Upland

OCTOBER 17, 2023

Its many evolutions and the powerful AI of today make it an irresistible tool to many. Customer success leaders leverage chatbots to lighten workloads. Customer success leaders leverage chatbots to lighten workloads. It frees them up to do what they do best—sell, sell, sell. Many writers use AI to spark ideas.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Mike Kunkle

OCTOBER 8, 2023

Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. This unified effort propels businesses to new heights of success. So, why care, or why read it? I’ve added the Product function.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

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?

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. It’s been proven in multiple studies and is worth the effort. It’s been proven in multiple studies and is worth the effort. It should be aligned to the customer lifecycle and buying process, where possible.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Red Star Kim

MARCH 4, 2024

It can be frustrating and disempowering. But there are potentially several reasons for this behaviour – some to do with your manager, and some to do with you. So what do you do when your boss is a micro-managing control freak? Some reasons relate to your line manager and some depend on you. It takes two to tango!

Management 147

Management Communication Leadership Digitalization 147

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. Time for informal, social engagement – so important for getting to know people – has reduced. Everyone is different.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Account Manager Tips

OCTOBER 12, 2022

It's easy to lose sight of the big picture in the day-to-day grind. 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. What are your priorities? Table of Contents.

Key Account Management 130

Key Account Management Suppliers Account Management Management 130

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. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Account Manager Tips

OCTOBER 18, 2022

It's healthy and can lead to great things if handled properly. Workshop: What to do when your client doesn't give a crap Worth a click Quote of the week. 4 magic words to say to every client It's Q4 and the end of the year is in sight, so everyone is busy. What are your priorities? Table of Contents.

Key Account Management 130

Key Account Management Suppliers Account Management Construction 130

Red Star Kim

DECEMBER 22, 2022

It would be a good activity for a group discussion. Cost-of-living crisis (Inflation, interest rates and recession) – less business investment. Export and import issues (supply chain issues from Brexit). It focuses on: Global recession. Many were attached to specific practice groups and some had firm-wide roles.

Supply Chain 147

Supply Chain Government Transportation Digital Transformation 147

Arpedio

JANUARY 9, 2024

Elevating Account Management Through Metrics and KPIs Explore ARPEDIO's Account Management Software ← Back to blog As companies strive to build lasting relationships with their clients, the need for effective Account Management strategies and tools becomes paramount.

Account Management 52

Account Management Management Client Relationships Account Planning 52

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. Senior decision maker titles also vary by industry.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Red Star Kim

DECEMBER 18, 2023

The workshop covered strategic thinking, business strategy and marketing and business development (MBD) strategy. Professional service firms are usually a collection of disparate and self-governing business units focusing on different markets and services. Others see it more as top-down or bottom-up approach to strategy.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Hubspot Sales

MAY 7, 2024

Why do I bring this up in the context of entrepreneurship? No matter your niche, product, or service, and no matter how prepared you are, your business will throw you a curveball. As a marketing business owner whose revenue primarily comes from my writing services, late 2022 to mid-2023 was… unnerving, to say the least.

Interpersonal Skills 89

Interpersonal Skills Decision-making eCommerce Prioritization 89

Arpedio

DECEMBER 4, 2023

Measuring the Success of Account-Based Selling Explore the ARPEDIO platform ← Back to blog Account-based selling (ABS) is becoming increasingly popular in the B2B software industry as it allows businesses to target specific high-value accounts and personalize their marketing and sales efforts.

Decision-making 52

Decision-making Prioritization Media Marketing 52

Red Star Kim

JULY 25, 2023

It is a toolbox of essential mental health life skills. I started listening to the audio book but liked it so much I ordered the hardback version too. I started listening to the audio book but liked it so much I ordered the hardback version too. So here is an extended book review – Why has nobody told me this before?

Decision-making 246

Decision-making Emotional Intelligence Management Construction 246

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. In this blog post, we'll explore 14 essential best practices and tips from experienced sales managers at HubSpot. Craft a strong operating model for your team that serves as the bedrock for successful sales strategies.

Sales Management 101

Sales Management Management Energy and Utilities Emotional Intelligence 101

Hubspot Sales

JULY 7, 2023

As technology advances and becomes more accessible, businesses are leveraging artificial intelligence (AI) to improve their sales processes. In this blog post, we'll explore why some sales teams are investing in AI, why others aren't, and which companies are leading the way in AI adoption. Are sales teams investing in AI?

