Red Star Kim

NOVEMBER 13, 2023

This suggests that you will need to have completed assessments of your successful employees to develop ideal profiles. This suggests that marketing, business development and social media strategies should be reviewed. My main reservations are around what firms are trying to learn from assessments and how they will use them.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

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. Telephone call challenges: Emotions, data, selling and follow up.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Red Star Kim

MARCH 22, 2023

This book addresses networking (both in person and through social media), personal brand, internal collaboration, selling and referral management. There are numerous mentions throughout the book of the need for strong internal relationships to support collaboration, overcome silos and support cross-selling.

Leadership 130

Leadership Media Client Relationships Innovation 130

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

Customer Think

NOVEMBER 5, 2021

I’ve written about this transformation suggesting we are going through a transformation of sales led, [.]. The post The Digital Buying Journey Is Very Human first appeared on Partners in EXCELLENCE Blog -- Making A Difference. Related Posts: Virtual Selling Is Not The Future Of Sales!

Digitalization 64

Digitalization Virtual Selling Sales 64

Nutshell

MARCH 31, 2023

There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters. Best blogs for sales managers Sales blogs are an excellent way to learn new sales leadership skills, brush up on your sales knowledge, and get the latest news. Keep exploring our blog for our latest posts!

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Hubspot Sales

APRIL 25, 2023

Michaela Mendes at SetSail suggests feeding AI with the right information to create tailored emails. Mendes suggests prompting ChatGPT as follows: “I want to email [job title] and introduce [company]. You can ask ChatGPT to include a statistic from a certain blog link, Mendes suggests.

Sales 97

Sales Emotional Intelligence CRM Decision-making 97

Hubspot Sales

NOVEMBER 14, 2023

This means that in 17 years, you might be selling space voyages. Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) and more about how we'll sell them. Before you panic, this isn't to suggest you need to become the next big social media influencer.

Energy and Utilities 91

Energy and Utilities Media Sales Publishing 91

Arpedio

APRIL 25, 2023

5 Key Steps to Get Started with Account-Based Selling ← Back to blog Are you tired of chasing down individual leads and only closing small deals? Account-based selling has gained significant recognition from renowned sources like Gartner and Forrester for a reason. Download article Book demo Are you already using Salesforce?

Account Planning 52

Account Planning B2B Stakeholders Prioritization 52

Brooks Group

FEBRUARY 12, 2024

When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. This post explains how you can help your sales team maximize the potential of existing customers by showing them how to cross-sell and upsell effectively.

Sales Training 74

Sales Training Sales Account Management Profitability 74

QYMATIX

MARCH 12, 2024

That includes Cross-selling predictions, customer churn predictions, and pricing predictions. An AI-based assistant forwards the most likely forecasts to the sales team and suggests specific actions based on the data. That allows cross-selling predictions to be made with a high probability of occurrence.

Artificial Intelligence 52

Artificial Intelligence B2B Logistics Sales Analytics 52

Mike Kunkle

NOVEMBER 23, 2023

This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue. You can compare revenue to SG&A (Selling, General, and Administrative) expenses.

Sales 258

Sales Finance Decision-making Profitability 258

Account Manager Tips

OCTOBER 18, 2022

I've created a Telegram channel to keep you updated whenever there's a new podcast, webinar, blog post or YouTube video. You feel like have to re-sell your value every time. A blog post and video to help you understand clients. Always remember that beyond business issues, people are also dealing with personal and family issues.

Key Account Management 130

Key Account Management Suppliers Account Management Construction 130

Account Manager Tips

OCTOBER 12, 2022

I've created a Telegram channel to keep you updated whenever there's a new podcast, webinar, blog post or YouTube video. You feel like have to re-sell your value every time. A blog post and video to help you understand clients. Always remember that beyond business issues, people are also dealing with personal and family issues.

Key Account Management 130

Key Account Management Suppliers Account Management Management 130

Customer Think

FEBRUARY 15, 2024

In my last article, I suggested that our prospects aren’t really interested in our so-called “solutions” – what they really care about is achieving valuable business outcomes.

Sales 60

Sales 60

Red Star Kim

NOVEMBER 24, 2023

Suggestions included: a sideways approach to relationship development, avoid the tsunami of (digital) stuff and share initiatives across international boundaries. To counteract “Tetris-like calendars” she suggested we set boundaries and create healthy habits to avoid the physical, mental and social problems of tech overload.

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

Nutshell

DECEMBER 13, 2019

For example, case studies are considered a kind of sales enablement content because a sales rep can use them to prove to potential buyers that the products he or she is selling do, in fact, provide value to others. Informational Blog Posts. Blog posts are the quintessential content marketing medium. Whitepapers.

Sales 101

Sales B2B Decision-making Internet 101

Hubspot Sales

NOVEMBER 28, 2023

He suggests, “The economy and inflation have made pricing more prevalent than ever before.” Chad Burmeister , founder and CEO of BDR.ai , supports Wittman’s comment about value-based selling. He encourages sales professionals to sell based on the outcomes vs. the features. Selling with AI is a good example.

Negotiation 100

Negotiation Sales Leadership CRM 100

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.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Red Star Kim

JULY 11, 2022

A bite-sized approach to engaging fee-earners in the planning process was suggested: marketing planning process into a professional service firm (kimtasso.com). If fee-earners engage in the data they are more likely to suggest what action could and should take place. Some suggested focusing on reporting profit improvement instead.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Red Star Kim

AUGUST 14, 2023

And it is suggested that a fact is 22 times more memorable when it is wrapped in a story (attributed to Jerome Bruner and Jennifer Aaker of Stanford University). SEO update for professional services (October 2020) (kimtasso.com) Show don’t tell Telling isn’t selling. A key challenge was how to convey complexity in a compelling manner.

