Red Star Kim

MARCH 1, 2024

And we know that face-to-face communication is most effective in building relationships. This way we build mutual understanding and empathy. The session used the 7P model of buy-in to explore rational and emotional tools to achieve buy-in: Plan, Process, People, Psychology, Persuasion, Pressure and Patience. Everyone is different.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Brooks Group

APRIL 18, 2024

Storytelling in sales is a skill. When used correctly, it can be an incredibly powerful way to convince your prospects of the value of your solution. But for storytelling to be truly effective in sales, your sales professionals have to nail both the timing and the delivery.

Sales 88

Sales Decision-making Sales Training Communication 88

Hubspot Sales

MARCH 11, 2024

For the last six years, I’ve been an avid user and champion of using async video in my day-to-day as a seller — well before joining Loom to lead its Sales and Customer Success teams. I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader.

Sales 105

Sales Meetings Stakeholders Customer Success 105

Brooks Group

DECEMBER 13, 2023

Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number. Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team.

Sales 93

Sales Sales Training Communication Meetings 93

Hubspot Sales

MARCH 4, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week‘s post comes from five winners of HubSpot’s Modern Sales Leader 25 award. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1. Create a sales process you enjoy buying from.

Leadership 103

Leadership Construction Prioritization Sales 103

Brooks Group

APRIL 10, 2024

In baseball, “keep your eye on the ball” means watch where the ball is at all times. In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But it’s tough. Here are some to focus on.

Sales 87

Sales Media B2B Publishing 87

Brooks Group

JANUARY 8, 2024

This is especially true for sales performance. Tracking key sales metrics and knowing how to influence them is critical. Leading and lagging indicators reveal how well your team is navigating the complex B2B sales cycle. Core sales metrics are important to the strategic goals of an organization.

Sales 96

Sales Sales Training B2B Organization 96

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%.

Sales Management 78

Sales Management Management Sales Meetings 78

Upland

APRIL 20, 2023

How can effective account management help you defend and grow revenue? But that doesn’t mean the wolves aren’t still at your door. There are plenty of sellers out there waiting for the slightest chance to jump in and take your hard-earned relationships away from you. How do we know this?

Account Management 195

Account Management Management Account Planning Decision-making 195

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 92

Sales Decision-making Sales Training Sales Management 92

Whetstone

MARCH 14, 2024

In the dynamic realm of high-end selling and strategic account management, the role of coaching often takes a back seat. Let’s shed some light on the transformative power of managers as proactive coaches. Within this complexity, there are a set of a few simple principles, which if applied effectively, will result in victory.

Management 52

Management Account Management Meetings Sales 52

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. Well, maybe. But that’s not selling, per se.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Brooks Group

OCTOBER 25, 2023

Exceptional sales management is key to an organization’s success—yet the role of a sales manager is one of the most challenging. Leading a sales team has become more difficult due to an evolving business landscape, technological advancements, changing customer expectations, and a host of other factors.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Red Star Kim

SEPTEMBER 5, 2023

It should be essential reading for anyone in a L&D, HR, training or coaching role. It should be essential reading for anyone in a L&D, HR, training or coaching role. I’ve summarised some key ideas to incorporate into your training programmes and included an overview of my training services at the end.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Motivate your team in personalized and culture-wise ways.

Sales Management 93

Sales Management Management Energy and Utilities Emotional Intelligence 93

Brooks Group

AUGUST 2, 2023

As we round out the dog days of summer, most of us have two things on our minds: Getting our sales force back on track from the summertime lull, and The start of the football season These two things might seem unrelated at first glance. We can go on the joint sales calls, give the correct feedback, and coach until we’re blue in the face.

Sales 69

Sales Sales Training Leadership Sales Leadership 69

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount.

Value Proposition 91

Value Proposition Negotiation Decision-making Leadership 91

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Brooks Group

FEBRUARY 12, 2024

The revenue potential of your customers doesn’t end when they sign the contract. Once a prospect buys your product or service, they represent an opportunity for future growth. If growing customer revenue is on your mind, you’re not alone. An example of upselling is adding a maintenance contract to the sale of capital equipment.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. What is Sales Coaching?

Sales 52

Sales Account Management Stakeholders CRM 52

Brooks Group

SEPTEMBER 22, 2023

They have knowledge about competitors’ products and services at their fingertips, which means it’s critical that your salespeople can overcome sales objections quickly and confidently. It’s your sales team’s job to bring value to a decision maker and help them make the decisions that are best for them and their company.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

Hubspot Sales

OCTOBER 19, 2020

Having talented sales reps is often a result of investing in effective sales coaching. According to research conducted by ValueSelling Associates , over half of high-performing businesses that have had sales coaching programs in place for three years or more experience high growth. Collaborative.

Construction 129

Construction Sales Sales Training Communication 129

Red Star Kim

FEBRUARY 28, 2023

This post summarises some of the key themes emerging from the recent online MBL “How to manage and grow your private client practice” full day session . Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI. People want to join a winning team and to visualise their progression.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Adaptability 5. Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? But don't ignore your weaknesses. Creativity 2.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Today, 68% of business leaders we surveyed believe it will help them scale in a way that would otherwise be impossible.

Co-Creation 79

Co-Creation Artificial Intelligence Sales Onboarding 79

KAM With Passion

MAY 27, 2021

Training needs and goals depend on the maturity of KAM in your company. The parameter to consider first is the state of development of your KAM initiative. If your KAM initiative is in its infancy, you are probably facing the following needs in a chronological order: Explore the matter before starting the design of a KAM Programme.

Key Account Management 130

Key Account Management Global Accounts Account Management Management 130

KAM With Passion

JUNE 20, 2021

In a first post dedicated to KAM Skills & Competencies Development, we have explored how to define a solid approach to KAM Training based on 5 fundamental principles. What is your KAM Competencies Reference F ramework? A crucial tool to help you build your KAM Training path is the KAM Individual Competencies Reference Framework.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

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

Brooks Group

JUNE 26, 2023

The profession of sales is changing rapidly. More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. Sales training pays off in many ways. What is Sales Training?

Sales Training 52

Sales Training Sales Onboarding Profitability 52

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

Sales Training 98

Sales Training Management e-Learning Construction 98

Hubspot Sales

MARCH 20, 2020

Sales coaching is all about looking forward and developing your people. High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program.

Sales 106

Sales Sales Training Sales Management Management 106

Red Star Kim

OCTOBER 16, 2023

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. And show the links between what the firm, teams and individuals need to achieve. Set SMART goals. amongst us.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Hubspot Sales

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. Then, we’ll give you a tour of the top generative AI tools for sales teams with highlights and pricing.

Co-Creation 99

Co-Creation CRM Sales Value Proposition 99

Brooks Group

NOVEMBER 10, 2023

Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. At the same time, deals take longer to make their way through the sales process than they used to. In a dynamic and competitive world, sales efficiency is paramount. That’s true in any sales landscape.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Hubspot Sales

MAY 10, 2021

Now think about how many conversations a team of salespeople has over the course of a quarter. As a result of all of these conversations — which occur daily — many important details about your target audience and buyer personas are uncovered. This simply wouldn’t be effective or manageable. Conversation Intelligence.

CRM 110

CRM Software Software Sales 110

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Brainstorm creative options with team members. Engage your employees. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130