critical-selling-the-book 
Red Star Kim
FEBRUARY 22, 2024
It’s helpful in conversations, critical thinking and negotiation. Essentially, the Socratic method is based on asking questions to stimulate critical thinking. Long before I learned of the value of Socratic questioning in coaching and counselling, I remember an editor asking me to use Socratic questioning in some writing.
Red Star Kim
FEBRUARY 21, 2024
Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. In this post I explore different types of questions and how they can be used in various business scenarios. Why are questions so important? Questioning skills).
Mike Kunkle
NOVEMBER 23, 2023
This concept of the other-centric pass-through is often left unspoken, but I feel it’s a critical part of the equation and worth stating explicitly. In this post, I will offer advice about how to measure the ROI of your sales enablement program. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.
Red Star Kim
OCTOBER 20, 2023
Break free from our inner critics who suppress our intuition and shy away from creative endeavour. At the October PM Forum writing workshop we welcomed delegates from law, accountancy and forensic firms to the City offices of Simmons & Simmons (thank you for hosting!). It form part of the learning resources for the session.
Red Star Kim
OCTOBER 16, 2023
This article is a summary of the conversation and key takeaways from a workshop in London for MBL. Some were focused on specific sectors such as agriculture, sports and not-for-profit and others had a more international focus (particularly the Caribbean and Middle East). This post adds to the learning resources from the session. Set SMART goals.
Upland
MARCH 19, 2021
Think of the metrics commonly tracked by businesses — from bookings, to billings, to their backlog, conversion rates, deal sizes, renewals, NPS, and more. Still, most companies undervalue this critical sales channel, often to the point where they haven’t even set up key performance indicators (KPIs) around it.
Red Star Kim
DECEMBER 15, 2023
There are a few books that I recommend to my therapy clients and this is one of them. Their reaction is usually positive so here is a book review: How to do the work (recognise your patterns, heal from your past and create your self) by Dr Nicole LePera. How could this book help you? She starts the book with her own story.
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