Brooks Group

MARCH 21, 2024

It turns out, most sales organizations are not using the most effective sales questioning techniques. 14% of underperforming teams) use the most effective strategy (needs/wants-based approach). A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking questions is good.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

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?”. So here are ideas on how to engage fee-earners in the M&BD planning process. The company might submit a brief.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Red Star Kim

AUGUST 31, 2023

So packaging up useful information and getting onto the radar of potential referrers. To support my training courses and workshops, I keep an eye out for interesting marketing and business development case studies. There are case studies of thought leadership, branding, pricing and strategy. trillion by 2031”. trillion by 2031”.

Marketing 130

Marketing Leadership Government Logistics 130

Red Star Kim

FEBRUARY 14, 2023

These are described further here: Before your set your goals – check your limiting assumptions (kimtasso.com) A first step is to identify or uncover what are often unconscious limiting assumptions. One of most common is that of Socratic questioning which is used by counsellors and therapists in Cognitive-Based Therapy (CBT).

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Hubspot Sales

MAY 26, 2023

Odds are, if you don’t want what they’re selling, you’ll hang up immediately. How to Make Effective Outbound Calls 1. And when all someone has to judge you from are your words and how you deliver them over the phone, your outbound calling strategy is especially important. You are greeted with a pitch from a pushy sales rep.

Emotional Intelligence 95

Emotional Intelligence Software Software Communication 95

Red Star Kim

FEBRUARY 15, 2024

We tackled delegate questions as well as coaching and consulting scenarios along the way. We tackled delegate questions as well as coaching and consulting scenarios along the way. What are the differences between coaching, mentoring and consulting? What are the differences between coaching, mentoring and consulting?

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Red Star Kim

AUGUST 24, 2023

He’s also written a book called “ Get to the point – how to write well at work”. There’s even advice towards the end on how to get your first job – with suggestions on what questions to ask at interviews. This is followed by ideas on how to build your brand and networking guidance. For young professionals.

Finance 130

Finance Government Profitability Banking 130

Red Star Kim

JULY 25, 2023

Many of us are able to get through those tough times but sometimes we need a little extra help. The author was one of the first to use TikTok to share insights into therapy. Everyone experiences occasions when their mental health falters. Therapy isn’t needed by or available to everyone. During Covid her audience grew to 3 million.

Decision-making 246

Decision-making Emotional Intelligence Management Construction 246

Hubspot Sales

DECEMBER 23, 2021

Here, we'll take a closer look at cross-selling and upselling, go over the difference between the two, take a look at how to do both, and see some examples of what they look like in practice. You offer three products — one for curriculum planning, one for classroom scheduling, and one for academic reporting. Let's jump in.

eCommerce 139

eCommerce Software Software Customer Success 139

Red Star Kim

JANUARY 5, 2023

At the MBL online workshop “Developing more work from referrers and intermediaries” just before Christmas all delegates were from law firms (specialisms included employment, employee share ownership, media litigation, commercial litigation and family law and one firm was offshore), and most were in client service delivery roles. Be efficient.

Management 130

Management Media Key Account Management Communication 130

PandaDoc

APRIL 8, 2024

This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. To further facilitate deal creation, a deal desk can utilize proposal management software to maintain a knowledge base, proposal templates, and information on past deals What is a deal desk? Let’s get to it!

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Mike Kunkle

JULY 21, 2018

It’s often used in “on the fly” role play between a rep and their sales manager, and does excel for that purpose. This is a common role play used in sales training courses, with three roles: Salesperson, Customer, and Observer/Coach. Done well, it’s one of the very best ways to train, coach, and improve skill levels. Triad Role Play.

Construction 130

Construction Sales Onboarding Sales Management 130

MDI Training

MARCH 4, 2024

Beyond the Horizon: GenAI and Ethical Leadership In this blog post, keynote speaker Bailey Parnell gives us a few snippets of her exciting keynote speech at our upcoming Leadership Horizon event. Bailey, as we approach the Leadership Horizon event on 04.04.2024, could you start by giving us a brief overview of your upcoming keynote?

