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.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Brooks Group

FEBRUARY 12, 2024

The revenue potential of your customers doesn’t end when they sign the contract. Once a prospect buys your product or service, they represent an opportunity for future growth. If growing customer revenue is on your mind, you’re not alone. An example of upselling is adding a maintenance contract to the sale of capital equipment.

Sales Training 74

Sales Training Sales Account Management Profitability 74

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. Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. There were some common threads demonstrating the huge contribution these varied individuals make to their teams.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Showpad

NOVEMBER 21, 2021

In this interview, Jaclyn provides a unique perspective on why her role is important and you can build a revenue enablement team. . Tell us about your role as Director of Revenue Enablement at GHX and how it’s changed in the last year. . I was previously doing sales enablement for Lumere, a 120 person startup in Chicago.

Supply Chain 98

Supply Chain Healthcare Onboarding Sales 98

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

SEPTEMBER 5, 2023

I’ve summarised some key ideas to incorporate into your training programmes and included an overview of my training services at the end. on product knowledge), skills or operational training or promoting attitude or behaviour change. It’s published by CIPD (Chartered Institute of Personnel and Development) and Kogan Page.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Red Star Kim

DECEMBER 2, 2022

Delegates were from large and medium sized legal, intellectual property, accountancy, actuarial, pension and consultancy firms – from the UK but also from the Channel Islands and Portugal – with some supporting up to 12 jurisdictions. Thanks to all the delegates for their enthusiastic participation and for the support of Morag Campbell.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

DECEMBER 5, 2023

In November it was a full house for the PM Forum’s Proactive marketing and business development executive online workshop. It was on budget day so those from accountancy and tax practices had a lot going on. These sessions are experiential – with much use of social learning so many insights are generated during group discussions.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Brooks Group

MARCH 28, 2024

Why is selling to the C-suite so critical? As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Gone are the days when you could simply sell to a mid-level manager. Your prospect lacks budget authority.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Arpedio

DECEMBER 14, 2023

Maximize Your Team with Sales Enablement Tools Explore the ARPEDIO platform ← Back to blog Table of Contents In the ever-evolving world of sales, staying ahead of the curve is key to success.

Sales 52

Sales Software Software Account Planning 52

Arpedio

FEBRUARY 27, 2024

In today’s rapidly evolving business landscape, sales strategies that focus solely on transactions are becoming increasingly outdated. As businesses strive to differentiate themselves and establish long-term success, the concept of relationship selling has emerged as a critical component of sales excellence.

Prioritization 52

Prioritization Communication Software Software 52

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

Sales Training 98

Sales Training Management e-Learning Sales 98

Red Star Kim

SEPTEMBER 26, 2023

I presented a methodology to design marketing and BD team structures in November 2015. Here I review recent developments and look at some case studies of how M&BD teams are structured: An update on marketing and business development (M&BD) team structures. Other firms will have these roles integrated.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly?

Procurement 130

Procurement Stakeholders CRM Government 130

Showpad

JULY 7, 2020

Welcome to the second post of this blog series for executives. . In this edition, I’ll be discussing the three most critical success factors when it comes to sales enablement. Did sales enablement success factors change during COVID-19? . The COVID-19 crisis has challenged all areas of our lives; not only in business.

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Arpedio

APRIL 3, 2024

What is Solution Selling? Solution selling is a sales methodology focused on addressing the specific needs and challenges of customers by providing comprehensive solutions rather than simply selling products or services.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Insightly

SEPTEMBER 28, 2023

Compared to traditional corporate functions — like sales, marketing, human resources, and finance — revenue operations is a relatively new field. In this blog post, we’ll dig into the emerging field of revenue operations. In this blog post, we’ll dig into the emerging field of revenue operations.

Finance 52

Finance CRM Customer Success Decision-making 52

Insightly

SEPTEMBER 28, 2023

Compared to traditional corporate functions — like sales, marketing, human resources, and finance — revenue operations is a relatively new field. In this blog post, we’ll dig into the emerging field of revenue operations. In this blog post, we’ll dig into the emerging field of revenue operations.

Finance 52

Finance CRM Customer Success Decision-making 52

KAM With Passion

OCTOBER 7, 2020

This article suggests a few simple principles to establish clarity and help business leaders correctly position the two subjects. Seen from a sales rep and sales team point of view, AM defines: How each customer is engaged as soon as they have purchased. Up- and cross-selling practice and the associated tactics.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. What is Sales Coaching?

