Holden Advisors

SEPTEMBER 21, 2021

Imagine if you could banish “no-decision” from your sales funnel. More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. Top-performing strategic account managers get this. What’s standing in your way? They sell potential.

Decision-making 435

Decision-making B2B Profitability Account Management 435

Red Star Kim

FEBRUARY 22, 2024

Ask a series of focused, open-ended questions that encourage reflection (Clark & Egan, 2015). – Kim Tasso March 2010 How do you close a sale? For notes on reflection: Marketing Continuing Professional Development (CPD) (kimtasso.com) You may or may not have a specific goal in mind when you ask questions.

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

QYMATIX

NOVEMBER 1, 2022

By 2025, 75% of B2B organizations will use AI-powered sales solutions for hyperautomation, according to Gartner. There is keen interest in artificial intelligence (AI) and machine learning specifically for sales management in the B2B market. But other factors are making hyper-automation in sales inevitable.

Artificial Intelligence 40

Artificial Intelligence Sales Management Management B2B 40

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

Red Star Kim

AUGUST 30, 2022

Product management. For information on a popular learning model: Improve learning effectiveness – Using Kolb’s learning styles (kimtasso.com) August 2015. Integrated marketing communications – a review of several sales and selling methodologies and their integration with marketing processes. Technical competencies.

Marketing 130

Marketing Digitalization Insurance Communication 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

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

Zendesk

JANUARY 24, 2022

But before they can even get to that point, they need to make their biggest sale ever: themselves. When you’re applying for a sales job, you’re essentially selling your value to a hiring manager. The hiring process is almost like a “sales funnel” if you think about the application stage through the onboarding stage.

Sales 98

Sales Acquisition Sales Management Leadership 98

Red Star Kim

SEPTEMBER 26, 2023

I presented a methodology to design marketing and BD team structures in November 2015. Process integration – Some firms separate out marketing, communications and sales functions – usually the larger firms where more specialisation is required. In this case, account managers liaise with the fee-earners.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

QYMATIX

NOVEMBER 2, 2021

Revenue stagnation is a nightmare most managers are scared to dream. No manager wants that. However, sales leaders are currently under tremendous pressure to grow profitably. Sales acceleration and profitability are difficult to mix. It is hard to have that sales growth cake and eat it too. And to quote John F.

B2B 103

B2B Sales Profitability Sales Analytics 103

Agile CRM

DECEMBER 23, 2022

Best Learning Management Systems (LMS), which are software platforms or applications, is used for planning, delivering, and administering educational courses and training programs. Learning management systems were first developed as a result of technological developments and changing needs of instructors and students.

Management 52

Management e-Learning Artificial Intelligence CRM 52

Hubspot Sales

JANUARY 26, 2022

Every person who has considered a career in sales has asked the following question: Is sales a good career? With high turnover rates and reports of burnout in sales floors, sales might not seem like a worthwhile career. In this post, we’ll cover what you need to know if you’re considering a career in sales.

Interpersonal Skills 102

Interpersonal Skills Sales Value Proposition Publishing 102

Aepiphanni

DECEMBER 17, 2020

Philip Campbell, a CPA and author of Never Run Out of Cash, once said that while cash is the lifeblood of businesses, what fuels a company’s success is their ability to efficiently manage their cash flow. This highlights the importance of cash flow management. Efficiently manage your receivables.

Management 40

Management Suppliers Finance Small Business 40

Red Star Kim

MARCH 24, 2023

Nearly 40% said the majority of their time was spent supporting M&BD executives and managers. Many reported that most of their time was work such as tactical marketing promotions , client and referrer relationship management and internal marketing. As the poll results below indicate, their roles are varied.

Marketing 130

Marketing Digitalization Communication Media 130

Hubspot Sales

MAY 28, 2024

She’s had her business on Etsy since 2014, but it’s no longer the primary source of her sales. These platforms make it easy to get your handmade products in front of a large audience, manage and market your shop, and collect payments without worrying about a ton of fees. Kate de Palma, owner of Scented Designs Candle Co.

eCommerce 83

eCommerce Retail Small Business Manufacturing 83

Red Star Kim

SEPTEMBER 5, 2023

For example, learning a sales process including documents and offers for clients that use colour and images to explain simply. Topics include: Professional and Practical skills for Marketing & BD Assistants, The Proactive Marketing Executive and Future Marketing Manager. Some were particularly noteworthy.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Red Star Kim

MAY 9, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. 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.

Emotional Intelligence 130

Emotional Intelligence e-Learning Communication Finance 130

Red Star Kim

SEPTEMBER 26, 2022

An early poll asked about their interest in the modules of the session: 50% were most interested in tactical marketing/communications, 30% in client and referrer management relationship practices and 20% in all aspects (including strategy). Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com). 11% research.

Digitalization 147

Digitalization Media Marketing Communication 147

Red Star Kim

DECEMBER 5, 2023

Sometimes marketing and sales system are not integrated. And there was the added complication of long sales cycles. | Microsoft Dynamics 365 CRM Software | Infor CRM SLX (In 2014, Infor acquired Saleslogix from Sage) What is Intapp CRM?

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Hubspot Sales

NOVEMBER 9, 2020

One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. But is it the best sales advice for modern reps? While the close is an important event within the sales process, there are many events long before the deal is closed that also require time, attention, and effort. Not necessarily.

Decision-making 144

Decision-making Stakeholders Sales B2C 144

Deep Insight

DECEMBER 1, 2022

Revenues at Kainos, excluding acquired companies (£m, 2015-2022). The graph on the right shows that in 2015, Kainos generated revenues of £61m. Its revenues would still have grown as the clients that were on its books in 2015 generated revenues of £68m in 2016. Many companies grow revenues by investing heavily in new sales.

