Red Star Kim

JUNE 24, 2022

EQ is recognised as important in the professions, but I learned during my research for Essential Soft Skills for Lawyers in 2020 that few firms provide training on the subject. It is natural that we evaluate the people we meet and work with. Empathy is one of the core elements of emotional intelligence. It sounds easy enough.

Emotional Intelligence 130

Emotional Intelligence Negotiation Communication Leadership 130

PandaDoc

SEPTEMBER 14, 2022

According to research conducted by the RAIN Group , 69% of all buyers surveyed have received and accepted cold calls during the last year, and 82% of them have accepted meetings with sellers. To be honest, when making cold phone calls, most of the time you meet generic staff members, not decision-making executives. S: Hello, … !

Decision-making 52

Decision-making Sales e-Learning Software 52

Mercuri International

SEPTEMBER 30, 2022

That’s what emerged from the World Economic Forum 2020 1. Take sales, for example; how many new skills are required today to keep up with the world of e-commerce or the new techniques of remote selling, distance selling and remote negotiation? World Economic Forum, Change in demand for key job skills, 2015-2020, all industries.

Interpersonal Skills 52

Interpersonal Skills Negotiation e-Learning Digitalization 52

Account Manager Tips

APRIL 26, 2021

Salary range for key account managers Key Account Manager Salaries in Australia In Australia, the average key account manager earns $90,000, which is 1% higher than the average wage of £89,003 for a full-time role (Source: Average Weekly Earnings, Australia, November 2020 | Australian Bureau of Statistics (abs.gov.au).

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Red Star Kim

SEPTEMBER 8, 2023

The crux of marketing is to anticipate (and meet) client needs whilst maximising profit. Often, pricing becomes the focus of these negotiations. And the strategic need to align marketing objectives to a firm’s strategic intent. Price is a major driver of profit. So marketing is reliant on research and financial knowledge.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Red Star Kim

MARCH 1, 2024

Whilst we know that fee-earners need to act in a timely way to meet deadlines, they may be under extreme pressure to respond to client demands, meet regulatory time limits, cover for absent colleagues, recruit and train fee-earners and tackle all manner of other management responsibilities. We must be realistic about time constraints.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Hubspot Sales

MARCH 10, 2020

Welcome to the 2020 sales process where every single customer or sales initiated action is examined, scrutinized and obsessed over by sales people, sales managers, sales operation people and senior management. As recently as 2015, a sales pipeline was a rudimentary look at your ability to meet or exceed your quota on an aggregate basis.

B2B 111

B2B Negotiation CRM Decision-making 111

Hubspot Sales

MARCH 8, 2023

Job growth as a travel agent is expected to increase by 20% from 2020-2030, much faster than most other industries. About 7,500 openings for travel agents are projected each year, on average, over the decade. Many of those openings will stem from the need to replace workers who transfer to different occupations or retire.

Financial Services 101

Financial Services Manufacturing Finance Transportation 101

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In our context, it means finalizing the negotiation process by setting an agreement. The second is the sequence of actions both parties must adhere to in terms of adding any changes to the documents they’re negotiating.

Negotiation 98

Negotiation Decision-making Stakeholders e-Learning 98

Red Star Kim

AUGUST 18, 2022

Do your fee-earners see M&BD as a much-valued strategic and proactive advisory service or do they fight against anything that isn’t purely an operational support service to meet their always-urgent needs. New CIM professional marketing qualifications – 2020 (kimtasso.com) ) which can ‘lock in’ employees for years.

Marketing 130

Marketing Digitalization Investors B2C 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. I am relieved that these were all things I mentioned in the 2020 book.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100

Red Star Kim

SEPTEMBER 5, 2023

In 2020, I published Essential soft skills for lawyers (kimtasso.com) Training for marketing and business development (M&BD) professionals For over 15 years I have created and delivered training for M&BD professionals (Beginner, Intermediate and Advanced) through PM Forum.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Mercuri International

JUNE 10, 2020

It’s no surprise that sales strategies are having to pivot to meet the changing demands and context of the current market. 2020 is presenting a perfect storm when it comes to rapid market change – copywriters are struggling to come up with synonyms for the word ‘unprecedented’. No train, no gain.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

PandaDoc

AUGUST 17, 2020

When you are a part of a sales team, your main priority is closing deals faster and meeting your monthly quotas. However, you have to be fully prepared before you can close a deal through a sales meeting. Different Ways Leveraging Video Meetings Can Help Boost Sales. Setting Up Meetings With Decision-Makers.

eCommerce 105

eCommerce Negotiation Decision-making Meetings 105

Revenue Storm

JUNE 21, 2022

In this year of “No Excuses, Just Results,” where we all got a pass in 2020 and recalibrated in 2021, I believe Leaders should be focused on leading and managing four key areas: Your Team’s Mindset. Say no or negotiate a different time for meeting invites that get suddenly appear in your calendar. Not everything is an emergency.

