Hubspot Sales

JANUARY 26, 2021

Another customer is on the books. You're not just on a different page, you're in a different book entirely. Well, one of the more prominent, effective ways to remedy those issues is known as a kickoff meeting. Enter the kickoff meeting. It's finally done. The contract is signed. Introductions.

Meetings 127

Meetings Construction Publishing Stakeholders 127

Red Star Kim

FEBRUARY 14, 2023

What is the marketing consultant’s approach from the first meeting? To better influence senior stakeholders and also support junior levels coming through How are M&BD roles changing? How much do you value strategy in the equation? Are you committed to seeing a strategy fully through before engaging in new tactics?

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Brightbridge Consulting

AUGUST 5, 2021

We now look forward to booked engagements with the development of leadership and furtherance of account plans this Autumn. A face-to-face meeting is planned! The post Meeting up? The Global programme for Vetoquinol is complete and is being rolled out. We are now engaging with middle Management in our UK engineering client.

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

Hubspot Sales

FEBRUARY 20, 2018

We’ve rounded up the eight sales management books that every first-time manager should read. Best Sales Management Books. When you close the book, you’ll know exactly what to do at work the next day -- and the day after that, and the day after that, and so on. Running sales meetings and measuring performance. Simplified.

Sales Management 111

Sales Management Management Sales Profitability 111

Hubspot Sales

NOVEMBER 21, 2017

You’ve got to have a firm handle on the market and your product -- while inspiring employees and influencing stakeholders. So, if you see the letters “CEO” in your future, it’s never too early to start preparing with these 27 powerful and inspiring books. 27 Best Business Books for CEOs and Entrepreneurs.

Decision-making 111

Decision-making Leadership Investors Profitability 111

Red Star Kim

NOVEMBER 9, 2023

Being easy to read, short and jargon-free The Strategy Book (FT Publishing, 2012) is a considerable achievement bearing in mind the subject matter. I deliver and facilitate strategy workshops and it’s always good to be able to recommend strategy books to delegates. I wish I’d had access to such a book when I studied for my MBA.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Red Star Kim

NOVEMBER 13, 2023

It was good to meet the private client lawyers – some recently promoted to head of department – for a workshop on “ Managing and growing your private client practice” earlier this month. One delegate’s firm had recently merged and integration was a priority. Two tools were provided to assist with this. The need to include purpose (i.e.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Red Star Kim

MARCH 30, 2023

There are four core modules and two optional modules: Core Modules Components Facilitator Emotional Intelligence – The skills that matter most for effective leadership Use EQ to lead, engage and succeed as quickly and as powerfully as possible Addresses self-awareness, emotional regulation, adaptability and persuasive communication EQ-I 2.0

Leadership 130

Leadership Emotional Intelligence Digital Transformation Management 130

Red Star Kim

MARCH 4, 2024

This book is helpful in navigating a host of differences: Book review: Digital Body Language – How to build trust by Erica Dhawan (kimtasso.com) Sadly, there are still occasions where there is gender bias What do you do when a male colleague doesn’t like women? The director declined invitations to meetings with the manager.

Management 147

Management Communication Leadership Digitalization 147

Hubspot Sales

FEBRUARY 26, 2018

Books About Starting a Business. Consider that Bill Gates reads 50 books every year , Mark Cuban reads for three hours each day, and Elon Musk -- when asked how he learned to build rockets -- said, “I read books.”. But knowing which books to start with can be overwhelming. 21 Books About Starting a Business.

e-Learning 103

e-Learning Investors Profitability Decision-making 103

Mike Kunkle

APRIL 8, 2023

Although, in complex B2B opportunities, especially with longer sales cycles, qualification – like discovery – may be ongoing, because new stakeholders are introduced, others leave, budgets shift, and in general, things change.) To start, assess the Buyer Type for each stakeholder. Here’s what I mean.

B2B 211

B2B Decision-making Sales Stakeholders 211

Red Star Kim

MARCH 6, 2023

Be more strategic – A metaphor: Analyse, join and align the dots Be more strategic – A metaphor: Analyse, join and align the dots At the start of the session we talked about what strategic means to us and how we explain the need for strategy to our internal stakeholders. How would you describe strategy to stakeholders?

