Red Star Kim

SEPTEMBER 8, 2023

Context and curiosity drive commerciality and pricing By exploring key themes in commerciality and entrepreneurship, we saw why risk management and anticipating return on investment (ROI) is critical when making the business case for marketing investment. Supply and demand underpins pricing decisions for markets and clients.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Arpedio

FEBRUARY 22, 2024

Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. This key decision-maker has the authority to approve the purchase and allocate resources accordingly.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Red Star Kim

AUGUST 14, 2023

Make your content stand out. How can I improve my cross cultural communication (kimtasso.com) Curiosity Humans are curious. Write to create a curiosity gap (the space between the information we know and what we don’t know). Some people refer to a value proposition – what are you offering? Others are more informal.

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130

Hubspot Sales

JANUARY 17, 2024

Still, there's no denying that the rise of self-service has challenged sales professionals to redefine their value proposition. 42% turn to salespeople when they require more detailed and nuanced information about a product or service. However, preferences change depending on the product or service.

Value Proposition 91

Value Proposition Decision-making Sales Internet 91

Arpedio

FEBRUARY 22, 2024

Enter value selling – a strategic mindset and approach that focuses on articulating and delivering the unique value proposition of a product or service to potential customers. What is a Value Selling Framework?

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Red Star Kim

OCTOBER 19, 2023

Where information was sparse it limited the amount of preparation that could be done. Where information was sparse it limited the amount of preparation that could be done. With little advance information it was more challenging to engage the caller and direct the conversation appropriately.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Red Star Kim

JUNE 15, 2023

Boardroom Insiders – Database of 40,000 executive profiles Home Boardroom Insiders Companies house – Financial accounts and directors of UK Companies Get information about a company – GOV.UK (www.gov.uk) Beauhurst – 35,000 of the fastest growing companies in the UK. Can also look at companies in a particular sector (e.g.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Arpedio

FEBRUARY 26, 2024

Importance of TAS in Modern Sales Strategies In an era where buyers are inundated with marketing messages and sales pitches, gaining the attention and trust of key decision-makers within target accounts is paramount. As a result, organizations can achieve accelerated revenue growth and surpass their sales targets more consistently.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Arpedio

APRIL 3, 2024

Sales professionals engage in active listening and probing questions to gain insights into the customer’s business environment and identify areas where their solutions can add value. Value Proposition Development: In solution selling, it’s essential to articulate the value proposition of the proposed solution clearly.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Hubspot Sales

DECEMBER 28, 2021

Due to the proliferation of marketing materials on the internet, the modern buyer is no longer dependent on salespeople for necessary purchasing decision information. During inbound sales, buyers move through three key phases: awareness, consideration, and decision (which we’ll discuss further below).

Value Proposition 119

Value Proposition Sales Decision-making Prioritization 119

Arpedio

FEBRUARY 20, 2024

Key characteristics of cold calling include: Initiating Contact: The salesperson reaches out to prospects via phone calls, emails, or other communication channels, often without any prior interaction or relationship with the prospect.

Value Proposition 40

Value Proposition Decision-making Communication Sales 40

Hubspot Sales

OCTOBER 14, 2019

In addition to considering what your prospects sell or offer, be on the lookout for contextual information about how business is progressing. This information can help you determine if companies are ready to invest in your offerings, and is a helpful addition to your buyer persona information. Map out the buyer’s journey.

B2B 137

B2B Value Proposition Decision-making Sales 137

Force Management

DECEMBER 14, 2023

The best channel enablement programs equip their partners with the ability to communicate their value proposition and give them the ability to answer essential questions on their behalf: • What problems do we solve for our customers? • Articulate value and differentiation in a way that has meaning to the buyer 3.

Value Proposition 91

Value Proposition Negotiation Decision-making Leadership 91

Arpedio

APRIL 29, 2024

By conducting in-depth client research, sales professionals can gain valuable insights that will inform and guide their strategies. This may involve tailoring the value proposition, designing targeted marketing campaigns, or creating customized solutions that cater to the client’s specific requirements.

Account Planning 52

Account Planning Client Relationships Value Proposition Sales 52

Arpedio

FEBRUARY 14, 2024

In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 22, 2024

Moreover, as buyers become increasingly sophisticated and well-informed, they expect more than just a sales pitch—they crave insights, expertise, and solutions tailored to their specific needs. Building Rapport and Trust Effective Communication Techniques Effective communication is the cornerstone of building rapport and trust with prospects.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Miller Heiman Group

APRIL 2, 2019

For accounts you’ve lost, you can conduct a similar internal review, based on information from your key relationships inside the customer’s organization. Your value proposition. Don’t forget that individuals make decisions, not organizations, so it’s important to maintain relationships with key players.

Account Management 110

Account Management Value Proposition Management Suppliers 110

Arpedio

MARCH 15, 2024

At its core, strategic selling involves a thorough understanding of the customer’s business, industry, and competitive landscape, as well as the ability to navigate complex sales environments and decision-making processes.

