Red Star Kim

SEPTEMBER 5, 2023

The 2019 second edition of this book (subtitled “How to apply neuroscience and psychology for improved learning and training” ) provides fascinating insight and practical ideas to incorporate neuroscience into learning and development initiatives. It should be essential reading for anyone in a L&D, HR, training or coaching role.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. Differentiation is a critical aspect of professional services marketing and is no different in personal brands.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Mike Kunkle

MARCH 31, 2023

[click the image to view a larger version] By the way, there are literally dozens of commercial methodologies on the market today, but very few that cover the entire customer lifecycle. A competency model is a documented collection of that knowledge, skills, behaviors, traits, and mindsets.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Red Star Kim

SEPTEMBER 29, 2023

The Managing Partners’ Forum (mpfglobal.com) holds quarterly meetings of its Advisory Board where senior leaders discuss issues pertinent to the professional services sector. This confirms the vital contribution of the professional services sector at a time when growth in the UK overall is flat-lining.

Meetings 130

Meetings Government Management Finance 130

Red Star Kim

NOVEMBER 13, 2023

Private client management and marketing: Business plans, recruitment, assessments and automation. Business planning Surprisingly, none of the delegates’ firms had a business plan to drive the growth of the private client team. And 90% didn’t have a marketing plan for private client. What does your customer value?

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Red Star Kim

FEBRUARY 28, 2023

Both to maintain service levels and underpin growth strategies. Some were concerned with the challenge of making flexible working align with client expectations for face-to-face contact and service delivery. Larger professional services firm were using automation in this area.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Red Star Kim

JANUARY 28, 2024

We welcomed delegates from legal, accountancy and financial services firms. And we talked about the need for leaders to listen with their eyes as well as their ears (using non-verbal communications skills Non-Verbal Communication (NVC) – the basics (Video) (kimtasso.com) ). We explored the importance of confidence amongst leaders.

Emotional Intelligence 130

Emotional Intelligence Leadership Management Facilitation 130

Red Star Kim

JANUARY 23, 2023

January 2023 | COUNSEL | The Magazine of the Bar of England and Wales (counselmagazine.co.uk) Soft skills for tough barristers (Reflection, Self-Coaching, Change, EQ, Awareness, Goal-setting, Communications). In this article we look at the evidence on soft skills and some practical tips on improving yours now. What are my O ptions?

Emotional Intelligence 130

Emotional Intelligence Communication Digitalization Publishing 130

Zendesk

JANUARY 18, 2024

The Zendesk Agents of Change program partners with nonprofit organizations that offer workforce development training and upskilling services to historically marginalized or underrepresented adult communities. Agents of Change was launched in 2021 by the Zendesk Tech for Good team.

Digitalization 78

Digitalization Organization Marketing Software 78

Red Star Kim

DECEMBER 5, 2023

In November it was a full house for the PM Forum’s Proactive marketing and business development executive online workshop. Proactive marketing and business development executives – CRM, internal engagement and career insights. A variety of specialist (to professional services) and mainstream CRM systems were explored.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

JUNE 15, 2023

We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation). Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. Can also look at companies in a particular sector (e.g.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

SEPTEMBER 26, 2023

I presented a methodology to design marketing and BD team structures in November 2015. Some of the points raised then remain the same, whilst new market conditions bring additional components into the equation. Expectations of M&BD (reactive service or proactive advisers?) From within or beyond professional services?)

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Mike Kunkle

AUGUST 8, 2023

These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. However, achieving the highest levels of growth remains a challenge for many. This is a definite growth killer. Invest in buyer persona and market research. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Mike Kunkle

NOVEMBER 23, 2023

Despite a hodge-podge of definitions in the market, we know that sales enablement is the act of providing sales reps with the knowledge, skills, and resources they need to achieve the highest-possible levels of sales effectiveness and to achieve organizational goals. About a year later, the downsizing began.

Sales 258

Sales Finance Decision-making Profitability 258

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. One-on-one coaching is an essential way to supplement group training sessions, with topics that are tailored for each individual.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Hubspot Sales

OCTOBER 11, 2021

Navigating the ever-changing digital landscape is a challenge — especially if you have a business of your own and are struggling to market yourself and make sales. From training and education to average salaries and expected job growth, here’s what you need to know before getting into digital consulting.

Digitalization 111

Digitalization Media Digital Transformation Insurance 111

Mike Kunkle

AUGUST 30, 2023

This applies to the enablement profession as a whole, regardless of name – Sales Enablement, Revenue Enablement, Buying Enablement, Performance Consulting, or even Sales Training and our Sales Operations and Revenue Operations partners. At the same time, a unique set of challenges complicates this mission.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on achieving sales excellence and driving business growth. Throughout this article, we will explore various aspects of sales excellence , including sales strategy development, sales training , technology utilization, and sales performance evaluation. Let’s explore: 1.

Business Growth 52

Business Growth Sales Sales Training Decision-making 52

Red Star Kim

AUGUST 18, 2022

The Great Resignation arrived somewhat early in the marketing and business development (M&BD) teams of professional services firms (PSF) after Covid. During Covid, everyone realised the greater importance of digital marketing and the dearth of digital talent became apparent. Marketing or Business Development or both ?

