Red Star Kim

FEBRUARY 8, 2024

But when we look at business development, sales and relationship management competency frameworks for fee-earners (as opposed to professional sales people) there is less clarity. Capacity planning – Research suggests that humans can probably manage a maximum 150 to 250 close relationships.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

5600 Blue

JANUARY 18, 2018

So often in selling we hear about “relationship” as the reason we win deals. Which could be another blog entirely! The reason I ask about all this is that we feel that relationship is used very generally and this creates a problem. I am curious about your opinion here. Thoughts?

Meetings 52

Meetings Communication Sales 52

Sales Outcomes

AUGUST 16, 2021

Shifting from Sales Emails to Blog-Form Emails: B2B Sales-Centric Emails are Dead. Shift to Blog-Form Emails. How to Get Started with Blog-Form Emails. To support increased virtual selling driven by the pandemic, marketing organizations ramped up their email marketing to support the sales team. SHIFT TO BLOG-FORM EMAILS.

Virtual Selling 52

Virtual Selling B2B Suppliers Sales 52

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

OCTOBER 16, 2023

Not ideal for mapping complex relationships across an organisation or co-ordinating integrated content and events programmes. Others observed that too often there was a transactional rather than a relationship focus on the data. And where protectionism is banished and cross-team trust is nurtured to support cross-selling.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. And predict it will continue to decline.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Red Star Kim

FEBRUARY 22, 2024

So it helps to create equality in a relationship. I wrote about the building blocks of relationships (empathy, congruence and universal positive regard) last summer A general law of interpersonal relationships? Socratic questioning for conversations Socratic questioning contributes to the art of conversation. kimtasso.com).

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 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. While we discussed various tools and methods to promote cross-selling and referral management, a key theme emerged around changing culture. Another cultural shift.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Showpad

NOVEMBER 16, 2021

We very rarely sell directly to a customer, so we have a critical need for education, streamlined communications, and tools that can be given to people that aren’t our direct employees. I’d be like, “People, we don’t even sell this anymore.” . How do you start to adapt to building relationships over Zoom? .

Digital Transformation 98

Digital Transformation Digitalization Marketing Sales Environment 98

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Mike Kunkle

OCTOBER 2, 2022

” What is Modern, Professional B2B Selling All About? I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. I view it a bit differently, though, and potentially, see this as a problem about how we view and define selling.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

SBI Growth

AUGUST 26, 2012

When I ask about inbound marketing and what they are doing about content marketing, things like publishing a blog , their eyes glaze over. In other words, content marketing is communicating with your customers and prospects without selling. Let’s take a closer look at blogs and why they are so effective in producing leads.

Advertising 122

Advertising Media B2B Decision-making 122

Red Star Kim

JANUARY 22, 2024

I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. It develops your understanding of the psychology of selling to help create a sales mindset. It’s beautifully illustrated.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Red Star Kim

MARCH 22, 2023

I’ve read many books on professional relationships – and I’ve even written one myself (see Better Business Relationships book by Kim Tasso (Bloomsbury) ). This book addresses networking (both in person and through social media), personal brand, internal collaboration, selling and referral management.

Leadership 130

Leadership Media Client Relationships Innovation 130

Red Star Kim

NOVEMBER 13, 2023

Using technology to remove routine processes which frees up lawyers to spend more time in client and referrer relationship management and high value advisory work. EQ covers a lot of the important abilities people need to support good communications and relationships. kimtasso.com).

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Red Star Kim

JANUARY 5, 2023

While there are many proven and successful digital marketing strategies and communications strategies when it comes to reaching clients directly – the strategies for forging and developing relationships with third party referrers and intermediaries can be more challenging. Keep and grow those relationships you already have.

Management 130

Management Media Key Account Management Communication 130

Red Star Kim

FEBRUARY 9, 2023

Overcoming silos and internal communication for cross-selling A key barrier to cross-selling and internal referrals was that firms were structured into silos. insolvency and tax investigations) were more reliant on external referrer management than those with ongoing clients where internal cross-selling initiatives were more important.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Upland

JUNE 14, 2023

Altify’s latest book, Not Just Another Vendor , highlights one sales leader – Scott Jackson Senior Director, Sales Enablement, Comcast Business – whose team learned the valuable lesson of relationships over product or any other fit. Many, however, need look no further than their revenue team, and the relationships therein.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Supply Chain 195

Red Star Kim

JUNE 16, 2022

Alongside generating new business directly from clients and developing existing client relationships, referrer management was seen as vital to generate revenue and profit – particularly for those reliant on commercial transactions in B2B and consumer clients in B2C. Cher’s Believe and cross-selling.

Management 130

Management Key Account Management Digitalization Communication 130

Red Star Kim

FEBRUARY 21, 2024

Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. I’ve explored the reasons why curiosity is to important and valuable to us: What is curiosity and why is it important in business relationships?