Leadership 59

Leadership Digital Transformation Co-Creation Artificial Intelligence 59

PandaDoc

APRIL 17, 2024

“What is ACV in sales?”, What does ACV stand for in sales The meaning of ACV in sales is “annual contract value” and is a metric that tells you the revenue generated by a contract over a year. ACV can be used for a variety of different contracts. It helps you plan. we hear you ask. ACV is different from ARR.

Sales 52

Sales Internet Profitability CRM 52

Clarity Engagement Solutions

JANUARY 6, 2021

Most of us don’t like change or are resistant to it. Just thinking about change causes us stress! If 2020 has shown us anything, it is that change is inevitable whether we like it, are prepared for it or not. If 2020 has shown us anything, it is that change is inevitable whether we like it, are prepared for it or not.

Healthcare 91

Healthcare Stakeholders Digitalization Leadership 91

Planview

OCTOBER 5, 2023

For example, in a Planview discussion with Dr. Robert Cooper , he explains how several companies during the pandemic used “lean development” and digital transformation to maximize value while minimizing costs. Speed in delivering high-value innovations is a critical differentiator that can make or break companies.

Digital Transformation 64

Digital Transformation Innovation Digitalization Shareholders 64

Red Star Kim

JUNE 1, 2023

A key theme that often arises in pitching is how to differentiate. Whilst there are many ways to differentiate (see below) it does imply that you will consider – from the client’s perspective – how your firm’s offering or value proposition is different from the competitors.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Clarity Engagement Solutions

JANUARY 6, 2021

Luckily, nature also provided us with another mental bias that balances out and even precedes our love for status quo. Here’s how it works: Research has shown that we humans really, and we mean REALLY hate to lose. Here’s how it works: Research has shown that we humans really, and we mean REALLY hate to lose.

Healthcare 91

Healthcare Stakeholders Digitalization Management 91

Red Star Kim

NOVEMBER 22, 2022

In recent workshops we have explored the use of creativity techniques to resolve client service issues, co-create solutions and improve client relationships. Read between the lines – consider what is not stated explicitly. Critical thinking and problem-solving processes . Critical thinking is a process with a number of stages.

Brainstorming 130

Brainstorming Innovation Client Relationships Marketing 130

Apptivo

FEBRUARY 7, 2023

What is marketing funnel 4. How to create a marketing funnel 5. To identify what a prospect needs to advance along the journey, sales and marketing teams must have a thorough understanding of each stage of the marketing (or sales) funnel. Fortunately, it’s really simple to comprehend and effective once you start using it.

Marketing 81

Marketing Decision-making Advertising Prioritization 81

Hubspot Sales

OCTOBER 13, 2020

If so, you're probably thinking about how to train them and conduct effective coaching. Then, we'll dive into how mock calls can help you with that training. Use a sales training template. Not to state the obvious, but your SDR training should have a clear plan. Did you know that most SDRs require 4.1 Set expectations.

Management 117

Management Sales Management Sales Training Meetings 117

Hubspot Sales

MAY 30, 2023

In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. How Generative AI Can Help Teams Sell Faster Generative AI Tools for Sales Teams Generative AI in Sales Today First, let’s cover what generative AI is. Here’s what we found.

Co-Creation 99

Co-Creation CRM Sales Value Proposition 99

Red Star Kim

SEPTEMBER 26, 2023

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. Marketing is about anticipating client needs so understanding how and when to target different sectors and clients remains a priority.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Brooks Group

OCTOBER 18, 2023

Best Practice #1: Deliver Structured Evaluation and Feedback Best Practice #2: Develop Skills With One-on-One Meetings Best Practice #3: Build a Culture With Team Meetings Best Practice #4: Observe Sales Professionals in Action Best Practice #5: Create Career Roadmaps What is Sales Coaching? Anticipate nerves.

Sales Management 78

Sales Management Management Sales Meetings 78

AchieveIt

MAY 22, 2023

Here are a couple of scenarios you’re likely to be familiar with: Scenario 1: Your organization is full of people who do their jobs, but they don’t really understand why they’re doing it. They do what they’re told and may focus on individual goals but not the company’s larger goals. So what do you do?

