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.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Hubspot Sales

MARCH 19, 2018

New research from Richardson Sales Training reveals the biggest focus for sales professionals in 2018 should be articulating value. Top challenges facing salespeople in 2018 included: Creating a targeted prospecting strategy. Balancing sales and relationship management. Building the right sales skills.

Decision-making 144

Decision-making Sales Training Organization Sales 144

Hubspot Sales

NOVEMBER 1, 2017

What are the sales trends of 2018? Sales automation. 2018 is just around the corner. And if history repeats itself, just like 2017 we’ll see major developments in the sales world. To find out what’s coming, I asked sales leaders, experts, and reps to predict the top sales trends of 2018.

Sales 137

Sales B2C Decision-making Account Management 137

Hubspot Sales

JANUARY 4, 2018

2018 Sales Enablement Trends. AI takes over more and more of the sales process. Sales training is added back to the budget. Sales teams shrink in size. Sales enablement has grown from a buzzword into a strategic investment for organizations looking to lead and not follow. CRMs are a necessity, not a nicety.

Artificial Intelligence 98

Artificial Intelligence Sales Training Sales B2C 98

Red Star Kim

JULY 11, 2022

Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure. Some reported that the reward systems worked against initiatives that reach beyond the immediate client and market focus of individual fee-earners (e.g. Delegate poll results and break out summaries are shown below.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Hubspot Sales

DECEMBER 26, 2017

SDR/BDR Skills for 2018. We’re about to turn the corner into 2018. And from where I stand -- as the manager of an inside sales team -- one thing is clear. To be successful next year and beyond, sales development reps need to think outside the box. Video prospecting. Highly customized outreach. Active listening.

e-Learning 144

e-Learning Sales Marketing Management 144

Hubspot Sales

OCTOBER 26, 2017

So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. The Best Sales Conferences. Digital Sales Engine. Sales Acceleration Technology Summit. AA-ISP Digital Sales World 2018. Sandler Sales & Leadership Summit. TOPO Sales Summit.

Artificial Intelligence 111

Artificial Intelligence Sales Leadership Leadership Sales 111

Red Star Kim

DECEMBER 2, 2022

It was a full house at November’s PM Forum workshop for Proactive Marketing and Business Development Executives. Release time to become a more proactive Marketing and Business Development Executive. This article summarises the main themes that arose from the discussions and exercises and forms part of the day’s learning resources.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Hubspot Sales

JANUARY 31, 2018

I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. But being a salesperson in 2018 is very different than being a salesperson in 1987.

Sales 145

Sales Media Meetings Brainstorming 145

SBI

OCTOBER 11, 2018

If you weren’t there, you missed great sessions like: Building (and finding) a Marketing Technology Team. What Every Marketer Wants to Know About SalesTech but is Afraid to Ask. Because it is perfectly timed with our annual Top Marketing Tools Guide. Our Top Marketing Tools Guide has just 17. Of course not!

Marketing 55

Marketing Sales B2B 55

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. What’s standing in your way? Top-performing strategic account managers get this. They sell potential.

Decision-making 435

Decision-making B2B Profitability Account Management 435

Hubspot Sales

JULY 19, 2018

It’s important to get the industry news, trends, and marketing advice you need quickly, so you can get back to what real estate is all about -- helping your clients. So, I’ve put together a carefully curated list of the best real estate blogs to follow in 2018. Real Estate Blogs Every Realtor Should Read in 2018. Happy reading!

Investors 129

Investors Finance Marketing Construction 129

Hubspot Sales

OCTOBER 25, 2018

And they support their franchisees with training and assistance with site selection, construction, operations, management, and marketing. When was the last time you made a fast food stop or purchased a coffee before work? Maybe you've even considered purchasing and owning one yourself. Size and growth. Brand strength. McDonald's.

Advertising 143

Advertising Profitability Construction Media 143

Drift

NOVEMBER 19, 2018

There are only 27 business days left in 2018. 27 selling days, 27 days to hit your 2018 revenue goal. You probably already have your plan – how marketing can pump more meetings into the sales team’s calendar before we call 2018 a wrap. Every day and hour counts. Which means every meeting counts.

Meetings 91

Meetings Sales Marketing 91

Zendesk

AUGUST 19, 2021

As technology becomes more sophisticated, so do virtual sales and marketing techniques. You may have heard of “conversational marketing” as a more modern alternative to other lead generation and customer engagement techniques. But what is conversational marketing, and what makes it different?

Marketing 98

Marketing Software Software Customer Experience 98

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. Achieve more engagement and buy-in: Relationships, Plan, Expectations, Benefits, Persuasion and Training. Everyone is different.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Hubspot Sales

AUGUST 10, 2018

This should tell you one thing: if you’re selling a house in 2018, you don’t just need to be on the internet, you need to be on the right real estate websites. List home for sale, new homes, resale homes, new construction, acreage, lots, land, commercial property, and investment property here. So, exactly what are those websites?

Internet 131

Internet Investors Construction Government 131

Hubspot Sales

JUNE 30, 2020

Sales-marketing alignment is a hot topic for most sales and marketing organizations and has been since the beginning of business. Here on the HubSpot blog, we’ve published several posts outlining ways sales and marketing organizations can work better together. Sales Cycle Time. Customer Turnover Rate.

B2B 140

B2B Publishing Organization Communication 140

Red Star Kim

SEPTEMBER 26, 2022

Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”. What motivates them? A need to connect.

Digitalization 147

Digitalization Media Marketing Communication 147

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. A company goes to an external agency (or its internal marketing team) for help to develop more business.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Hubspot Sales

NOVEMBER 29, 2018

Amy Youngren excels in real estate marketing through her videos, and she's one of Inman's 100 most influential real estate leaders. As technology advances, so has the real estate industry. And videos have become key tools for realtors to share their listings and introduce themselves to prospective clients. Real Estate Listing Videos.

