReviewTrackers

APRIL 7, 2021

Bank Reputation Risk Management. In a 2014 Ernst & Young survey, respondents said reputation was a “very important” factor in deciding whether or not to trust a financial services provider. A 2017 global risk management survey found that damage to brand and reputation is ranked as the top risk management concern.

Banking 37

Banking Management Supply Chain Financial Services 37

Zendesk

SEPTEMBER 23, 2021

According to ProfitWell, CAC for businesses increased by approximately 60 percent between 2014 and 2019. Of course, companies want to continue decreasing the amount of money they spend to acquire new customers, making it critical to measure CAC regularly. Give decision-makers online sales autonomy. What is a good CAC?

Acquisition 97

Acquisition Supply Chain Advertising Digitalization 97

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. A 51% higher chance of meeting their quota.

Decision-making 95

Decision-making Publishing Leadership Media 95

Hubspot Sales

APRIL 6, 2020

Most strategies involve a detailed plan of best practices and processes set out by management. Inbound sales benefits buyers at each stage of the buyer process: awareness , consideration , and decision. Outline what criteria a prospect meets in order to qualify them as a high-probability potential customer. Sales presentation.

Sales 118

Sales Decision-making CRM Value Proposition 118

Red Star Kim

MARCH 10, 2023

The (psychodynamic) therapist – who thought the reasons for his distress would be uncovered by exploring feelings about past events – suggested they meet three times a week “ The therapist’s intentions were good-hearted, but it was a destructive encounter”.

Decision-making 130

Decision-making Organization Management Meetings 130

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

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

ReviewTrackers

APRIL 2, 2019

Bank Reputation Risk Management. In a 2014 Ernst & Young survey, respondents said reputation was a “very important” factor in deciding whether or not to trust a financial services provider. A 2017 global risk management survey found that damage to brand and reputation is ranked as the top risk management concern.

Banking 36

Banking Management Supply Chain Financial Services 36

SBI Growth

AUGUST 31, 2013

A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. Shifted around Sales Managers. There are more in the Culture Creation tool which you can get through the Making the 2014 Number tour. A continuous message permeates about getting it done and making efforts, not excuses.

Transportation 124

Transportation Sales Suppliers Decision-making 124

SBI Growth

AUGUST 22, 2013

Read on and you''ll be ready to Make the Number in 2014. They may make assumptions as long as they are reasonable. Presentation - the candidate presents the proposal to a Review Panel that consists of the hiring manager, HR and an objective 3rd party. Where the Rubber Meets the Road. Sales can learn a lesson here.

Onboarding 120

Onboarding Decision-making Construction Internet 120

SBI Growth

SEPTEMBER 2, 2013

Meanwhile, nobody makes a purchase decision. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Team meetings are run by sales managers. Win/Loss/No Decision reviews are completed like clockwork. No call objectives are stated or achieved.

e-Learning 123

e-Learning Leadership Sales Decision-making 123

SBI Growth

AUGUST 27, 2013

Can I make up the deficit and make my quota? ". Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. Have we identified the Buying Decision Team? Has the Buyer established a decision timeframe for addressing their need? I am behind in my numbers for the year.

Decision-making 122

Decision-making Negotiation Prioritization Meetings 122