Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue.

Sales 258

Sales Finance Decision-making Profitability 258

Red Star Kim

JUNE 1, 2023

Whilst there are many ways to differentiate (see below) it does imply that you will consider – from the client’s perspective – how your firm’s offering or value proposition is different from the competitors. A key theme that often arises in pitching is how to differentiate.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Brooks Group

APRIL 10, 2024

Getting it right means a healthier pipeline and better performance. Personal positioning can be done in many ways, whichever is a better fit for your personality. In sales, it means staying focused. But it’s tough. Sales leaders need to deliver sales training on effective prospecting techniques for every day of the quarter.

Sales 87

Sales Media B2B Publishing 87

Red Star Kim

DECEMBER 12, 2023

In early December (and despite the train strike), we gathered at the offices of London | Simmons & Simmons (simmons-simmons.com) for a workshop on “Future Marketing and Business Development Manager”. Training – PM Forum. It was an energetic and exciting day where everyone took away different ideas and actions. And in external agencies.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Red Star Kim

MARCH 16, 2023

One way is to embed the right cross-selling and referrer management attitudes and behaviours into other programmes – for example, into campaigns, content management, networking and Key Account Management (KAM). A summary of delegate discussion topics and poll results are shown below to add to the learning resources from the session.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Upland

SEPTEMBER 29, 2023

Today, there are as many as 6-10 buyers in a buying group. Or were you surprised at the end of a long buying journey when a competitor stole the deal right out from under your nose because they had a better relationship with the buyer? In stakeholder mapping, you need to: Define stakeholder goals: what are their biggest priorities?

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Nutshell

JANUARY 16, 2024

They’ve become a very popular form of media in the past decade or so, with people listening to podcasts about everything from true crime to Dungeons and Dragons. You might even listen to some podcasts yourself. The 12 best marketing podcasts So, what are the best marketing podcasts to listen to?

Marketing 71

Marketing Media Digitalization B2B 71

Nutshell

JANUARY 16, 2024

They’ve become a very popular form of media in the past decade or so, with people listening to podcasts about everything from true crime to Dungeons and Dragons. You might even listen to some podcasts yourself. The 12 best marketing podcasts So, what are the best marketing podcasts to listen to?

Marketing 71

Marketing Media Digitalization B2B 71

Red Star Kim

DECEMBER 5, 2023

Another delegate suggested using monday.com | A new way of working to integrate all action lists and help avoid being overwhelmed by so many tasks. In November it was a full house for the PM Forum’s Proactive marketing and business development executive online workshop. CRM and Marketing Automation Software for SMBs | Act!

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Hubspot Sales

NOVEMBER 22, 2023

From using social listening to leveraging AI , we'll share strategies that will revolutionize the way you engage with your customers. Use social listening One unique CRM tip is to leverage the power of social listening. You walk into a coffee shop where you’re a regular. CRM Tips and Tricks 1.

CRM 82

CRM Artificial Intelligence Customer Success Decision-making 82

Hubspot Sales

JANUARY 9, 2024

There’s no two ways about it: D2D sales can be tricky. Find a company that will invest in you “When I started at Pitney Bowes, they put me in a classroom for six months and taught me sales fundamentals: how to listen, how to prepare for a call, how to present, and how to close,” Jim continues. But that’s not all.

Sales 98

Sales Decision-making Meetings Insurance 98

CMOE

SEPTEMBER 29, 2022

Did you know that 5 in 6 employees feel disconnected at work? To better understand how your team can offer their input, take the time to structure your discussions and create an environment where people are encouraged to share and interested in doing so. So, how can companies ensure that there is more engagement in work teams?

Remote Working 131

Remote Working Meetings Organization Communication 131

Red Star Kim

NOVEMBER 1, 2023

Some use integrated systems (see Intapp leads the way with client lifecycle management (CLM) solution (kimtasso.com) ) which automatically scrapes data from emails and calendars and others used standalone systems (such as InterAction, Dynamics, SalesForce and HubSpot). Fee-earners weren’t always trained in sales processes and skills.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Nutshell

APRIL 21, 2023

In this article, we’re looking at six ways you can identify new market opportunities and how your CRM can help you do so. How to identify new market opportunities in 6 simple ways To take advantage of new market opportunities, you have to know how to identify new market opportunities.

