Red Star Kim

FEBRUARY 15, 2024

MBD executives, advisors, managers, client services executives and BDMs from law firms, economics and management consultancies joined a PM Forum workshop on “Coaching and Consulting Skills for Marketing and Business Development”. We tackled delegate questions as well as coaching and consulting scenarios along the way. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Mike Kunkle

APRIL 8, 2023

And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. Great sellers often use insights, data, case studies, and expert discovery to unearth or create an opportunity that the prospect may not initially be thinking about or aware of yet. Let’s dig in.

B2B 211

B2B Decision-making Sales Stakeholders 211

CMOE

MAY 9, 2023

For the best women’s entrepreneur blogs across the internet, CMOE has put together these 18 sites for exceptional inspiration, motivation, and advice to help women in business succeed. As a woman in business, finding resources tailored to your unique experience is crucial for furthering your skills and knowledge in your industry.

Finance 52

Finance Leadership Small Business Publishing 52

Mike Kunkle

AUGUST 8, 2023

When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. Going beyond these three functions, there is an opportunity to align across other departments as well, in support of the customer-facing staff that serves buyers and customers. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Brooks Group

JANUARY 24, 2024

In this blog post we share 6 of the key differences between successful and underperforming teams. Sales leaders using these approaches have developed resilient, capable sales professionals who can sell effectively and efficiently regardless of market conditions. Will business be back to normal in 2024?

Supply Chain 96

Supply Chain Negotiation Sales CRM 96

Brooks Group

MARCH 25, 2024

That’s why many leading sales organizations are turning to The Brooks Group’s IMPACT Selling ® program to equip their teams with proven selling skills that get measurable results. Over the past 45 years, one million sales professionals worldwide have learned the IMPACT Selling sales process. What is IMPACT Selling ® ?

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Mike Kunkle

FEBRUARY 5, 2023

What sales or revenue enablement leader doesn’t want to help deliver this kind of business impact? What sales or revenue enablement leader doesn’t want to help deliver this kind of business impact? ” ~ CSO Insights 2019 Sales Enablement Report (p. increase in organizational revenue plan attainment 31.8%

B2B 198

B2B Sales Decision-making Negotiation 198

Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. Key decision makers often include: C-Suite executives : High-level executives such as CEOs, CFOs, or CTOs who oversee strategic decision-making within the organization.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Brooks Group

APRIL 18, 2024

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. A great story can make a presentation compelling enough for people to act. Storytelling in sales is a skill. Stories, on the other hand, are more memorable.

Sales 95

Sales Decision-making Sales Training Communication 95

Red Star Kim

FEBRUARY 8, 2024

And targeting approaches and tools are helpful in promoting coaching conversations with fee-earners. Why are segmentation and targeting critical to marketing and business development success? The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Showpad

DECEMBER 5, 2021

My passion is around creating customer value—and I saw an opportunity to do this at Kaiser Permanente. . My job is to make sure that we’re creating as much market awareness on the “upper funnel work” so that it gets down into the pipeline for sales to take it from there. How do you think about sales and marketing today? .

Digitalization 98

Digitalization B2B Sales Customer Value 98

Red Star Kim

DECEMBER 14, 2022

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). Adapt my approach when working with different people. Find ways to increase the impact I can make on the business.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Brooks Group

APRIL 10, 2024

In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. 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 tough.

Sales 87

Sales Media B2B Publishing 87

Red Star Kim

NOVEMBER 2, 2023

His research on rainmaker best practice is helpful for those providing sales training and coaching to lawyers, accountants and other knowledge-based professionals. His research on rainmaker best practice is helpful for those providing sales training and coaching to lawyers, accountants and other knowledge-based professionals.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

MDI Training

DECEMBER 4, 2023

Click below to access our AI-generated version of this blog article! AI-Enhanced Leadership: Maximizing Potential with Intelligent Tools The integration of artificial intelligence (AI) into the world of work presents new challenges and opportunities for leadership development. Do you prefer to listen to this article?

Leadership 104

Leadership Artificial Intelligence Digital Transformation Digitalization 104

Red Star Kim

MARCH 4, 2024

Coaching is where they are helping their people develop and take responsibility. Coaching is where they are helping their people develop and take responsibility. Sadly, this topic still comes up occasionally during training workshops. It can be frustrating and disempowering. Some reasons are positive, others can be negative.

Management 147

Management Communication Leadership Digitalization 147

Brooks Group

MARCH 28, 2024

If the people you’re selling to don’t control the full budget, they probably don’t have final authority to make purchasing decisions. This makes it easier for competitors to swoop in and underprice. Why is selling to the C-suite so critical? Gone are the days when you could simply sell to a mid-level manager.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

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 78

Sales Management Management Sales Meetings 78

Brooks Group

OCTOBER 13, 2023

However, not all sales training programs are created equal, and the success of your sales training initiative is due in large part to the individual delivering it—and the approach they take. Part of our rigorous screening and training process includes making sure each of our sales trainers has the following skills and characteristics.

Facilitation 92

Facilitation Sales Training Sales Decision-making 92

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. This blog post recaps their conversation, exploring why metrics are indispensable for effective management and how they serve as the guide toward strategic success. The buyer is changing faster than we are as sellers.

