SBI Growth

OCTOBER 5, 2013

As a marketing leader, the CEO is going to measure your 2014 success in three ways: Leads – Number of Sales Qualified Leads delivered to Sales. Get a peek at what the best in class marketing leaders are planning in 2014 and why. Lead Management Process – Here’s a critical item often overlooked by marketing leaders.

Marketing 117

Marketing Advertising Decision-making Information Technology 117

SBI Growth

SEPTEMBER 23, 2013

You know you need to begin planning for 2014 now. Are my Sales Managers good enough? Talent Management and gamification sit in this area. Steve asked us to stress test his 2014 sales plan. Steve told us he was going to build 3 elements into his plan for 2014. Complete the Strategy Blueprint Tool for 2014.

Sales 130

Sales Prioritization Acquisition Profitability 130

Red Star Kim

JULY 3, 2023

I’ve just listened again to a podcast about the top six leadership qualities which is included in the Level 6 Marketing Manager Apprenticeship. The podcast was produced by Cambridge Marketing College where Kiran Kapur interviews Daryl Fielding – formerly a senior marketer at Vodafone and now a portfolio Non-Executive Director.

Leadership 130

Leadership Emotional Intelligence Digital Transformation Communication 130

SBI Growth

DECEMBER 16, 2013

Are you ready for 2014? To maximize your chances at a successful 2014, you need a good strategy. Sit down with your sales counterpart and talk through each other’s 2014 goals. Lead Management – Someone who form-fills isn’t a sales-ready lead. Best practice is implementing a lead management process.

Marketing 112

Marketing Prioritization Decision-making Facilitation 112

SBI Growth

JANUARY 24, 2014

How will you use them to top the Leader Board in 2014? You want to maximize your competitive edge going into 2014. Help hold yourself accountable by including your manager or mentor on this invite as well. Good managers actively look for rep-solicited areas of coaching and development. During SKO, time is at a premium.

Sales Training 119

Sales Training Prioritization Management Meetings 119

SBI Growth

OCTOBER 4, 2013

Gain access to guides and tools to help you make the number in 2014. As a sales rep, it’s important to understand how upper management views quota setting. Top-Down Quota Setting: Metrics that mean the most to Upper Management and Owners. This will then inform your thoughts about your 2014 quota. Bottom-Up Quota Setting.

Sales 122

Sales Account Planning Sales Management Marketing 122

SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Poorly executing one of these major initiatives will cost you your job in 2014. Having one sales manager on the implementation team is just checking the box. Participate here and learn what top companies are doing to make the number in 2014.

Decision-making 126

Decision-making Key Account Management Leadership Communication 126

SBI Growth

JULY 25, 2013

Have you started thinking about 2014? Want to know what your peers are planning for in 2014? Lead Management – Someone who form-fills isn’t a sales-ready lead. The best practice is implementing a lead management process that nurtures leads until they are truly sales-ready. Have you started planning for 2014?

Prioritization 103

Prioritization Decision-making Facilitation Marketing 103

SBI Growth

SEPTEMBER 5, 2013

Additional suggestions to stress test your 2014 sales plan. Why Your ‘A’ Players are In High Demand in 2014. Companies are investing in growth for 2014. Are you managing your team to grow their reach month over month? They are the difference between making and missing the 2014 number. Author: Matt Sharrers.

Sales Environment 120

Sales Environment Decision-making Acquisition Stakeholders 120

SBI Growth

JANUARY 18, 2013

Talent management is a top priority for HR leaders who support sales organizations. 2014 and Beyond. It is to align the talent to where the market will be in 2014. Think about the future: What should your sales organization look like in 2014 and beyond? Recruiting is critical. Enter your own assumptions. And beyond.

Decision-making 117

Decision-making Sales Leadership Sales Leadership 117

Red Star Kim

FEBRUARY 15, 2024

MBD executives, advisors, managers, client services executives and BDMs from law firms, economics and management consultancies joined a PM Forum workshop on “Coaching and Consulting Skills for Marketing and Business Development”. But coaches resist the temptation to tell.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Your skill as a manager is only as good as your foundation.

Sales Management 98

Sales Management Management Energy and Utilities Emotional Intelligence 98

KAM With Passion

FEBRUARY 22, 2021

Polarized attitudes towards Key Account Management. True Key Account Management (KAM) or Strategic Account Management (SAM) remains a topic that polarizes the thinking and behaviours of business leaders. Others simply do not really understand the concept, believing it is just about managing the largest customers.

Key Account Management 130

Key Account Management Account Management Management Co-Creation 130

SBI Growth

JANUARY 3, 2014

2014 is upon us! Interviews that we have conducted with top sales reps around the world support these 5 steps to set yourself up for a strong and meaningful 2014: Target Your Time : Time is the one resource that we cannot get any more of. Use the time management tool to track the activities you have identified. Next Steps.

Prioritization 118

Prioritization Management Sales 118

SBI Growth

DECEMBER 2, 2013

Download the 2014 B2B Demand Generation Planning template here to get started. Lead Management Score Card – Captures existing performance and provides historical and external context to evaluate performance. It’s a solid marketing plan with an agile process approach. There are many components to a solid marketing plan.

Marketing 124

Marketing B2B Decision-making Acquisition 124

MTD Sales Training

DECEMBER 18, 2014

Another year has sailed by and what a fantastic 2014 it has been. Top 10 Sales Blogs Of 2014. The Sales Manager’s Guidebook – Everything You Need To Become A Top Performing Sales Manager – Shared 138 Times. Managing Director. The post The Top 10 Sales Blogs Of 2014 As Voted For By You!

