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

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 134

Sales B2C Decision-making Account Management 134

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

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

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

OCTOBER 26, 2017

Professional conferences are not only an opportunity to meet industry leaders -- and maybe do a little prospecting -- they’re also a way to break yourself out of your usual routine and pick up new skills. So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018.

Artificial Intelligence 111

Artificial Intelligence Sales Leadership Leadership Sales 111

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

Red Star Kim

JUNE 27, 2023

In the 2023 Annual International Marketing Benchmark – PM Forum and Meridian West (kimtasso.com) client Experience (CX) and thought leadership remained top business development priorities. The key themes arising on campaigns, thought leadership and project management – Early engagement, scoping and risk management.

Leadership 130

Leadership Management Stakeholders Communication 130

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

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

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

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 129

Internet Investors Construction Government 129

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 110

Sales Brainstorming Meetings Publishing 110

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Miller Heiman Group

APRIL 25, 2018

At the Elevate 2018 conference, industry disruption took center stage. From changing buyer preferences to declining sales performance to emerging sales technology, it quickly became clear that the world of sales and service will never be the same. As a result, organizations miss out on opportunities for innovation.

Artificial Intelligence 55

Artificial Intelligence Sales Technology Sales Innovation 55

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

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

Hubspot Sales

FEBRUARY 6, 2018

The RAIN Group Center for Sales Research surveyed 488 buyers and 489 sellers in 25+ industries to get their take on effective methods, timing, and more. Eighty-two percent of buyers say they take meetings with reps who reach out to them. What makes a meeting successful? However, a new report debunked these beliefs.

Decision-making 104

Decision-making Meetings Media Communication 104

Hubspot Sales

DECEMBER 8, 2017

The Best Mobile Sales Apps for Salespeople. HubSpot Sales. Close the Sale. Salespeople are constantly on the go, whether they're meeting with clients, flying out to give a presentation, or running to a team training. With this in mind, mobile access to sales systems aren't just a nice to have -- they're a necessity.

CRM 145

CRM Profitability Sales Meetings 145

Hubspot Sales

JANUARY 25, 2018

Consider creating a library of customer stories your sales team can use to share targeted and relevant content with your prospects via your website and sales proposals. It should be a lightweight process -- [I, a product marketer] will ask you roughly [10, 15, 20] questions via email or phone about your experience and results.

Decision-making 136

Decision-making Account Management Meetings Marketing 136

Hubspot Sales

DECEMBER 21, 2017

Advancements in sales and marketing automation are making inside selling more effective than ever before. In some industries , 55% of sales now come from inside sales teams. In some industries , 55% of sales now come from inside sales teams. Consultative selling fits the inside sales model hand in glove.

Sales 129

Sales Meetings Marketing 129

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

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

SBI

DECEMBER 27, 2018

Top 10 SalesTech Blog Posts of 2018 . 2018 was the year where the SalesTech market forces created reactions of substantial impact. 2018 was the year where the SalesTech market forces created reactions of substantial impact. Top 5 guest posts 2018. For some of you in B2B sales, this may come as a surprise.

Artificial Intelligence 37

Artificial Intelligence B2B Financial Services Healthcare 37

Hubspot Sales

JULY 22, 2018

In order to answer these questions and find out what separates sales winners from second-place finishers, RAIN Group, a sales training company , studied over 700 B2B purchases from the buyer’s perspective to find out what really happened in their buying experiences. Top 10 Sales Representative Skills. Selling Skills.

Sales 144

Sales Manufacturing Decision-making Software 144

Hubspot Sales

AUGUST 3, 2023

In this article, we’ll delve into the challenges and share expert tips for selling your AI products to an apprehensive buyer or within a competitive market. In this article, we’ll delve into the challenges and share expert tips for selling your AI products to an apprehensive buyer or within a competitive market.

Artificial Intelligence 90

Artificial Intelligence Sales CRM Meetings 90

Hubspot Sales

AUGUST 15, 2018

CEOs are extremely busy, so in my outreach, I’m not going request a meeting or a conference call. So instead of trying to think of the magical sentence or statistic that will prompt the executive to drop everything and meet with you, I encourage salespeople to consider what CEOs are willing and able to give. Use a gentle ask.

Decision-making 98

Decision-making Meetings Software Software 98

Red Star Kim

FEBRUARY 22, 2024

Long before I learned of the value of Socratic questioning in coaching and counselling, I remember an editor asking me to use Socratic questioning in some writing. Socratic questioning is a way to drive logical argument. It’s helpful in conversations, critical thinking and negotiation. So what is Socratic questioning? Questioning skills).

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Arpedio

DECEMBER 2, 2021

Are you Arpedio’s new Sales Development Representative? Are you Arpedio’s new Sales Development Representative? Are you Arpedio’s new Sales Development Representative? Are you an aspiring future Account Manager and have a passion for sales? Then you might be our new Sales Development Representative!

Account Management 98

Account Management B2B Sales Innovation 98

ReviewTrackers

FEBRUARY 24, 2021

Reputation marketing is a way of thinking about your reputation in the same way you think about your marketing – the more positive your brand’s reputation, the more growth you can deliver. Of course, the idea of reputation marketing is nothing new. Of course, the idea of reputation marketing is nothing new.

Marketing 41

Marketing Media Retail Customer Experience 41

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Sales 107

Sales Insurance Decision-making Transportation 107

Red Star Kim

FEBRUARY 6, 2023

I’ve known David Brady – the serial entrepreneur specialising in professional services marketing technology – for more years than either of us care to acknowledge (but see the articles below if you’re interested). So here is a Marketing technology system review – Clean contact data with Cirrom. Hooray to that!

Marketing 26

Marketing Artificial Intelligence CRM Digitalization 26

SBI

APRIL 16, 2019

Three Ways Digital Transformation Trends Apply to Sales & Marketing Behavior. With this in mind, there are a few ways businesses should consider digital-first trends in their support of marketers and sellers: Establish data-driven content strategies. This makes it difficult to know what is working, and what is not.

Digital Transformation 49

Digital Transformation Digitalization Marketing Sales 49

Red Star Kim

MARCH 16, 2023

And incentive and reward systems drive attention on short term sales rather than long term relationships. We were joined by delegates from legal, accountancy and consultancy firms for PM Forum’s “Cross-selling and referrer management accelerator” workshop earlier in March. What can I tell people about my services?)

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Arpedio

OCTOBER 20, 2021

Are you Arpedio’s new Sales Development Representative? Are you Arpedio’s new Sales Development Representative? Are you Arpedio’s new Sales Development Representative? ? Are you an aspiring future Account Manager and have a passion for sales? Then you might be our new Sales Development Representative!

Account Management 98

Account Management B2B Sales Innovation 98

Hubspot Sales

OCTOBER 17, 2018

When I started selling HubSpot software in 2007, no one had ever heard of inbound sales and marketing. Because HubSpot provided a solution that was completely unique in the market, we had no competition from other companies selling the idea of inbound. But by that time, we had a sizable lead in the market.

Food and Beverage 105

Food and Beverage Acquisition e-Learning Manufacturing 105

PandaDoc

JULY 1, 2020

Creating new sales opportunities and achieving stable growth is the goal of every company. Prospecting is the process of searching for potential buyers (the prospects) that are good fits for your service or product and then communicating with them in a way that moves them to the next stage of a sales pipeline. Be relentless.

Media 98

Media B2B Decision-making Software 98