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How Should Sales Leaders Approach 2021

Sandler Training

The post How Should Sales Leaders Approach 2021 appeared first on Sandler Training. A Q&A with HubSpot and Suzie Andrews, Sandler Training.

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The Future of SAM – Revisited

Strategic Account Management Association

This blog post is based on a keynote presentation from the 2021 SAMA Annual Conference. Panelists’ remarks have been paraphrased for this blog post. . We acquired real-time, relevant insight from the world’s best practitioners and thought leaders in the SAMA community. How do we leverage technology?

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How Aramex’s Young SAM Program Provides Strategic Value and Impact

Strategic Account Management Association

Aramex was the recipient of the 2021 SAMA Excellence Award for “Outstanding Young SAM Program.”. In response to these market shifts, Aramex decided to move from a purely product-oriented approach to a market-shaper approach through deep integration with its customers.”. Responding to Market Shifts.

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Why are questions so important? (Questioning skills)

Red Star Kim

In this post I explore different types of questions and how they can be used in various business scenarios. They may think that they should already know the answer. Rudyard Kipling famously talked about “ his six serving men ” or the five Ws and H : Who, What, Where, When, Why and How. For example, “How are you today?”

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Referrer Management – Capacity and Capability

Red Star Kim

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. Sidestep the slew of ideas and focus on a few, well-proven approaches to developing more referrals.

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How to engage fee-earners in the M&BD planning process?

Red Star Kim

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?”. So here are ideas on how to engage fee-earners in the M&BD planning process. The company might submit a brief.

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Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution (December 2022)

Red Star Kim

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). Learn how to manage others. Learn how to work more effectively with “difficult” behaviours. Learn how other M&BD teams operate.

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