Hubspot Sales

APRIL 6, 2020

While trade shows can be an effective place to meet and connect with qualified potential buyers, there are alternatives to finding these high-quality leads when attending a live event isn’t in the cards. Host webinars and online workshops. Attend virtual conferences. What makes webinar attendees high-quality leads?

Media 116

Media Internet Advertising Digitalization 116

Red Star Kim

MAY 3, 2023

At the recent PM Forum workshop on stakeholder engagement and buy-in there was an interesting mix of delegates from law, accountancy and actuarial firms from across the UK and Ireland and even China. Work roles varied across marketing, business development, PR, internal communications, events, digital and graphic design.

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

Red Star Kim

JUNE 16, 2022

The MBL workshop on Referrer and Intermediary Management earlier this week combined those in front-line fee-earning roles (e.g. The Wild West, Cher and Covid – Reflections from a Referrer Management workshop. This article focuses on the key themes that arose and contributes to the learning resources for delegates.

Management 130

Management Key Account Management Digitalization Communication 130

Hubspot Sales

APRIL 6, 2020

While trade shows can be an effective place to meet and connect with qualified potential buyers, there are alternatives to finding these high-quality leads when attending a live event isn’t in the cards. Host webinars and online workshops. Attend virtual conferences. What makes webinar attendees high-quality leads?

Media 110

Media Internet Advertising Digitalization 110

Articulous

JANUARY 13, 2022

If you are a graduate of one of our Corporate Storytelling Workshops, you can attend a REFRESHER webinar. Once there, click on the top workshop listed. If you are working from home, it’s a good time for YOU to work on YOU. The details are: Date: January 31, 2022 @11:00 EST. Cost: FREE.

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Red Star Kim

MARCH 24, 2023

It was a full house at the March workshop on “Practical and Professional Skills for Marketing and Business Development (M&BD) Assistants” although almost all delegates were from law firms across the UK. Roles, satisfaction and aspirations of Marketing and Business Development (M&BD) Assistants.

Marketing 130

Marketing Digitalization Communication Media 130

The Center for Sales Strategy

DECEMBER 11, 2019

At our Talent Focused Management workshop — a workshop that sales managers who are clients of The Center for Sales Strategy attend — we highlight a famous quote from Peter Drucker: “It is the people who determine the performance capacity of the organization.”. We’re talking about all the salespeople they are responsible for.

Organization 72

Organization Sales Media Sales Management 72

Sales Gravy

AUGUST 4, 2023

Workshops, even virtual ones, are delivered in a live format and watching a recording won't provide the same benefit. Sales Training Is An Investment In YOU In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. This way of thinking is dangerous.

Sales 82

Sales Facilitation Sales Training Onboarding 82

Hubspot Sales

MARCH 22, 2023

That’s why this post exists — to explain why networking is important, the kinds of people you should network with, the types of events you should attend, and tips for networking as a consultant. Consulting, as a career, usually involves working with people to bring their ideas to life and guide them in the right direction.

Decision-making 97

Decision-making Media Brainstorming Meetings 97

Red Star Kim

JANUARY 26, 2024

Delegates from law (including the Crown Prosecution Service) and finance firms joined a workshop on “Boost Your Confidence at Work – A toolbox for professionals”. She explained that she couldn’t help immediately as she was on a confidence workshop. What’s the difference between our own and others’ perception of confidence?

Meetings 130

Meetings Digitalization Communication Management 130

Red Star Kim

DECEMBER 22, 2022

At the “Being more strategic” PM Forum workshop a week or so ago, half of the delegates were in management roles. less attendance at university). Many were attached to specific practice groups and some had firm-wide roles. Be more strategic – PESTLE, Positioning and Plans. It would be a good activity for a group discussion.

Supply Chain 147

Supply Chain Government Transportation Digital Transformation 147

Red Star Kim

AUGUST 11, 2022

I have reviewed several books on change management (see the list below) to support those attending training workshops on change management. The standard describes the knowledge, established norms, processes, tasks and skills necessary for change management practitioners. This version is from 2019. Key concepts. Define the change.

