MDI Training

MARCH 24, 2021

This is where the Process Communication Model (PCM) can help. A great communication and personality model! In this blog, Anita Berger, Gunther Fürstberger and Masha Ibeschitz share more about the Process Communication Model (PCM) and other valuable impulses that help to consciously initiate change.

Communication 95

Communication Leadership Digital Transformation Innovation 95

Red Star Kim

JANUARY 28, 2024

“The secret of change is to focus all of your energy, not on fighting the old, but on building the new” Socrates Emotional intelligence and change Emotions during change Convincing people of the rational need for change – making the business case – is relatively easy. Winning their hearts – and emotional commitment – is tougher.

Emotional Intelligence 130

Emotional Intelligence Leadership Management Facilitation 130

Red Star Kim

FEBRUARY 15, 2024

It’s worth touching on some related skills : Facilitating Essentially, facilitation is about making communication, interaction, collaboration or learning easier. Facilitation skills provide opportunities and resources to a group of people that enable them to make progress and succeed.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Hubspot Sales

APRIL 10, 2020

For your customers, that means there is a new expectation that they should be taken care of on a human level, not just as a means to make quota. Here are five ways to shift your sales strategy to adapt to buyer behavior in 2020. Following an Inbound approach has gained considerable momentum in the past few years. Thank you.".

CRM 130

CRM Communication Decision-making Internet 130

Red Star Kim

OCTOBER 10, 2023

Five steps to provide customized coaching and support to each employee: Organize key information about each employee into a spreadsheet Your own observations of the person, and your assessment of his or her potential Feedback he or she has given you about your management style The employee’s preferred ways of working Key motivators for the person, (..)

Artificial Intelligence 130

Artificial Intelligence Emotional Intelligence Decision-making Digitalization 130

Red Star Kim

SEPTEMBER 20, 2023

This book – published in 2020 – is also focused on internal conversations at work. It concentrates on making the first minute of a conversation with a colleague (or client) effective. As such, it addresses two critical elements of good communication – being concise and clear. Normal, everyday work topics.

Communication 147

Communication Meetings Publishing Decision-making 147

Red Star Kim

AUGUST 29, 2023

To change behaviour the intervention must be: EASY – If a decision requires minimal effort, it’s more likely to be the one that’s chosen.

Management 130

Management Marketing Decision-making Government 130

Red Star Kim

MAY 2, 2023

Following my past research (some of which was published in my 2020 book Essential soft skills for lawyers (kimtasso.com) ) I keep an eye out for the latest information relating to the soft skills (particularly leadership skills) most in demand and how these relate to the professional services sector.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

SBI Growth

APRIL 11, 2020

It can be difficult to keep up with current updates and regulations surrounding this new normal. Without knowing the full implications of how long this crisis will last, how are business leaders adapting their strategies, especially when working with customers.

Decision-making 110

Decision-making Customer Experience Customer Success Communication 110

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. There is rarely a deep understanding of how disparate and disconnected decision-making units are across such large organisations.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

FEBRUARY 12, 2024

Understand their decision-making process. Make an emotional connection – Connect with your reader. Use inclusive language – Remove words and phrases that put people off Reduce – Make it more concise. Make it scannable – Are there sufficient sub-titles and sub-headings? Develop empathy. Conduct an interview?

Media 130

Media Financial Services Advertising Decision-making 130

Red Star Kim

OCTOBER 13, 2023

These are not aligned to professional services marketing. They focus on marketing rather than business development. A New Approach to Writing Job Descriptions (hbr.org)) Then it was over to the delegates – split into two teams to consider what current and future competencies they felt were important.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Red Star Kim

MARCH 1, 2024

This is challenging as everyone is time poor and most communications are digital. And we know that face-to-face communication is most effective in building relationships. Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

FEBRUARY 21, 2024

We ask questions to avoid making wrong assumptions or adopting the wrong focus. will make people pause to consider how their feelings compare with those they had the previous day. Two big guns of communication – face-time and reframing (kimtasso.com) Redefining and reframing a problem is often a step in problem-solving methods.

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Strategic Account Management Association

APRIL 5, 2021

They make great paperweights, but if asked about specific details, most of us might offer an uneasy grin, knowing that we have companions-in-arms, equally guilty of shirking that responsibility to read altogether. The first communicates what a company wants to communicate, the second communicates what the company must communicate.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Red Star Kim

DECEMBER 18, 2023

However, top-down analysis and decision-making ensures that the various units are working towards the firm’s goals (a “one-firm approach”) and making tough choices between competing interests. And where people have developed their own strategy they are more likely to work towards its successful implementation.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Hubspot Sales

MARCH 3, 2020

2020 Sales Strategies. Over the past decade, digital marketing has changed the way consumers make buying decisions. To succeed in 2020 and beyond, your sales approach needs to make similar strides. Now that we are well into 2020, data is only going to become more and more important.

Artificial Intelligence 90

Artificial Intelligence Sales Retail CRM 90

Red Star Kim

JULY 7, 2023

Sometimes a simple shift in how we think (as we do when we reframe Two big guns of communication – face time and reframing (kimtasso.com) ) leads to changes in our behaviour, which in turn elicits different emotions, reactions and behaviours in others. But it helps to consider how you have reacted to change situations in the past.

Management 130

Management Emotional Intelligence e-Learning Leadership 130

Showpad

DECEMBER 31, 2019

This is a big trend – a new holistic approach around communicating value to your buyers and customers. You might say it’s not new, as we’ve known for years that we should communicate value. It’s important to integrate buyers’ steps and the gates they have to go through to make a buying decision in internal selling processes.

