Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Why are segmentation and targeting critical to marketing and business development success? The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

SEPTEMBER 5, 2023

The 2019 second edition of this book (subtitled “How to apply neuroscience and psychology for improved learning and training” ) provides fascinating insight and practical ideas to incorporate neuroscience into learning and development initiatives. 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

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. The culture and rewards systems sometimes worked against integrated client teams.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

NOVEMBER 2, 2022

I facilitated an inhouse change management workshop for a law firm recently. We looked at change management through the lens of both individual and organisational change. And we used two of their planned change projects to consider the issues and to test out and apply the various techniques. Change management process.

Communication 130

Communication Management Stakeholders Emotional Intelligence 130

Red Star Kim

MARCH 16, 2023

While we discussed various tools and methods to promote cross-selling and referral management, a key theme emerged around changing culture. This included improving internal communication and collaboration as well as motivation to devote time to internal and external referrals: cultivate a cross-selling culture.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Red Star Kim

FEBRUARY 21, 2024

Clarifying questions – We may ask for further information to develop our understanding or to check that we have understood properly. Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. Why are questions so important?

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

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

Planview

FEBRUARY 14, 2024

In this blog post, we’ll delve into how to maximize value within the first 12 months of using a value stream management (VSM) solution. In this blog post, we’ll delve into how to maximize value within the first 12 months of using a value stream management (VSM) solution.

Management 64

Management Organization Stakeholders Onboarding 64

Red Star Kim

JULY 25, 2023

Whether that is with low mood, motivation, self-doubt, stress, grief, loneliness or navigating change. Many of us are able to get through those tough times but sometimes we need a little extra help. During Covid her audience grew to 3 million. My coaching work focuses on promoting change amongst high performers.

Decision-making 246

Decision-making Emotional Intelligence Management Construction 246

Red Star Kim

MAY 3, 2023

Work roles varied across marketing, business development, PR, internal communications, events, digital and graphic design. The session is designed to provide delegates with an opportunity to share experiences and best practice on engaging their partners, fee-earners and colleagues in different teams. And how best to work with them.

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. A company goes to an external agency (or its internal marketing team) for help to develop more business.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Red Star Kim

JUNE 7, 2023

We considered strategic thinking, business strategy and marketing and business development strategy. And then to consider how marketing and business development could add most value in their achievement. And to keep an eye on the changing competitor landscape and evolving market and client needs.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Apptivo

MAY 12, 2023

What are lead stages? Lead Stages 3. Lead Stage Journey: Uncovering the Road to Conversion Path 4. Difference between Lead stages and status 5. Define Apptivo lead lifecycle stages – the sales process 6. How do you implement lead stages and status? What are lead stages?

Negotiation 52

Negotiation Decision-making Publishing Marketing 52

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. These sessions are experiential – with much use of social learning so many insights are generated during group discussions. It was on budget day so those from accountancy and tax practices had a lot going on.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Mike Kunkle

JUNE 12, 2022

At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. In some cases, it wasn’t the first time that they had to act. You won’t hit a target you can’t see.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

OCTOBER 11, 2019

There are times when business is slow for a sales department. When you're experiencing slow business, it can free up your time to address weaknesses and focus on prospecting and connecting with potential leads. During periods of slow business, you can analyze the contacts in your CRM and examine the performance of your sales team.

Brainstorming 125

Brainstorming CRM Media Decision-making 125

Red Star Kim

SEPTEMBER 26, 2023

The session looked at how to ease personal transitions (individual change) whilst driving organisational change (primarily through cultural transformation). Nurture a change management movement – From “Let it go” to “Let it grow”. Change Management – Heads, Hearts and Hands (kimtasso.com).

Management 113

Management Co-Creation Communication Leadership 113

Red Star Kim

MAY 22, 2023

I often wonder whether the perceived conversation skills gap was caused by the imposed isolation during the Covid lockdowns or a by-product of the digitisation of communications. Yet they overlap in times of uncertainty. Secondly, it uses neuroscience and is evidence-based to understand the power of communications in building trust.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.

Stakeholders 71

Stakeholders Communication Value Selling Organization 71

Arpedio

FEBRUARY 15, 2024

In this blog post, we delve into the world of pre-sales, uncovering its definition, exploring its significance in the sales funnel, and delving into strategies for maximizing its effectiveness. In essence, pre-sales acts as the bridge between the initial awareness stage and the eventual conversion stage in the buyer’s journey.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

Arpedio

FEBRUARY 22, 2024

Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively. Problem: The Problem stage focuses on identifying the prospect’s pain points, challenges, and areas of dissatisfaction.

Software 52

Software Software Decision-making Performance Review 52

Red Star Kim

NOVEMBER 18, 2022

Some firms were represented by their entire M&BD teams. But we were assured she will appear at a future event and the team did a fab job of quickly and seamlessly reconfiguring the first part of the day. Her key messages were: Build a strong force for change. Develop Employer Value Propositions (EVPs).

