Red Star Kim

FEBRUARY 21, 2024

Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. In this post I explore different types of questions and how they can be used in various business scenarios. Why are questions so important? Questioning skills).

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Red Star Kim

DECEMBER 18, 2023

The essence of strategy is about choices on how to achieve aims and how limited resources are used to achieve a competitive advantage. See The 4 Levels Of Strategy: The Difference & How To Apply Them (cascade.app). See The 4 Levels Of Strategy: The Difference & How To Apply Them (cascade.app).

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Account Manager Tips

AUGUST 10, 2021

How hard could it be? Follow this step-by-step guide on how to ask, and get your clients to say "Yes," to a referral. Referral leads convert 30% better than other leads. Referred customers have a 16% higher lifetime value. Sales Insights Lab surveyed 400 salespeople to gain insights into today's selling world.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Brooks Group

MARCH 21, 2024

Asking the right questions is better. By continuously improving your team’s discovery questioning skills, your sales professionals will be better equipped to uncover valuable insights, build stronger rapport with prospects, position your solutions more effectively, and close more deals. But some are better than others.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Brooks Group

MARCH 25, 2024

As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. Proven Strategies for Sales Results In today’s competitive selling environment, having a consistent, repeatable sales process is critical for driving revenue growth.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Account Manager Tips

APRIL 2, 2021

Do you sell? Why selling is hard for key account managers Key Account Managers are busy making sure clients get the best from what they've already bought. When are you supposed to find time to sell them something new? What's left to sell? Do you listen to podcasts? What makes these sales podcasts the best?

Key Account Management 234

Key Account Management Account Management Procurement Management 234

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Hubspot Sales

MARCH 18, 2024

Research shows there is a weapon you can use to increase your sales performance — a sales strategy that's effective no matter where you work or what you sell. Research shows there is a weapon you can use to increase your sales performance — a sales strategy that's effective no matter where you work or what you sell. Let’s take a look.

Advertising 106

Advertising Sales Marketing 106

Hubspot Sales

DECEMBER 12, 2023

There's AI — obviously — and all the ways it's changing how we sell. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024. But how can salespeople leverage AI without losing that human connection? Let's dive in. Use AI to augment, not automate.

Sales 101

Sales Investors Prioritization Innovation 101

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? A key consideration is the value a brand delivers to its customers or clients.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Red Star Kim

FEBRUARY 12, 2024

How does this material fit within your overall marketing or sales strategy? What do you want the reader to do as a result? Look at the data – What results have you achieved with past writing? Provide something of value. During the session we created our own persuasive writing checklist – here are the highlights.

Media 130

Media Financial Services Advertising Decision-making 130

Red Star Kim

DECEMBER 5, 2023

Others commented on the value of Home – Vuture – a system designed for professional services – for event marketing and noted its facilities to retain dietary requirements and other preferences. In November it was a full house for the PM Forum’s Proactive marketing and business development executive online workshop.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 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

Account Manager Tips

AUGUST 14, 2022

Find out what those skills are, along with 21 free courses to help you become a better key account manager. Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? You want to achieve better results for your clients, your company and your career, right?

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Arpedio

APRIL 29, 2024

By understanding these components, you will gain a thorough understanding of how the BANT methodology contributes to the overall sales qualification process and enhances your sales process. This component is critical in demonstrating the value and relevance of your offering. What is the BANT Methodology?

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Force Management

DECEMBER 14, 2023

What you can control is the tools you provide to help that partner sell your solution. It's important to put time and resources into helping your channel sellers understand your company's value and differentiation as well as your internal revenue teams do. How do we specifically solve these problems with your solution? •

Value Proposition 91

Value Proposition Negotiation Decision-making Leadership 91

Brooks Group

FEBRUARY 16, 2024

Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. This blog post dives into how you can develop these three sales differentiation skills to set yourself apart.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Hubspot Sales

APRIL 1, 2024

When salespeople rate their sales organizations on our site, we ask them to rate how they feel about inbound lead flow on a scale from 1–5. When salespeople rate their sales organizations on our site, we ask them to rate how they feel about inbound lead flow on a scale from 1–5. Want more content like this? Subscribe to our newsletter.

CRM 82

CRM Sales Environment Leadership B2B 82

Arpedio

MARCH 15, 2024

In today’s competitive business landscape, mastering the art of strategic selling is essential for sales professionals looking to drive revenue growth and outperform their competition. But what exactly is strategic selling, and why is it so critical in modern sales? What is Strategic Selling?

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Arpedio

FEBRUARY 22, 2024

In today’s fast-paced and hyper-competitive business landscape, the key to success lies in understanding and effectively leveraging the concept of value selling. What is a Value Selling Framework? This is where value selling shines.

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Arpedio

DECEMBER 4, 2023

Measuring the Success of Account-Based Selling Explore the ARPEDIO platform ← Back to blog Account-based selling (ABS) is becoming increasingly popular in the B2B software industry as it allows businesses to target specific high-value accounts and personalize their marketing and sales efforts.

