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

Account Management Skills

NOVEMBER 8, 2023

We discuss: why David describes the relationship between the agency, the client and the client’s procurement department as the triangle of doom.

Procurement 52

Procurement Account Growth Account Management Advertising 52

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. percent in 2016. It’s not the seller it’s the system.

Procurement 40

Procurement Healthcare Investors Insurance 40

Zendesk

OCTOBER 5, 2023

Since 2016, Mizuno has been the choice of irons for many players out of contract on the PGA Tour. Communication between departments is key Before Zendesk, Mizuno used two standalone CRM platforms for customer support and sales, which did little to provide insight into the customer experience. “It So, they’re their own department.”

Procurement 52

Procurement Manufacturing Retail Facilitation 52

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

APRIL 12, 2018

Ahh, the never-ending quest to create the perfect, predictable sales cycle. To figure it out would be like discovering the holy grail of sales. But -- as you know -- the insane number of variables and blockers in each sale makes it near impossible to fool-proof the system entirely. How to Speed Up Your Sales Cycle.

Sales 111

Sales Procurement Meetings Advertising 111

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 77

Procurement Decision-making Logistics Stakeholders 77