Supply Chain 88

Supply Chain Negotiation Leadership Prioritization 88

Zendesk

AUGUST 26, 2021

Femily , Silicon Valley’s gender advisor, interviewed McKinsey partner Jess Huang in a panel titled “ 2020: A Pivotal Moment for Women in the Workplace ” for the 2021 SXSW virtual conference. You get to the office, go to your first meeting, you’re the only black woman at that meeting.

Leadership 98

Leadership Negotiation Meetings Organization 98

Brooks Group

APRIL 17, 2023

Negotiation Experts – Sales Negotiation Training According to Aberdeen Research , best-in-class sales enablement strategies help a company experience an increase in the contract value of enterprise deals by 13.7% Online negotiation training is different from basic sales training, however.

Sales Training 52

Sales Training Negotiation Sales Decision-making 52

Zendesk

JANUARY 19, 2021

“Conflict brings out truth, creativity, and resolution,” wrote veteran hostage negotiator and conflict management expert Chris Voss in his 2016 book, Never Split the Difference: Negotiating as if Your Life Depended on It. Both the manager and agent should show empathy and use negotiation tactics to resolve the issue.

Negotiation 96

Negotiation Emotional Intelligence Communication Management 96

Hubspot Sales

AUGUST 10, 2020

According to the LinkedIn 2020 State of Sales Report , 77% of sales professionals are holding more virtual meetings. After you make your initial outreach to the contact or gatekeeper, your goal is to establish a meeting or call to keep the conversation going. Negotiating Skills. Willingness to Learn.

Sales 142

Sales Negotiation Communication Leadership 142

OnStrategyHQ

APRIL 15, 2021

We’re all fatigued with Zoom meetings, virtual happy hours, working until all hours of the night. Here’s what that might look like: Example Goal 1: Control our raw material costs by negotiating bulk pricing and prepayment terms. We’re All Tired, But Don’t Skip This! But the world has shifted in almost every way.

Supply Chain 105

Supply Chain Government Logistics Brainstorming 105

Hubspot Sales

AUGUST 17, 2020

Account development managers work with their company’s sales organization to close deals with accounts that meet their ideal customer profile for maximum revenue. According to ZipRecruiter , the average salary for an account development manager in 2020 is $68,394 per year. Account Development Manager.

Account Development 95

Account Development Management Advertising Profitability 95

Red Star Kim

FEBRUARY 8, 2024

Related targeting articles Selling challenges in professional services (kimtasso.com) November 2023 Referrer and Intermediary Management – Silos, Targets and Culture (kimtasso.com) February 2023 Manage and grow your private client practice – Recruitment, Performance (kimtasso.com) February 2023 Sales processes and selling skills for targeting and meetings (..)

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Showpad

JUNE 29, 2021

These two challenges, especially the training challenge, show that enablement teams haven’t paid enough attention to preparing their customer-facing employees to be effective in virtual meetings. In addition to the communication skills, it’s also important to teach sellers how to differently plan and conduct virtual meetings.

Onboarding 66

Onboarding Sales Leadership Sales Leadership 66

PandaDoc

FEBRUARY 28, 2023

Technology One of the legal ops duties is to incorporate technology solutions — like contract management tools , eSignatures , or eBilling — that meet the needs of an organization. In 2020, six of 10 corporate law departments hired at least one legal operations specialist.

Government 52

Government Negotiation Software Software 52

QYMATIX

MARCH 14, 2023

In Germany, specialist wholesalers and industrial distributors who can no longer meet their payment obligations due to current or foreseeable overindebtedness must, by law, file for insolvency protection. If you will not be able to meet your obligations, insolvency is cast. Forget your revenue, your brand, your years in the market.

