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. They sit in the annual kickoff meeting worried about their future. Think about the future: What should your sales organization look like in 2014 and beyond?

Decision-making 117

Decision-making Sales Leadership Sales Leadership 117

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. You may meet resistance, but you will realize tremendous gains, including: Results generated in half the time.

Marketing 124

Marketing B2B Decision-making Acquisition 124

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

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And another that a command-and-control approach often leads to out-of-date strategy and out-of-touch leaders (See Book review: The Management Shift by Vlatka Hlupic (kimtasso.com).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

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

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

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. INTERNAL MEETINGS. The greatest part of admin is spent on internal meetings.

Sales Management 124

Sales Management Management Prioritization Decision-making 124

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. Not recapping meetings to ensure all goals were met. Help hold yourself accountable by including your manager or mentor on this invite as well. Execute your plan and reap the rewards in 2014!

Sales Training 48

Sales Training Prioritization Management Meetings 48

Red Star Kim

NOVEMBER 2, 2023

He drafts messages to his connections in those organizations and proposes that they meet to discuss the implications. 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.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

SBI Growth

AUGUST 3, 2013

Meet Kathy. Manage the selection of a consulting firm who specializes in developing Buyer Process Maps. Generates meetings with decision makers inside of your target prospects. This year it is titled: How to Make Your Number in 2014 : A Sales Strategy You Can Execute. She’s a Marketing VP at a B2B logistics company.

Meetings 121

Meetings Marketing Logistics Sales 121

Red Star Kim

DECEMBER 5, 2023

Microsoft Dynamics 365 CRM Software | Infor CRM SLX (In 2014, Infor acquired Saleslogix from Sage) What is Intapp CRM? There were comments that it was unusual for people to be in the office so face time and in person meetings – where it is easier to develop rapport, trust and solid working relationships – were rare.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

MAY 15, 2023

But there are helpful ideas too – many of them based on managing your own and reading others’ body language (NVC) and simple psychology principles. There are a few tricks that made me cringe. And a few that seem rather out of touch with modern day life. Many are social etiquette basics.

e-Learning 130

e-Learning Communication Meetings Digitalization 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. Senior management and human resource professionals stressed the need for transparency.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

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

MAY 9, 2023

Amongst the suggested questions when meeting someone new include: Tell me something about yourself, what was the highlight of this week, are you working on anything exciting at the moment and how did you join this industry. He also offers an exercise to imagine meeting with someone for the first time.

Emotional Intelligence 130

Emotional Intelligence e-Learning Communication Finance 130

Account Manager Tips

JULY 13, 2022

It’s from 2014 but the findings are just as relevant today. The researchers conducted 35 interviews between sales people, sales managers and buying decision makers following failed key account sales proposals. In all my years of key account management, I’ve rarely done them. What were the deciding factors? Pipeline dry?

Key Account Management 130

Key Account Management Sales Account Management B2B 130

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. Monitor effectiveness and impact.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

FEBRUARY 21, 2024

When we meet someone, we show interest in them and learn about them (to build empathy and see the world through their eyes An introduction to emotional intelligence (EQ) and empathy (Video) (kimtasso.com) ) by asking questions. Questions are important when we meet someone new. For example, when we first meet at a networking event.

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

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

AchieveIt

JANUARY 2, 2024

If this sounds familiar, you might consider shifting to a new tool to manage your strategy. Often, tools like MS Project or specific project management software serve the power users well but pose challenges for users outside those groups. You can avoid this by sharing progress updates with all stakeholders before a team meeting.

Organization 52

Organization Government Onboarding Transportation 52

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. How You Avoid Losing the 2014 Battle. It can be designed now and rolled out at the Q1 meeting.

Sales 123

Sales Finance Decision-making Meetings 123

Red Star Kim

FEBRUARY 22, 2024

– Kim Tasso March 2010 How do you close a sale? – Kim Tasso July 2008 The post What is Socratic questioning? Questioning skills) appeared first on Kim Tasso.

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

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.”. Think about how your solutions enable them to better manage some or all the activities for which they are responsible.

Supply Chain 82

Supply Chain Logistics Manufacturing Investors 82

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

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 116

Account Planning Sales CRM Prioritization 116

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. Discover the best way to make your 2014 number. Become world class and make your number in 2014. This will all create more productivity in 2014. Think about it this way.

Decision-making 117

Decision-making Leadership Marketing Organization 117

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. I’ll paint this picture another way.

Sales Management 109

Sales Management Management Sales Leadership 109

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

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

ClearPoint Strategy

DECEMBER 10, 2021

Every quarter, Germantown’s city administrator meets with department directors to review progress and results, which are then shared publicly with citizens via a community dashboard. Origin Bank established three meetings, each with a distinct purpose, to be held each quarter.

Organization 98

Organization Computers and Electronics Banking Government 98

SBI Growth

NOVEMBER 28, 2013

With it, you identify areas to improve so your team can make 2014’s number. It will also provide steps to undertake for making 2014’s number. What to do for 2014? Facilitate a meeting between sales and corporate leadership to propose your approach for ensuring 2014 strategy execution. What to do for 2014?

Facilitation 110

Facilitation Sales Leadership Sales Leadership 110

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

Red Star Kim

JULY 1, 2022

She mentions research that suggests when we meet someone, our brain is wired to scan for signs of trustworthiness and references psychological safety (being able to share our thoughts without being judged). She shares the helpful guidance from management and AI lecturer Brigette Tasha Hyacinth “ Fill in the blank.

Communication 130

Communication Digitalization Media Meetings 130

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. Social selling - how to sell and prospect by leveraging social networks and generate meetings with decision makers.

Decision-making 128

Decision-making Sales B2B Meetings 128

SBI Growth

OCTOBER 18, 2013

In addition, you''ll receive all of the other tools deigned to help you make your number in 2014. They want to be in every negotiation meeting and contract signing. You''ll also be registered for our annual Research Tour. Average VPs predominantly engage in late stage deals. The typical sales VP looks at late-stage opportunities.

Management 121

Management Negotiation Sales Meetings 121

Zendesk

OCTOBER 5, 2022

Meet your customers where they are. Meet your customers where they are, and be open to shifting tactics based on customer needs. into a single platform where you can easily track and manage all your customer conversations. Give customers the VIP treatment and manage customer relationships proactively to avoid churn.

Innovation 98

Innovation Supply Chain Software Software 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. Give you guidance how to coach your managers and reps on Social Selling. It generates meetings with decision makers at a higher rate. Treat this as you would anything else you coach and manage.

Decision-making 127

Decision-making Sales Meetings Management 127