Brooks Group

SEPTEMBER 26, 2023

It’s time to plan your sales strategy, train your sales professionals, crank up the energy, and motivate everyone for the next year. The primary aim of a sales meeting is simple: prepare your sales force to meet their quotas and the goals of the sales organization. Sales kickoff season is here.

Sales 76

Sales Meetings Sales Training Prioritization 76

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. Assessing the myriad of strategies and ideas is another task. And co-create a plan. Set SMART goals.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

AUGUST 24, 2023

So it makes him an ideal author on the business of professional services firms – whether for technical expert/fee-earners or marketing/business development professionals. He’s also written a book called “ Get to the point – how to write well at work”. This is followed by ideas on how to build your brand and networking guidance.

Finance 130

Finance Government Profitability Banking 130

Red Star Kim

DECEMBER 22, 2022

Be more strategic – PESTLE, Positioning and Plans. Be more strategic – PESTLE, Positioning and Plans. Preference for digital/virtual meetings. ESG and Sustainability strategies. At the “Being more strategic” PM Forum workshop a week or so ago, half of the delegates were in management roles. Sociological. Environmental.

Supply Chain 147

Supply Chain Government Transportation Digital Transformation 147

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

Showpad

MAY 12, 2022

And they put highly tailored sales content in the hands of reps, allowing them to hit sales meetings with little to no prep. Here’s how they did it. Although they had grand plans to collaborate in person, the COVID-19 pandemic threw a wrench in things. Rachael Pugh and Nathalie Vervaet have never met in person.

Telecommunications 98

Telecommunications Manufacturing Value Proposition Sales 98

Account Manager Tips

OCTOBER 18, 2022

Here's some tips on how to disagree constructively. Workshop: What to do when your client doesn't give a crap Worth a click Quote of the week. It's also important that you finish the year strong so your client sees a clear return on investment from your partnership. What are your priorities? Table of Contents.

Key Account Management 130

Key Account Management Suppliers Account Management Construction 130

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. Companies with a formal sales coaching strategy reach 91% quota attainment , on average. In this guide, we’ll help you enhance your coaching practices by focusing on high-impact sales coaching activities. Anticipate nerves.

Sales Management 79

Sales Management Management Sales Meetings 79

Account Manager Tips

OCTOBER 12, 2022

Sit down, take stock and say these four words to your clients to understand what they need from you right now. Workshop: What to do when your client doesn't give a crap Worth a click Quote of the week. It's also important that you finish the year strong so your client sees a clear return on investment from your partnership.

Key Account Management 130

Key Account Management Suppliers Account Management Management 130

Red Star Kim

JUNE 12, 2023

Digital marketing update – How to Get 100 Sales Leads in 90 Days On 20 th April there was an information-rich and insightful webinar by Steve Pailthorpe, the CEO of Iconic Digital who I had the good fortune of meeting through the Worshipful Company of Marketors. He reflected that your web site is your primary digital asset.

Digitalization 130

Digitalization Marketing Advertising B2C 130

Nutshell

DECEMBER 7, 2023

In this article, we’ll explain how artificial intelligence software can enhance productivity and provide a comprehensive list of the best AI productivity tools. In this article, we’ll explain how artificial intelligence software can enhance productivity and provide a comprehensive list of the best AI productivity tools.

Artificial Intelligence 100

Artificial Intelligence Software Software Meetings 100

Brooks Group

JUNE 2, 2023

Action Plan for Sales Target Achievement – 4 Steps As we round out the first half of the year, it’s a great time to regroup, recalibrate, and prepare our sales teams to hit the year-end sales goals we’ve set for them. Maybe your sales team has veered slightly off track since the target was set?

Sales Training 70

Sales Training Sales Negotiation Meetings 70

Hubspot Sales

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. Choosing the right position based on your personality, likes, and dislikes can ensure you thrive in your new career. Outside sales representative positions include some travel time to meet with buyers and pitch products.

Software 119

Software Software Sales Meetings 119

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. In the 2023 Annual International Marketing Benchmark – PM Forum and Meridian West (kimtasso.com) client Experience (CX) and thought leadership remained top business development priorities.

Leadership 130

Leadership Management Stakeholders Communication 130

Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Producing a great looking document or presentation really quickly is not a great strategy if the win rate isn’t improving.

Government 130

Government Innovation Meetings Finance 130

Scovel

AUGUST 30, 2021

One way to bring these two teams together is to focus your efforts on results by giving them joint responsibility for the revenue and not just the individual tasks that define their jobs. Hello, in this video, we will discuss the alignment of sales and marketing in organizations. They understand each other’s requirements and limitations.

Negotiation 52

Negotiation Meetings Marketing Stakeholders 52

Red Star Kim

SEPTEMBER 26, 2022

This reflects on the importance of peer group networks – most know the value of connecting with those in similar roles in related firms to share ideas. This reflects on the importance of peer group networks – most know the value of connecting with those in similar roles in related firms to share ideas. What motivates them?

Digitalization 147

Digitalization Media Marketing Communication 147

Red Star Kim

MAY 3, 2023

But then momentum declines – and projects lapse – as they start focusing on the next new idea. Which makes planning difficult and often impacts on project delivery. And how best to work with them. Stakeholder engagement and buy-in: Influence and persuasion skills using Aristotle and Knights and Dinosaurs.