Value Proposition 119

Value Proposition Sales Customer Value Sales Management 119

Red Star Kim

OCTOBER 16, 2023

And the problem was compounded with extraordinarily long lead times for sales through complex decision-making processes in professional services. So strong (relevant, short, compelling and regular) internal communication programmes will help everyone understand the vision and their role in achieving it.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

OCTOBER 1, 2023

Leadership conversation skills: SCARF model of neuroscience in social interactions, collaboration and relationships The SCARF model The premise of the SCARF model is that the brain makes us behave in certain ways to minimize threats and maximize rewards.

Leadership 147

Leadership Emotional Intelligence Performance Review Communication 147

Red Star Kim

NOVEMBER 9, 2023

Let it grow like a weed in the garden | Henry Mintzberg ) The way to achieve great employee engagement is addressed in this 2021 book Book review: Influential Internal Communication by Jenni Field (kimtasso.com) ) Think before you plan “Strategy is about outthinking your competition. What is the informal decision-making process?

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Red Star Kim

JANUARY 22, 2024

They are organised into sections: The seller mind shift To see To think: Synthesising your sell To think: Communicating your sell To improve Closing the sale Selling skills The author considers the difference between using our innate natural selling skills compared to learned techniques. And that technology is making some jobs obsolete.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Red Star Kim

JUNE 15, 2023

42% Yes it’s all agreed 33% Yes but it changes 25% No How well do you understand the DMU and decision-making processes at your key clients?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

AUGUST 14, 2023

Make your content stand out. How can I improve my cross cultural communication (kimtasso.com) Curiosity Humans are curious. SEO update for professional services (October 2020) (kimtasso.com) Show don’t tell Telling isn’t selling. Stories were the original form of communication – before writing existed. And memorable.

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130

Red Star Kim

MARCH 16, 2023

This included improving internal communication and collaboration as well as motivation to devote time to internal and external referrals: cultivate a cross-selling culture. Internal communication – Why, how and what (kimtasso.com). And a key theme is on culture change. They need to be focused.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Red Star Kim

JUNE 7, 2023

Competitor strategies had to be inferred from the wide range of publicly-communicated content. However, the business rebranded its £13 billion digital communications arm (30 global agency brands) in Spring 2022 from Interactive to Song. This enables early action to position your firm appropriately.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Red Star Kim

JUNE 16, 2022

This prompted a host of discussions on engagement, internal communication, stakeholder buy-in, organisational culture and changing behaviour. This linked into various conversations on promoting internal referrals (cross-selling) through a variety of internal communications, internal marketing, training and monitoring methods.

Management 130

Management Key Account Management Digitalization Communication 130

Showpad

OCTOBER 9, 2020

This post will recap TRANSFORM 2020 keynotes, breakouts and sessions and give you some new ideas about sales enablement you can put into practice right now. In fact, 77% of B2B buyers feel that making a purchase is too complicated and time consuming. We’re making the course creation experience significantly easier.

Co-Creation 40

Co-Creation Healthcare B2B Customer Knowledge 40

The Center for Sales Strategy

SEPTEMBER 8, 2020

Remote selling, virtual selling, more communication via emails, and phone calls — it’s all the new normal. Being a sales professional in 2020 is very different than it was just last year. Buyers, who used to prefer meeting face-to-face prior to making a purchasing decision, have changed too.

Virtual Selling 85

Virtual Selling Decision-making Communication Meetings 85

Red Star Kim

SEPTEMBER 8, 2023

Context and curiosity drive commerciality and pricing By exploring key themes in commerciality and entrepreneurship, we saw why risk management and anticipating return on investment (ROI) is critical when making the business case for marketing investment. Supply and demand underpins pricing decisions for markets and clients.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Red Star Kim

SEPTEMBER 5, 2023

Neuroplasticity There’s a detailed section on brain basics (including explanations on neurons, neurotransmitters and brainwaves) for those who are unfamiliar with neuroscience which you’ll need to make sense of the later content of the book. And guidance on making best use of digital training technologies. Stories aid stickiness.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Hubspot Sales

AUGUST 11, 2020

It’s safe to say 2020 has been the year of virtual meetings. The right video conferencing tool is necessary to continue conducting business in 2020 and beyond, and choosing the right software is an important decision. Zoom has likely been the most-used app of 2020. Best for: Internal team communication.

Software 143

Software Software Meetings Decision-making 143

Red Star Kim

MAY 11, 2023

This post reviews the core material covered in Managing Brands Chartered Institute of Marketing (CIM) professional qualification (Level 6 elective New CIM professional marketing qualifications – 2020 (kimtasso.com) ) and the Cambridge Marketing College’s Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com).

Management 130

Management Co-Creation Publishing Leadership 130

Red Star Kim

NOVEMBER 8, 2022

Back in July 2020 I shared some research insights from my book “ Essential Soft Skills for Lawyers ” which generated significant interest – not least from the associated nine-minute video explaining “soft” skills featuring the Worry Monster. Such as the way we start or end our emails and how we message by text and on WhatsApp.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100

Strategic Account Management Association

SEPTEMBER 22, 2020

Earlier this year, we took stock of the myriad forces impacting health care delivery and boiled everything down to four major health care trends that every SAM needed to know in 2020. Patients communicate with their doctors over Skype, order drugs through smartphone apps and even perform basic genetic tests from home.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Hubspot Sales

NOVEMBER 17, 2020

2020 has been a year of massive change. But what does "growth" mean in 2020? In August 2020, Yelp reported that 165,735 businesses indicated that they have closed, and 97,966 (60%) of those were reported as permanent closures. What changes can sales leaders think about making when they are planning for next year?

Virtual Selling 126

Virtual Selling Shareholders Decision-making Communication 126