Red Star Kim

JUNE 1, 2023

A key theme that often arises in pitching is how to differentiate. Whilst there are many ways to differentiate (see below) it does imply that you will consider – from the client’s perspective – how your firm’s offering or value proposition is different from the competitors.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Red Star Kim

NOVEMBER 13, 2023

We spent some time on mission and value statements (looking at examples from other private client teams) – and how they are formed through analysis and discussion with stakeholders. Business planning Surprisingly, none of the delegates’ firms had a business plan to drive the growth of the private client team.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

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

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

Hubspot Sales

DECEMBER 6, 2022

And how can it help you close more deals? Here, you'll learn how to successfully work with your business ecosystem at every stage of the sales process — from prospecting to customer onboarding. Exchange referrals with your ecosystem. Ask partners to influence your deals. Sales teams are always looking for an edge.

Onboarding 99

Onboarding Decision-making Organization CRM 99

Nutshell

MARCH 11, 2024

Read on to learn more about the eight stages of the sales cycle and how you can implement them into your team’s sales process. In other words, the sales cycle is the “What,” and the sales process is the “How” of selling. The sales cycle can be a mysterious concept for a lot of people. And what is the sales cycle anyway?

Negotiation 77

Negotiation Sales Decision-making CRM 77

Hubspot Sales

DECEMBER 13, 2023

For example, if you work for a software company, you might call a prospect to introduce your advanced project management software and its benefits. Questions you should ask during this type of sales call: “Can you briefly describe your company and its core business?” “Can How have you tried to address these challenges in the past?”

Negotiation 96

Negotiation Telecommunications Sales Software 96

Zendesk

AUGUST 1, 2022

Before you start researching options on your own, you’ll likely ask your friends and family for their recommendations—and trust those suggestions. This is why customer referral programs are so effective. This is why customer referral programs are so effective. What is a customer referral program? They build trust.

Media 98

Media Decision-making CRM Marketing 98

Nutshell

MARCH 28, 2024

Consulting firms need a great sales pipeline to attract leads and close deals, as well as generate recurring revenue from clients and referrals. Some questions you can ask to create a sales pipeline that works for your consulting firm include: What is the sales process that your business already follows? How many stages do you need?

Management 71

Management CRM Sales Negotiation 71

Red Star Kim

MARCH 24, 2023

Yet while there is a significant variety in their roles, expertise and aspirations they were all keen to know more about how M&BD is applied in different professional services firms. Many reported that most of their time was work such as tactical marketing promotions , client and referrer relationship management and internal marketing.

Marketing 130

Marketing Digitalization Communication Media 130

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

Nutshell

AUGUST 28, 2023

In this guide to sales processes, we’ll discuss the most common sales process stages, how to develop and improve your process, how to overcome common challenges, and more. Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Account Manager Tips

FEBRUARY 28, 2021

What are the top skills companies are looking for and how do you get good at them? Key account management is a profession in demand. All this talk about the digital economy. jobs being gobbled up by new technology and millennials set to make up 75% of the workforce might have you worried. I sure was. But fear not. Customer Success Manager #7.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

Hubspot Sales

MARCH 22, 2023

The success of many businesses hinges on how good their consultant is. In many instances, the success of a business professional is determined by how strong and effective their network is. Getting referrals , in particular, is an area where a good business network is absolutely necessary.

Decision-making 88

Decision-making Media Brainstorming Meetings 88

Hubspot Sales

OCTOBER 31, 2022

In this guide, you’ll learn how to approach networking and what mistakes to avoid. You’ll also find a few real-life examples that will help you get sales networking right. You’ll also find a few real-life examples that will help you get sales networking right. How to build your sales network? Keep your asks simple.

Media 91

Media Sales Meetings Onboarding 91

Zendesk

APRIL 18, 2022

While you’re not sharing your work with a professor these days, your sales reps need to know where and how leads had first contact with your company. More traditional lead sources include: Referrals. No matter how you’re generating leads, there are some important distinctions to grasp as well as best practices to follow.

Media 98

Media CRM B2C Energy and Utilities 98

Account Management Skills

DECEMBER 6, 2023

We kick off by asking why account managers need entrepreneurial skills and how this will grow the agency – and you can access it here. AND it also means they need to be set up for success by having the right support from agency to do it.

Account Management 52

Account Management Management Client Relationships Leadership 52

Hubspot Sales

JANUARY 30, 2023

Learning how to network effectively is one of the most important professional skills you need to master, regardless of your industry or expertise. In this post, you’ll learn why networking is important and how to network effectively based on your unique needs. Here’s how this works. You can receive mentorship.

Construction 87

Construction Media Communication Meetings 87

PandaDoc

FEBRUARY 24, 2023

By clicking on a prospect’s profile, you have access to useful information such as their work history, connections, and positions in the company (very useful for finding and contacting sales professionals you want to work with, for example). Finding prospects through social networks has become essential for salespeople.

Advertising 52

Advertising Media Communication Marketing 52

PandaDoc

FEBRUARY 24, 2023

By clicking on a prospect’s profile, you have access to useful information such as their work history, connections, and positions in the company (very useful for finding and contacting sales professionals you want to work with, for example). Finding prospects through social networks has become essential for salespeople.