Marketing 130

Marketing Digitalization Investors B2C 130

Red Star Kim

JULY 22, 2022

I like to review recent books with a view to offering recommendations to those people who attend my training workshops. Despite being published in 2018 (before the Covid pandemic pushed digital marketing into the stratosphere) and being pretty basic it has some good content. It’s short, simple, down to earth and pragmatic.

Digitalization 130

Digitalization Marketing Construction Publishing 130

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. The map is a guide while driving requires attention, situational fluency, and skill.

B2B 198

B2B Sales Decision-making Negotiation 198

Hubspot Sales

MARCH 25, 2024

Anyone not living under a rock knows that subscription businesses are huge these days: The global subscription market is projected to reach $1.5T Dan led growth at Codecademy from $10m to $50m ARR. He’s now sharing battle-tested growth wisdom at Subscription Index. Disrupting your local utilities company? Not an easy feat.

Investors 75

Investors Acquisition B2B Digitalization 75

Brooks Group

MARCH 6, 2024

In this sense, measuring sales effectiveness can be as simple as calculating the cost of salaries, training, and/or tools against the revenue generated. Most organizations track a few key performance indicators (KPIs) such as win rates, quota attainment, and revenue growth. This is a metric that can be measured and improved.

Organization 84

Organization Account Management Sales Sales Training 84

Mike Kunkle

JULY 4, 2022

There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. Disclaimer: Before I continue, I want to disclaim that while I try to mention other initiatives throughout, I will talk a lot about training in this post, using it as an example.

Sales Management 130

Sales Management Management Sales Sales Training 130

Arpedio

MARCH 26, 2024

It serves as the foundation for establishing strong customer relationships, understanding market dynamics, and ultimately closing deals that drive revenue growth. It serves as the foundation for building strong customer relationships, understanding market dynamics, and ultimately closing deals that drive revenue and profitability.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

ACT

SEPTEMBER 19, 2023

In increasingly competitive market conditions , focusing on growth is the only way small businesses can survive and thrive in the long run. WeWork’s dramatic fall in 2019 exemplifies just how badly aggressive growth can backfire. Tip #2: Carefully plan your growth pace Successful businesses plan their growth pace meticulously.

Business Growth 52

Business Growth Management Small Business CRM 52

Mike Kunkle

MAY 30, 2023

It requires a wide range of knowledge, skills, capabilities, practices, and mindsets, as well as mental toughness, emotional maturity, and, often, the ability to influence without authority. Purposefully orchestrating organizational performance improvement is difficult. It’s like the age-old nature versus nurture debate.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Red Star Kim

SEPTEMBER 8, 2023

This week’s PM Forum training workshop “Commerciality: Finance, Pricing, Innovation and Research” was attended by delegates from law, accountancy and insolvency firms. As well as marketing and business development executives and managers there were also those in specialist pricing and bid roles. Price is a major driver of profit.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Mercuri International

SEPTEMBER 8, 2023

Challenges and Opportunities for B2B Marketers. Simply put, ChatGPT is an AI-based virtual assistant, trained to handle a variety of questions and answer them in a natural and conversational way. We explored best practices and investigated the myriad AI tools which AI offers marketers. B2B Marketing in the AI Era: What now?

Artificial Intelligence 64

Artificial Intelligence B2B Advertising Publishing 64

Arpedio

OCTOBER 17, 2023

How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. Conflict resolution training: Provide conflict resolution training to handle disputes or disagreements professionally.

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Arpedio

FEBRUARY 14, 2024

They are responsible for prospecting, qualifying leads, and presenting the company’s products or services to potential clients. Salespeople have targets and quotas to meet, making their primary focus on driving revenue growth for the company. However, the art of sales goes beyond just closing deals.

Account Management 52

Account Management Management Sales Client Relationships 52

Hubspot Sales

APRIL 27, 2023

The SaaS (Software-as-a-Service) business model is one of the fastest-growing of the last decade. With this growth comes tons of new job opportunities for salespeople looking to get into the tech industry. This booming sector can offer sales professionals huge growth opportunities, financially and professionally. occupations.

Sales 102

Sales Account Management Communication Sales Management 102

Arpedio

MARCH 6, 2024

In today’s competitive business landscape, effective account management plays a pivotal role in fostering long-term client relationships and driving sustainable growth. By overcoming these obstacles, businesses can unlock new opportunities, foster deeper connections with clients, and drive sustainable growth in the long term.

Account Management 52

Account Management Management Client Relationships Communication 52

Account Management Skills

OCTOBER 23, 2023

I’m joined by Benjamin Dennehy, UK’s Most Hated Sales Trainer, and I hope by the end of listening to our chat it might just change your thinking about how you currently qualify prospects and sell your agency’s services, particularly if you’ve never received any professional sales training.

Account Growth 52

Account Growth Account Management Sales Training Marketing 52

Brooks Group

MARCH 6, 2023

Technical Sales Manager Skills The sales manager plays an important role in any organization. Besides having soft skills, communication skills, and other common skills to boost sales performance, some technical skills are required for consistent success. Customer Satisfaction 10.7%

Sales Management 52

Sales Management Management Suppliers Sales 52