Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

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Red Star Kim

OCTOBER 19, 2023

Finding a suitable location (quiet and without interruptions) to make calls when working in an office environment was sometimes a challenge. You need to have a deep knowledge of all the different issues clients may have and examples and stories of how your firm has helped people in similar situations.

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Strategic Account Management Association

MARCH 2, 2022

But before I delve into what leaders can do to make this happen, I want to share some context for why it’s important. It starts with understanding where people are coming from and what makes them tick. Emotional intelligence. The business case for diversity. Two statistics to think about: 35% and 15%.

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PandaDoc

MAY 13, 2024

You already know who your customers are — but do you know what makes them tick and drives their decision-making? The psychology of sales can reveal all this and more. Humans aren’t purely rational — psychology influences every decision we make. What is sales psychology? Why does it matter?

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Brooks Group

APRIL 4, 2023

Sales Leadership: Qualities Of A Sales Leader To be an effective leader, you need to make appropriate strategic decisions that fit within your organization’s vision and goals. What Are The Qualities of Successful Sales Leaders? Sales leaders have to be able to make tough decisions quickly and effectively.

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Hubspot Sales

JULY 7, 2023

As technology advances and becomes more accessible, businesses are leveraging artificial intelligence (AI) to improve their sales processes. AI has the potential to revolutionize the way sales teams operate, giving them valuable insights and predictive analytics to drive more revenue. Are sales teams investing in AI?

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Sales Gravy

JANUARY 23, 2024

On this must-listen episode of the Sales Gravy Podcast, Jeb Blount sits down with Ryan Taft. Ryan is the author of the hit new sales book Story Getter. Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more.

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Red Star Kim

NOVEMBER 8, 2022

An article in October 2022 in Training Magazine argued that the four most important soft skills to prioritise for remote work – to bridge the distance gap – were emotional intelligence (I devoted an entire chapter to this topic in my book), next-level communication (ie over-communication), active listening and conflict resolution.

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Arpedio

JANUARY 5, 2024

In the competitive world of sales, the art of relationship management is a pivotal factor that drives success. Effective relationship management in sales is not just about making connections; it’s about building and maintaining long-term partnerships that benefit both parties.

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Hubspot Sales

AUGUST 24, 2023

Imagine a sales representative who never sleeps, never gets tired, and possesses an uncanny ability to analyze vast amounts of data in seconds. This is the promise of AI sales reps, and their potential to revolutionize the sales industry is undeniable. The application of generative AI in sales is diverse.

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Brooks Group

JUNE 27, 2022

Sales negotiation is a critical skill for any sales professional. Whether you’re negotiating with a potential customer or working out the details of a contract, being able to negotiate effectively can make the difference between success and failure. What is Sales Negotiation? Why is Sales Negotiation Important?

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Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

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Red Star Kim

FEBRUARY 21, 2024

We ask questions to avoid making wrong assumptions or adopting the wrong focus. will make people pause to consider how their feelings compare with those they had the previous day. How can I help to make this better for us?” “How Most sales frameworks are based on evidence that shows the right order in which we ask questions.

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Red Star Kim

MARCH 1, 2024

An introduction to emotional intelligence (EQ) and empathy (Video) (kimtasso.com). Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results. That’s the nature of the often long and protracted sales cycles in professional services.

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Hubspot Sales

NOVEMBER 2, 2020

This year, many brands were forced to drastically change sales tactics during the COVID-19 pandemic and the economic uncertainty that came with it. While some companies saw sales pipelines slow down dramatically , others saw them speed up to the point where it was challenging to keep up. Focus on the right sales metrics.

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Miller Heiman Group

FEBRUARY 25, 2020

Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. Poor hiring practices prove costly to sales organizations in many ways. How Sales Organizations Can Improve Hiring Decisions.

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Brooks Group

SEPTEMBER 21, 2022

Upselling—or offering a more expensive version of a product your customers want to buy—should be a natural component of most sales jobs. Here are four tips to up your skills so you can up your sales. The best sales leaders invest in their teams by providing a standardized, clearly defined selling system.

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Hubspot Sales

NOVEMBER 14, 2018

And they're here to take your sales job. It might be true that technology can be integrated into many steps of the sales process. Develop empathy and you'll enjoy more effective sales conversations. Quite simply, empathy is the ability to understand the emotional state of another person and respond appropriately.

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Red Star Kim

OCTOBER 24, 2022

Last week, we welcomed UK and international delegates to a PM Forum digital workshop on “Selling Processes and Sales Skills for Marketing and BD Professionals”. sales processes 2. Behaviour in sales meetings). Sales process. Multifaceted map of the sales process. The session comprised three modules (1.

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Hubspot Sales

JANUARY 31, 2018

Business acumen is the ability to combine experience, knowledge, perspective, and awareness to make sound business decisions. What sets sales leaders apart from everyday reps? At its core, business acumen is the ability to combine experience, knowledge, perspective, and awareness to make sound business decisions.