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

ClearPoint Strategy

DECEMBER 9, 2021

Strategic planning and operational planning are both vital to an organization’s success. To help answer them, first we’ll walk through the definitions of strategic planning vs. operational planning. What is a strategic plan? What is an operational plan? Are they the same? Do you need both?

Organization 98

Organization Software Software Leadership 98

KAM With Passion

NOVEMBER 11, 2020

How are strong relationships built? By talking to each other and by making sure that conversations are meaningful to both parties. The evolution of social and economic parameters or business models and the disruption caused by the sanitary crisis do not make them less important. A very pragmatic one. On the contrary.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

DemandFarm

MAY 13, 2024

Customer retention is directly proportional to customer loyalty, reflecting how satisfied your customers are with your products and services enough to return for more. Simply put, churn rate is the percentage of customers leaving your organization while retention rate is the ones that stay with you.

Account Planning 52

Account Planning Key Account Management Client Relationships Communication 52

Apptivo

FEBRUARY 7, 2023

How to create a marketing funnel 5. This is so because it encapsulates the complete customer experience , from first learning about your company to finally making a purchase. This is so because it encapsulates the complete customer experience , from first learning about your company to finally making a purchase.

Marketing 81

Marketing Decision-making Advertising Prioritization 81

Hubspot Sales

JANUARY 26, 2021

It's all smiles and high-fives — you’ve even had a new client celebration within your company. Everyone on your end is ready to get to work on a new — and hopefully profitable — relationship. How can I avoid a dilemma like that? What does it take to make sure a customer cooperates without curveballs or pitfalls?".

Meetings 127

Meetings Construction Publishing Stakeholders 127

DemandFarm

APRIL 8, 2024

If you’re part of a B2B sales team, chances are that ABS as a strategy is on your radar. Identify your target accounts, put together a team of sales plus marketing, work out a hyper-personalized messaging and content strategy for those accounts, and measure your efforts. Sounds simple enough! The consequence?

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

AchieveIt

JULY 13, 2023

Business leaders spend months ideating and developing the perfect strategy—but when it comes time to operationalize, companies often back down, tucking the corporate strategy away until the following year. This plan is exhaustively reviewed, edited, and finally approved. Then, once approved, the strategy disappeared.

Banking 52

Banking Government Organization Account Strategy 52

Brooks Group

SEPTEMBER 14, 2023

Using in-depth knowledge of the company’s market, products and services, customers, and competitors, sales leaders will coach on the strategy to overcome them. The goal is to help them gain greater insight into the factors that make them most productive.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Red Star Kim

NOVEMBER 18, 2022

PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback. Several people had stayed in London overnight, having been to the PM Regional Committees meeting the day before. He opened the day with a show of hands on how we were all feeling about the future.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Arpedio

MAY 10, 2023

Why Key Account Management is Essential for Business Success ← Back to blog In today’s fast-paced business world, simply acquiring new customers isn’t enough – you need to keep them coming back for more. How to Implement a Key Account Management Strategy​ 4. That’s where Key Account Management (KAM) comes in.

Key Account Management 52

Key Account Management Account Management Management Profitability 52

Arpedio

MARCH 6, 2024

By implementing robust account management strategies , companies can differentiate themselves from competitors, enhance customer satisfaction, and ultimately, achieve sustainable success in today’s competitive marketplace. Effective account management techniques are critical for businesses of all sizes and industries.

Account Management 52

Account Management Management Prioritization Client Relationships 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

Planview

AUGUST 29, 2023

But most organizations lack basic resourcing capacity, and plans are often approved before resource capacity is evaluated, resulting in missed objectives and employee burnout due to overutilization. Organizations require an effective capacity planning strategy.

Meetings 52

Meetings Prioritization Facilitation Decision-making 52

OnStrategyHQ

APRIL 24, 2023

As your organization begins to sketch out what your strategic plan might look like, it’s likely to come to your attention that you’ll need to gain consensus around what your key performance indicators will be and how they will impact your organization. Our number one is your measure.

Profitability 105

Profitability Publishing CRM Insurance 105

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ Once you define the big picture, you can work backward from there to design your action plan. In sales, your goal may be to own a certain share of the market. Your sales strategy is a long-range plan for reaching your goal.

Supply Chain 74

Supply Chain Sales Sales Training Organization 74

Mike Kunkle

JULY 4, 2022

Given that, engaging FLSMs is a critical strategy and worthy of further discussion. ” You can apply the thoughts shared in this post to most of what you do as an enabler, to better partner with your FLSMs. Sponsorship and support is critical. As a friend of mine says, “Don’t hear what I’m not saying.”

Sales Management 130

Sales Management Management Sales Sales Training 130

Clarity Engagement Solutions

MAY 10, 2022

It encompasses the best practices from both within a company and across the industry, which will help organise your company to raise everyone’s ability for more effective customer engagement. Our 4 Zones ™ training will help improve your company in the following areas: ? Identifies the optimal moments for matrix teamwork. ?

Account Management 91

Account Management Healthcare Stakeholders Decision-making 91

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 93

Sales Decision-making Sales Training Sales Management 93

Hubspot Sales

MAY 30, 2023

How Generative AI Can Help Teams Sell Faster Generative AI Tools for Sales Teams Generative AI in Sales Today First, let’s cover what generative AI is. How Generative AI Can Help Teams Sell Faster Generative AI Tools for Sales Teams Generative AI in Sales Today First, let’s cover what generative AI is. Prospect outreach (16%).

Co-Creation 108

Co-Creation CRM Sales Value Proposition 108