B2B 40

B2B Investors Retail Manufacturing 40

Showpad

JUNE 29, 2021

These selling challenges clearly show where the rubber meets the road. Showpad conducted the 2021 Modern Selling Study, a global survey at the end of 2020. Let’s look at the increasing inability to access the economic buyer and to diagnose the buyers’ challenges, as well as the inability to connect solutions to buyers’ goals.

Sales 96

Sales Prioritization Onboarding Sales Management 96

Apptivo

OCTOBER 21, 2021

billion in 2020 , showing a growth rate of 10.1%. A CRM tool will often already have a template funnel set up— a discovery, interest, negotiation, close, or deal lost phase. Consider including sales metrics reports from your CRM platform in a weekly staff meeting and annual or semi-annual strategic planning. But what is a CRM?

CRM 98

CRM Healthcare Digital Transformation Software 98

Miller Heiman Group

JULY 8, 2019

Nearly half of American CFOs indicated they believed a recession would hit by mid-year 2020 in a Duke University/CFO Global Business Outlook survey released in June 2019. By doing so, an organization meets and exceeds buyer expectations, setting themselves up as a more trusted partner to solve business problems than their competition.

Sales Management 82

Sales Management Management Sales Sales Training 82

Nutshell

MAY 26, 2020

When you think of new marketing and sales strategies to boost your business in 2020, direct mail probably doesn’t come to mind. It’s 2020…Does Direct Mail Still Work? Alternatively, there are lists that only include people who meet specific criteria such as age, occupation, and income level. It should, though.

Sales 140

Sales Digitalization Marketing Brainstorming 140

PandaDoc

SEPTEMBER 2, 2020

Introducing: Not Another State of Marketing Report [link] pic.twitter.com/CDuB1mF967 — HubSpot Academy (@HubSpotAcademy) February 20, 2020. What to check out: 10 Secrets To a Successful Sales Meeting Agenda. What to check out: What the Best Sales Negotiators Do Differently. Smart Selling Tools. The Sales Leader.

Sales Management 98

Sales Management Management Sales Publishing 98

Jermaine Edwards

APRIL 3, 2020

Many organisations saw this in 2008, 2011 and now 2020. We must know how to mobilise a team to meet those demands. Asking who’s got great skills at influencing, negotiating, analysing and creativity is the best way to start. According to a 2019 study of some 4,515 crises by PWC , preparedness gives an organisation the advantage.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Hubspot Sales

APRIL 27, 2023

That's how much SaaS, as a global industry, is projected to be worth by 2026 — nearly double how much it was worth in 2020 ($158 billion). While it is important for account executives to have great communication skills — verbal and written — they also need to know how to negotiate new contracts and renew existing contracts.

Sales 109

Sales Account Management Communication Sales Management 109

Zendesk

DECEMBER 21, 2021

When they can research the products and the pricing with a simple Google on their phones, they expect you to meet them at their level. Sales representatives were the key to keeping many companies alive in 2020 and into 2021. People are losing interest in hard sales and product-focused marketing. CX expectations are on the rise.

Suppliers 98

Suppliers Sales CRM Media 98

Zendesk

MARCH 9, 2022

Business development works tirelessly to evolve strategic partnerships while negotiating, building trust, and working together to achieve mutually beneficial goals. A larger number of companies used new business development tactics when the pandemic hit in 2020. Partnership management. Data analysis.

Brainstorming 98

Brainstorming CRM Stakeholders Software 98

Zendesk

JANUARY 24, 2022

Ability to adjust tactics at a moment’s notice to meet client demands. Excellent selling, communication, and negotiation skills. Turned 8+ daily cold calls into warm leads; organized meetings with AE team. Constantly adapted sales strategy to meet client needs, leading to a 34% win rate. Great time management skills.

Sales 98

Sales Acquisition Sales Management Leadership 98

OnStrategyHQ

MAY 17, 2023

Step Five] Evaluate: Does your mission statement meet the quality checklist? Good Looks Like : Inspiring Consistent success formula Non-negotiables Stand by no matter what Examples of Core Values From Zappos Embrace and Drive Change: Part of being in a growing company is that change is constant.

Organization 40

Organization Brainstorming Leadership Innovation 40

Zendesk

JUNE 11, 2021

Engagement” refers to the sales agent’s responsibility to continue nurturing leads during negotiations and contracting. The Content Marketing Institute’s 2020 B2B Benchmarks Report found that 70 percent of B2B brands use content marketing to help generate leads.

Sales 86

Sales B2B Advertising Media 86