Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. So here are ideas on how to engage fee-earners in the M&BD planning process. The company might submit a brief.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. How do you feel? You're the expert and you know better than they do how to get the most from your solution. And to do that, you need to prepare. Let's discover how. ” Harvey Diamond.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

OnStrategyHQ

DECEMBER 20, 2023

The Strategic Planning Process in 4 Steps To help you throughout our strategic planning framework, we have created a how-to guide on the basics of a strategic plan, which we will take you through step-by-step. A good strategic plan dictates “how” you travel the selected road. Questions to Ask: Who is on your Planning Team?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Red Star Kim

MARCH 1, 2024

Forge relationships Before we try to generate engagement and buy-in we need to forge relationships with fee-earners. And we can ask questions Why are questions so important? Questioning skills) (kimtasso.com). It takes time to build trust trust for better business relationships (kimtasso.com).

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Hubspot Sales

DECEMBER 13, 2023

In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs. Questions you should ask during this type of sales call: “Can you briefly describe your company and its core business?” “Can How do you envision measuring success or ROI if we were to work together?”

Negotiation 100

Negotiation Telecommunications Sales Software 100

Red Star Kim

DECEMBER 22, 2022

Several delegates were particularly interested in macroeconomic analysis. During the discussions about marketing audits (particularly the far external environment), delegates worked in groups to tackle a PESTLE analysis. Here are some of their thoughts although typically a lot of research would be undertaken for such an analysis.

Supply Chain 147

Supply Chain Government Transportation Digital Transformation 147

Red Star Kim

DECEMBER 5, 2023

For events , one delegate asked about LinkedIn Events | LinkedIn Marketing Solutions and whether others experienced problems with bots and a lack of control over who registers. Others asked about platforms for event invitations. A variety of specialist (to professional services) and mainstream CRM systems were explored.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Hubspot Sales

AUGUST 1, 2022

Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. At the end of this post, you should better understand what to consider and ask when filling this role. How can you improve our CLV?

Sales 111

Sales Stakeholders Communication CRM 111

Mike Kunkle

MARCH 31, 2023

I can’t tell you how many times I see confusion about that. Terminology varies, but this is how I frame it. It should be aligned to the customer lifecycle and buying process, where possible. As you can see in the image above, a buying process consists of these same elements – stages, names, objectives, tasks, and exit criteria.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Hubspot Sales

SEPTEMBER 20, 2023

How Conversational AI Can Benefit Sales The Best Conversational AI Tools for Sales Teams What is conversational AI? How Conversational AI Can Benefit Sales The primary way conversational AI benefits sales is time. Once you learn how to integrate AI processes into your operations, you’ll have more time for the tasks you love.

Artificial Intelligence 110

Artificial Intelligence Sales Prioritization Meetings 110

Nutshell

AUGUST 22, 2023

Let’s take a look at how CRMs are using AI, whether it’s worthwhile for your business to use AI in your CRM, and which CRMs are providing the best AI-powered features. Let’s take a look at how CRMs are using AI, whether it’s worthwhile for your business to use AI in your CRM, and which CRMs are providing the best AI-powered features.

Artificial Intelligence 114

Artificial Intelligence CRM Management Decision-making 114

Mike Kunkle

APRIL 8, 2023

The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers. The second step is to determine the level of qualification needed later, to continue pursuing the opportunity. Let’s dig in.

B2B 211

B2B Decision-making Sales Stakeholders 211

Red Star Kim

OCTOBER 19, 2023

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. 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.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Red Star Kim

FEBRUARY 15, 2024

We explored the changing role of marketing and business development (MBD) professionals and the growing need for coaching and consulting skills. We tackled delegate questions as well as coaching and consulting scenarios along the way. An emerging theme was the combination of people and problem-solving skills. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Red Star Kim

NOVEMBER 1, 2023

Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges. Aims – While most fee-earners were effective at arranging meetings with prospects, often they failed to prepare sufficiently to direct the conversation towards exploring needs and asking for the business.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

JUNE 20, 2022

Delegates on my coaching training sessions often ask for recommendations of good books on coaching and this is a mature, comprehensive and challenging exploration of what it takes to be a great coach. She explains that the book was designed to help people understand what coaching is, how it works and how to do it.

Client Relationships 130

Client Relationships Facilitation Brainstorming Meetings 130

Red Star Kim

FEBRUARY 14, 2023

One of most common is that of Socratic questioning which is used by counsellors and therapists in Cognitive-Based Therapy (CBT). By creating cognitive dissonance , they will need to adjust their own views to accommodate the information that challenges it. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

OnStrategyHQ

JULY 21, 2023

Play Watch the video Q: How can you use ChatGPT in strategic planning? You can use ChatGPT to easily streamline some of your basic-level tasks, like synthesizing data, creating tables or outlines, and even asking it for simple market data or competitive analysis. Great question! A: Think of ChatGPT as your assistant!

Facilitation 52

Facilitation Internet Strategic Thinking Organization 52

Hubspot Sales

JULY 7, 2020

As the field of sales changes to meet the needs of our evolving business landscape, data becomes even more prevalent. The role of a sales analyst is important because it requires much-needed data analysis on ways sales teams can continue bringing in revenue. What key metrics are you looking for to make an initial analysis?

Stakeholders 99

Stakeholders Sales Prioritization Communication 99

OnStrategyHQ

MAY 1, 2023

What is an Internal and External Analysis? An internal and external analysis is simply looking at your organization’s current performance from an internal and external perspective. How does a strategic analysis fit into strategic planning? What is the output of an internal and external analysis?