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Red Star Kim

OCTOBER 25, 2023

CogniClick is a nifty system (backed by an expert team) to enable you to conduct fast, quick polls and pulse surveys amongst your clients and stakeholders and to also develop maturity assessments and similar thought leadership content. I had the pleasure of meeting Helen Kensett at the recent PM Forum Conference.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130

Account Manager Tips

NOVEMBER 16, 2022

Use meeting scheduling apps 7. Create recurring milestone meetings 11. Share the load You don't have to be the only one in your organization communicating with key stakeholders. Use meeting scheduling apps Meeting scheduling software enhances client communication by automating the appointment booking process.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Red Star Kim

SEPTEMBER 26, 2022

This 2022 book on networking (written by a young lawyer in the City of London) offers good advice Book review – Great networking by Alisa Grafton (kimtasso.com). Some introductory books on selling processes and skills: Book Review: Smarter selling – Next generation sales strategies (kimtasso.com).

Digitalization 147

Digitalization Media Marketing Communication 147

Red Star Kim

JUNE 16, 2022

This prompted a host of discussions on engagement, internal communication, stakeholder buy-in, organisational culture and changing behaviour. It can increase their confidence knowing that there is some structure and substance to referrer meetings. shadowing or coaching) or motivation to have more face-to-face meetings.

Management 130

Management Key Account Management Digitalization Communication 130

Red Star Kim

NOVEMBER 18, 2022

Several people had stayed in London overnight, having been to the PM Regional Committees meeting the day before. Having met Vlatka Hlupic, author of “ The Management Shift” (see Book review: The Management Shift by Vlatka Hlupic (kimtasso.com) , I was looking forward to hearing her keynote speech on transforming culture.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Xant

MAY 13, 2021

The Death of the Conference Room Meeting. Some constructs of field selling are canonical, like conference room meetings and stakeholder meetings. Field reps work to get stakeholders into one room, where the decision-making happens between the champion, boss, and the approver. Embracing Change and Changing Biases.

Sales 99

Sales Stakeholders Digitalization Construction 99

Red Star Kim

DECEMBER 22, 2022

Preference for digital/virtual meetings. Book review: B2B Marketing strategy (kimtasso.com). Book review: Build your digital marketing strategy by Steve Brennan (kimtasso.com). Achieve buy in from all stakeholders. Work with other stakeholders to share ideas and brainstorm . Technological. Digital transformation.

Supply Chain 147

Supply Chain Government Transportation Digital Transformation 147

Red Star Kim

JULY 11, 2022

There are lots of articles on internal communications, buy-in and stakeholder engagement. Animal magic of buy-in and stakeholder engagement (Video) (kimtasso.com). Ten top takeaways on stakeholder engagement and buy in (kimtasso.com). Meet with BDs to talk through their strategies. Delegate key takeaways and actions.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Arpedio

FEBRUARY 26, 2024

Ultimately, TAS empowers organizations to not only meet but exceed their revenue targets while delivering exceptional value to their most coveted clients. Multi-channel Outreach: Leveraging a combination of channels such as email, phone calls, social media, and in-person meetings to engage with key stakeholders and build relationships.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Upland

SEPTEMBER 29, 2023

Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. In stakeholder mapping, you need to: Define stakeholder goals: what are their biggest priorities? Unfortunately, sellers rarely meet the right people.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Arpedio

MARCH 20, 2024

Organizational change and stakeholder buy-in Implementing ABS often requires a cultural shift within the organization, moving away from a transactional sales approach towards a more strategic and collaborative mindset. Misaligned goals, conflicting metrics, and lack of communication can lead to inefficiencies and missed opportunities.

Government 52

Government Innovation Prioritization Facilitation 52

Account Manager Tips

NOVEMBER 22, 2022

Schedule a discovery meeting as soon as possible to figure out what their priorities are. Who are their internal stakeholders? For example: Savings realised Spend Controls Compliance The goal of this meeting with the new procurement team or contact is to: Understand their business, situation and needs.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Flevy

MARCH 19, 2024

The concept was published in his book, “The Mind of the Strategist: The Art of Japanese Business.” Without a firm customer-centric strategy, organizations fail to meet the demands of shareholders and other stakeholders. Kenichi Ohmae, a Japanese organizational theorist and Strategy guru, proposed the 3C Model in 1982.

