Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Red Star Kim

FEBRUARY 1, 2024

In its 12 th year – it obtains the opinions of around 100 CMOs from professional service firms. And efforts to increase differentiation – perhaps through brand initiatives and service/client experience improvement (to counteract fee pressures and margin erosion) – should also increase in response.

Marketing 130

Marketing Leadership Profitability Digitalization 130

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. In this blog post we share 6 of the key differences between successful and underperforming teams. Sales Strategy 5: “Level up your hiring, level up your game.”

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Mike Kunkle

NOVEMBER 23, 2023

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. This should also allow you to correlate stick rates/customer retention improvements, reduced churn, and account growth.

Sales 258

Sales Finance Decision-making Profitability 258

Red Star Kim

NOVEMBER 13, 2023

You might also be interested in my 2020 book Essential soft skills for lawyers (kimtasso.com) If assessment tools are used you should stick with those that are highly regarded for their validity and reliability and use qualified people to support their use. Who is your customer? What does your customer value? What is your plan?

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Red Star Kim

FEBRUARY 8, 2024

Here is a summary of the sales targeting toolbox for professional services firms. This puts segmentation and targeting at the top of the strategy agenda A Marketing Week survey in 2023 revealed that marketing strategy is the most undervalued skill by businesses. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Mike Kunkle

FEBRUARY 5, 2023

The seller side can actually align to the larger customer lifecycle with the “sales process” or Opportunity Management aligning with the buying process or purchase pursuit. The map is a guide while driving requires attention, situational fluency, and skill. It’s how your sellers sell.

B2B 198

B2B Sales Decision-making Negotiation 198

Brooks Group

MARCH 21, 2024

By continuously improving your team’s discovery questioning skills, your sales professionals will be better equipped to uncover valuable insights, build stronger rapport with prospects, position your solutions more effectively, and close more deals. Here’s why this approach is so effective and how you can leverage it.

Sales 91

Sales Sales Training Decision-making Value Proposition 91

MDI Training

DECEMBER 4, 2023

Click below to access our AI-generated version of this blog article! It knows exactly who you are and what skills you have from LinkedIn profiles, CVs, or other information in the company. The artificial intelligence compares your current skills with those required for your future role and automatically recognizes where the gap is.

Artificial Intelligence 105

Artificial Intelligence Digital Transformation Leadership Digitalization 105

Brooks Group

JANUARY 2, 2024

You can’t usually point to a single skill or characteristic. What makes successful salespeople isn’t just inherent abilities—it’s also their skill set. When you focus your sales training on the right skills, you ensure your team is equipped for any selling situation. So what sets great salespeople apart?

Sales Training 91

Sales Training Decision-making Sales Communication 91

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.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

DECEMBER 5, 2023

A variety of specialist (to professional services) and mainstream CRM systems were explored. Others commented on the value of Home – Vuture – a system designed for professional services – for event marketing and noted its facilities to retain dietary requirements and other preferences. Email Online Invitations that WOW!

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Mike Kunkle

AUGUST 8, 2023

When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. Fragmented customer experiences, misaligned strategies, increased friction for customers, and unfulfilled revenue potential. Establish customer advisory boards and sales advisory boards.

Sales 188

Sales Prioritization Innovation Leadership 188

Red Star Kim

JANUARY 28, 2024

We welcomed delegates from legal, accountancy and financial services firms. And we talked about the need for leaders to listen with their eyes as well as their ears (using non-verbal communications skills Non-Verbal Communication (NVC) – the basics (Video) (kimtasso.com) ). We explored the importance of confidence amongst leaders.

Emotional Intelligence 130

Emotional Intelligence Leadership Management Facilitation 130

Red Star Kim

APRIL 12, 2023

Culture shock and the never-ending “to do” list Some of the delegates described the “culture shock” they experienced as they entered a M&BD role in the professional services sector. This is a common theme when M&BD people move from another sector into professional services. Do you feel there is a lot of crossover between them?”

Media 130

Media Marketing B2C Stakeholders 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. In this second post, we explore how to develop KAM Skills & Competencies and how to build the KAM Training Path that supports this goal.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Hubspot Sales

MARCH 27, 2023

You can also buy virtually anything online, including services. These services range from financial counseling to tarot readings. But, it's advantageous for businesses to sell services online, especially now, when a plethora of services can be offered virtually. How to Sell Services Online 1.

Media 125

Media e-Learning Onboarding Marketing 125

Brooks Group

FEBRUARY 23, 2024

Qualifying prospects is one of the selling skills every great sales professional relies on. Waste Time and Resources Qualifying prospects allows sales professionals to focus their time and energy on leads that have the highest likelihood of converting into customers. That’s because filling your sales pipeline is a numbers game.

Prioritization 81

Prioritization Sales Training Sales Construction 81

Brooks Group

APRIL 10, 2024

Prospecting Techniques: Before the Sales Call The right sales skills and a consistent set of best practices before sales calls will make prospecting time more productive. But it’s more important to show what you know about your industry, product, customers, and market. Getting it wrong means wasted time and frustration.

Sales 88

Sales Media B2B Publishing 88

Brooks Group

MAY 9, 2024

Asking consultative sales questions is a critical skill many sellers overlook in their rush to close. In a recent webinar, Sales Questioning Skills That Win More Deals , The Brooks Group Director of Sales Effectiveness Corey McKizzie and I shared the most effective sales questioning approaches for better sales discovery.

