Mike Kunkle

MARCH 31, 2023

Sales Methodology Sales methodology refers to the overall approach that sellers use to engage with potential customers, manage the sales process, close opportunities, and manage accounts. It includes frameworks, models, steps, and techniques that sellers use to open and win an opportunity or manage an account.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Upland

AUGUST 29, 2023

They are in the early research phase, seeking information and knowledge about a particular product, service, or solution. Creating educational content, such as blog posts, whitepapers, and guides, that addresses common pain points and provides insights into industry trends can attract and engage prospects.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Upland

MAY 4, 2023

Optimizing revenue requires in-depth knowledge of the executives, key players, and decision-makers to build the right relationships with your customers while focusing on how to solve their problems. Cadence To stay on top of your pipeline and manage your sales, you will need to have a scheduled review cadence in place. ”

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Red Star Kim

SEPTEMBER 29, 2023

Some observed that as the pace of change continued relentlessly, we all needed to be constantly updating our knowledge and skills. One delegate question was “ What tips to engage fee earners with investing time and data into the CRM systems?”.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Red Star Kim

SEPTEMBER 26, 2022

Plus everyone is so busy it can be hard to find the time to chat informally which is a great source of knowledge, insight and comfort. They were asked to indicate where most of their time is spent at present: 33% supporting M&BD executives and managers. Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com).

Digitalization 147

Digitalization Media Marketing Communication 147

Mike Kunkle

MAY 30, 2023

It requires a wide range of knowledge, skills, capabilities, practices, and mindsets, as well as mental toughness, emotional maturity, and, often, the ability to influence without authority. It’s organizational behavioral change management, for sure, and requires both smart and hard work. Get it out of your system.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Mike Kunkle

OCTOBER 8, 2023

It builds on the framework and systems that are already proven-effective in The Building Blocks of Sales Enablement. Which, by the way, has always included more than typical “enablement,” especially with its focus on systems thinking. I’m not saying it should report elsewhere, just that it is critical to commercial success.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Mike Kunkle

AUGUST 8, 2023

It’s how we can break down the walls that hinder communication and cooperation between departments, to foster a shared vision, common goals, and open channels for knowledge exchange. So can the absence of purposeful change leadership and management. Have your sales managers assess the sellers on their teams.

Sales 188

Sales Prioritization Innovation Leadership 188

Apptivo

JANUARY 23, 2023

Centralize your knowledge 2. Support executives have to arm themselves with knowledge at their fingertips about every product and service, their pricing, all policies with regard to service, warranty and all probable faults that can be serviced, etc. As business evolves, knowledge will exist in fragmented places. Write right 7.

Management 102

Management Decision-making Organization Innovation 102

Showpad

MAY 12, 2022

When I signed my contract, our manager said, ‘Nathalie, you won’t be able to start because it’s crucial that you’re able to travel to meet your colleague,’” recalls Nathalie Vervaet. The pair tackled things methodically by systematically building out new processes, systems, and assets. Turning every rep into a rockstar.

Telecommunications 98

Telecommunications Manufacturing Value Proposition Sales 98

Red Star Kim

JUNE 16, 2022

The MBL workshop on Referrer and Intermediary Management earlier this week combined those in front-line fee-earning roles (e.g. employment and family solicitors) with those from marketing and business development in legal, tax, wealth management and property firms. content management, events etc) in which they should do so.

Management 130

Management Key Account Management Digitalization Communication 130

Red Star Kim

DECEMBER 5, 2023

What CRM/systems would people recommend? There was much discussion about the different systems that were used – and people’s views on whether they were good, bad or indifferent. Many reflected that it is rarely the system that is at fault if there are issues. Others asked about platforms for event invitations.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

PandaDoc

MARCH 29, 2024

A deal desk streamlines deal management and enhances win rates — if the process flow is set up correctly. Each team member’s position in the deal desk is clearly defined: responsibilities, types of deals they manage, roles in the sales process, etc. What is the deal desk process?

Negotiation 52

Negotiation Stakeholders Profitability Government 52

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. So build knowledge of and adapt to different personalities, genders, cultures and generations.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Upland

JANUARY 26, 2020

Optimizing revenue requires in-depth knowledge of the executives, key players, and decision-makers to build the right relationships with your customers while focusing on how to solve their problems. To stay on top of your lead pipeline and manage your sales, you will need to have a scheduled cadence in place.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

MDI Training

MARCH 14, 2024

Organize Your Team in a Hybrid Workplace In his new Rise Course, our MDI trainer and partner Peter Grabuschnig shares all his knowledge on Hybrid Leadership. In this blog article, he will introduce you to the second pillar of the 3P model – People. Click below to access our AI-generated version of this blog article!This

Organization 52

Organization Digital Transformation Leadership Artificial Intelligence 52

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. We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation).

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Hubspot Sales

NOVEMBER 22, 2023

Imagine if every business had this level of customer knowledge and personalization. That's where Customer Relationship Management (CRM) software comes in. Through the platform, you can define and manage permissions for records, content, and tools, enabling a more targeted and streamlined approach to collaboration.

CRM 92

CRM Artificial Intelligence Customer Success Decision-making 92

Red Star Kim

NOVEMBER 1, 2023

Knowledge, familiarity, trust, different fee structures and perceived quality were amongst the issues. The culture and rewards systems sometimes worked against integrated client teams. Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking. tenders converted and revenue generated).

