Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

FEBRUARY 14, 2023

Manage limiting beliefs During the coaching module, there was much discussion about limiting beliefs or limiting assumptions. 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.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning.

Sales 91

Sales Sales Training Decision-making Value Proposition 91

Red Star Kim

FEBRUARY 15, 2024

We explored the changing role of marketing and business development (MBD) professionals and the growing need for coaching and consulting skills. They also require the ability to understand the goals, identify the issues and navigate problems to find solutions and enhanced performance. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

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”. Here is a summary of the sales targeting toolbox for professional services firms. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

MDI Training

JULY 26, 2023

What Leaders Need to Consider When Implementing AI A New Step into the World of Technologies – Artificial Intelligence for Leaders Alexa, Chat-GPT, and Co – Artificial Intelligence (AI) is gaining more and more significance. Leaders are also increasingly relying on AI systems in their companies.

Artificial Intelligence 98

Artificial Intelligence Digital Transformation Leadership Digitalization 98

Strategic Communications

APRIL 29, 2024

You’re sitting at your desk, talking to a colleague about a trip to Spain you’re planning. The next thing you know, you’re seeing ads for Spain pop up in Google search and on Facebook. The goal, he notes, “was to force content providers to focus on more niche, personalized, and specific contact.” It’s not magic.

Digitalization 59

Digitalization Publishing Marketing Communication 59

Nutshell

DECEMBER 7, 2023

Keyword research is a routine part of online content creation. Whether you’re making videos for YouTube or creating a new company blog, you need to target the right keywords to help your pages rank. Keyword research tools help simplify that process for you. Of course you do.) Download it today!

Artificial Intelligence 62

Artificial Intelligence CRM Internet Marketing 62

Red Star Kim

JUNE 15, 2023

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Key Account Management (KAM) – Research companies Larger firms may have access to research and knowledge specialists. Others may find that the M&BD team is responsible for research.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

OnStrategyHQ

APRIL 24, 2023

As your organization begins to sketch out what your strategic plan might look like, it’s likely to come to your attention that you’ll need to gain consensus around what your key performance indicators will be and how they will impact your organization. If you haven’t thought much about your KPIs yet, that’s okay. We can help!

Profitability 105

Profitability Publishing CRM Insurance 105

Nutshell

MARCH 1, 2024

While you should always focus on your business’s competencies and objectives first, keeping an eye on your competitors provides you with ideas on how to improve your marketing approach. Competitor monitoring tools give you the power to track your competition’s wins and losses, giving you a competitive advantage within the market.

CRM 71

CRM Software Software Media 71

Nutshell

OCTOBER 2, 2020

First, it’s important to differentiate between B2B and B2C: B2B stands for business to business , meaning you are a business selling your product or service to another business. They are based on research, data analysis , and surveying your customers, and include the goals, needs, and behavior patterns of your ideal audience.

B2B 99

B2B B2C Media Software 99

Brooks Group

NOVEMBER 14, 2023

What is a sales strategy? It’s a long range plan for reaching a goal. But knowing whether you’re moving in the right direction is easier said than done. Every sales leader understands there are pitfalls to building a sales strategy. Your company must start with a goal and work backward.

Supply Chain 52

Supply Chain Sales Sales Training Meetings 52

Red Star Kim

JUNE 20, 2022

About the author. She estimates that it takes 1,000 hours of working with clients to become reasonably adept as a coach and to work with any client probably needs at least another 2,000 hours obtained over a number of years. The client sets the agenda. Coaching is about change and action.

Client Relationships 130

Client Relationships Facilitation Brainstorming Meetings 130

Red Star Kim

SEPTEMBER 26, 2022

After the session, I thought I’d share some insights into the needs of the latest generation of M&BD Assistants. A need to connect. This reflects on the importance of peer group networks – most know the value of connecting with those in similar roles in related firms to share ideas. 11% research. What motivates them?

Digitalization 147

Digitalization Media Marketing Communication 147

PandaDoc

APRIL 25, 2023

A sales plan is a roadmap that outlines your business’s strategy for selling its products or services. Acting as an essential tool for businesses of all sizes and in all industries, a robust sales plan helps to identify sales goals, target markets, and sales tactics to achieve those goals.

Sales 52

Sales Government Business Planning CRM 52

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters.

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Red Star Kim

DECEMBER 2, 2022

The point was that we all have different ideas about proactive – and no doubt it will be the same for fee-earners. So we should ask people about their perceptions on what they would like. This article summarises the main themes that arose from the discussions and exercises and forms part of the day’s learning resources.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Nutshell

DECEMBER 28, 2020

Research shows that for every $1 you spend on email marketing, you get back $4 , with drip email campaigns playing a huge role. But to get such mouthwatering ROIs, you must understand the types of email campaigns that help move your marketing needle up. So why should you bother with drip email campaigns?

Onboarding 115

Onboarding Marketing Decision-making Software 115

Showpad

AUGUST 4, 2020

How do you scale sales enablement? Welcome to the fourth post of this blog series for executives, where I will take you on a scalability journey. We already covered a lot of ground in this series, and I only mention it here because these previous blog posts are an important foundation for our scalability discussion today.

