Red Star Kim

AUGUST 24, 2023

From the ideas of Peter Drucker on the theory of business, McKinsey on culture, Porter’s Five Forces on competition, Boston Consulting Group product portfolio matrix to de Geus on scenario planning and Kaplan and Norton’s Balanced Score Card. This short (130 pages) information-packed book was revised in 2019. And he has taught on MBA courses.

Finance 130

Finance Government Profitability Banking 130

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Brooks Group

JUNE 7, 2022

I conducted some surveys and interviews for a building supply company to figure out how they could best differentiate themself from the competition. B2B buying habits are evolving to closely imitate those of B2C buyers. Yet you just received word that “out of the blue” they decided to go with someone else. Misaligned Values.

Supply Chain 75

Supply Chain Value Proposition B2C Sales Training 75

Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. Others may find that the M&BD team is responsible for research.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

QYMATIX

JUNE 22, 2021

Even without the help of a computer scientist, a sales manager recognizes that the near future will bring considerable changes in his profession – triggered by artificial intelligence (AI). Soon machines will take over the job of a sales manager. Artificial intelligence is not going to replace a sales management job anytime soon.

Artificial Intelligence 52

Artificial Intelligence Sales Analytics B2B CRM 52

SBI Growth

JUNE 30, 2013

In B2B sales, activity leads to results. The correct time to add sales people is when business is soft. More sales people means more sales calls. More sales people means more sales calls. This means your sales force will be in more deals. You reduce the number of sales reps to cut costs.

Onboarding 123

Onboarding Sales Publishing B2B 123

SBI

OCTOBER 16, 2012

Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 Next week, Sales Dot Two Inc., will host the Sales & Marketing 2.0 The focus is purported to be on the benefits of big data for B2B sales organizations with an emphasis on social technologies. The Sales 2.0 Conference.

Marketing 52

Marketing Procurement Sales B2B 52