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

OCTOBER 19, 2023

We explored the fundamentals of relationships, managing inbound calls and planning outbound calls. 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. Others had automated reminder systems to prompt follow up action.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Account Manager Tips

NOVEMBER 16, 2022

Create a knowledge base for frontline teams 5. Use project management tools 9. Too many clients, not enough time Key account managers have a lot of clients. It will get real overwhelming, real quick, without a system. Use project management tools These platforms are perfect to collaborate asynchronously.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

MDI Training

DECEMBER 4, 2023

Click below to access our AI-generated version of this blog article! The planned talent intelligence platform, powered entirely by AI, will unite all HR standards and processes and innovatively redesign employee development , talent management, and recruiting. All standards and processes are to be mapped in systems.

Artificial Intelligence 105

Artificial Intelligence Digital Transformation Leadership Digitalization 105

Showpad

NOVEMBER 16, 2021

We currently utilize Salesforce in several of our businesses and pair that with a homegrown CRM system to give us insight and connection to our customer base. The way we look at marketing as a partner to sales is to help drive the knowledge base into the customer’s hands—as well as increasing our brand awareness. . It’s possible.

Digital Transformation 98

Digital Transformation Digitalization Marketing Sales Environment 98

Red Star Kim

FEBRUARY 9, 2023

Here are the highlights on Referrer and Intermediary Management – Silos, Targets and Culture. This led to a lack of internal knowledge of what different departments do and little sharing and co-ordination of clients across teams. This supported mutual knowledge of their professional work.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Red Star Kim

OCTOBER 16, 2023

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. Key processes Data is needed to drive key processes supporting referrer management. amongst us.

Management 130

Management Emotional Intelligence Onboarding Communication 130

MDI Training

MARCH 14, 2024

In his new Rise Course, our MDI trainer and partner Peter Grabuschnig shares all his knowledge on Hybrid Leadership. In this blog article, he will introduce you to the third pillar of the 3P model – Performance and explain how you can improve the performance of your team. Try to create a balance. by Aline | 29.

Digital Transformation 52

Digital Transformation Leadership Digitalization Artificial Intelligence 52

Arpedio

DECEMBER 19, 2023

The vital role of Customer Success in Account Management Explore ARPEDIO's Account Management Software ← Back to blog In recent times, companies have come to realize the significance of aligning their customer success and account management strategies. Let’s dive in!

Account Management 52

Account Management Communication Management Artificial Intelligence 52

Arpedio

DECEMBER 19, 2023

The vital role of Customer Success in Account Management Explore ARPEDIO's Account Management Software ← Back to blog In recent times, companies have come to realize the significance of aligning their customer success and account management strategies. Let’s dive in!

Account Management 52

Account Management Customer Success Management Artificial Intelligence 52

Account Manager Tips

SEPTEMBER 7, 2022

More and more companies expect their key account managers to be thought leaders. Why key account managers need a personal brand I've been collecting job descriptions for years. I was a little startled to find key account managers are now expected to be thought leaders. Director of Account Management, Conduent. Here's how.

Key Account Management 130

Key Account Management Account Management Management Media 130

MDI Training

MARCH 4, 2024

Beyond the Horizon: GenAI and Ethical Leadership In this blog post, keynote speaker Bailey Parnell gives us a few snippets of her exciting keynote speech at our upcoming Leadership Horizon event. Transparency and Explainability – Transparency in how GenAI systems make decisions. Education Industry: a.

Leadership 59

Leadership Digital Transformation Co-Creation Artificial Intelligence 59

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. Director of Account Management, Conduent. Learn more.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

MDI Training

MARCH 14, 2024

In his new Rise Course, our MDI trainer and partner Peter Grabuschnig shares all his knowledge on Hybrid Leadership. In this blog article, we will introduce you to the first pillar of the 3P model – Purpose. Thus, we need to adapt our systems and behavior to the context to be successful. Enjoy reading! by Aline | 29.

Digital Transformation 52

Digital Transformation Leadership Artificial Intelligence Digitalization 52

Brooks Group

FEBRUARY 1, 2024

But actually getting new salespeople performing at their highest potential is easier said than done, with one in three salespeople lacking proficiency in about a dozen skills by the time sales onboarding is complete, according to the research from The Sales Management Association. A solid sales process is the foundation of a common language.

Onboarding 77

Onboarding Sales Sales Training Communication 77

Mike Kunkle

FEBRUARY 5, 2023

Total Quality Management (TQM), Business Process Management (BPM), Six Sigma, and Lead Sigma are powerful methods for this sort of work. It’s also how I have applied systems thinking to The Building Blocks of Sales Enablement to deliver business impact (see this link for a webinar recap on the business impact topic).

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

APRIL 12, 2023

It’s great that people have a vested interest but it can be hard to manage and get a final sign off”. Previously, my proactive activities were large projects that I took on e.g. implementing an experience database, a tidy up of our CRM systems. In my first week, the week before Christmas, I worked on four pitches.

Media 130

Media Marketing B2C Stakeholders 130

PandaDoc

APRIL 8, 2024

A deal desk introduces a new approach to managing deals. To further facilitate deal creation, a deal desk can utilize proposal management software to maintain a knowledge base, proposal templates, and information on past deals What is a deal desk? Let’s get to it!

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Red Star Kim

SEPTEMBER 29, 2023

The Managing Partners’ Forum (mpfglobal.com) holds quarterly meetings of its Advisory Board where senior leaders discuss issues pertinent to the professional services sector. The system will be unveiled at a launch webinar on 1st November. Experience in stakeholder management and funding is also desirable.

Meetings 130

Meetings Government Management Finance 130