Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Sales Process A sales process is a series of stages that an opportunity moves through. I can’t tell you how many times I see confusion about that.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Brooks Group

APRIL 23, 2024

A sales career can be exhilarating and rewarding—offering the potential for high earnings, flexible schedules, and the chance to work directly with a diverse range of customers. As you consider whether a sales career is the right fit for you, it’s crucial to understand both the upsides and the downsides.

Sales Training 52

Sales Training Sales Decision-making Negotiation 52

Red Star Kim

MARCH 1, 2024

Time for informal, social engagement – so important for getting to know people – has reduced. And we can ask questions Why are questions so important? This book explores how to manage these differences when communicating digitally Book review: Digital Body Language – How to build trust by Erica Dhawan (kimtasso.com).

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

OCTOBER 19, 2023

You need to have a deep knowledge of all the different issues clients may have and examples and stories of how your firm has helped people in similar situations. Finding a suitable location (quiet and without interruptions) to make calls when working in an office environment was sometimes a challenge.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Red Star Kim

FEBRUARY 22, 2024

This article on Socratic questioning follows an earlier and longer post on questioning skills Why are questions so important? This article on Socratic questioning follows an earlier and longer post on questioning skills Why are questions so important? Socratic questioning is a way to drive logical argument. Questioning skills).

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Brooks Group

JANUARY 2, 2024

Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently. When you focus your sales training on the right skills, you ensure your team is equipped for any selling situation. 7 Habits of a Great Salesperson (and How to Train) 1. So what sets great salespeople apart?

Sales Training 91

Sales Training Decision-making Sales Communication 91

Upland

AUGUST 30, 2023

The marketing funnel is also known as the sales funnel. The marketing funnel is also known as the sales funnel. The term “ Bottom of the Funnel ” (BOFU) refers to the final stage in the marketing funnel. This is where prospects are on the cusp of becoming customers. One crucial stage in this process is the BOFU.

Decision-making 195

Decision-making Software Software Retail 195

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

Arpedio

FEBRUARY 22, 2024

In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. In this blog post, we’ll delve into the intricacies of consultative selling, exploring its core principles, the step-by-step process, and strategies for success. What is Consultative Selling?

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Red Star Kim

SEPTEMBER 22, 2022

Client service and sales opportunities for professionals in the digital age” some key issues emerged: Telephone skills: Anxiety, voice, etiquette and the client experience. This topic is explored well in the recent book Book review: Digital Body Language – How to build trust by Erica Dhawan (kimtasso.com).

Emotional Intelligence 130

Emotional Intelligence Communication e-Learning Digitalization 130

Red Star Kim

DECEMBER 2, 2022

Many management teams I speak to express a desire for their M&BD Execs to be more proactive – which takes time, tact and the confidence to think ahead and adopt a more advisory approach. There were comments too about confidence. Soft skills – Boost your self-confidence and confidence (Video) (kimtasso.com).

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

SEPTEMBER 29, 2023

The ambitious, enthusiastic and hard-working delegates considered how they could shine by focusing on their personal development and increasing their contribution to their firms. How do you measure up? What do you think is most important for a M&BD assistant? How do you stand out from your peers?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

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. But even throughout this tough period, some sales organizations have found a way to meet or exceed targets—and feel confident in their ability to do it again this year.

Supply Chain 96

Supply Chain Negotiation Sales CRM 96

Red Star Kim

SEPTEMBER 5, 2023

The 2019 second edition of this book (subtitled “How to apply neuroscience and psychology for improved learning and training” ) provides fascinating insight and practical ideas to incorporate neuroscience into learning and development initiatives. So I’m confident you could skip some of this material if necessary.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Red Star Kim

APRIL 12, 2023

How can I be proactive when we are just trying to keep our head above water with constant pitch/event requests. “How How can I be proactive when we are just trying to keep our head above water with constant pitch/event requests. This is a common theme when M&BD people move from another sector into professional services.

Media 130

Media Marketing B2C Stakeholders 130

Hubspot Sales

MAY 26, 2023

You are greeted with a pitch from a pushy sales rep. Even if you do, the pushiness is a turnoff and you might buy the product elsewhere or through a different sales rep. That’s why mastering an outbound call is so important. How to Make Effective Outbound Calls 1. Embrace training and team resources.

Emotional Intelligence 95

Emotional Intelligence Software Software Communication 95

PandaDoc

APRIL 23, 2024

In the world of sales, understanding how to implement an effective pipeline management strategy is paramount. From the initial stages of customer contacts to the final closure of a sales deal, we’ll elaborate on every step to help you and your salespeople stay more productive in handling the ebb and flow of the sales process.