Profitability 52

Profitability Procurement B2B Digital Transformation 52

Red Star Kim

FEBRUARY 21, 2024

What management systems are required? Most sales frameworks are based on evidence that shows the right order in which we ask questions. SPIN selling Neil Rackman, a research psychologist at Huthwaite Research, analysed more than 35,000 sales calls over a period of 12 years. – Kim Tasso March 2010 How do you close a sale?

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Hubspot Sales

APRIL 8, 2020

Field sales has been dying for years. They're not excited about working inside, so they are happy to be distracted from telephone sales by customer service and administrative activities — meaning not a lot of selling actually gets done. Why Inside Sales is Outpacing Field Sales. The Inside-Out Sales Function.

Sales 118

Sales eCommerce Account Management Organization 118

KAMCast

NOVEMBER 19, 2020

In this episode… In a world where the vast majority of internet traffic is video content, how can we leverage the creation, production and value of video to maximise sales return? I’m sure there are many key account management professionals who will be wrapping their heads around that one.

Co-Creation 52

Co-Creation Key Account Management Internet Media 52

Hubspot Sales

DECEMBER 19, 2019

When a company first starts out, the founders aren't concerned with establishing a clearly delineated sales process; they're worried about getting any sales at all. The company’s scant sales team — often comprised of just a VP and maybe one or two reps — is often given license to get customers in the door however they see fit.

CRM 99

CRM Sales Software Software 99

Hubspot Sales

AUGUST 2, 2018

The Best Sales Movies of All Time. Joy (2015). Kurt Russell plays a hotshot used car hustler who dreams of running for state senate in Robert Zemeckis’s outrageous sales satire. Playing the manager in charge of doling out prospective sales leads, Kevin Spacey’s cold-blooded smarm has rarely been more effective.

Insurance 111

Insurance Luxury Goods Sales Decision-making 111

Engage Selling

JANUARY 22, 2015

Is this the start to 2015 you wanted? By now, you can probably gauge your start to 2015. Are you hitting weekly sales targets at a better pace than in 2014? We’re quickly approaching the last week of January. Have you accomplished your goals for January? If you aren’t off to the start that you […].

Client Relationships 79

Client Relationships Management Sales 79

SBI

JANUARY 7, 2015

Today’s sales leaders are fortunate to have a wide array of sales acceleration solutions to choose from. That becomes all the more evident when you take a look at the release of our final Top Sales Tools of 2014 guide where you’ll find the top 50 tools for improving sales performance and results. Membrain – Sweden.

Innovation 54

Innovation CRM Internet Sales 54

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Download Now Here are a few things to consider as you write an email that’d help you with sales prospecting. Check out our post about the best sales email subject lines if you want to see some of these tips in action.

Sales 98

Sales Decision-making Value Proposition Meetings 98

Red Star Kim

AUGUST 1, 2023

It’s rare to have a sales team in professional services as they do in other sectors. Have empathy – Most fee-earners are really stretched to meet their targets, serve their clients and manage their teams. So think about what you (and the management team) need from a M&BD plan and what the fee-earners need from a plan.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Insightly

JANUARY 26, 2024

Salesforce, HubSpot, and Insightly are three prominent customer relationship management (CRM) platforms, each offering unique features and functionalities tailored to diverse business needs. In 2015, HubSpot added a CRM component. Salesforce vs. HubSpot vs. Insightly – the eternal question.

CRM 52

CRM Artificial Intelligence Decision-making Management 52

Insightly

MARCH 11, 2024

The history of customer relationship management spans over five decades and has spurred the continuous evolution of CRM technology. billion devices in 2015, nearly tripling to 42.62 Effective workflows can move prospects through sales and marketing pipelines quickly resulting in an increase in pipeline velocity. billion in 2022.

CRM 52

CRM Artificial Intelligence Cybersecurity Internet 52

Insightly

MARCH 11, 2024

The history of customer relationship management spans over five decades and has spurred the continuous evolution of CRM technology. billion devices in 2015, nearly tripling to 42.62 Effective workflows can move prospects through sales and marketing pipelines quickly resulting in an increase in pipeline velocity. billion in 2022.

CRM 52

CRM Artificial Intelligence Cybersecurity Internet 52

Nutshell

AUGUST 24, 2018

Inside sales refers to any form of selling that isn’t done face-to-face. Unlike outside sales (or field sales ) reps, inside sales reps connect with potential customers remotely through phone, email , and web conferencing. Among B2B companies, the use of inside sales reps has exploded in popularity.

Sales 91

Sales Co-Creation Publishing B2B 91

Hubspot Sales

JULY 13, 2023

AI is increasingly becoming a natural addition to daily workflows across sales and revenue departments. 79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. But what brings about these AI concerns in sales?

Leadership 80

Leadership Sales Cybersecurity Government 80

Zendesk

OCTOBER 25, 2023

Whenever I talk to startup founders, I tell them, ‘Do not ignore go-to-market motions, you need to be in those meetings, running those meetings, running the sales process—there is no better learning than that,’” he says. The CDR is a team member in the account management organization.

Prioritization 52

Prioritization Marketing Account Management Innovation 52

Corporate Visions

NOVEMBER 7, 2019

The post Are Buyer Personas Sabotaging Your Sales? One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. In 2015, an average of 5.4 The same can be said about basing your sales and marketing messages on personas. by Tim Riesterer appeared first on Corporate Visions. Here’s why.

Sales 100

Sales Decision-making B2B Marketing 100