Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Producing a great looking document or presentation really quickly is not a great strategy if the win rate isn’t improving.

Government 130

Government Innovation Meetings Finance 130

Mike Kunkle

OCTOBER 8, 2023

At the core of this synergy lies a concept that wields immense influence in driving revenue and ensuring organizational performance – cross-functional Commercial Effectiveness. It’s a critical component that I’m surprised is left out of other enablement conversations. Without this, there is only so much that enablement can accomplish.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Upland

JULY 27, 2023

When it happened, it appeared that almost everyone from your favorite LinkedIn influencer to your solution provider also became an AI expert at the same frenetic pace. The phenomenon is so far reaching that it can be difficult at times to find an actual single explanation for what generative AI is. That being selling things.

Digital Transformation 195

Digital Transformation Sales Digitalization Decision-making 195

Holden Advisors

SEPTEMBER 21, 2021

More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. In our experience, the real problem boils down to one thing—the inability to create and build a business vision that propels your customer’s organization to embrace change.

Decision-making 435

Decision-making B2B Profitability Account Management 435

Upland

MARCH 2, 2023

In fact, for large B2B enterprises, their revenue growth moving forward will be based largely on the strength of their relationships with existing accounts. Sold on account planning but don’t know where to start? For many, account planning in Salesforce is a logical next step. After all, their sellers are already using Salesforce regularly.

Account Planning 195

Account Planning CRM Account Strategy B2B 195

Red Star Kim

FEBRUARY 21, 2024

It is one of the four human attributes that differentiate us from machines. They may think that they should already know the answer. They may worry that they may look silly. They may be concerned that the answers may take them into a conversation where they know little. Curiosity is a super-power. Video) (kimtasso.com).

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Upland

APRIL 5, 2023

But what if we told you that the old ways of making deals happen were out of touch with modern realities? What if we told you that relationship selling – putting your relationship with your customers at the heart of each and everything you do – is what really moves the needle? There are many “lone wolves” in B2B sales.

B2B 195

B2B Advertising Decision-making Stakeholders 195

Hubspot Sales

MARCH 4, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. We recently reached out to some of the winners for their insight on what sales leaders should prioritize, some principles they should live by, and how they should work with their teams in 2024.

Leadership 103

Leadership Construction Prioritization Sales 103

Account Manager Tips

JUNE 29, 2021

Assemble the win team. Demonstrate that you value your client's business. Create a plan that outlines the steps that will lead to customer renewal. Create a plan that outlines the steps that will lead to customer renewal. Clients use bid decision criteria to decide who wins the contract.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Upland

APRIL 20, 2023

As you’ll see, lone wolf selling is quickly losing efficacy in a B2B business world that puts a premium on relationships. But that doesn’t mean the wolves aren’t still at your door. Through account management, your team can seek to establish themselves as trusted advisors to customers. How do we know this?

Account Management 195

Account Management Management Account Planning Decision-making 195

Upland

FEBRUARY 29, 2024

Sales leaders often find that commitment to change is the single most important ingredient in a successful account planning practice. A lthough change can be scary, difficult and potentially costly if not managed correctly, it is ultimately the key to achieving higher win rates, championing large buying groups, and growing revenue.

Account Planning 195

Account Planning Management Leadership Organization 195

Account Manager Tips

JULY 13, 2022

You win some, you lose some Why do we lose sales opportunities? Win/loss reviews: 10 questions to ask Favourite podcast In other news Quote of the week. Where to find it : Apple Podcasts | Google Podcasts | Spotify | Stitcher You win some, you lose some Not every deal will go your way. How effective was our team?

Key Account Management 130

Key Account Management Sales Account Management B2B 130

Insightly

APRIL 19, 2024

Insightly knows that sales reps spend a ton of time in their email inboxes as well as in Insightly CRM. You can use the sidebar to create the contact in Insightly and then go ahead and send that person a message. Globally, it’s nearly a tie. If you are using Insightly, you don’t need to worry either way. Microsoft fans, do not fret!

CRM 52

CRM Marketing Customer Success Meetings 52

Insightly

APRIL 10, 2024

As you’re out and about, you may want to use that time to improve your go-to-market knowledge and stay up to date on the latest trends. The team at Insightly selects guests based on their knowledge of go-to-market areas, trends in the marketplace, and topics that you need to know to have a seat at the table.

Marketing 52

Marketing Healthcare CRM Media 52

Upland

MARCH 29, 2023

The importance of relationship management At the onset of the pandemic, it seemed that digital selling had been launched forward years. In fact, according to Forrester, in-person, face-to-face sales are back on the rise. What is relationship management? Suddenly, everyone was on the same playing field.

CRM 195

CRM Management Stakeholders Decision-making 195

Red Star Kim

AUGUST 31, 2023

It includes research from leading real estate experts like JLL: “Among all real estate sectors, JLL’s data shows that the living/multi-housing sector made up the largest share of investment in 2022, at 32%, dropping slightly to 30% in 2023. There are infographics of top trends and insights on key issues (e.g. trillion by 2031”.

Marketing 130

Marketing Leadership Government Logistics 130

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

DemandFarm

NOVEMBER 3, 2023

Strategic deals can be seen as a team sport, much like a relay race where each member must sprint in a carefully coordinated fashion to ensure the team’s victory. An integral element of teamwork is a unified platform that keeps everyone on the same page.

Management 52

Management Artificial Intelligence Stakeholders Decision-making 52

Miller Heiman Group

NOVEMBER 3, 2020

With rapidly shifting buyer expectations, sales teams and leaders have an unprecedented challenge to provide insight and value to customer in a strategic way. Artificial intelligence helps modern sales teams better understand customer needs and sell more effectively. