Red Star Kim

JUNE 1, 2023

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. There is more information on branding theory Book review – Managing Brands (kimtasso.com). A key theme that often arises in pitching is how to differentiate.

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Value Proposition Innovation Marketing Media 130

Mike Kunkle

DECEMBER 21, 2023

So, in this article, I’ll explore fostering a relentlessly customer-centric culture, refining your ICP and optimizing territories, sharpening sales messaging, deepening discovery skills, training sellers on buying process exit criteria, and enhancing manager coaching skills. Finally, simply ask whether it makes sense to Explore this further.

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Sales Decision-making Value Proposition Sales Training 289

Red Star Kim

FEBRUARY 8, 2024

And to evaluate the relative attractiveness of different segments Malcolm McDonald on value propositions – How to develop them (kimtasso.com) In professional service firm (PSF) marketing there is the challenge that we often span both B2B and B2C markets , across multiple sectors and for sometimes hundreds of service lines in different territories.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase.

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Value Proposition Procurement Decision-making Stakeholders 93

Red Star Kim

SEPTEMBER 8, 2023

As well as marketing and business development executives and managers there were also those in specialist pricing and bid roles. The Human Edge – How curiosity and creativity are your superpowers (kimtasso.com) explores how curiosity is one of the four things we can exploit to make us robot-proof and less likely to be replaced by automation.

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Procurement Value Proposition Finance Artificial Intelligence 147

Account Manager Tips

NOVEMBER 19, 2022

Imagine you're at the front of a boardroom about to make a presentation. Make your first impression count The goal of any executive level presentation is to make sure everyone immediately feels this will be time well spent. The Value Proposition. Functional value. Ease of doing business value.

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Value Proposition Decision-making B2B Meetings 246

Better Ways Sales Strategies

JANUARY 3, 2020

Every organization I’ve had the privilege of working with over the past 20 years can tell me some version the value proposition that they provide to their clients and prospects (I’ll use these terms, ‘client’ and ‘prospect’ interchangeably throughout this document). Which is helpful…but not enough.

Value Proposition 40

Value Proposition Decision-making Stakeholders Sales 40

Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Others may find that the M&BD team is responsible for research.

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Key Account Management Account Management Management Client Relationships 130

Red Star Kim

NOVEMBER 1, 2023

Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking. Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. tenders converted and revenue generated).

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Key Account Management Account Management Value Proposition Client Relationships 130

Brooks Group

MARCH 7, 2024

Procurement managers have a reputation for focusing only on price. Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable. Is this deserved?

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Procurement Management Decision-making Sales Training 69

Red Star Kim

JANUARY 22, 2024

And that technology is making some jobs obsolete. Understand how and why they make decisions. Urgency (are you making it crucial?) It helps with developing the value proposition by considering three buckets: How your service is the same as competitors? Our buyers’ reality is a constantly changing flux.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Red Star Kim

FEBRUARY 28, 2023

This post summarises some of the key themes emerging from the recent online MBL “How to manage and grow your private client practice” full day session . Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI. People want to join a winning team and to visualise their progression.

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Emotional Intelligence Management Business Planning Value Proposition 130

Account Manager Tips

AUGUST 31, 2022

When clients say "price" they really mean value How to differentiate through value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. A differentiated value proposition is the first step of transforming ideas into results.

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Value Proposition Negotiation Key Account Management B2B 130

Account Manager Tips

SEPTEMBER 7, 2022

A single value proposition can’t appeal to all your clients. A differentiated value proposition is the first step of transforming ideas into results. Does the return on investment provide significant benefits to make them worth pursuing? Document all your high potential ideas and share progress to management.

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Value Proposition Key Account Management Negotiation Account Management 130

Strategic Account Management Association

APRIL 5, 2021

They make great paperweights, but if asked about specific details, most of us might offer an uneasy grin, knowing that we have companions-in-arms, equally guilty of shirking that responsibility to read altogether. Remember: The sales rep or account manager needs to be an ambassador for their own company as well.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

DemandFarm

APRIL 13, 2023

KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.

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Key Account Management Account Management Management Value Proposition 52

Miller Heiman Group

APRIL 2, 2019

Managing a strategic account is a complicated balancing act. Your value proposition. Don’t forget that individuals make decisions, not organizations, so it’s important to maintain relationships with key players. Make Sure Your Value Proposition Is Mutually Beneficial. Field of Play.

Account Management 110

Account Management Value Proposition Management Suppliers 110

Flevy

MARCH 8, 2022

Due to the difficulty in managing these demands and balancing trade-offs, we cannot address issues like cost, customization, speed, and price in an effective, cross-functional manner. Value Players. Each archetype is characterized by its Customer Value Proposition. Buy Decision. These are: Innovators. Customizers.

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Supply Chain Value Proposition Procurement Manufacturing 111

Luminas Strategy

DECEMBER 12, 2022

Keith Pigues At the center of pricing and revenue management (two very important topics for every business, large or small) is the matter of Customer Value Management. We suggest this value be quantified in order to “prove” the value delivered to the customer. And those customers, candidly, are at risk.

