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. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

OCTOBER 16, 2023

And the problem was compounded with extraordinarily long lead times for sales through complex decision-making processes in professional services. Some looked to LinkedIn’s Sales Navigator to drive data and process. This post adds to the learning resources from the session. Generate more referrals” is insufficient to drive action.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Hubspot Sales

DECEMBER 3, 2017

Responding to "Call Me Back After the Holidays. Probe into their reluctance. Calling prospects in the last few weeks of Q4 means you’ll hear a season-specific objection: “Can you call me back after the holidays?”. It doesn’t matter what the reason is -- don’t say you’ll call back in January and hang up.

Meetings 105

Meetings Negotiation Sales 105

Hubspot Sales

MAY 20, 2018

Buyers feel like the rep is virtually poking them, making them reluctant to answer. Not only do “checking in messages rarely garner responses, they can even turn prospects against their senders. These “just checking in alternatives simultaneously add value to the prospect while putting the salesperson back on her radar.

Publishing 111

Publishing Sales Decision-making Investors 111

SBI

MAY 2, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? This week I interview Jared Aho , Sr.

Profitability 55

Profitability Artificial Intelligence eCommerce Sales 55

SBI

NOVEMBER 27, 2012

The first revenue-numbing fact is that 65% of a sales rep’s time is spent NOT doing what they are ultimately paid for—selling [1]. The second equally disturbing data point is that 74% of sales organizations have poor CRM adoption [2]. The bad news is that your sales organization likely falls within these two operational averages.

CRM 53

CRM Decision-making Retail Organization 53