Internet 139

Internet Negotiation Profitability Communication 139

SBI Growth

JANUARY 16, 2019

The Importance of B2B Reputation Management Greg Clark, the Chief Marketing Officer for Caliber Collision Centers demonstrates customer reputation and management… Why Most Marketing Generated Personas Fail with the Sales Force A large portion of your marketing content budget is being wasted on.

B2B 67

B2B Marketing Management Sales 67

Xant

APRIL 15, 2021

One of the most positive outcomes from the past year was the swift adoption and embrace of technology for sales and marketing. As a result, many sales technologies saw rapid growth, and sales teams shifted their priorities and strategies. In 2017, 2018, and 2020, the ratio has declined from 3.0

Sales 110

Sales Decision-making Organization Innovation 110

Showpad

APRIL 25, 2018

On May 25 2018, the GDPR ( General Data Protection Regulation ) will go into effect, changing how companies around the world deal with the personal data of people residing in Europe. GDPR is Europe’s new framework for data protection. We now create mountains of digital data every day. Obtaining Consent. Ability to Opt-Out.

Marketing 40

Marketing Government Sales Digitalization 40

Outbound Engine

JANUARY 26, 2021

Here are a few of the biggest email marketing mistakes businesses should avoid. Ignoring that reality is absolutely one of the biggest email marketing mistakes. If you send the same exact email month over month to the same people, your email marketing will not benefit your business. Not embracing mobile. Getting stuck in a rut.

Marketing 89

Marketing Small Business Communication Insurance 89

SBI Growth

JANUARY 12, 2019

How to Implement and Utilize an ABM Program to Maximize Potential Chief Evangelist and Co-Founder delves into the topic of ABM to help CMOs capture and implement this emerging best practice… Creating Interlock Between Sales and Marketing SVP of Global Sales for.

Marketing 69

Marketing Sales Digitalization 69

SBI Growth

JANUARY 16, 2019

What to Do to Enter a New Market Walt Megura, the VP of Emerging Industry Segments and Channels for Ericcson, demonstrates how to ensure you have the right sales strategy and talent to enter new markets… When Is a 100 Day Plan.

Marketing 69

Marketing Sales Digitalization 69

Hubspot Sales

FEBRUARY 16, 2018

After a long day of sales calls, juggling what feels like a million prospects, and filling out endless CRM fields -- it’s easy for salespeople to slip into bad work habits. In sales, we’re faced with rejection every day. To break bad habits, begin by defining the behavior you want to change and identifying what triggers that behavior.

Sales 111

Sales Brainstorming Meetings Publishing 111

Hubspot Sales

MARCH 25, 2024

Anyone not living under a rock knows that subscription businesses are huge these days: The global subscription market is projected to reach $1.5T If you look at a list of the “fastest” growing SaaS companies, besides having a great product and great go-to-market skills, they’re usually B2B sales-led products.

Investors 83

Investors Acquisition B2B Digitalization 83

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”. We tackled delegate questions as well as coaching and consulting scenarios along the way. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

SBI Growth

DECEMBER 27, 2018

Benchmarking Marketing Performance for Your Portfolio Companies From generating awareness to brand advocacy, high-performing marketing teams drive revenue and customer acquisition throughout the customer lifecycle. Leading Indicators of Sales Performance You. But how do you measure the success of those investments?

Acquisition 67

Acquisition Marketing Sales Digitalization 67

The Center for Sales Strategy

DECEMBER 27, 2017

Here at the Center for Sales Strategy, we are constantly asked to look at sales, sales management, and sales marketing trends, and to make predictions about what the landscape might look like in the future. At the end of each year, we make what we consider to be our bold predictions for the following year.

Sales 95

Sales Sales Management Marketing Management 95

Hubspot Sales

FEBRUARY 6, 2018

Here’s the 2018 list (from most-used to least), along with our suggestions for more convincing swaps. For example, if you’ve worked in B2B SaaS sales for most of your career, you might write, “I’m a senior Account Executive with seven years of experience in B2B SaaS.”. Skilled" is a new addition to the list in 2018.

Decision-making 111

Decision-making Leadership Prioritization Healthcare 111

SuperOffice

DECEMBER 8, 2020

Today’s leading companies are turning toward relationship marketing strategies that build lasting relationships with new customers, while strengthening the connections with their existing customers, and in this way encourage loyalty. Relationship funnel vs. sales funnel. As a result, customers are switching to competitors.

Marketing 98

Marketing Customer Experience Profitability Media 98

SBI Growth

JANUARY 16, 2019

Deciding Between Organic and Inorganic Growth A two-part series with Steve Grimshaw, the CEO of Caliber Collision, on how to orchestrate the perfect level of inorganic growth to grow revenue and maximize value for your company… Establishing Interlock between Marketing, Sales,

Marketing 67

Marketing Organization Sales Digitalization 67

Hubspot Sales

MAY 25, 2018

Here’s a list of some of the best Bluetooth headsets on the market. If you travel extensively or conduct on-site sales in tough conditions, this might be the perfect set for you. You’ll enjoy motion- and environment-sensitive, noise-cancelling features -- meaning you won’t have to worry about hearing prospects on a busy sales floor.

Sales 126

Sales Marketing Communication 126

Hubspot Sales

FEBRUARY 13, 2018

Over the last 10 years, inbound marketing has proven to be a great way to generate leads and acquire customers and help you hit your quota. But what if you don’t have a marketing department or your marketing team doesn’t practice inbound? Luckily, the inbound sales methodology provides many ways to fill that need.

Marketing 111

Marketing Media B2C Digitalization 111