Management 130

Management Stakeholders Digital Transformation e-Learning 130

Red Star Kim

MARCH 17, 2023

And I attended the VR awards – without a headset – back in 2020. Using the education strategy, Neil has prepared a six- part weekly masterclass workshop to share, discuss and learn, step by step, how to introduce metaverse marketing into your plans and deliver on the opportunities. The Metaverse opportunity?

Marketing 130

Marketing Transportation Leadership Digitalization 130

Red Star Kim

OCTOBER 3, 2022

Last week there was a mixture of legal and accounting firms – and M&BD people as well as fee-earners – at the MBL workshop on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders”. I’m delighted that this session received 100% on “Very satisfied” ratings for both the overall rating and quality of the speaker.

Decision-making 130

Decision-making Communication Meetings Marketing 130

The Center for Sales Strategy

JANUARY 16, 2018

After a workshop I was leading about earning a first appointment with prospects, one of the folks in attendance shared an incredible success story with me.

Sales 76

Sales 76

Red Star Kim

SEPTEMBER 8, 2023

This week’s PM Forum training workshop “Commerciality: Finance, Pricing, Innovation and Research” was attended by delegates from law, accountancy and insolvency firms. My intention, when I created this workshop a few years ago, was two-fold. Thanks to Simmons & Simmons for hosting the event at Citypoint. and “What next?”

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Corporate Visions

JULY 23, 2020

Limited Attendance – It takes an awful lot of classroom workshops to train a globally-dispersed group of sellers, often just 20 people at a time. You don’t have to wait to schedule roadshows or classroom workshops across the country or globe to roll out situation-critical messages and skills.

Facilitation 119

Facilitation Sales Management Marketing 119

MDI Training

JUNE 27, 2022

In Austria, almost half see hybrid working as the model of the future, 64 percent want to be able to choose whether they attend meetings online or offline in the future. Hybrid Leadership Workshop . Better work-life balance. A total of 28,000 employees from 27 countries were surveyed. Still unfamiliar. Gunther Fürstberger.

Leadership 52

Leadership Digital Transformation Digitalization Meetings 52

Nutshell

DECEMBER 5, 2019

There’s something special about attending a sales conference. Whatever it is that excites you the most about attending sales conferences, you’ll find it at the various events listed below. Keep reading for our list of the 14 must-attend sales conferences of 2020! BOUNDLESS 2020. Conference Orlando. Host: Sales 3.0

Sales 124

Sales B2B Leadership Software 124

Zendesk

JANUARY 5, 2022

But the road to that finish line is reliant on a set of key players: sales leads. Before sales reps can meet their targets, they need a clear understanding of what a sales lead is and how a lead is different from a prospect. They must also be armed with proven lead generation strategies to get people on the path to becoming a customer.

Publishing 105

Publishing Sales Media CRM 105

Strategic Communications

JUNE 7, 2023

Tip 2: Leverage Networking Events and Industry Conferences Attending networking events and industry conferences can provide valuable opportunities for prospecting. It’s wisdom that I was well aware of when I started my business, Strategic Communications , in 2008, and at first was very easy to do.

Leadership 52

Leadership Communication Negotiation Media 52

Red Star Kim

OCTOBER 24, 2022

Last week, we welcomed UK and international delegates to a PM Forum digital workshop on “Selling Processes and Sales Skills for Marketing and BD Professionals”. The session comprised three modules (1. sales processes 2. Techniques for targeting and 3. Behaviour in sales meetings). Sales process. Multifaceted map of the sales process.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Mike Kunkle

MARCH 31, 2023

Sales Process A sales process is a series of stages that an opportunity moves through. It should be aligned to the customer lifecycle and buying process, where possible. As you can see in the image above, a buying process consists of these same elements – stages, names, objectives, tasks, and exit criteria.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Sales Outcomes

APRIL 17, 2023

We conduct full-day workshops on this subject, so I’m sharing a few recommendations that you can begin to apply today: How to Make More Time For Sales Coaching 1. I know this one seems arbitrary, but the concept is that you can attend fewer web or phone conferences without missing much. Not a pretty picture, right?