Decision-making 52

Decision-making Prioritization Media Marketing 52

Hubspot Sales

DECEMBER 5, 2023

At this stage, most buyers are knowledgeable about the company, the products/services they offer, and how their offering compares to competitors. Now that AI has entered the picture, buyers’ ability to do their own research is hypercharged, leading to major changes in how they gather information and the role of a sales rep.

Decision-making 105

Decision-making Sales Prioritization 105

Arpedio

APRIL 15, 2024

By providing sales professionals with the right information at the right time, sales enablement empowers them to deliver value-driven solutions that address customer needs. This involves considering the key components that make up a successful sales enablement program, and how they can be effectively implemented to drive results.

Sales Training 52

Sales Training Sales Decision-making Account Planning 52

Nutshell

MARCH 15, 2024

Qualifying leads before sending them through to your sales team lets you learn more about your prospects and build deeper connections with them, which often results in more deals. Part of relationship-building is also educating the prospect on how your product or service can resolve their problems and improve their business.

CRM 71

CRM Software Software Communication 71

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. Acknowledge that it’s a no for now, but try to guide the prospect to agree to the product's value. You can showcase value by Providing demos.

Negotiation 102

Negotiation Sales Leadership CRM 102

Arpedio

MARCH 26, 2024

Before diving into the intricacies of pre-sales strategy, it’s essential to grasp its definition, significance, key components, objectives, and how it differs from sales and post-sales strategies. In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Planview

DECEMBER 8, 2021

Effectively selling Agile to executives is more than just getting the go-ahead for an Agile transformation. If you’ve gotten approval from leadership to embark on an Agile transformation, you may be gaining momentum from Agile teams embracing new ways of working and benefits like faster delivery, better quality, and improved morale.

Government 111

Government Leadership Stakeholders Decision-making 111

Hubspot Sales

SEPTEMBER 26, 2023

We've all heard how AI can help us write better, faster, and with more accuracy. How do these tools, all powered by the same technology, arrive at different answers? Let's see which tool delivered the best results. #1. As for the substance of the email, it does a good job explaining the product's value.

Value Proposition 94

Value Proposition Sales Artificial Intelligence Management 94

Brooks Group

JANUARY 24, 2024

Sales leaders using these approaches have developed resilient, capable sales professionals who can sell effectively and efficiently regardless of market conditions. Will business be back to normal in 2024? According to Morningstar experts , this may be the year we finally move past all the disruptions of the pandemic.

Supply Chain 96

Supply Chain Negotiation Sales CRM 96

Arpedio

DECEMBER 20, 2023

Solution Selling is a customer-focused sales approach that prioritizes solving customer problems through tailored solutions. In this section, we will provide a comprehensive guide to help you understand the essence of Solution Selling. In traditional selling, the focus is on the product or service features and benefits.

Prioritization 52

Prioritization Decision-making Meetings Organization 52

Arpedio

APRIL 3, 2024

What is Solution Selling? Solution selling is a sales methodology focused on addressing the specific needs and challenges of customers by providing comprehensive solutions rather than simply selling products or services.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Hubspot Sales

AUGUST 21, 2020

To master the art of selling, you must understand its various forms. You may have stumbled across our other posts on relationship selling , social selling , and organizational selling , but today I present to you: outcome selling. What is outcome selling? Benefits of Outcome Selling.

Prioritization 133

Prioritization Decision-making Customer Knowledge Meetings 133

Brooks Group

MARCH 7, 2024

Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? This post describes how you can use a consultative selling approach to understand the unique buying agenda of procurement managers and sell more effectively. What Is a Consultative Selling Approach?

Procurement 68

Procurement Management Decision-making Sales Training 68

Hubspot Sales

JULY 7, 2023

According to HubSpot's very own State of AI survey data, 71% of sales professionals say AI/automation tools have impacted how they plan to sell in 2023, and 60% say these tools are important to their overall sales strategy. Automating manual tasks allows more time for selling. AI makes prospecting efforts more effective.

Artificial Intelligence 114

Artificial Intelligence Emotional Intelligence Sales Decision-making 114

Sales Management Plus -- SMP

NOVEMBER 30, 2023

What Are Selling Gaps? By measuring how many sales activities your reps are performing and plotting them against how many closed opportunities they completed you can get an estimate of how many new opportunities you might be closing if you could complete more sales activities. One example is the sales activity gap.

CRM 52

CRM Meetings Sales Software 52

Miller Heiman Group

SEPTEMBER 3, 2020

As a result, the gap between buyers and sellers is widening, launching a cycle we call the buyer apathy loop. One way to break the cycle is to create a better buying experience using the questioning techniques taught in SPIN Selling Conversations. Four Types of Questions Lead to Better Deals. Implication.

Suppliers 154

Suppliers Sales Organization 154