Sales 52

Sales Account Management Stakeholders CRM 52

Arpedio

FEBRUARY 20, 2024

Navigating Account-Based Selling: CRM, AI and Customer Understanding Explore the ARPEDIO platform ← Back to blog When it comes to B2B sales, companies often find themselves wrestling with a myriad of challenges, from a lack of prospecting skills to navigating lengthy sales cycles.

CRM 52

CRM Artificial Intelligence B2B Account Management 52

Arpedio

APRIL 27, 2023

From Strategy to Execution with Sales Enablement ← Back to blog In this blog post, we’ll explore what sales enablement is, why it’s relevant for sales professionals, and how sales enablement software can help to support your sales team. What is Sales Enablement?

Sales 52

Sales Software Software Sales Training 52

Red Star Kim

APRIL 11, 2023

Whilst these sessions are typically attended by fee-earners hoping to improve their pitch confidence and success, on this occasion the delegates were mostly from Marketing & Business Development (M&BD) teams. Here are some of the highlights mentioned by the delegates: Pitch points from a pitching and tendering training workshop.

Government 130

Government Innovation Meetings Finance 130

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

Showpad

MAY 7, 2020

You may already have a sales enablement program, initiative or function at your organization. Or perhaps some of your colleagues want to talk to you about developing one. . If your enablement initiative drives sales results as expected, you don’t need to read this article.

Sales 134

Sales CRM Sales Management Digitalization 134

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy?

Sales 52

Sales e-Learning Onboarding Software 52

DemandFarm

OCTOBER 4, 2023

Sales opportunity planning is a complex process that entails following several steps and requires a comprehensive guide. It’s built around a multi-step sales cycle with several stages that include research, qualification, and strategy development. Are there any new services or products that you can provide and gain market traction?

Value Proposition 52

Value Proposition Sales Negotiation Meetings 52

Red Star Kim

AUGUST 18, 2022

The Great Resignation arrived somewhat early in the marketing and business development (M&BD) teams of professional services firms (PSF) after Covid. Firms ramped up to seize the opportunities as they entered what many thought would be a period of growth. Aims and assumptions. Marketing or Business Development or both ?

Marketing 130

Marketing Digitalization Investors B2C 130

Arpedio

AUGUST 22, 2023

Key account management best practices ← Back to blog In today’s competitive landscape, effectively managing key accounts is not just a strategy: It’s a necessity. The rationale behind this strategy is clear: These key accounts hold a distinct importance for your company. Try ARPEDIO's Account-Based Selling Platform!

Key Account Management 52

Key Account Management Account Management Management Onboarding 52

Miller Heiman Group

DECEMBER 2, 2019

A skilled customer success team is especially critical to sales success because they touch an account 10 times more than the sales team. Customers report that sellers don’t show enough interest in them after a sale, according to the 2018 Buyer Preferences Study. Increasing Customer Revenue.

Customer Success 70

Customer Success Customer Experience Suppliers Sales 70

Brooks Group

JANUARY 5, 2021

As a sales leader, it’s never been more critical to be on the ball. Though a vaccine for COVID-19 is slowly being administered, you cannot wait to inoculate your sales team against the lingering effects that the pandemic had on your sales methodology. Begin to make your changes by asking for input.

Sales Leadership 74

Sales Leadership Leadership Sales Virtual Selling 74

CoSell

DECEMBER 22, 2020

In sales, we’re all on common ground. By building a scalable, winning sales process. By building a scalable, winning sales process. This gem is what my friend Steve, * a salt of the earth sales consultant, likes to call, the “IT”. As you’re an experienced sales professional, I bet you’ve done this. Not just once.

Prioritization 85

Prioritization Sales Decision-making Virtual Selling 85

Hubspot Sales

NOVEMBER 30, 2020

Most of your business’s prospective customers will not buy from you instantly. You cannot simply introduce someone to your products or services once and expect that they will go the rest of the way by themselves. If you’re guilty of this, you might need to perfect your sales follow-ups. Sales Follow-Up Techniques.

Decision-making 140

Decision-making Sales Meetings Stakeholders 140

Brooks Group

DECEMBER 27, 2022

What Are Sales Goals? While there may be more elegant and creative definitions for a sales goal, let us define a sales goal as the total number of sales your team is responsible for obtaining within a fiscal period. For our purposes, we will be discussing sales goals as they relate to the sales manager.

Sales 77

Sales Sales Leadership Leadership CRM 77

Hubspot Sales

MAY 19, 2020

In fact, equipped with the right approach, marketing and sales teams can pick their accounts together in as little as an hour. Picking the wrong targets will make it hard for sales and marketing to align and will lead to poor financial results. Identify your goals. Because companies get stuck. What’s not to like?

Decision-making 116

Decision-making Management Acquisition Value Proposition 116