Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. But considers the triggers (or green flags) that would indicate a target and filters (or red flags) which would suggest no action at present.

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. Effective communication and value proposition alignment are key to overcoming this challenge.

Value Proposition 96

Value Proposition Procurement Decision-making Stakeholders 96

Flevy

JUNE 9, 2024

Finance and accounting manage resources and investments, and legal affairs handle intellectual property and contractual obligations. Download an in-depth presentation breaking down all the Biotech Value Chain activities here. Regulatory compliance is critical for meeting industry standards and avoiding legal pitfalls.

Manufacturing 52

Manufacturing Innovation Healthcare Procurement 52

Brooks Group

MARCH 7, 2024

Consultative selling means understanding each prospect’s unique motivation so you can present your product or service in the way your prospect wants to perceive it. They end up negotiating with sales professionals and with stakeholders and decision-makers in their own organization. What does this mean for the sales professional?

Procurement 71

Procurement Management Decision-making Sales Training 71

Miller Heiman Group

JULY 30, 2019

Finance: Similar to procurement, buying influences in finance are concerned with price, but also about how your product impacts the company’s financial performance either by increased revenue potential or cost savings. Knowing this will allow sellers to have a better idea of how to present their solution to each style.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Hubspot Sales

JULY 20, 2018

Pricing and education are typically vetted and negotiated for a standard rate allowing portfolio companies to get right to work. Criteria for acceptance into an incubator varies, but most require you to present a feasible business idea and professional business plan. Being accepted into a business incubator can and should be a process.

Investors 85

Investors e-Learning Business Planning Value Proposition 85

Hubspot Sales

OCTOBER 29, 2017

And my favorite is " 3 Components Every Value Proposition Must Have.". Watch “ How to Teach Business Acumen to Salespeople ” to learn about the importance of being able to talk numbers and finance with business leaders, with guest Julie Thomas, CEO of ValueSelling Associates. 3) Influence at Work. Robert Cialdini, Ph.D.,

Sales Training 112

Sales Training Sales Publishing Co-Creation 112