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Hubspot Sales

APRIL 25, 2023

Here's the burning question: Does AI have a place in sales, and how does it affect our current sales processes? Here are three examples of how teams use AI to generate sales emails. AI helps you interpret these interactions quickly and accurately, allowing you to make the necessary adjustments for better marketing.

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Chally

JANUARY 27, 2022

In reality, sales has developed from a “trade” to a “technology” and then finally a Profession. If you’re looking to start your career in sales, or build a strong team, consider these ten key sales skills to be a better salesperson­. Find more for team leaders in our key habits of a successful sales manager.

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Red Star Kim

FEBRUARY 15, 2024

There are many aspects of consulting competencies and attributes: emotional intelligence, analytical, problem-solving, delivery of results, leadership, project management, commercial orientation, entrepreneurial spirit, team work as well as functional expertise and market/sector knowledge. What is a consultant? Consultancy.uk

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Red Star Kim

OCTOBER 16, 2023

And the problem was compounded with extraordinarily long lead times for sales through complex decision-making processes in professional services. Some looked to LinkedIn’s Sales Navigator to drive data and process. Another area for discussion was sales training and sales process management.

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Hubspot Sales

DECEMBER 8, 2017

In the competitive world of sales, everyone is seeking the magic bullet that will accelerate revenue. But there’s a simpler way to increase market share: Make your sales organization more optimistic. Research shows that salespeople with high levels of optimism make more money for their companies. Emotions are contagious.

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MTD Sales Training

JANUARY 11, 2018

What skills will a sales director require by 2025 to be successful and build their department’s success? Not only will sales directors have to be technologically-savvy, but they will also have to ensure they link the people-management side of the role with the technological advancements. MTD Sales Training. Happy Selling!

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Brooks Group

JANUARY 25, 2023

View this week's video Engagement Mindset Make sure your salespeople understand: their goal, when first engaging with a prospect, is to set the sales process in motion by turning a potential resistor into an avid listener. They don’t need to try and be liked, and they don’t need to go too far into their sales process too fast.

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MDI Training

NOVEMBER 14, 2023

Coach potentials: AI can make learning suggestions Answers from ChatGPT: The four main roles of a leader according to Covey – building trust, developing vision, implementing strategies, and coaching potential – can be supported to varying degrees by AI technologies. Coaching potential This is one of the biggest challenges for AI.

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Zendesk

NOVEMBER 2, 2022

Life in sales isn’t so different from navigating the delicate conversation of movie preferences with your partner. There are real benefits to be had from honing your diplomatic skills and establishing a set strategy for guiding leads from the top of the sales funnel to the bottom. What is a sales negotiation? Are you prepared?

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Openview

AUGUST 16, 2018

Every new year brings with it trendy buzzwords related to sales – (like freemium ), but one word has show up time and time again: data. No matter how big your business, if you’re not using data analytics to drive your sales, you’re going to fall behind your competition. Old-school data collection was one dimensional. Lead generation.

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MDI Training

MAY 30, 2023

But in addition to traditional goals such as increasing sales and optimizing efficiency, Inner Development Goals (IDGs) are also gaining importance. IDGs aim to help you as a leader develop your emotional intelligence, self-reflection, values, and leadership philosophy. Who works with IDG? But it is spreading rapidly.

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Arpedio

OCTOBER 17, 2023

Effective recruitment strategies may include: Behavioral interviews: Conduct in-depth interviews to assess a candidate’s problem-solving skills, emotional intelligence, and their ability to handle challenging client situations. Read more about aligning sales and marketing here. Enhance forecast accuracy.

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Miller Heiman Group

APRIL 25, 2019

As a result, only a privileged few businesses could enjoy the transparency and insight that CRMs provided into the sales process. As technology evolved, software like Salesforce appeared on the scene, making high-level CRM platforms, and the possibilities they enabled, accessible to businesses of all sizes. What’s changed?

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Red Star Kim

APRIL 24, 2023

Earlier in April I ran a public MBL “Pick up the phone – Client service and sales opportunities for professionals in the digital age” online training workshop. However, there can be concerns about the environment for taking and making telephone calls – with concerns about “Can you be overhead?”. M&A transactions).

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MTD Sales Training

MAY 25, 2017

What would we expect of salespeople who make an impact and achieve success? Outstanding salespeople know what drives prospects’ decisions and how to create awareness of that value. Just because you’ve got good quality or the longest guarantee doesn’t ensure the sale. They Develop Their Emotional Intelligence.

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PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy? You’ve come to the right place!

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Hubspot Sales

DECEMBER 19, 2017

Your job title hasn’t changed -- you’re still a salesperson, sales manager, sales director, etc. -- but of course, everything else has. Buyers are different; they don’t have the internet to guide their decisions. Sales tools are different; they’re basically the phone book and your business card. Product expertise.

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