Sales 52

Sales Decision-making Sales Training Facilitation 52

Red Star Kim

SEPTEMBER 5, 2023

I’ve summarised some key ideas to incorporate into your training programmes and included an overview of my training services at the end. on product knowledge), skills or operational training or promoting attitude or behaviour change. Soft skills It’s jam-packed with research evidence, so you know the information is reliable.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Red Star Kim

MAY 2, 2023

Following my past research (some of which was published in my 2020 book Essential soft skills for lawyers (kimtasso.com) ) I keep an eye out for the latest information relating to the soft skills (particularly leadership skills) most in demand and how these relate to the professional services sector.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Hubspot Sales

APRIL 15, 2024

But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible. That‘s why we connected with some sales leaders for their takes on habits the most successful prospectors exhibit.

Sales 114

Sales Prioritization CRM Communication 114

Brooks Group

APRIL 18, 2024

Storytelling in sales is a skill. In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier. Illustrate Value Stories provide a tangible illustration of the value your product or service can bring to the prospect.

Sales 95

Sales Decision-making Sales Training Communication 95

Hubspot Sales

NOVEMBER 8, 2023

Transitioning into a leadership role requires a whole new set of skills and strategies. In this blog post, we'll explore 14 essential best practices and tips from experienced sales managers at HubSpot. Your skill as a manager is only as good as your foundation. Best Practices for Sales Managers 1. Practice servant leadership.

Sales Management 101

Sales Management Management Energy and Utilities Emotional Intelligence 101

Hubspot Sales

OCTOBER 9, 2019

Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. So, how can you improve your sales skills? Aja Frost, HubSpot Sales Blog contributor, writes about it in this blog.

Sales Training 138

Sales Training Sales Decision-making Communication 138

Arpedio

JANUARY 9, 2024

Elevating Account Management Through Metrics and KPIs Explore ARPEDIO's Account Management Software ← Back to blog As companies strive to build lasting relationships with their clients, the need for effective Account Management strategies and tools becomes paramount. Proactive Issue Resolution: Metrics act as an early warning system.

Account Management 52

Account Management Management Client Relationships Account Planning 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. In addition, your reps can use the questioning process and active listening skills to uncover any hesitations a prospect or customer might have.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

Hubspot Sales

APRIL 5, 2023

Explore different salary stats (as of 2023) that different sales positions provide and what skills these roles require. Inside sales reps are tasked with nurturing leads and converting them into customers. Account managers work closely with customers to make sure they have a good experience and get the help they need.

Software 119

Software Software Sales Meetings 119

Hubspot Sales

JANUARY 26, 2023

The Benefits of Digital Entrepreneurship How To Become a Digital Entrepreneur Digital Entrepreneurship Examples Digital businesses include ecommerce companies, blogs, social media influencer accounts, software solution development, and marketing firms. Customers now expect a digital element in every business. of total retail.

Digitalization 102

Digitalization eCommerce Finance Internet 102

Arpedio

OCTOBER 17, 2023

How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. Ready to increase customer lifetime value? Try ARPEDIO's Account-Based Selling Platform! Let's talk!

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Nutshell

APRIL 3, 2024

Conduct the audit 5. After you capture the image, you can reference it at any time, compare it to the images of others, use it to improve your own skills in the future, and more! The B2B Marketer’s Toolkit collects 120+ of the best lead generation tips ever published on the Nutshell blog. How to conduct an SEO website audit 1.

Stakeholders 71

Stakeholders Digitalization Marketing Internet 71

PandaDoc

APRIL 3, 2023

Improve employee and customer satisfaction Training gives salespeople useful sales skills and the guidelines and information that can improve their interactions with customers, as a result leading to greater customer satisfaction. Your team could also benefit from freshening up their skills with improv training.

Sales Training 98

Sales Training Management e-Learning Sales 98

Hubspot Sales

APRIL 25, 2023

The base salary for entry-level consultants at top-tier consulting firms is $83,500 a year, according to CaseInterview , a reputable management consulting blog. This often makes consulting enthusiasts wonder, “What are the unique insights/skills that justify the high compensation of consultants?”

Healthcare 93

Healthcare Insurance Shareholders Interpersonal Skills 93

MDI Training

JULY 26, 2023

In this blog post, you will learn about the areas where this technology is particularly suitable and what you, as a leader, need to pay special attention to. Customer Service and Recruiting A form of artificial intelligence that you are probably familiar with is chatbots that provide automated responses to customer questions.

Artificial Intelligence 98

Artificial Intelligence Digital Transformation Leadership Digitalization 98

PandaDoc

MAY 13, 2024

You already know who your customers are — but do you know what makes them tick and drives their decision-making? There’s no doubt about it: understanding customer behaviors and the reasons behind them can not only help you close deals but is a surefire way to keep buyers happy and fulfill the dreams of every sales lead.

Emotional Intelligence 52

Emotional Intelligence Decision-making Sales e-Learning 52

Red Star Kim

JUNE 15, 2023

We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation). profit, growth and core legal services) How can Nexl help law firms execute their Strategic Account initiatives? (no-data-entry Helpful for competitor analysis.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130