Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. So targeting is often more important and more challenging.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Corporate Visions

APRIL 3, 2018

She loves being in the clinic talking to doctors, and she dreads talking to procurement staff, or worse, hospital executives. Sarah is a fictitious rep, but she reflects the experiences of many of today’s medical device sales representatives. Centralized Procurement. It’s not the seller it’s the system. Value-Based Purchasing.

Procurement 40

Procurement Healthcare Investors Insurance 40

PandaDoc

NOVEMBER 25, 2022

Probably the most popular approach to complex B2B sales, solution selling has been around for decades. It is still being taught to many sales reps around the world, and there are compelling reasons to do so. Personalization has a strong effect on sales effectiveness. Ready to fortify your sales pipeline? Simplification.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Hubspot Sales

AUGUST 7, 2018

Win-loss review analysis is one of the most difficult parts of the sales process. If you won the deal, it's likely your sales team is at the bar tossing back a few drinks. In a 2016 study by CSO Insights , researchers found teams that regularly used win/loss analysis outperformed those that did not. Now let’s drink.

Procurement 76

Procurement Decision-making Logistics Stakeholders 76

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager? What is a sales enablement manager?

Management 52

Management Sales Software Software 52

Openview

MARCH 26, 2018

Arguably one of the most underrated elements of enterprise sales is account planning. However, even though strategic account planning sessions are viewed by the sales organization as helpful and important, they simply don’t happen often enough. require that each sales professional develop strategic account plans.

Account Planning 33

Account Planning Procurement Decision-making Small Business 33

SmartKarrot

JANUARY 28, 2022

The company’s vision is to create a world where users can easily access software-based care and should be able to make informed decisions at lower costs. Founded in: 2016. Gong is a call monitoring solution that helps internal sales teams understand and design functioning strategies. Founded in: 2016. Redis Labs.

Artificial Intelligence 10

Artificial Intelligence Cybersecurity Innovation e-Learning 10