Sales 140

Sales Digital Transformation Onboarding Government 140

Scovel

MAY 14, 2021

Sales Prospecting: Everything you need to know . You cannot close deals if you don’t have prospects. You cannot have prospects if you don’t prospect. Prospecting is very important in the sales cycle that is many times ignored by multiple sales people.

Prioritization 96

Prioritization Sales Media 96

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

Sales Management 79

Sales Management Management Sales Meetings 79

Hubspot Sales

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. And that means to keep up with today’s empowered buyer, the sales process needs to transform too. That’s because inbound sales transforms selling to match today’s empowered buyer -- so sales reps can sell the way people buy.

Sales 139

Sales Decision-making Healthcare Value Proposition 139

Apptivo

AUGUST 24, 2022

What is a challenger sales model? What are the pros and cons of challenger sales model? Steps to adopt challenger sales model. How to apply the challenger sales methodology into your business? The authors of “The challenger sale model” – Matthew Dixon and Brent Adamson explain this through their model.

Sales 98

Sales Decision-making Value Proposition Construction 98

ACT

JANUARY 10, 2024

That means a sale is an outcome, not a sudden event. To boost sales, you must optimize the sales funnel and ensure every stage feeds the other until the eventual conversion occurs. They have a need and are interested in exploring different service providers to solve their problems. What is lead generation?

Advertising 52

Advertising CRM Software Software 52

Zendesk

JANUARY 5, 2022

Every salesperson is eager to hit their monthly quota—the more sales, the better. But the road to that finish line is reliant on a set of key players: sales leads. Before sales reps can meet their targets, they need a clear understanding of what a sales lead is and how a lead is different from a prospect.

Publishing 105

Publishing Sales Media CRM 105

Hubspot Sales

JULY 12, 2018

Sales Interview Questions and Answers. What do you know about our company?". Tell me a bit more about yourself.". What are your short- to mid-term career goals?". How do you generate, develop, and close sales opportunities?". Tell me about a time that you failed to achieve goals you set.

Sales 137

Sales Communication Management Meetings 137

KAM With Passion

OCTOBER 7, 2020

Second, the difference in nature and goals between AM and KAM is often not clear and this amplifies the confusion. We define Account Management (AM) as the set of methods, processes and practices to manage existing customers. First, what people mean with each of them can vary tremendously which leads to misunderstandings.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

PandaDoc

MAY 26, 2022

Is my sales strategy clear? Without a clear and documented plan to help your sales team position your products and services directly to buyers, the risk of misinterpretation, miscommunication, and costly errors increases dramatically. Here’s a closer look at how to write a sales strategy that works. Conduct competitive research.

Sales 52

Sales Business Planning Acquisition Small Business 52

SuperOffice

AUGUST 1, 2022

When you start building your first marketing strategy, all you think of is how to get new customers. You hardly think of how to attract bigger customers specifically. All you want is to attract more people who might be interested in your product or service. So, what are you doing wrong?

Decision-making 117

Decision-making Prioritization B2B Marketing 117

Hubspot Sales

NOVEMBER 22, 2017

Set your rates. Know when to say "no". Do you have a well-developed network? Are you self-directed? Do you have an impressive portfolio filled with client success stories? You might be ready to become a consultant, but it can be difficult to know where to start. 2) Set goals.

Value Proposition 129

Value Proposition Meetings Profitability Performance Review 129

PandaDoc

FEBRUARY 16, 2023

You’ve probably turned on CNBC long enough to hear about big companies hitting or missing their “sales forecasts,” and you’ve probably seen company stocks going up or down based on how analytics compare historical sales data to those forecasts. What is a sales forecast? Why do I need it?

Small Business 52

Small Business Sales Decision-making Artificial Intelligence 52

Hubspot Sales

FEBRUARY 22, 2021

Having a bank of solid sales enablement content is more of a need-to-have than a nice-to-have for remote sales efforts. In HubSpot's recently published Sales Enablement Report , we explored the subject a bit further. In HubSpot's recently published Sales Enablement Report , we explored the subject a bit further.

Logistics 98

Logistics Sales Banking Publishing 98

Hubspot Sales

JANUARY 21, 2019

You might be in the midst of launching a startup. Maybe you’ve planned out your path into the world of startups and have yet to start … or perhaps you’ve simply dreamed about your startup behind-the-scenes. We know this journey is emotional, difficult, scary, exciting, risky, and rewarding. I’m glad you're here.

Investors 130

Investors Profitability Innovation Decision-making 130

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. B2B sales prospecting in a nutshell. The more detailed and accurate your ICP is, the more resultative your sales will be.

B2B 98

B2B Sales Decision-making Publishing 98

MDI Training

JULY 26, 2023

What Leaders Should Consider When Implementing AI A New Step into the World of Technologies – Artificial Intelligence for Leaders Alexa, Chat-GPT, and Co – Artificial Intelligence (AI) is gaining more and more significance. Leaders are also increasingly relying on AI systems in their companies. What is Artificial Intelligence?

Artificial Intelligence 52

Artificial Intelligence Digital Transformation Leadership Digitalization 52

Brooks Group

MARCH 30, 2023

How To Improve The Performance Of A Sales Team If you have an underperforming sales team, it can be a real hindrance to your team and the company as a whole. You might find that you need more customers and revenue than you used to. What Factors Affect Sales Performance?

Sales Training 52

Sales Training Sales Decision-making Meetings 52