Marketing 62

Marketing CRM Media Decision-making 62

Red Star Kim

APRIL 12, 2023

Just before Easter I spent a day facilitating the popular PM Forum training workshop “The Proactive M&BD Executive”. Detailed delegate poll results and feedback are shown towards the end of the post. This is a common theme when M&BD people move from another sector into professional services.

Media 130

Media Marketing B2C Stakeholders 130

Red Star Kim

NOVEMBER 9, 2023

Guidance is provided on ways to position against the competition although there wasn’t much on the external and internal analysis you might need for this (although there are various tools listed in the toolbox for this). I deliver and facilitate strategy workshops and it’s always good to be able to recommend strategy books to delegates.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Account Manager Tips

NOVEMBER 19, 2022

Because we got bored listening to someone drone on about a topic we already know (or didn't care) about. How many times have you been in a presentation and drifted into a daydream? Thinking about what you'll do when you get back to your desk or what you'll have for lunch? We've all been there. Don't let that happen to your presentations.

Value Proposition 246

Value Proposition Decision-making Shareholders Government 246

Hubspot Sales

DECEMBER 22, 2020

That means instead of focusing on arbitrary “I am” statements, you’re better off using affirmations that are relevant to what salespeople experience. That means instead of focusing on arbitrary “I am” statements, you’re better off using affirmations that are relevant to what salespeople experience. Positive Sales Affirmations.

Sales 141

Sales Communication 141

Brooks Group

DECEMBER 20, 2023

Measuring the right things and using that data to coach and manage is the way we will catch up.” In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. The buyer is changing faster than we are as sellers. “The The buyer is changing faster than we are as sellers.

Sales 92

Sales Decision-making Sales Training Sales Management 92

Hubspot Sales

JUNE 7, 2021

Internalizing these principles will make you a better salesperson by fostering stronger connections with your prospects. Customers see value in many different ways. Listen at least as much as you speak. More than two-thirds of buyers agree: listening to their needs is the most important way to create a positive sales experience.

Sales 116

Sales Stakeholders Profitability CRM 116

Apptivo

OCTOBER 5, 2022

Buyers relate better with salespersons who can identify business interests, current challenges & needs. Buyers relate better with salespersons who can identify business interests, current challenges & needs. Introduction. It is worth noting that buyers want to be understood. What is consultative selling? Build trust.

Value Proposition 98

Value Proposition CRM Software Software 98

Hubspot Sales

JUNE 29, 2023

He made a goal to make 6-figures during his first year, and in only eight months, Cody made over $117,000. Entry Level Insurance Sales Roles 6 Tips for Working in Insurance Sales As a licensed professional, you can work as a captive or independent agent. Insurance sales is a highly lucrative industry. Here's why.

Insurance 94

Insurance Sales Interpersonal Skills Decision-making 94

Hubspot Sales

NOVEMBER 8, 2023

Motivate your team in personalized and culture-wise ways. Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Transitioning into a leadership role requires a whole new set of skills and strategies. Best Practices for Sales Managers 1. Lay a robust foundation.

Sales Management 93

Sales Management Management Energy and Utilities Emotional Intelligence 93

Insightly

MARCH 4, 2022

Customer interactions aren’t easy; they require product/service expertise plus exceptional listening skills. 6 Ways To Make Every Customer Interaction Matter. Healthy customer interactions and speedy complaint resolutions create better outcomes for all stakeholders. What are customer interactions? Show empathy.

Media 97

Media Stakeholders Profitability Communication 97

Hubspot Sales

OCTOBER 24, 2023

Conveying how well you understand the intricacies of the position and the company at large is a surefire way to stand out from a pool of candidates. Contrary to what many people believe, there’s no way to “hack” an interview. Interview anxiety is real and can easily shake your confidence. Take the time to truly understand the role.

Internet 86

Internet Meetings Communication Prioritization 86

MDI Training

MARCH 4, 2024

Beyond the Horizon: GenAI and Ethical Leadership Prefer to listen to the article? Rather, there are ways that AI can support our well – being dramatically in the process. Click below to access our AI speech-generated audio. However, if you want to read it as usual, keep scrolling. Enjoy reading!

