Showpad

MAY 12, 2022

They overhauled their sales enablement platform, building resource hubs around specific industries. Here’s how they did it. While marketing was creating and organizing valuable content for sales reps to use, reps were often still unaware of what resources were available and how to best use them.

Telecommunications 98

Telecommunications Manufacturing Value Proposition Sales 98

Arpedio

MARCH 13, 2024

Definition of Go-to-Market Strategy At its core, a Go-to-Market strategy is a comprehensive plan that outlines how a company will bring its products or services to market and reach its target audience effectively. But what exactly is a Go-to-Market strategy, and why is it so crucial?

Value Proposition 52

Value Proposition Marketing Media Retail 52

Red Star Kim

JUNE 1, 2023

A key theme that often arises in pitching is how to differentiate. Whilst there are many ways to differentiate (see below) it does imply that you will consider – from the client’s perspective – how your firm’s offering or value proposition is different from the competitors.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Red Star Kim

FEBRUARY 8, 2024

And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below. I’ve summarised the key points here as a supplementary learning resource for the delegates. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Arpedio

FEBRUARY 22, 2024

This methodology transcends the traditional transactional model, focusing instead on building relationships , understanding customer needs, and delivering tailored solutions. 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.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Red Star Kim

JANUARY 22, 2024

Whilst not specific to the professions, I like the book and really value some of the practical ideas and exercises it includes. A chance encounter with Helen Kensett at a recent conference reminded me about her 2016 sales book. It develops your understanding of the psychology of selling to help create a sales mindset.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Red Star Kim

NOVEMBER 18, 2022

PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback. He opened the day with a show of hands on how we were all feeling about the future. Her key messages were: Build a strong force for change. The event took place on September 29 th 2022.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Account Manager Tips

SEPTEMBER 7, 2022

If you're smart, you'll start building your personal brand now. Here's how. Think of personal branding as how you present yourself to the world. Why I started to build my personal brand I hit a career roadblock in 2017. How much more visible could I get. Table of Contents. As if the job wasn't difficult enough.

Key Account Management 130

Key Account Management Account Management Management Media 130

Account Manager Tips

SEPTEMBER 15, 2022

Why key account managers need a personal brand Why I started to build my personal brand Step 1: Figure out your personal brand Step 2: Create a personal branding plan Step 3: Become a student of personal branding Join the Personal Branding Playbook In other news Quote of the week. How much more visible could I get. Table of Contents.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

Arpedio

APRIL 3, 2024

By understanding the customer’s unique requirements, sales reps can tailor customized solutions that address their specific needs and deliver measurable value. In solution selling, sales professionals act as trusted advisors, working closely with customers to identify their pain points, goals, and objectives.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Upland

APRIL 6, 2021

In the first blog in the series we outlined what a Relationship Map was and how to gain buy in. How Do They Think? How people make up their minds, come to a conclusion, and make a decision is shaped by their backgrounds, experiences and knowledge. Once you have determined ‘Who matters?’’ You should determine?

Stakeholders 195

Stakeholders Decision-making Innovation Negotiation 195

Red Star Kim

NOVEMBER 1, 2023

Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges. Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

FEBRUARY 16, 2023

I am constantly looking out for new material and best practice to incorporate into my strategy workshops. Occasionally, I summarise the key ideas – so here are some items that caught my eye recently – Strategy case studies and more matrices. Dates for future strategy sessions at PM Forum.

Value Proposition 130

Value Proposition Government Facilitation Profitability 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.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Red Star Kim

DECEMBER 14, 2022

Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution. Build your personal brand – Perception and Visibility. Learn how to manage others. Learn how to work more effectively with “difficult” behaviours. Learn how other M&BD teams operate. Change how I am perceived.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Red Star Kim

JUNE 7, 2023

And then to consider how marketing and business development could add most value in their achievement. I was delighted to return to Dublin to lead an in person training workshop for PM Forum Ireland on “ Being more strategic” with delegates from law, accountancy and consultancy firms.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

DemandFarm

OCTOBER 4, 2023

The best and most effective sales opportunity plans are created and aligned around creating value for the buyer. In fact, product roadmaps are a great asset for sales teams to understand a product’s future capabilities and how they can match with the prospect’s needs.

Value Proposition 52

Value Proposition Sales Negotiation Meetings 52

Red Star Kim

OCTOBER 3, 2022

Last week there was a mixture of legal and accounting firms – and M&BD people as well as fee-earners – at the MBL workshop on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders”. But most agreed that quality (client type, nature of work and value) was more important than quantity.

Decision-making 130

Decision-making Communication Meetings Marketing 130

Red Star Kim

NOVEMBER 17, 2023

How a team rethink helped one brand go global (marketingweek.com) January 2023 Ontier (offshore law firm) – Rebrand for growth and innovation This UK headquartered offshore firm has 13 worldwide offices and is the largest law firm in Latin America. Differentiating the firm and finding a value fit with clients were priorities.