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Strategic Communications

APRIL 17, 2024

Lack of Innovation and Differentiation: Some of these brands failed to innovate and offer unique value propositions that set them apart from the competition. Poor Business Decisions and Management: In some cases, the downfall of these brands can be attributed to poor strategic decisions and ineffective leadership.

Innovation 52

Innovation Retail Value Proposition Logistics 52

Arpedio

APRIL 29, 2024

By addressing these four key components, you can gain valuable insights into a prospect’s readiness and likelihood of making a purchase. By assessing the budget early on, you can determine whether the prospect has the necessary funds to make a purchase. This represents the decision-making power of the prospect.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Nutshell

MAY 20, 2024

An effective discovery event calls for thoughtful and deliberate questions to ensure you have all the information you need to qualify your prospect as a potential lead. These initial interactions are an opportunity to inform your prospect about the features and benefits of your product or service.

Sales 71

Sales Decision-making Meetings CRM 71

Red Star Kim

OCTOBER 24, 2022

They saw how automation could both prompt fee-earners about the next actions to take and remind them to share information about what had happened at previous interactions. While none of the delegates’ firms were actively using personas to drive targeting, they all recognised their value. Personas and buyer profiles.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Red Star Kim

JULY 11, 2022

Communication and education are required to manage expectations and promote enthusiasm and momentum. There are lots of articles on internal communications, buy-in and stakeholder engagement. For example: Internal communication – Why, how and what (kimtasso.com). Prioritise action. Prepare integrated campaigns.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Arpedio

APRIL 29, 2024

SAM professionals are not just account managers; they play a pivotal role as value creators, ecosystem orchestrators, and pioneers of data-driven decision-making, crucial for unlocking market share and profitability. They make centralized buying decisions, at least on a regional level.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

Hubspot Sales

AUGUST 21, 2023

But even though you're making progress, you still feel like you could be doing better. A solid proposal can outline your value proposition and persuade a company or organization to do business with you. If they've sent you an RFP, make sure you read it carefully, so you know exactly what they want. It's finally happened.

Value Proposition 98

Value Proposition Media Decision-making Communication 98

Arpedio

JANUARY 5, 2024

It provides tools for account health assessment, actionable steps to address account needs, and data-driven decision-making. It’s customizable to align with sales best practices and integrates AI capabilities for informed sales strategies.

Account Planning 52

Account Planning Value Proposition Account Management Sales 52

Planview

MARCH 1, 2024

As a leader of a shared services or center of excellence team, you might wonder how to showcase your team’s business value as tangibly as sales figures do. It’s crucial to articulate a clear and measurable value proposition for your team, which can significantly ease budget discussions.

Value Proposition 59

Value Proposition Software Software Finance 59

Arpedio

DECEMBER 20, 2023

In simple terms, a prospect is a potential customer who has shown interest in a product or service and who meets certain criteria that make them a viable target for sales efforts. Authority: A prospect must have the decision-making power to make a purchase or have influence over the purchasing process.

Decision-making 52

Decision-making Business Growth Value Proposition Prioritization 52

Arpedio

DECEMBER 20, 2023

Furthermore, this method can help teams make informed decisions and drive growth. By doing so, they can be better positioned to achieve effective decision-making that can drive growth and move them closer to their organizational goals and priorities. Extract actionable insights.

Decision-making 52

Decision-making Sales Value Proposition Stakeholders 52

Arpedio

FEBRUARY 15, 2024

From attracting prospects to nurturing leads and guiding them towards a purchasing decision, pre-sales serves as the backbone of a successful sales process, laying the foundation for meaningful relationships and sustainable growth.

Sales 52

Sales Decision-making Customer Experience Value Proposition 52

Hubspot Sales

JUNE 26, 2018

People want to be told a story, to understand how your value proposition is going to mesh with their business and enhance it. The types of information most likely to convince a person to buy, or help them understand what you’re talking about, can be broken down to zeroes and ones. Step 2: A value proposition.

Value Proposition 110

Value Proposition Sales Decision-making Communication 110

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Create sustained value. Add value on a regular basis and show your client the benefits of your partnership well in advance of the renewal. Demonstrate that you value your client's business. Improve communication. Define price strategy.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

OnStrategyHQ

DECEMBER 20, 2023

To kick this process off, we recommend 1-2 weeks (1-hour meeting with the Owner/CEO, Strategy Director, and Facilitator (if necessary) to discuss the information collected and direction for continued planning.) Outcome: Planning team members are informed of their roles and responsibilities. A strategic planning schedule is established.

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

ProlifIQ

JUNE 21, 2023

It also enables them to tailor their approach and value proposition to address the specific needs and pain points of the account. Additionally, an effective account plan identifies key stakeholders within the account, including decision-makers and influencers. For this next section, we’ll use a real-life example.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Arpedio

FEBRUARY 15, 2024

By understanding how Mobilizers drive buying decisions and integrating the Challenger approach into your sales process, you can unlock new avenues for success and elevate your sales performance to new heights. They are proactive in seeking out innovative solutions and are receptive to insights that challenge conventional thinking.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52