Management 52

Management CRM e-Learning Sales 52

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% So, how can you improve your sales skills?

Sales Training 132

Sales Training Sales Decision-making Communication 132

Red Star Kim

MAY 22, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. So here is Conversation skills book review 3: Conversational intelligence – How great leaders build trust and get extraordinary results by Judith E Glaser.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

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. It’s your sales team’s job to bring value to a decision maker and help them make the decisions that are best for them and their company.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

Red Star Kim

JUNE 27, 2023

Probably one of the most important reasons was that early involvement was more likely to secure buy-in from the outset. Good scoping will help everyone realise how much needs to be done. Other reasons included: Education – Explain the benefits of campaigns to the firm, fee-earners and clients. And you build in amplification.

Leadership 130

Leadership Management Stakeholders Communication 130

Arpedio

DECEMBER 8, 2022

Back to blog. Why is account-based selling important in a recession or economic downturn? How do account-based selling and account-based marketing play into each other? Let's discuss how you have make the most of it with our Account-Based Selling Platform. Podcast: The Guide to Account-Based Selling. Get started today.

Account Management 52

Account Management B2B Innovation Management 52

Brooks Group

MARCH 27, 2023

The dreaded sales slump. The stats aren’t particularly encouraging either, with nearly 55% of all sales reps reporting they don’t feel they have the skills to succeed. The stats aren’t particularly encouraging either, with nearly 55% of all sales reps reporting they don’t feel they have the skills to succeed.

Sales Training 52

Sales Training Sales Brainstorming Prioritization 52

Red Star Kim

MAY 15, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of relationship building or sales conversations. So here is Conversation skills book review 2 – How to talk to anyone – 92 little tricks for big success by Leil Lowndes (1999, 2017) for intermediates. Look at their face.

e-Learning 130

e-Learning Communication Meetings Digitalization 130

Red Star Kim

FEBRUARY 15, 2024

All of them (to a greater or lesser extent) result in learning and the acquisition of new skills and behaviours. The terms (e.g. one-to-one or group, confidentiality, payment etc) under which each is conducted may be different. Coaching Coaching is about goal achievement, behavioural change and improved performance.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Brooks Group

AUGUST 4, 2022

In this blog post, we’ll take a look at 10 of the most important qualities that make for a successful salesperson. So if you’re looking to up your sales game, read on! Most successful salespeople know how to take rejection and keep going. If you want to be successful in sales, you need to be persistent.

Sales Training 52

Sales Training Meetings Small Business Software 52

Red Star Kim

FEBRUARY 28, 2023

This post summarises some of the key themes emerging from the recent online MBL “How to manage and grow your private client practice” full day session . Having confident leadership with a strong vision, backed up with a robust business plan and strategy and evidence of progress was attractive to potential recruits.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Red Star Kim

FEBRUARY 9, 2023

We considered how to create and implement internal campaigns to increase engagement and product/service knowledge and prompt internal referrals. Targets and targeting of referrer management activities Some firms already had plans for how they intended to develop more work from their referrers and intermediaries.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Red Star Kim

SEPTEMBER 20, 2023

Conversation skills book review 4: The First Minute (How to start conversations that get results) by Chris Fenning. It is a short book (114 pages) explaining just a couple of important techniques. There are lots of diagrams, examples and activities to help you understand, practice and master how you start your conversations.

Communication 147

Communication Meetings Publishing Decision-making 147

Red Star Kim

AUGUST 24, 2023

He’s also written a book called “ Get to the point – how to write well at work”. There’s even advice towards the end on how to get your first job – with suggestions on what questions to ask at interviews. This is followed by ideas on how to build your brand and networking guidance.

Finance 130

Finance Government Profitability Banking 130

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation. really takes a toll on you.

Sales Management 93

Sales Management Management Energy and Utilities Emotional Intelligence 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. Hackers can limit the capabilities of the programs, thereby infiltrating and gaining access to important information. What is Artificial Intelligence?

Artificial Intelligence 98

Artificial Intelligence Digital Transformation Leadership Digitalization 98

Brooks Group

MAY 2, 2023

Opening the Meeting Is More Important Than You Know Our culture seems to underemphasize the importance of starting off strong. So many “motivation quotes” essentially summarize the message as: it doesn’t matter how you start, as long as you finish strong. The sales professional and customer both have agendas.

Negotiation 80

Negotiation Sales Training Meetings Decision-making 80

Brooks Group

APRIL 25, 2024

You’ve got to keep plugging when you work in sales. But the most successful sales professionals understand the value of cultivating long-term relationships with their customers. Your customer service team and your sales team both serve the same purpose: to support customers and improve the bottom line.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

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. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals. Finance, operations, and management, oh my!

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92