Artificial Intelligence 118

Artificial Intelligence Emotional Intelligence Sales Decision-making 118

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. 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

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Negotiation 104

Negotiation Sales Leadership CRM 104

Red Star Kim

OCTOBER 16, 2023

Delegates included both partners and business development professionals (some with a banking background) from law firms (employment, criminal, disputes, offshore), accountancy practices (audit, forensic, insolvency and restructuring and financial services. Gaining the attention of busy professionals is challenging at the best of times.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

JUNE 27, 2023

At the recent PM Forum online workshop on campaigns, thought leadership and project management there were 17 delegates from legal, accountancy and insolvency firms located in London, Belfast, Sutton Coldfield, Manchester, Newcastle, Cambridge and Dubai. The delegate aims, poll results and key takeaways are shown below.

Leadership 130

Leadership Management Stakeholders Communication 130

Red Star Kim

SEPTEMBER 6, 2022

I haven’t reviewed a book on the topic of internal communication and yet it’s a vital element of marketing, branding, organisational culture, change management and leadership. This contemporary book (published in 2021) is just 200 pages and is subtitled “Streamline your corporate communication to drive efficiency and engagement”.

Communication 130

Communication Facilitation Leadership Stakeholders 130

Mike Kunkle

FEBRUARY 5, 2023

What sales or revenue enablement leader doesn’t want to help deliver this kind of business impact? ” ~ CSO Insights 2019 Sales Enablement Report (p. 32) From the lowest to highest adoption rates in the chart, the data represent a: 15.3% increase in organizational revenue plan attainment 31.8% increase in quota attainment 19.7%

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

JUNE 1, 2023

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. So it was interesting that one of the poll results showed that over 60% never complete a competitor analysis in support of their pitches (it is possible that their fee-earners led the way here).

Value Proposition 130

Value Proposition Innovation Marketing Media 130

PandaDoc

MAY 8, 2024

Thousands of small and midsize businesses (SMBs) are joining the market every week. million small businesses , which constitutes up to 99.9% of all the businesses across the country. Read on as we cover everything you need to know about the SMB sales process, and how your sales team can crush it in the competitive landscape.

B2C 52

B2C Small Business Sales Decision-making 52

Red Star Kim

MARCH 6, 2023

Delegates were from legal and accountancy firms with roles as varied as marketing, digital marketing, business development, PR and key accounts (executives, managers and a director). It could act as a metaphor so we could summarise the strategy process as follows: Analyse the dots – Where are we now?

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Brooks Group

APRIL 25, 2024

Your customer success team can be your best ally. It can be tempting to focus on closing a deal and moving on to the next prospect. But the most successful sales professionals understand the value of cultivating long-term relationships with their customers.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

KAM With Passion

NOVEMBER 11, 2020

What is true in the private life is true in business as well, especially between a supplier and their customers. As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers. Business Reviews: classics never die. A very pragmatic one.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Hubspot Sales

JANUARY 26, 2023

Decades ago, the thought of creating a profitable business was a distant dream. Plus, finding and connecting with your target audience is easy with social media. Plus, finding and connecting with your target audience is easy with social media. You’ll also have less certainty than your traditional nine-to-five.

Digitalization 102

Digitalization eCommerce Finance Internet 102

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. That’s where Key Account Management (KAM) comes in. What is Key Account Management?

Key Account Management 52

Key Account Management Account Management Management Profitability 52

Brooks Group

MARCH 25, 2024

Research shows that sticking with a sales process correlates with success. Sales teams that don’t follow their sales process find it difficult to meet sales goals. Sales teams that don’t follow their sales process find it difficult to meet sales goals. It led to 2023 being a record year for us—20% above plan.”

Negotiation 81

Negotiation Sales Training Decision-making Sales 81

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 primary objective of this strategy is to either maintain or expand the profits derived from these key or strategic accounts.

Key Account Management 52

Key Account Management Account Management Management Onboarding 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 will clients/referrers be interested in?).

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

LinkedFusion

SEPTEMBER 3, 2023

It is not a hidden fact that optimizing your LinkedIn profile will result in more engagement with your prospect. And one of the most important parts of optimizing a LinkedIn profile is improving your headline. Your photo and headline both are the first thing that your prospect’s view.

Value Proposition 52

Value Proposition Marketing Profitability Digitalization 52

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.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Arpedio

MARCH 13, 2024

In today’s competitive business landscape, having a well-defined and meticulously executed Go-to-Market (GTM) strategy is essential for success. But what exactly is a Go-to-Market strategy, and why is it so crucial? Competitive Advantage : In today’s crowded marketplace, differentiation is crucial.

Value Proposition 52

Value Proposition Marketing Media Retail 52