Mike Kunkle

AUGUST 8, 2023

And use what you learn to develop and implement strategies and tactical plans to foster replicable, repeatable, scalable, and predictable results. Barrier 4: Resistance to Change (And Lack of Change Management) It’s human nature to resist change, and this resistance can be a formidable barrier to growth.

Sales 188

Sales Prioritization Innovation Leadership 188

Mike Kunkle

NOVEMBER 26, 2022

I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. Here is what Felix had to say when we launched: Why Did We Create this Learning Experience? . That’s what the coaching will accomplish.).

Sales 200

Sales Leadership Transportation Sales Training 200

SalesGlobe

SEPTEMBER 1, 2022

Change Management Best Practices. And I have with me today my friend and former colleague, Allison Tignor, who is a change management consultant. And I just transitioned to a full time change management consultant about four and a half years ago. And what is change management? Gail Wright . Gail Wright . Allison Tignor .

Management 52

Management Stakeholders Retail Communication 52

Red Star Kim

DECEMBER 5, 2023

These sessions are experiential – with much use of social learning so many insights are generated during group discussions. 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.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Mike Kunkle

MAY 30, 2023

It’s organizational behavioral change management, for sure, and requires both smart and hard work. Get it out of your system. Use John Kotter’s change management advice and “Build a Guiding Coalition.” It’s hindering your chance of success. Have a purposeful pity party [timeframe of your choice; no longer than a weekend].

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Red Star Kim

MARCH 24, 2023

Nearly 40% said the majority of their time was spent supporting M&BD executives and managers. Many reported that most of their time was work such as tactical marketing promotions , client and referrer relationship management and internal marketing. As the poll results below indicate, their roles are varied.

Marketing 130

Marketing Digitalization Communication Media 130

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

Red Star Kim

NOVEMBER 13, 2023

It was good to meet the private client lawyers – some recently promoted to head of department – for a workshop on “ Managing and growing your private client practice” earlier this month. Private client management and marketing: Business plans, recruitment, assessments and automation.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

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

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. We must learn to be patient. We can research their professional and personal interests.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Showpad

NOVEMBER 28, 2021

Meet Leea Huffine, Creative Marketing and Communications Manager at Atlas Copco. I am the creative marketing and communications manager for the Atlas Copco tools and assembly systems division. What’s key is that we learn from our experiences. Technology Leea uses: Showpad, Outreach, and ZoomInfo.

Digitalization 98

Digitalization Sales Environment Sales Communication 98

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

KAM With Passion

NOVEMBER 11, 2020

We will very often look at them on this blog, changing the perspective a little bit each time (remember, this blog is about the colours of sales performance!). All sales problems are pipeline problems – Dave Brock , one of my Top 3 bloggers on sales AND sales management, is not afraid of using the S-word in sales: “Systemic”.

B2B 130

B2B Sales Management Sales Management 130

Hubspot Sales

APRIL 15, 2024

But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible. That‘s why we connected with some sales leaders for their takes on habits the most successful prospectors exhibit.

Sales 113

Sales Prioritization CRM Communication 113

Mike Kunkle

AUGUST 30, 2023

Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. Some might question the efficacy of these enablement professionals, even though they can’t personally direct the course of the front-line sellers and their managers.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Upland

AUGUST 29, 2023

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. For example, a medium-sized retail company may experience a decline in customer satisfaction due to inefficient inventory management.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

MDI Training

JULY 26, 2023

Leaders are also increasingly relying on AI systems in their companies. 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. On the one hand, AI systems are more vulnerable to hacker attacks.