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130

Red Star Kim

SEPTEMBER 5, 2023

There’s a suggestion that we stop talking about soft skills and refer to them instead as “valuable intelligences”. I have written seven books – on growth strategies, business development, selling, business relationships, media relations and social media. And how these need to be considered in learning environments.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Red Star Kim

DECEMBER 5, 2023

Another delegate suggested using monday.com | A new way of working to integrate all action lists and help avoid being overwhelmed by so many tasks. 5% Never 89% Occasionally 5% Often Have you had formal training in selling? Email Online Invitations that WOW! Greenvelope.com was mentioned for invitations and RSVP tracking.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

QYMATIX

MARCH 12, 2024

That includes Cross-selling predictions, customer churn predictions, and pricing predictions. An AI-based assistant forwards the most likely forecasts to the sales team and suggests specific actions based on the data. That allows cross-selling predictions to be made with a high probability of occurrence.

Artificial Intelligence 40

Artificial Intelligence B2B Logistics Sales Analytics 40

Red Star Kim

NOVEMBER 9, 2023

Selling your strategy Engage the leadership team and entire organisation. He suggests using stories to engage emotions (see Video – The art of storytelling – Kim Tasso explains and demonstrates ), to listen and be alert to hidden games being played. There are good questions to consider (e.g.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Customer Think

MAY 8, 2023

I do not mean by sell less that your total sales should be lowered. I am saying sell what is necessary to the customer, and not force him to buy more than is needed (and later to be thrown away) or consume more than is needed. Marketers have learnt to sell more, or get consumers to consume more.

Customer Value 59

Customer Value Stakeholders Profitability Manufacturing 59

Red Star Kim

DECEMBER 15, 2023

I had previously suggested to one of my counselling clients that he read a book called “ Adult Children of Emotionally Immature Parents – How to Heal from Distant, Rejecting, or Self-Involved Parents” by Lindsay C. And the suggestion that even those we call narcissist are reacting to an inner child wound that is deeply painful.

Emotional Intelligence 130

Emotional Intelligence Meetings Communication Leadership 130

Red Star Kim

SEPTEMBER 14, 2023

It received such a warm and enthusiastic response that it was suggested we consider a series highlighting the giants of professional services marketing and business development. I posted this on LinkedIn on 13 th September. So here’s the spotlight on Richard Chaplin, PM Forum and Managing Partners’ Forum.

Management 130

Management Leadership Innovation Government 130

Sales Outcomes

SEPTEMBER 12, 2022

It’s no secret that the first step of the sales process is often the most difficult – much of selling success hinges on a sales professional’s ability to lead an effective first conversation. Accept their suggestions for modifying the agenda and ask why. Set and Test the Agenda. Flush Out The Current State.

Sales 52

Sales Meetings B2B Communication 52

Zendesk

MAY 25, 2022

You’ll follow her for the short, simple intros to complicated concepts—but you’ll stay for the great podcasts, blogs, and books. Best-selling author, podcast host, and influencer Colin Shaw is also worth following. As the name suggests, there’s a new Trends Report every year. Start reading these blogs.

Customer Experience 98

Customer Experience Media Meetings Publishing 98

Red Star Kim

JULY 1, 2022

She mentions research that suggests when we meet someone, our brain is wired to scan for signs of trustworthiness and references psychological safety (being able to share our thoughts without being judged). She suggests that self-awareness is important and another networking superpower. My life is ideal when I’m _”.

Communication 130

Communication Digitalization Media Meetings 130

Jeb Blout

DECEMBER 1, 2021

The experts suggest that getting people to call me is much easier than cold calling. They say that instead of cold calling I should use inbound marketing schemes, write articles, blog, produce videos and podcasts, and leverage social selling to attract prospects. How Inbound Marketing and Social Selling Are Alike.

Advertising 59

Advertising Media Internet Retail 59

Mike Kunkle

JUNE 12, 2022

I’ll never suggest that downsizing someone is as hard as being downsized, but I’ve been on both sides of the desk, and they both suck. Here are some suggestions to consider and resources that may help: Conduct a SWOT analysis to assess the situation logically. Working Remotely and Selling Virtually.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

ProlifIQ

JULY 26, 2023

Whether you’re a sales professional looking for tips to improve your prospecting efforts or a sales leader seeking new perspectives, this blog post will provide you with valuable nuggets of knowledge to enhance your prospecting into strategic accounts.

Prioritization 40

Prioritization CRM Management Meetings 40

Red Star Kim

FEBRUARY 28, 2023

For those without access to human resource professionals I suggested looking at CIPD (Chartered Institute of Personnel and Development) resources e.g 0% Marketing 0% Selling 80% Client relationship management (developing clients) 20% Referrer management Do you have plans to introduce or develop new services?

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

MTD Sales Training

APRIL 15, 2020

Click play for the video version of this blog. Want to improve your customer service and retail selling skills? You will learn what you need to say and how you need to say it to help your customers, also being able to suggest any add-ons, cross-sells and up-sells along the way. Happy Selling! Sean McPheat.

Retail 71

Retail Sales Training Customer Experience Communication 71

Hubspot Sales

APRIL 27, 2021

As the name suggests, the hunter salesperson goes out and hunts for new opportunities, prospects, and accounts. A trapper may use inbound marketing to create a fine-tuned way to communicate the value of what they’re selling to their prospects in the channels they’re already present, like social selling to B2B professionals on LinkedIn.

Sales 125

Sales Client Relationships Profitability Account Management 125