The Center for Sales Strategy

JUNE 5, 2023

A great coach can impact the outcome of a game more than any player. This is why we revere great coaches like Belichek, Walsh, and Landry. Their greatness stems from their ability to transfer knowledge beyond themselves by inspiring their players to become more than the sum of their parts!

Sales 104

Sales Organization 104

Red Star Kim

JUNE 20, 2022

Delegates on my coaching training sessions often ask for recommendations of good books on coaching and this is a mature, comprehensive and challenging exploration of what it takes to be a great coach. So here is a book review of Coaching skills: A handbook by Jenny Rogers. What is coaching? .

Client Relationships 130

Client Relationships Facilitation Brainstorming Meetings 130

Red Star Kim

JULY 6, 2022

Coaching is a powerful and effective way to do this. Increasingly, professional firms are training their people with coaching skills. So I’d like to alert you to a special offer on coaching sessions for the next few months. And to share some resources if you are looking to develop your coaching knowledge and/or skills.

Management 130

Management 130

Red Star Kim

JANUARY 3, 2023

Coaching Book review: Coaching skills: A handbook by Jenny Rogers (kimtasso.com). Networking Book review – Great networking by Alisa Grafton (kimtasso.com) and Introduction to networking skills (Video) (kimtasso.com). If you would like information on any other resources (or online and in person training) please let me know.

Leadership 130

Leadership Publishing Management Communication 130

Brooks Group

APRIL 18, 2024

A great story can make a presentation compelling enough for people to act. Great storytellers “sell” their tales—they relate experiences in a way that makes them believable. 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.

Sales 96

Sales Decision-making Sales Training Communication 96

Hubspot Sales

FEBRUARY 21, 2023

Coaches can't win games alone. But when sales reps embrace coaching, they invest in their success — and the success of their entire team. Sales coaching can help you stay accountable, hit your quota more consistently, and contribute more to your team's success. What makes coaching so effective? The problem?

Sales 102

Sales Prioritization Management 102

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”. This suggests that rather than focusing on weaknesses, you focus on strengths.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. One-on-one coaching is an essential way to supplement group training sessions, with topics that are tailored for each individual.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Hubspot Sales

MARCH 11, 2024

Time is money, and that’s doubly true when you work with customers. After the initial qualification meeting, video is a great tool for keeping the conversation moving forward. Ghosting rates decrease dramatically when you send a personalized video note that demonstrates expertise and shares excitement to talk with your prospect.

Sales 114

Sales Meetings Stakeholders Customer Success 114

Red Star Kim

JULY 25, 2023

My coaching work focuses on promoting change amongst high performers. The brain’s job is to save you as much time and energy as possible. The way you feel influences the type of thoughts you have (See the CBT therapy model The Hot Cross Bun | Dr Julie Smith (doctorjuliesmith.com). But we are able to influence mood.

Decision-making 246

Decision-making Emotional Intelligence Management Construction 246

Red Star Kim

MARCH 4, 2024

But there are potentially several reasons for this behaviour – some to do with your manager, and some to do with you. So what do you do when your boss is a micro-managing control freak? Some reasons relate to your line manager and some depend on you. And it is a relationship where you both have some responsibility.

Management 147

Management Communication Leadership Digitalization 147

Brooks Group

DECEMBER 20, 2023

Measuring the right things and using that data to coach and manage is the way we will catch up.” By understanding what works and what needs improvement, you gain the ability to optimize strategies, allocate resources efficiently, and nurture a culture of continuous improvement within your sales team.

Sales 93

Sales Decision-making Sales Training Sales Management 93

Brooks Group

DECEMBER 13, 2023

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. Follow these 6 tips to evaluate the sales performance of your sales professionals and uncover where you can help them improve their sales productivity.

Sales 94

Sales Sales Training Communication Meetings 94

Force Management

FEBRUARY 28, 2024

When organizations invest in the learning, coaching, and development needed to level-up each team and player, they give themselves a competitive advantage at every touch-point in the customer journey. A great talent development strategy begins when you identify and codify the behaviors that drive your core business objectives.

Customer Success 71

Customer Success Organization Marketing Sales 71

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. The Coaching Gap: Many change initiatives for sales and SAM teams sound exciting. They promise tremendous results.

Management 52

Management Account Management Meetings Sales 52

The Center for Sales Strategy

MAY 19, 2020

There are several resources readily available with information on what it takes to be a great sales coach and manager of people. We often talk with managers who want to hire top-notch sales coaches and the list of their requirements is usually a long one—including experience, past successes, and “must have” talents.

Sales 131

Sales Management 131

Engage Selling

AUGUST 13, 2021

Sales leaders spend a great deal of time talking to managers on how to be effective coaches. When it comes to coaching success, half of … Read More » The post Are You Coachable? However, it’s important for salespeople to realize that they need to be coachable as well.

Sales 125

Sales Management 125

Hubspot Sales

MAY 7, 2024

No matter your niche, product, or service, and no matter how prepared you are, your business will throw you a curveball. I tell you this from experience. To gain competency, you first need to have — or learn to have — entrepreneurial competencies. This skill helps you understand your core strengths and weaknesses.