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Arpedio

FEBRUARY 22, 2024

In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. This methodology transcends the traditional transactional model, focusing instead on building relationships , understanding customer needs, and delivering tailored solutions. What is Consultative Selling?

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Red Star Kim

SEPTEMBER 26, 2022

It was also interesting to note that some had fairly strategic roles – and were interested in a wide variety of topics (including cross-selling). When it came to knowledge of selling, a poll revealed that 60% felt they were average, 20% felt that had good skills in selling and 20% rated themselves low. 22% pitches and tenders.

Digitalization 147

Digitalization Media Marketing Communication 147

Arpedio

FEBRUARY 2, 2024

8 Game-Changing Benefits of Account-Based Selling Explore ARPEDIO's Account-Based Selling Platform ← Back to blog In the world of sales, where personalization is paramount, it is almost impossible to overlook the significance of Account-Based Selling (ABS). Try ARPEDIO's Account-Based Selling Platform!

Account Planning 52

Account Planning Account Management Facilitation Stakeholders 52

Red Star Kim

JANUARY 3, 2023

Relationships A general law of interpersonal relationships? Sales and selling skills Sales processes and selling skills for targeting and meetings (kimtasso.com). Presentation skills (and video) An introduction to presentation skills – Easy as ABC (Video) (kimtasso.com). kimtasso.com).

Leadership 130

Leadership Publishing Management Communication 130

Brooks Group

FEBRUARY 16, 2024

Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. They build long-term relationships based on reciprocity. They put buyers’ wants and needs ahead of their own.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Sales Gravy

SEPTEMBER 1, 2023

Selling, discuss exactly how to connect and engage with decision makers and avoid the "middle management trap". One of the most effective approaches that salespeople can leverage to close bigger deals is using interviews as a sales strategy to gather intelligence, build relationships, and connect with high-level decision makers.

Publishing 85

Publishing Marketing Sales Management 85

Arpedio

FEBRUARY 15, 2024

The session covers everything you need to know about empowering sales leaders, applying Account-Based Selling (ABS) technologies and AI in Salesforce ecosystems, and the crucial interplay between technology, trust, and the future of B2B interactions. White Space Analysis Discover upsell and cross-sell opportunities in Salesforce.

B2B 52

B2B Account Planning Facilitation Sales 52

Showpad

JUNE 6, 2022

How does technology support you in this new hybrid world of selling? Be patient and focus on building relationships. It also takes strong relationships to help move the dial forward, and it’s been a big piece of why we’ve been able to accomplish some of the things we’ve been able to so far on our sales enablement journey.

Virtual Selling 52

Virtual Selling Decision-making Sales Digitalization 52

Mike Kunkle

MARCH 31, 2023

Competencies also include traits like curiosity, empathy, drive, and resilience, as well as skills like communication skills (especially questioning skills), relationship building, problem-solving ability, which is not illustrated in the example in the above chart. And, separately, to qualify an opportunity.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Arpedio

NOVEMBER 6, 2023

Future trends in account-based selling Explore the ARPEDIO platform ← Back to blog Staying ahead of the curve is crucial for success in the world of sales and marketing. Account-Based Selling (ABS) has emerged as a powerful strategy for B2B organizations to target high-value accounts strategically.

Artificial Intelligence 52

Artificial Intelligence Decision-making Client Relationships Media 52

Red Star Kim

NOVEMBER 24, 2023

it was a relief to realise this is a worry for us all) Develop external relationships? Francis argued for empathy, credibility and trust – to hone personal brands and always be on the front foot in external relationships. To future-proof client relationships using clarity, empathy, commitment and flair.

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

Arpedio

NOVEMBER 27, 2023

2023/2024 Industry Report Discover the power of sales tech in private equity-backed firms Download report ← Back to blog In this comprehensive report we uncover the strategies and success stories of PE-backed companies that have excelled in the realm of sales optimization. Book demo #1 Account-Based Selling Platform Powerful alone.

Acquisition 52

Acquisition Facilitation Account Planning Stakeholders 52

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Challenges of Selling to a Buyer Committee Because of the number of stakeholders and the complexity of the B2B buying journey, there are many common challenges and pitfalls.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

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. Their focus is on building long-term, mutually beneficial relationships.

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. Their focus is on building long-term, mutually beneficial relationships.

Account Management 52

Account Management Customer Success Management Artificial Intelligence 52

Nutshell

FEBRUARY 20, 2024

In the inbound methodology, marketers aim to provide value to potential customers throughout the buyer’s journey, which builds trust, establishes authority, and develops relationships over time. Any business that wants to generate leads and build relationships with potential customers can benefit from inbound marketing.

Marketing 77

Marketing e-Learning Media CRM 77

Nutshell

APRIL 3, 2024

Whether you want to sell or scale your business, here are the software tools to make a productive tech stack for your startup. The B2B Marketer’s Toolkit collects 120+ of the best lead generation tips ever published on the Nutshell blog. Of course you do.) Download it today! GET THE TOOLKIT 4.

Software 71

Software Software CRM Communication 71