Shareholders 52

Shareholders Decision-making Digital Transformation Manufacturing 52

Arpedio

MAY 10, 2023

By focusing on your most important customers and developing customized strategies to meet their needs, you can build strong personal relationships and increase revenue and profitability. These managers should have a deep understanding of the customer’s business and needs and should be able to develop customized strategies to meet those needs.

Key Account Management 52

Key Account Management Account Management Management Profitability 52

Upland

JULY 12, 2023

No matter what you call them, you need to meet them if you expect your customers to do repeat business with you. Economic Buyer The “economic buyer” is the person who is going to be buying what you have to offer. Deal qualification can have an outsized, positive impact on your business. But they are more than that.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Arpedio

NOVEMBER 20, 2023

Salesforce central Every internal sales meeting now begins with Salesforce, making it the cornerstone for discussions, boosting efficiency, and ensuring a unified approach. Relationship Mapping & Org Chart Improve your critical stakeholder relationships. Superior together. Enhance forecast accuracy.

Innovation 52

Innovation CRM Account Planning Stakeholders 52

Red Star Kim

APRIL 12, 2023

I’ve found some fee-earners don’t contribute to the smaller projects which subsequently slows the larger project down There are focused workshops on achieving buy-in and stakeholder management. Increasingly, we are working with a P2P (Person-to-Person) model. Traditional marketing models (e.g.

Media 130

Media Marketing B2C Stakeholders 130

Arpedio

MARCH 15, 2024

Book demo Understanding Strategic Selling Strategic selling is more than just a sales technique; it’s a mindset and approach that revolves around building strong, long-term relationships with customers and delivering tailored solutions to address their specific needs and challenges.

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Hubspot Sales

DECEMBER 6, 2017

This forces negotiations to take place before stakeholders in Procurement and Legal are out of the office -- something your well-meaning prospect might not have considered. But hopefully the urgency of an expiring discount gives your prospect the push they need to meet your December closing deadline. 2) Close for post-sale activity.

Procurement 130

Procurement Onboarding Stakeholders Finance 130

Account Manager Tips

AUGUST 9, 2022

At some point they meet a seller who believes they have the solution. Connected with key stakeholders and decision makers. From the book 5-Minute Selling: The Proven, Simple System That Can Double Your Sales. This book is for you. To get that momentum back, I go over my process and see what I've missed. Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Arpedio

FEBRUARY 22, 2024

By identifying and addressing the customer’s decision criteria, sales professionals can tailor their approach to meet the customer’s needs and preferences. This individual may not have decision-making authority but wields influence and credibility among key stakeholders.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Red Star Kim

MAY 11, 2023

So here’s a book review – Managing Brands which will provide an overview and revision aid to students. Towards the end of the post is a review of a classic brands book “ Brand Leadership” By David A Aaker and Erich Joachimsthaler which I published some time ago. It’s interesting to see how brand management has developed.

Management 130

Management Co-Creation Publishing Leadership 130

Hubspot Sales

APRIL 13, 2022

As long as your why and what are fixed, you can adapt your how to to meet the needs of the business. Your sales goals should be your main priority and as a result, you'll want to hold some control over how you meet them. Tracking your pipeline is a way to view, in real time, how close you are to meeting your goals. Not exactly.

Emotional Intelligence 86

Emotional Intelligence CRM Meetings Publishing 86

Arpedio

FEBRUARY 15, 2024

Introduction to the Challenger Sales Framework We start by providing an overview of the Challenger Sales framework, developed by Matthew Dixon and Brent Adamson in their seminal book “ The Challenger Sale. Hard Workers are diligent in their approach to sales and are willing to go the extra mile to meet customer needs.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Arpedio

APRIL 3, 2024

It involves engaging with stakeholders at various levels of the organization to uncover opportunities and develop tailored solutions that align with the customer’s strategic objectives. This trust is essential for overcoming objections and gaining buy-in from key stakeholders.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40