Communication 52

Communication Government Meetings Organization 52

PandaDoc

FEBRUARY 23, 2024

What is opportunity management — and why should you care? Although sales and opportunities are often used synonymously, they’re not the same. But opportunities can be much more than that. Below, we’ll discuss the impact that a robust opportunity management process can have on your bottom line.

Management 52

Management CRM Sales Decision-making 52

Red Star Kim

SEPTEMBER 22, 2022

Some felt that was a generational issue – younger people were more comfortable using digital communication such as WhatsApp, SMS texting and other instant messaging (IM) platforms. This topic is explored well in the recent book Book review: Digital Body Language – How to build trust by Erica Dhawan (kimtasso.com).

Emotional Intelligence 130

Emotional Intelligence Communication e-Learning Digitalization 130

Brooks Group

SEPTEMBER 22, 2023

What Objection Handling Is—and Isn’t Objection handling means responding to the client or prospect in a way that changes their perspective or alleviates their concerns. Today’s buyers are more discerning than ever. It’s not about tricking a buyer or persuading them to purchase something they don’t need.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

SalesGlobe

FEBRUARY 13, 2023

Understanding Role Differences In the first part of this series, we talked about the importance of role definition and how roles that are seemingly the same on the surface, but when you get right down to it, can be very different from one company to another. The temptation is to look at the plans first.

Acquisition 52

Acquisition Innovation Retail Communication 52

Planview

AUGUST 7, 2023

This is part two in a series of blogs on decision making in the era of financial constraints. A pressing topic facing all executives right now is how to approach decision making in this era of growing financial constraints. Executives express to us that their organizations are exercising long-unused decision-making muscles.

Decision-making 52

Decision-making Supply Chain Manufacturing Insurance 52

AchieveIt

DECEMBER 4, 2023

For those leading strategy, keeping up-to-date with the most recent trends and data related to strategic planning and implementation is not merely beneficial; it's essential. Knowing the latest industry insights helps leaders make better-informed decisions and ensures more effective adoption of an organization’s or company’s strategy.

Digital Transformation 52

Digital Transformation Decision-making Organization Prioritization 52

Jermaine Edwards

APRIL 3, 2020

How can we identify and know what is classified as a crisis in our business? The average organisation, if asked about their customers, does not have what we call a Customer Crisis Plan. A customer crisis plan is not a customer retention or renewal plan. The escalation of smaller incidents.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

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. In this regard, AI emerges as a transformative tool.

CRM 52

CRM Artificial Intelligence B2B Account Management 52

Apptivo

SEPTEMBER 26, 2023

What Are Field Service Metrics? How to Choose the Right Field Service Metrics? Footnotes What Are Field Service Metrics? They are useful decision-making tools for business owners and managers, providing a way to assess operational effectiveness and satisfy stakeholder interests.

e-Learning 52

e-Learning Decision-making Stakeholders Meetings 52

Miller Heiman Group

JUNE 10, 2020

What’s most different is our time: each moment seems more precious, which means sellers must be conscious of how they spend their time preparing for interactions and of how they spend their buyers’ time. Here’s how the scorecard works. In this blog, we’ll take a closer look at the first three categories of the Big Six.

Decision-making 81

Decision-making Prioritization Sales Organization 81

AchieveIt

DECEMBER 20, 2023

But with this goal comes one essential question — how do we successfully incorporate data into planning and execution? As a company is going through the process of looking at their annual plan or goals they want to accomplish, data can help demystify some of the variables or assumptions,” Ritchings says. “In

Government 52

Government Stakeholders Decision-making Prioritization 52

Arpedio

JULY 9, 2023

How to Achieve Sales Success with Accurate Sales Forecasting ← Back to blog Is it possible to achieve unprecedented growth by making data-driven decisions through sales forecasting? In this blog post, we’ll equip you with the insider secrets to become a forecasting superstar. The short answer is yes. Table of Contents 1.

Sales 52

Sales Decision-making Software Software 52