Advertising 52

Advertising Media Communication Marketing 52

Nutshell

AUGUST 21, 2020

You need to have a straightforward answer to the question: How will this product make my customer more successful? For marketing SaaS, the user persona is the key driving factor that determines how a SaaS business will function. You look everywhere on the website—I’m talking header, tag line, features—and you just don’t get it.

Marketing 142

Marketing Onboarding Media B2C 142

Outbound Engine

JANUARY 12, 2022

For example, a real estate agent could ask the client about their homebuying experience and how they overcame challenges together along the way. For example, a real estate agent could ask the client about their homebuying experience and how they overcame challenges together along the way.

Small Business 74

Small Business Marketing Media Innovation 74

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’s published by CIPD (Chartered Institute of Personnel and Development) and Kogan Page.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Hubspot Sales

SEPTEMBER 14, 2023

In this post, we’ll define what makes these two concepts so different, and outline how that can look on a day-to-day basis between managers and reps. To further paint the picture on how these two differ, let's explore how managers use them. And if you're in a pinch, jump straight to the information you need. What is feedback?

Procurement 100

Procurement Sales Construction Negotiation 100

Zendesk

SEPTEMBER 14, 2021

Throughout the following script, the sales rep checks in by asking sales questions. How are you? I have a few questions that I will need to ask before we get started. Prospect says yes, and you ask predefined qualifying questions so you know what aspects of your products and programs to present in your sales presentation ).

Software 97

Software Software Marketing Meetings 97

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 . It is intended to supplement the learning resources for delegates provided on the day – delegate aims, poll results and takeaways are shown below.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Hubspot Sales

MARCH 5, 2018

My goal became to set up a by-referral only business. By that time, I had an ironclad referral process, and my business is still thriving today. When I talk to salespeople, however, I hear the same thing over and over: Referrals are very important, but their referral processes are weak or only moderately effective.

Meetings 107

Meetings Customer Success Sales 107

Hubspot Sales

SEPTEMBER 6, 2022

How are reps upselling? How are reps cross-selling? How are reps down-selling? How do upselling and cross-selling impact revenue? An example is offering a customer to add cheese to their burger. The most basic example is encouraging customers to get a milkshake with their burger. How are reps upselling?

Prioritization 91

Prioritization Sales Communication 91

Hubspot Sales

DECEMBER 23, 2021

Here, we'll take a closer look at cross-selling and upselling, go over the difference between the two, take a look at how to do both, and see some examples of what they look like in practice. For instance, you might ask if they want an order of fries or a drink. Cross-Selling Example. Let's jump in.

eCommerce 139

eCommerce Software Software Customer Success 139

Outbound Engine

OCTOBER 6, 2020

We’ve mentioned before that 85 percent of small businesses say that word-of-mouth referrals are the No. That’s why understanding how to get online reviews for your business is crucial to your success. How to Get Online Reviews for Your Business in 10 Simple Steps. Not convinced reviews carry heavy weight? Step 1: Do Good Work.

Small Business 92

Small Business Insurance Publishing Media 92

Insightly

FEBRUARY 25, 2022

How do you get this competitive advantage? Satisfied customers mean more referrals, a better brand reputation, and repeat sales. For example, would your sales team benefit from the customer data and feedback stored on your marketing team’s email campaign platform? Shouldn’t you? It’s time to change your perspective.

Logistics 98

Logistics CRM Stakeholders Media 98

Red Star Kim

SEPTEMBER 29, 2023

The ambitious, enthusiastic and hard-working delegates considered how they could shine by focusing on their personal development and increasing their contribution to their firms. How do you measure up? How do you stand out from your peers? What do you think is most important for a M&BD assistant?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Hubspot Sales

JUNE 8, 2022

How will this summer compare to past, pre-pandemic summers? How to Bounce Back From a Summer Slump, According to Sales Leaders. Even the most prolific salespeople aren't immune to the summer slump. Prospects are on vacation. Calls go unanswered. LinkedIn connection requests remain pending for days. Trouble seeing this graph?

Construction 122

Construction Manufacturing Transportation Profitability 122

Red Star Kim

FEBRUARY 14, 2023

A good example of a limiting belief comes from running. So, for example, rather than thinking “ I am no good at business development” think about how to see this more positively – such as “I am really good at forming relationships with clients and delivering great service”. Delegate views and poll results are shown below.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Outbound Engine

JUNE 5, 2020

Whether you’re building awareness with a prospect, reconnecting with a past customer or asking for referrals you should tailor your message to fit the moment. Build loyalty over time by checking in once a quarter with an email similar to the example below. Asking for Referrals. I’d love to stay in touch.

Communication 67

Communication Meetings Marketing Insurance 67

Hubspot Sales

JANUARY 30, 2023

Learning how to network effectively is one of the most important professional skills you need to master, regardless of your industry or expertise. In this post, you’ll learn why networking is important and how to network effectively based on your unique needs. Here’s how this works. You can receive mentorship.

Construction 63

Construction Media Communication Meetings 63

Red Star Kim

SEPTEMBER 26, 2022

Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”. What are their challenges? What do they yearn for?

Digitalization 147

Digitalization Media Marketing Communication 147