Sales 52

Sales Account Planning Meetings Sales Management 52

Whetstone

APRIL 5, 2023

For example, salespeople can attend virtual meetings from the comfort of their own homes (I think we’ve all heard of salespeople wearing “Zoom pants”, which can be jogging pants or, in some cases, pyjamas!). Moreover, virtual meetings can be recorded, providing a valuable resource for people who were unable to attend the meeting.

Meetings 40

Meetings Account Management Stakeholders Key Account Management 40

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. But before we plunge in, let’s challenge our assumptions. Why do we need fee-earner involvement in the M&BD planning process?

Decision-making 130

Decision-making Marketing Business Planning Management 130

The Center for Sales Strategy

MAY 22, 2018

Recently, I attended one of The Center for Sales Strategy's Talent Focused Management workshops led by Matt Sunshine (Managing Partner), and I walked away with a few reminders. Sales managers, let’s be honest… it’s hard to watch a salesperson that seems to be flailing in shallow water when they are on a prospect or client call.

Sales Management 57

Sales Management Management Sales 57

CMOE

FEBRUARY 13, 2023

Seventy-two percent of leaders believe accountability is vital to business success, yet only 31% are satisfied with their company’s level of accountability. Even staff members notice a serious gap: 91% express accountability as their employer’s top leadership-development need. Accountability bolsters company culture.

Leadership 52

Leadership Construction Decision-making Meetings 52

Sales Outcomes

OCTOBER 25, 2021

Travel less by attending more client and prospect meetings via desktop video conference. We conduct full-day workshops on this subject, so I’m sharing a few recommendations that you can begin to apply today: How to Make More Time For Sales Coaching. Color-code your calendar meetings. Not a pretty picture, is it? It’s a thing now.

Sales 52

Sales Account Planning Decision-making Meetings 52

Showpad

OCTOBER 24, 2019

As the newly appointed Chief Customer Officer here at Showpad , attending TRANSFORM was the best onboarding experience possible — I was fully immersed in and inspired by our customers’ stories. Attendees left the workshop with a tangible blueprint for assessing their current state and taking the next step. . The key to success?

Digital Transformation 56

Digital Transformation Sales Stakeholders Onboarding 56

Hubspot Sales

MARCH 19, 2019

Not only are you paying for the training itself and related expenses, but your sales team is also losing prime selling hours to attend workshops and sessions. Every rep is required to attend. Every rep is required to attend. Most organizations require every salesperson to attend training. Your objectives are vague.

Sales Training 90

Sales Training Sales CRM Onboarding 90

Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. There were some common threads demonstrating the huge contribution these varied individuals make to their teams.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Red Star Kim

SEPTEMBER 26, 2022

Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”. A need to connect. Variety is the spice of life.

Digitalization 147

Digitalization Media Marketing Communication 147

Red Star Kim

DECEMBER 5, 2023

In November it was a full house for the PM Forum’s Proactive marketing and business development executive online workshop. It was on budget day so those from accountancy and tax practices had a lot going on. These sessions are experiential – with much use of social learning so many insights are generated during group discussions.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Hubspot Sales

AUGUST 9, 2022

But training sales reps can be every bit as challenging as it is necessary — so to help you navigate the process, we asked real sales leaders to share some methods they use to bring new salespeople up to speed. Let's take a look at what they had to say. Start with "why.". That's why you need to reinforce key topics through constant repetition.

Sales Training 104

Sales Training Sales Decision-making Facilitation 104

Showpad

NOVEMBER 18, 2019

As we get ready for 2020, we’ve updated our list of recommendations for Sales enablement conferences and events to attend once again. The three-day event will include interactive workshops, general keynote presentations, and targeted sessions split across four tracks. San Francisco, CA | March 9-11, 2020. Atlanta, GA | May 5-8, 2020.

Sales 58

Sales Leadership B2B Innovation 58

Red Star Kim

AUGUST 14, 2023

Lawyers (compliance, anti-trust, commercial litigation, personal injury) and marketing professionals joined me at a recent MBL workshop on writing. They engaged in writing exercises. And reviewed the copy of professional services firms. They created their own writing checklist – how to plan, write and review. Some help with grammar and style.

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130