Sales 92

Sales Decision-making Sales Training Sales Management 92

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

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. Even under financial and emotional duress, strive to make calm, thoughtful, strategic decisions.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Arpedio

MARCH 6, 2024

In this blog post, we’ll delve into the intricacies of account management and explore key techniques for mastering this essential aspect of business operations. At its essence, account management goes beyond mere transactional interactions; it encompasses a holistic approach to client engagement.

Account Management 52

Account Management Management Prioritization Client Relationships 52

MDI Training

DECEMBER 4, 2023

Click below to access our AI-generated version of this blog article! How is UNIQA Dealing with the Opportunities and Challenges of Artificial Intelligence (AI)? Training, mentoring, or coaching is also suggested for employees who want to advance their careers. All standards and processes are to be mapped in systems.

Artificial Intelligence 105

Artificial Intelligence Digital Transformation Leadership Digitalization 105

Zendesk

MAY 25, 2022

Being an active member of the CX community can and will impact your company’s performance: It generates leads and valuable partnerships, and it creates brand awareness when you start getting invited to events, for example. It will also impact you on a more personal level. 4 experts to follow in the LinkedIn CX community.

Customer Experience 98

Customer Experience Media Meetings Publishing 98

Hubspot Sales

OCTOBER 9, 2019

Sales training and professional development opportunities can keep your skills fresh. Courses or certifications can specialize in sales skills such as sales presentations, sales methodology, social selling, or sales coaching. As with most things, practice makes perfect. Plus, it can increase your sales. Attend sales training.

Sales Training 138

Sales Training Sales Decision-making Communication 138

PandaDoc

JANUARY 29, 2024

But things can get a little mundane and stale between identifying new opportunities, generating leads, and converting those leads into customers. But here’s the thing – setting realistic goals can really make or break your sales team’s morale and motivation in the long run. Think about it. Now, let’s talk incentives.

CRM 52

CRM Decision-making Sales Software 52

MDI Training

AUGUST 17, 2023

Worryingly, 72% of these people would change jobs given a better opportunity. Small changes are often enough, such as increased recognition more flexibility confidence in their abilities or the expansion of a clearly defined scope for action and decision-making. This does not necessarily mean that previous approaches were bad.

Leadership 52

Leadership Digital Transformation Digitalization Artificial Intelligence 52

Red Star Kim

NOVEMBER 24, 2023

Maximise impact in our firms? The latest conference was reported in the winter edition of PM Magazine. Thanks to editor Matt Baldwin for his assistance. The theme of the 28 th conference this year was “ Harness the power within your firm – creating stellar marketing for the future”. Doing more with less” remains a challenge.

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

SalesGlobe

SEPTEMBER 12, 2023

However, many sales and operations teams have lost the purpose and impact of account planning and have fallen into a rote process of filling out forms and creating slides, becoming jaded by the perfunctory procedures of the past. Thinking Bigger and Changing the Paradigm. Creating a Goal Build and Pursuit Pipeline. Building Accountability.

Account Planning 52

Account Planning Procurement Decision-making Manufacturing 52

MDI Training

FEBRUARY 25, 2021

We’ll provide insight into easy-to-implement processes* that combine creative thinking with analytical accuracy, as well as identify new opportunities – and that are aligned with both the needs of your customers and your business or organization. Executive Coach, Consultant, Trainer & Managing Partner MDI.

Innovation 98

Innovation Digital Transformation Leadership Digitalization 98

Mike Kunkle

AUGUST 27, 2019

Developing general “success skills” or business skills (communication, problem-solving, organization/time management, decision making, etc.). For sales organizations, I strongly favor training (and the related coaching). Development: Development is a targeted form of personalized learning to foster career growth.

Sales 130

Sales Onboarding Leadership Sales Training 130

Hubspot Sales

MAY 30, 2023

AI tools that analyze or simulate sales calls for training/coaching (28%). 41% of sales pros say AI/automation tools have “moderately” or “significantly” impacted how they plan to sell in 2023. Only 29% say AI has had no impact. It’s easy to be skeptical of AI in a job built on personal interaction. Prospect outreach (16%).

Co-Creation 106

Co-Creation CRM Sales Value Proposition 106

Arpedio

FEBRUARY 20, 2024

Navigating Account-Based Selling: CRM, AI and Customer Understanding Explore the ARPEDIO platform ← Back to blog When it comes to B2B sales, companies often find themselves wrestling with a myriad of challenges, from a lack of prospecting skills to navigating lengthy sales cycles. In this regard, AI emerges as a transformative tool.

CRM 52

CRM Artificial Intelligence B2B Account Management 52

Brooks Group

AUGUST 23, 2023

Assessments have gained immense popularity as a tool for understanding individual behavioral patterns, communication styles, and decision-making processes. Michelle Richardson , Vice President of Sales Performance Research at The Brooks Group, is an expert on personality and skills assessments and their impact on sales team dynamics.

Sales 52

Sales Sales Training Communication Sales Management 52

Red Star Kim

JUNE 16, 2022

referrer briefings and buyer profiles) to encourage people to undertake more research into both organisations and individuals before attempting to approach them as referrers. Some delegates said they wanted to shift from a “cast your net wide” to a more targeted approach. Business Development in the Wild West?

Management 130

Management Key Account Management Digitalization Communication 130

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ Once you define the big picture, you can work backward from there to design your action plan. In sales, your goal may be to own a certain share of the market. To do that, the company needs to win a set percent of deals in the sales pipeline.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73