Artificial Intelligence 98

Artificial Intelligence Digital Transformation Leadership Digitalization 98

Upland

MAY 4, 2023

Cadence To stay on top of your pipeline and manage your sales, you will need to have a scheduled review cadence in place. Coaching In addition to learning about the products or services they are selling, sales leaders need to model the right behavior. We started this blog with a U.S. Remember, sales is a team sport. ”

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Red Star Kim

SEPTEMBER 29, 2023

One delegate question was “ What tips to engage fee earners with investing time and data into the CRM systems?”. Growth of digital marketing and content management The team mentioned the need for engagement reports to show the performance of each post and fee-earner as well as for entire teams, services, sectors and campaigns.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Red Star Kim

DECEMBER 2, 2022

This article summarises the main themes that arose from the discussions and exercises and forms part of the day’s learning resources. 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.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

OCTOBER 16, 2023

This post adds to the learning resources from the session. 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. amongst us.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Nutshell

APRIL 24, 2024

An Office 365 Outlook CRM integration allows you to do so much more with your email service, including team collaboration, sales management, email marketing, and lead generation. This blog post highlights the best CRM solutions for Outlook users, breaking down their pros, cons, and pricing.

CRM 71

CRM Software Software Marketing 71

Nutshell

AUGUST 29, 2023

Behind every great hospitality company is a tech stack that helps them manage company processes and keep customers happy. A tech stack is a set of business tools that help a company manage different aspects of their business. Keep reading to learn more!

Software 62

Software Software CRM Management 62

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. acquire points and digital trophies for competitiveness) and the ability to incorporate learning resources from social media and other sources.

Meetings 130

Meetings Government Management Finance 130

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

Red Star Kim

OCTOBER 10, 2023

The role of learning and development (L&D) becomes more critical as firms try to ensure that their people are equipped with the latest skills to be agile enough to adapt to the fast-changing work environment. Learning & Development is often a key tool in employee retention.

Artificial Intelligence 130

Artificial Intelligence Emotional Intelligence Decision-making Digitalization 130

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. Learn more.

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. Director of Account Management, Conduent. Learn more.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

Red Star Kim

JANUARY 5, 2023

I’ve summarised some of the main “back to basics” themes emerging from discussions: Referrer Management Strategies – Rationale and Challenges. Rationale – Key reasons to develop referrer management strategies . For some services, referrer management is the only effective strategy. . Observe the Pareto principle.

Management 130

Management Media Key Account Management Communication 130

Mike Kunkle

APRIL 8, 2023

And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. They should be well documented in your CRM, preferably with a scoring system. This allows managers to assess the effectiveness of the rep’s qualification by asking questions and digging into the details.

B2B 211

B2B Decision-making Sales Stakeholders 211

Showpad

FEBRUARY 16, 2022

We’ve learned that CRM and sales tech is not going to do everything we need it to do, at least not on its own. For a long time, how we managed sales enablement content differed from team to team. How do you prioritize content creation in a new content management platform? . Well, that was Showpad.

Sales 52

Sales CRM Prioritization Sales Technology 52

Nutshell

MAY 11, 2023

In this blog post, we’ll explore what AI is, how AI can be used in sales, and the benefits and challenges of using AI for sales. AI systems can learn from experience and adjust their behaviors based on what they’ve learned, produce insights by analyzing data, make decisions based on data, and generate new media such as text, images, or sound.

Artificial Intelligence 118

Artificial Intelligence Sales Decision-making CRM 118

Red Star Kim

NOVEMBER 1, 2023

The culture and rewards systems sometimes worked against integrated client teams. Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking. Processes and skills for managing opportunities and pipelines can be lacking. Fee-earners weren’t always trained in sales processes and skills.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

DECEMBER 14, 2022

for a day workshop on “Future Marketing/BD Manager” with PM Forum. This post was prepared for the delegates as a reminder of the key themes and an additional learning resource. Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution. Prepare to be a manager (next year).

Marketing 130

Marketing Management Interpersonal Skills Profitability 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. What can attendees expect to learn and gain from your presentation? Click below to access our AI speech-generated audio. Enjoy reading!

Leadership 59

Leadership Digital Transformation Co-Creation Artificial Intelligence 59

Red Star Kim

OCTOBER 19, 2023

We explored the fundamentals of relationships, managing inbound calls and planning outbound calls. This article supplements the learning resources from the session. Others had automated reminder systems to prompt follow up action. Telephone call challenges: Emotions, data, selling and follow up.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

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. Another cultural shift.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130