Sales Training 48

Sales Training Sales Sales Management Management 48

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. The author.

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

SBI Growth

JANUARY 24, 2014

How will you use them to top the Leader Board in 2014? You want to maximize your competitive edge going into 2014. Help hold yourself accountable by including your manager or mentor on this invite as well. Good managers actively look for rep-solicited areas of coaching and development. During SKO, time is at a premium.

Sales Training 48

Sales Training Prioritization Management Meetings 48

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. Every sales manager is time starved. Sales Managers should be spending 75% of their time coaching their team.

Sales Management 124

Sales Management Management Prioritization Decision-making 124

Red Star Kim

OCTOBER 10, 2023

When your employees want to learn a new skill, they typically don’t Google it or refer to your learning management system (LMS) first; 55% of them ask a colleague. That same poll found that managers are critical to the experiences that younger employees have at work, accounting for “at least 70% of the variance in engagement scores.”

Artificial Intelligence 130

Artificial Intelligence Emotional Intelligence Decision-making Digitalization 130

Red Star Kim

SEPTEMBER 5, 2023

And mentions that the CIPD bought out three research reports between 2012 and 2014 describing the impact that neuroscience will have on learning. Topics include: Professional and Practical skills for Marketing & BD Assistants, The Proactive Marketing Executive and Future Marketing Manager.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

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. Manage expectations Clarity about what we hope to achieve will help to manage expectations.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Engage Selling

DECEMBER 11, 2014

Nonstop Sales Boom received a raving review by Ken Thoreson on Your Sales Management Guru! Also, don’t forget to vote for Nonstop Sales Boom for Top Sales Book 2014 in the 2014 Top Sales Awards! Have you picked up your copy of the book yet?

Sales Management 67

Sales Management Management Sales 67

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. Senior management and human resource professionals stressed the need for transparency.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Red Star Kim

NOVEMBER 9, 2023

And another that a command-and-control approach often leads to out-of-date strategy and out-of-touch leaders (See Book review: The Management Shift by Vlatka Hlupic (kimtasso.com). What are senior managers scared of? see Classic management book reviews – The McKinsey way, Good to great (kimtasso.com) ).

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Deep Insight

SEPTEMBER 29, 2022

Way back in 2014, I wrote a blog called What is a ‘Good’ B2B Net Promoter Score? A lot has happened since 2014. Most Bain clients and other large US firms had adopted NPS as a key performance indicator in 2014. 2014 seems a lifetime ago. So what is a good Net Promoter Score in 2022 , compared to 2014?

Shareholders 52

Shareholders B2B B2C Customer Experience 52

SBI Growth

AUGUST 9, 2013

Two of your eight sales managers have high turnover. However, removing a sales manager causes sales disruption. Having an open sales manager forces you fill in for the team. Sign up for Making the Number in 2014: A Sales Strategy You Can Execute. By signing up, you will get our Sales Manager Stay or Go Guide.

Sales Management 115

Sales Management Management Sales 115

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. Talent development is a key differentiator heading into 2014. Turn managers into leaders. This One-on-One Coaching Tool was customized by sales managers facilitating the training. Turn managers into leaders. Gamify the training.

Sales Management 120

Sales Management Management Sales CRM 120

Blue Canyon Partners

SEPTEMBER 11, 2020

Both types of pitfalls lead to a product portfolio that 1) does not address a broad set of customer needs and 2) contains too much variety and customization to be efficiently managed. How does product strategy and product management fit into these strategic goals? What are the overarching strategic goals for the company?

Management 52

Management Supply Chain Value Proposition Suppliers 52

Blue Canyon Partners

SEPTEMBER 11, 2020

Both types of pitfalls lead to a product portfolio that 1) does not address a broad set of customer needs and 2) contains too much variety and customization to be efficiently managed. How does product strategy and product management fit into these strategic goals? What are the overarching strategic goals for the company?

Management 52

Management Supply Chain Value Proposition Suppliers 52

SBI Growth

MAY 17, 2014

Buyer Persona Account Management 2014 planning Sales Manager Sales Manager Resources' You missed the Q1 number and Q2 isn’t looking too good. You’re worried. And you should be. Over 60% of sales leaders who trail through Q2 don’t make the number.

Account Management 110

Account Management Sales Management Management Sales 110

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

JANUARY 8, 2024

I completed levels 2 and 3 counselling qualifications in 2014 and completed a year of a level 5 qualification and then took a break. Since then I have qualified in a variety of psychological disciplines including psychometrics and professional coach/mentoring. After Covid, I started on the final Level 4 two-year qualification at Heartwood.

Emotional Intelligence 26

Emotional Intelligence Management Marketing Profitability 26

Red Star Kim

NOVEMBER 2, 2023

McDermott Will & Emery has a unique approach to business development, a key component of which is a global training program for partners on managing their networks. They evaluated more than 108 attributes for their impact on performance and rated partners’ business-development performance using a standard five-dimension scale.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Red Star Kim

MAY 9, 2023

Charismatic people have a way of managing their nerves, so they are confident and believe that they are supposed to e a part of the interactions they’re in. A 2012 study by Larry D Rosen researched students and found that they could only study for three minutes at a time – laptops and phones providing the most distraction.

Emotional Intelligence 130

Emotional Intelligence e-Learning Communication Finance 130

Openview

MAY 22, 2018

Sales Knowledge Management to the rescue! Knowledge Management vs. Content Management. According to Oracle , “The function of [Enterprise Content Management] ECM is central management of content – the ability to create, share, and control content through structured business processes. Efficiency.

Management 71

Management Sales Brainstorming Organization 71