Suppliers 105

Suppliers Supply Chain Energy and Utilities Profitability 105

Red Star Kim

NOVEMBER 24, 2023

Transforming your firm’s culture – Professor Vlatka Hlupic Self-effacing Vlatka described the “quiet quitting” disengagement that needs a “purpose and people-led” management revolution to overcome toxic cultures. The animated questions testified that her words hit a chord. Thanks to editor Matt Baldwin for his assistance.

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

Janek Performance Group: Account Planning

OCTOBER 25, 2023

We assume, if they’re buying, they don’t need attention. It’s putting their needs ahead of the sale to form long-term relationships. Clearly, sales organizations need to improve account planning. Ask the right questions. If there’s a decline, you need to know why. These build business and increase revenue.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Arpedio

APRIL 30, 2024

Unlike traditional methods, value selling focuses on delivering unique value to customers and aligning their needs with your product or service. Instead of pushing products or services, value selling focuses on understanding your customer’s needs and demonstrating how your offering provides the solutions they are seeking.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Account Manager Tips

JUNE 29, 2021

How a capture strategy helps avoid competitive bidding Is your client due for renewal? Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Develop the right relationships with the right people. Define price strategy.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Zendesk

MARCH 8, 2023

So how can companies provide these personalized, immersive experiences? By leveraging AI and data analysis , businesses can meet this demand while providing effective, personalized support. In this article, we’ll explore how AI and analytics can help your business remain competitive.

eCommerce 98

eCommerce Meetings Stakeholders Profitability 98

Arpedio

OCTOBER 24, 2023

SWOT analysis: A comprehensive guide and template Account Management Software ← Back to blog In this comprehensive guide, we’ll delve deep into the world of SWOT analysis. Discover how to leverage your strengths, mitigate your weaknesses, seize opportunities, and defend against threats. Let’s dive in.

Decision-making 52

Decision-making Account Management Prioritization Software 52

PandaDoc

APRIL 17, 2024

we hear you ask. In this article, we’ll teach you all you need to know about ACV. Calculating ACV can deliver many benefits , from increased customer retention to better forecasting. An analysis of the demographics of these high-value customers helps you target prospects. “What is ACV in sales?”, It helps you plan.

Sales 52

Sales Internet Profitability CRM 52

Nutshell

DECEMBER 7, 2023

Whether you’re making videos for YouTube or creating a new company blog, you need to target the right keywords to help your pages rank. Artificial intelligence (AI) in keyword research Frequently asked questions What is a keyword research tool? Keyword research tools help simplify that process for you. Of course you do.)

Artificial Intelligence 62

Artificial Intelligence CRM Internet Marketing 62

Hubspot Sales

APRIL 4, 2023

When people think of consulting interviews, they immediately think of case study questions. You know the ones: you're given a hypothetical problem and asked to analyze the situation and recommend a solution. You also need to answer behavioral questions that assess your experience, skills, and fit for the job.

Supply Chain 100

Supply Chain Leadership Construction Artificial Intelligence 100

SuperOffice

APRIL 7, 2022

Finding the perfect fit for your brand helps you get better leads and make more sales. Instead of marketing to everyone, you need to know who your ideal customers are and market to those that really need your product. Better yet, an ICP helps to inform the entire sales and marketing process from beginning to end.

B2B 93

B2B CRM Sales Decision-making 93

Hubspot Sales

OCTOBER 11, 2019

That's why the goal shouldn't be to grow fast but to grow better. How can you grow better and experience deliberate growth? Below, you'll learn why slow business can be a good thing and what to do when business is slow to grow better. As a sales manager, you can use data in your CRM to see how your team is performing.

Brainstorming 129

Brainstorming CRM Media Decision-making 129

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's the burning question: Does AI have a place in sales, and how does it affect our current sales processes? Like any new tech, you need to dive in and research. Mendes says.

Sales 102

Sales Emotional Intelligence CRM Decision-making 102

CMOE

DECEMBER 21, 2023

From industry shifts to policy changes to personal triumphs, each experience provides valuable insights, and the agility of navigating these experiences and challenges shows both the need to adapt your strategy to account for these unexpected variables. How did you and your team adapt to unexpected changes?

Strategic Thinking 64

Strategic Thinking Facilitation Prioritization Innovation 64

Red Star Kim

JUNE 16, 2022

A key delegate challenge was how to promote the adoption of a client-focused (and referrer-focused) philosophy across the firm. Most delegates wanted to know how to promote better business development practices (and motivation) to forge and develop referrer relationships and embed this in their culture.

Management 130

Management Key Account Management Digitalization Communication 130

Nutshell

APRIL 21, 2023

By understanding customer behavior and preferences, you can better understand your audience and use that knowledge to craft effective marketing and sales campaigns that engage your audience and improve your bottom line. One of the best ways to understand consumer behavior is through a customer behavior analysis.

CRM 62

CRM Decision-making Marketing Media 62

QYMATIX

FEBRUARY 13, 2024

How to make data work for your B2B sales team while avoiding common pitfalls in data management We can associate power with strength, force and influence, but also with destruction and violence – the typical two sides of a coin. Companies knowing how to manage their sales data gain an enormous competitive advantage.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

QYMATIX

FEBRUARY 13, 2024

How to make data work for your B2B sales team while avoiding common pitfalls in data management We can associate power with strength, force and influence, but also with destruction and violence – the typical two sides of a coin. Companies knowing how to manage their sales data gain an enormous competitive advantage.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52