Leadership 59

Leadership Digital Transformation Co-Creation Artificial Intelligence 59

Hubspot Sales

JANUARY 5, 2024

Table of Contents How AI Can Help Inside Sales Reps The General Advice for AI Applications in Sales 6 AI Hacks for Inside Sales Reps How AI Can Help Inside Sales Reps As an introvert, artist, and woman of letters, please believe me when I confide that sales didn’t come to me naturally.

Internet 87

Internet Sales Communication Media 87

Nutshell

OCTOBER 5, 2020

Regardless of whether you are communicating via email marketing , social media , or digital ads , there are always ways to improve your messaging. Regardless of whether you are communicating via email marketing , social media , or digital ads , there are always ways to improve your messaging. Make the Benefit Clear.

Communication 133

Communication Digitalization Marketing Energy and Utilities 133

Hubspot Sales

DECEMBER 27, 2022

is a way to acknowledge the prospect and subtly demonstrate respect. Finding connections is an integral part of how we build rapport with others in our personal lives, and it works the same way in business. There's a big difference between building rapport with customers in-person versus building rapport through the phone.

Decision-making 88

Decision-making Sales 88

Hubspot Sales

DECEMBER 26, 2022

So whether you're negotiating with a prospect or just having a quick chat with another professional — the way you keep that conversation going can be the difference between a lost opportunity or your next closed-won deal. Instead, you're better off greeting them and starting the conversation with a point of relatability, like small talk.

Negotiation 76

Negotiation Meetings Communication Sales 76

Hubspot Sales

AUGUST 31, 2022

To better understand exactly how to be charismatic, let’s take a look at the habits of the most likable, charismatic, and charming people. They are thrilled when: Someone else decides to quit their job and travel in South America for 6 months. Whether working in sales or support, the best reps know how to be charismatic.

Emotional Intelligence 145

Emotional Intelligence Publishing Communication Management 145

MDI Training

MARCH 14, 2024

Purpose – Why Hybrid is more than a Buzzword Prefer to listen to the article? Click below to access our AI speech-generated audio. However, if you want to read it as usual, keep scrolling. Purpose – Why Hybrid is more than a Buzzword Is hybrid just a new trend? And what do different life realities of our employees have to do with it?

Digital Transformation 52

Digital Transformation Leadership Artificial Intelligence Digitalization 52

Nutshell

JANUARY 17, 2024

Collecting and managing it, and the best way to do so is with customer and product review apps. Drive better search rankings: Online reviews play a prominent role in local search results and can even help your site rank higher when they include keywords or phrases. The key to making the most of your customer feedback?

Artificial Intelligence 71

Artificial Intelligence CRM Software Software 71

Hubspot Sales

MARCH 26, 2021

But it wasn't always that way -- the entire routine has undergone a major change since Mary took over the team. I wonder if that's the best way to do things. Sometimes reps can be so worried about getting through all the questions on their list that they fail to truly listen to their prospects. Not sure what I mean?

Sales 102

Sales 102

Zendesk

FEBRUARY 12, 2024

Conversations with Zendesk Listen here Overall best for: Comprehensive customer service and experience knowledge Conversations with Zendesk stands out as the best podcast for those seeking a holistic perspective on customer service and customer experience (CX).

Customer Experience 52

Customer Experience e-Learning eCommerce Artificial Intelligence 52

Hubspot Sales

JANUARY 5, 2021

It makes sense: Going in with no prior history and no way to know exactly how prospects will respond is nerve-wracking, and no one likes hearing “ No ”. Precall planning is critical to help salespeople better connect with potential prospects — even if these connections don’t lead to conversion. This isn’t to say the work is ever easy.

Brainstorming 133

Brainstorming Decision-making Meetings Media 133

SuperOffice

AUGUST 6, 2021

There are 4 immediate benefits: Knowing what your customers want helps you better position your brand. The only way to stand out is to be relevant and appeal to the right audience by meeting their expectations. There’s no ONE right answer. All of them are important. Customer needs vs. customer expectations. VALUE needs.

Digital Transformation 90

Digital Transformation Profitability Innovation Digitalization 90