Marketing 130

Marketing Key Account Management Innovation Account Management 130

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. This approach builds trust and fosters long-term relationships.

Account Management 52

Account Management Management Client Relationships Account Planning 52

Apptivo

OCTOBER 3, 2022

And, when and how does a buyer become a customer? A master marketer builds and drives a strategy to attract and retain customers in the long run, therefore it is a science. Increases CLV (Customer Lifetime Value) and assures consistent flow of revenue. Builds an environment for sustainable growth. Introduction.

Marketing 98

Marketing Value Proposition CRM Publishing 98

Hubspot Sales

OCTOBER 19, 2018

But how can you reach prospects? Build a blog. Build a blog. You can also start a blog and create content optimized for SEO. Send a monthly newsletter roundup of your blog content, and reach out to contacts when new property listings are available. How can you pique buyer interest?

Marketing 145

Marketing Internet 145

Red Star Kim

JUNE 27, 2023

You can also promote discussion of “What good looks like” Entrepreneurship – Obtain ideas for new markets to target or gain insights to develop differentiated positioning or value propositions at structured brainstorms. And you build in amplification. Stress the need for clients’ needs to remain uppermost in everyone’s minds.

Leadership 130

Leadership Management Stakeholders Communication 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

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. Only 41% of underperforming teams are effective at sales discovery and questioning.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

LinkedFusion

SEPTEMBER 3, 2023

In this blog post, I’ll outline the significance of your LinkedIn title and how to completely optimize it to make a great first impression. You can add keywords, a small pitch or mention the services that you provide in your headline section: How to write a good LinkedIn headline? Why is a LinkedIn headline important?

Value Proposition 52

Value Proposition Marketing Profitability Digitalization 52

Red Star Kim

MARCH 16, 2023

We were joined by delegates from legal, accountancy and consultancy firms for PM Forum’s “Cross-selling and referrer management accelerator” workshop earlier in March. A summary of delegate discussion topics and poll results are shown below to add to the learning resources from the session. What can I tell people about my services?)

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

PandaDoc

AUGUST 18, 2022

Top sales leaders use sales battle cards to build their businesses. Learn what they are, and how to use and create them. We’ll walk you through what sales battle cards are and how you can start using them immediately as an effective tool in your sales arsenal. What are sales battle cards? Why should sales teams use battle cards?

Value Proposition 96

Value Proposition Sales Stakeholders Marketing 96

Hubspot Sales

OCTOBER 14, 2019

In addition to considering what your prospects sell or offer, be on the lookout for contextual information about how business is progressing. Now that you are clear on who your audience is and how your offering will serve them, it's time to map out how the customer will purchase your offering. Conduct market research.

B2B 133

B2B Value Proposition Decision-making Sales 133

Showpad

DECEMBER 16, 2021

Learn how IFF introduces an a la carte engagement training approach that empowers salespeople to find content on-demand, to meet their customer’s needs. Tell us about your current role as Sales Enablement Lead at IFF and how it’s changed in the last year. Our last area of focus, and probably the most relevant, is customer engagement.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

Arpedio

FEBRUARY 15, 2024

In this blog post, we delve into the dynamic realm of sales strategy by exploring the concept of Mobilizers and the renowned Challenger Sales methodology. They champion innovation, challenge the status quo, and prioritize value-driven solutions that address their organization’s strategic objectives and pain points.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 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 . There were comments about the importance of the Employee Value Proposition (EVP) which is similar to the firm’s overall brand but with a focus on what value there is for potential employees.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

MTD Sales Training

NOVEMBER 2, 2018

And it’s necessary for you to know how quickly that decision is made. And it’s necessary for you to know how quickly that decision is made. How long does it take for us to make a decision ? How would they measure the value of any solution? Now, what will make your proposition crystal clear to the prospect?

Value Proposition 87

Value Proposition Decision-making Sales Training Profitability 87

ProlifIQ

JUNE 21, 2023

In this blog post, we will explore the ROI of account planning, define what an account plan entails, discuss its role in sales success, and provide valuable insights backed by trusted sources such as Gartner and Forrester. It serves as a blueprint, providing a clear direction for sales teams on how to engage with customers effectively.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Red Star Kim

OCTOBER 24, 2022

This article is a reminder of the key points valued by the delegates: Nine insights: Sales processes and selling skills for targeting and meetings. The need for marketing teams to consider how research, content and events supported fee-earners throughout the sales cycle was explored. Techniques for targeting and 3. Sales process.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Brooks Group

NOVEMBER 10, 2023

This post explores the importance of accelerating a company’s sales cycle and how sales leaders can investigate and improve their sales processes to achieve this goal. Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. That’s true in any sales landscape.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Zendesk

FEBRUARY 17, 2022

Mapping out the journey provides an in-depth view of how your potential customers behave at every step in the buying process. It also describes how each step leads to the next, so you can ensure your buyer’s journey doesn’t have gaps that cause leads to drop out of your funnel. How do you track the buyer’s journey stages?

Decision-making 98

Decision-making Media CRM Software 98