Interpersonal Skills 90

Interpersonal Skills Decision-making eCommerce Prioritization 90

Red Star Kim

DECEMBER 14, 2022

Early in December we enjoyed an interactive and productive day at Taylor Wessing (Thank you for hosting!) We discussed various models to support the development of your personal brand e.g. PIA (Presence, Impact and Authority) How do you make a personal impact – Make a difference (kimtasso.com). Be more persuasive.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Mike Kunkle

APRIL 8, 2023

Instead, I’ll offer something you can consider regardless of the specific method you use – the levels of qualification – which is something that I rarely hear discussed. As always, this is contextual, but you should establish a lighter, minimum requirement to avoid disqualifying too early.

B2B 211

B2B Decision-making Sales Stakeholders 211

Peter Simoons

JANUARY 14, 2024

However, creating successful Alliances & Partnerships is something you can’t just do. It can also be a solitary profession, as in many organisations as an Alliance Manager you would probably be one of few, if not any others. Curious to learn how I can help you in becoming the best you can be with your Alliances & Partnerships?

Construction 52

Construction Leadership Stakeholders Management 52

Revenue Storm

DECEMBER 8, 2020

As Nietzsche stated, “Whatever doesn’t kill you, only makes you stronger.” Close what you can and dust your hands off. The great news is key executives are looking for ideas they can embrace to accelerate their business results. Do you know what your clients are focused on? Who are you going to target?

Brainstorming 148

Brainstorming Decision-making Sales Marketing 148

Brooks Group

JANUARY 8, 2024

You can’t manage what you don’t measure. This is great, right? By understanding what works and what needs improvement, sales leaders can optimize strategies, allocate resources efficiently, train and coach properly , and drive sales revenue. But how can you tell it’s time to scale back on your metrics?

Sales 97

Sales Sales Training B2B Organization 97

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%. Anticipate nerves.

Sales Management 79

Sales Management Management Sales Meetings 79

Hubspot Sales

MAY 24, 2023

It’s nerve-wracking for you and your prospect. But, there are some things you can do to lead your prospect to a resounding yes. In this article, you'll find what you can control and exactly how to do it. A closing call is the final call between you and a prospective client. In this article: What is a closing call?

Decision-making 110

Decision-making Meetings Negotiation B2C 110

Revenue Storm

MAY 18, 2021

Sales leaders have heard for years that we need to be great coaches… and that our primary role is to advance both the talent of our team and our sales opportunities to ensure organizational success. This is on-demand coaching because of the level of urgency. Reactive coaching with a random approach. The result?

Sales 78

Sales Meetings Communication Prioritization 78

Hubspot Sales

APRIL 15, 2024

It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible. That‘s why we connected with some sales leaders for their takes on habits the most successful prospectors exhibit. Let’s take a look at what they had to say.

Sales 114

Sales Prioritization CRM Communication 114

Peter Simoons

SEPTEMBER 20, 2020

Now, I have been coaching Alliance Professionals for a long time, but since the arrival of Max, I’ve discovered the need for a whole set of new collaborative coaching skills! He’s Testing My Coaching Skills! Clearly, young Max is forcing my collaborative coaching skills to a new level! Want to get great at something?

Meetings 98

Meetings 98

Revenue Storm

DECEMBER 14, 2021

I will admit, I am frustrated to see such an important activity – sales coaching – become an overused and generalized term. In fact, many sales leaders will say, “Of course I do sales coaching. As though just talking to their salespeople is sales coaching. The coach’s inspiration can build the seller’s confidence.

Sales 78

Sales Leadership Sales Environment Communication 78

The Great Game of Business

MAY 5, 2023

But when it comes to actually applying it — that's a different story If this sounds like you, GGOB's business coaching can help. The true value of business coaching is better than you might think. In other words, you're sold. Creating a "business of business people" sounds amazing!

Management 52

Management 52

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters. Here are some of our favorites.

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Hubspot Sales

DECEMBER 21, 2021

Think back to the best boss you ever had. What made them so great? While it feels like some people were naturally born to lead, you can learn, develop, and strengthen leadership skills with practice. All this to say, if you're looking to develop a leadership philosophy, you have a variety of viewpoints to choose from.

Leadership 127

Leadership Innovation Communication Organization 127

Revenue Storm

OCTOBER 26, 2021

Revenue Storm has been studying coaching for years across different cultures, companies, and geographies. We evaluated why some leaders coach better than others. We even considered whether coaching is a learned skill or a function of someone’s personality traits. If you are, your coaching will be in high demand.

Value Proposition 78

Value Proposition Brainstorming Sales Communication 78

Account Management Skills

DECEMBER 6, 2023

You can reach Karl, and make use of lots of his great downloadable resources at [link] Book link: [link] If you’d like support with upskilling your account managers, check out my Account Accelerator programme.

Account Management 64

Account Management Management 64

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. A stellar sales coach must be results-oriented.

Construction 131

Construction Sales Sales Training Communication 131

Hubspot Sales

MARCH 4, 2024

Create a sales process you enjoy buying from. Bryan Huber , Head of Sales at Völur , stressed that sales leaders essentially apply the Golden rule when constructing a sales process — sell to others the way you would want to be sold to. Effective leadership starts with caring about (and showing you care about) your people.

Leadership 112

Leadership Construction Prioritization Sales 112

Hubspot Sales

JUNE 1, 2023

If you’re a salesperson affected by these layoffs, you’re probably scared of what the future will look like for you career-wise. Despite how dreadful and anxiety-inducing layoffs are, there are steps you can take to move forward and revive your career. If you feel angry, resentful, and hurt, that’s okay. And that’s okay.

Negotiation 101

Negotiation Publishing eCommerce Banking 101