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Management Value Proposition Suppliers Customer Value 52

Arpedio

JANUARY 9, 2024

Elevating Account Management Through Metrics and KPIs Explore ARPEDIO's Account Management Software ← Back to blog As companies strive to build lasting relationships with their clients, the need for effective Account Management strategies and tools becomes paramount. Ready to streamline your account planning?

Account Management 52

Account Management Management Client Relationships Account Planning 52

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. What management systems are required? How can I help to make this better for us?” “How For example, “How are you today?” How will you win?

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Negotiation Value Proposition Emotional Intelligence Decision-making 130

Flevy

FEBRUARY 26, 2024

This article explores the key KPIs associated with Digital Transformation Strategy, highlighting their role in facilitating informed decision-making and effective strategy implementation. Furthermore, the fast-paced nature of Digital Innovation can make it difficult to maintain a competitive edge.

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Digital Transformation Digitalization Management Innovation 52

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

Flevy

FEBRUARY 21, 2024

As a foundational element of Strategic Planning and Performance Management , Market Analysis empowers organizations to identify opportunities, anticipate trends, and mitigate risks. We will explore how these KPIs enable organizations to make data-driven decisions, adapt to market shifts, and optimize their performance.

Marketing 52

Marketing Management Digital Transformation Value Proposition 52

SalesPop

APRIL 30, 2021

It has prioritized lead and opportunity management over account management. Guided by both the industry and the CRM solutions they were using, businesses and organizations never really dug into real account management. A vital key to strategic account management is creating value for the customer. Need from CRM.

Account Management 80

Account Management Management Value Proposition CRM 80

Hubspot Sales

APRIL 12, 2023

With proper sales activity management, you can influence sales objectives and business results. In this post, you’ll learn tips for managing your team’s sales activity and about the software that can help along the way. Table of Contents What is sales activity management? 3 Steps to Implementing Sales Activity Management 1.

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Management CRM Sales Software 121

Arpedio

MARCH 13, 2024

By monitoring these metrics, companies can evaluate the effectiveness of their strategies, identify areas for improvement, and make data-driven decisions to optimize future efforts. This involves thorough market research and analysis to identify key insights that will inform strategic decision-making.

Value Proposition 52

Value Proposition Marketing Media Retail 52

Revenue Storm

MARCH 14, 2023

Well, maybe not, because you may have been told one of the following buyer excuses: #1: “I am the decision maker.” – This is the classic of all deceptions. In a complex B2B sales cycle, there is rarely one decision maker. Remember, our mission is to find the other buyers and influencers and broaden our value proposition.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

ProlifIQ

JUNE 21, 2023

Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Account Manager Tips

NOVEMBER 19, 2022

Introduce your value proposition and start with your conclusion. Describe when and how you'll make your recommendation happen and immediate next steps. Changes the audiences information and brings data to life by making the facts insightful and memorable. Introduce your value proposition and start with your conclusion.

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Value Proposition Decision-making Shareholders Government 246

Arpedio

OCTOBER 11, 2021

Key Account Manager or Strategic Ecosystem Leader? Key Account Manager or Strategic Ecosystem Leader? ? On September 15th, more than eighty Key Account Managers (KAM) assembled in Copenhagen and online for a hybrid event. Basic alignment on value drives priority, success, and a long-term partnership. October 11, 2021.

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Key Account Management Account Management Co-Creation Management 98

Hubspot Sales

AUGUST 28, 2023

But understanding and being able to succinctly explain your business‘s value proposition aren’t enough. You need to have a pulse on their backgrounds and what makes them tick. You also have to make sure you’re speaking to someone with the authority necessary to legitimately consider your product. Let's take a look.

Value Proposition 85

Value Proposition Decision-making Stakeholders Sales 85

Hubspot Sales

DECEMBER 30, 2020

Or, alternatively, perhaps you're second-guessing some of your hiring decisions — could you have found a rep who would've sold more? Here, let's dive into what a strategic sales plan is, plus how to make one for your own team. Make your team more efficient and productive. What is your value proposition?

Sales Management 109

Sales Management Management Shareholders Sales 109

Red Star Kim

OCTOBER 24, 2022

There were equal numbers of delegates from law and accountancy firms who had various roles: business development, pitching, key client management, cross-selling and external referrer programmes. This article is a reminder of the key points valued by the delegates: Nine insights: Sales processes and selling skills for targeting and meetings.

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Meetings Value Proposition Key Account Management Account Management 100

Hubspot Sales

OCTOBER 14, 2019

Typically, prospective customers go through the following stages when making a purchase: Awareness — The buyer realizes they have a problem or pain point that needs to be solved. Decision — The buyer is comparing available options, and determines which course of action to take. Who makes the final purchasing decisions? —

B2B 136

B2B Value Proposition Decision-making Sales 136

Hubspot Sales

OCTOBER 9, 2023

Business Strategy and Value Proposition Research and asking the right questions to determine a prospect‘s business strategy are central to your ability to effectively prepare for a sale. From there, you can build out the questions and tactics that align with their value proposition and how they operate.

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Shareholders Value Proposition Profitability Decision-making 104

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis.

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Software Software Management Sales 52