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Mike Kunkle

JULY 4, 2022

Leaders have a key responsibility in sharing the change story and inspiring and gaining support from front-line managers and employees. The role of these managers in driving change seems to be a fairly-well acknowledged point of view. Sidebar: Recognize That Sales Enablement is Change Management. Insert ominous music here.].

Sales Management 130

Sales Management Management Sales Sales Training 130

Red Star Kim

JUNE 15, 2023

Others may find that the M&BD team is responsible for research. Fame for accountants and professional services firms “tool for general financial research, benchmarking analysis, screening acquisition targets for your clients, client onboarding, company secretarial services and business development”. Helpful for competitor analysis.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Apptivo

MAY 31, 2023

Sales funnel stages: understanding the customer journey 4. ” In this blog, one can hope to debunk the concept of sales funnels and provide insider secrets for creating a highly effective one that delivers exceptional sales growth. .” Why is a sales funnel important? How to build an effective sales funnel for more sales?

Sales 52

Sales Decision-making Advertising Media 52

Red Star Kim

APRIL 17, 2023

Last week I facilitated MBL’s full day training session on “Developing more work from referrers and intermediaries”. Delegates were from legal, accountancy and insolvency firms – both M&BD teams and fee-earners. Some firms allocated grades during the on-boarding process and reviewed them regularly. Red, Amber, Green).

Management 130

Management Manufacturing Client Relationships Facilitation 130

Apptivo

APRIL 28, 2021

These inefficiencies are caused due to the presence of different bottlenecks in their sales processes and changing market conditions as the COVID-19 pandemic has caused their businesses to be at risk due to degrading sales. Very often, sales teams are unable to understand the buyer profile and redirect the wrong content to them.

CRM 98

CRM Decision-making Innovation Management 98

Zendesk

JUNE 11, 2021

That doesn’t mean your sales and marketing teams should settle for a slow drip of conversions, though. That doesn’t mean your sales and marketing teams should settle for a slow drip of conversions, though. How sales and marketing teams fit into the sales funnel. The concept of a sales funnel has been around for a long time.

Sales 86

Sales B2B Advertising Media 86

Showpad

JULY 21, 2020

Welcome to the third post of this blog series for executives. Even if you take all these steps the right way, there is one missing link that’s often underestimated: How well you manage and lead the change aspect that comes with any enablement initiative. . One aspect of making enablement successful is how it is designed and set up.

Management 139

Management Leadership CRM Sales 139

DemandFarm

OCTOBER 4, 2023

It’s built around a multi-step sales cycle with several stages that include research, qualification, and strategy development. All these stages are aligned to meet the common goal of realizing the full potential of a prospective sales opportunity.

Value Proposition 52

Value Proposition Sales Negotiation Meetings 52

Red Star Kim

OCTOBER 3, 2022

To sort the wheat from the time-consuming chaff, most firms had developed qualification processes to ensure a focus on the best opportunities. Some delegates had central qualification processes whilst others sent invitations out to the relevant teams to assess. Qualification. Obtain early insight into potential needs.

Decision-making 130

Decision-making Communication Meetings Marketing 130

Brooks Group

APRIL 5, 2023

This can happen to salespeople and sales leaders in a tumultuous selling environment just as easily as it can happen to a pilot during a mid-flight emergency. This can happen to salespeople and sales leaders in a tumultuous selling environment just as easily as it can happen to a pilot during a mid-flight emergency. What do you do?

Sales Training 86

Sales Training Decision-making Sales Environment Onboarding 86

Insightly

FEBRUARY 25, 2022

It’s time to change your perspective. However, problems can arise if your customer data is siloed across multiple teams and systems. For example, would your sales team benefit from the customer data and feedback stored on your marketing team’s email campaign platform? Shouldn’t you?

Logistics 98

Logistics CRM Stakeholders Media 98

Hubspot Sales

OCTOBER 9, 2019

That's why professional development is essential for salespeople. Below, you'll learn how to develop your sales skills and improve your performance on your team. Sales training and professional development opportunities can keep your skills fresh. There are several roleplay exercises your team could try.

Sales Training 132

Sales Training Sales Decision-making Communication 132

AchieveIt

NOVEMBER 9, 2023

Many organizations felt it too risky to engage in new strategic planning during this period due to the rapidly changing and unpredictable environment. Public-facing organizations, especially city and county governments, are changing how they share their plans and progress both with the public and their stakeholders.

Facilitation 52

Facilitation Stakeholders Government Leadership 52

Freshworks

NOVEMBER 16, 2021

The company was trying to implement a cloud strategy for their operations when Ali’s team chanced upon Freshservice. The company was trying to implement a cloud strategy for their operations when Ali’s team chanced upon Freshservice. The ‘art of easy’ involves delighting customers with quick solutions and quicker resolutions.

Retail 93

Retail Digital Transformation Digitalization Innovation 93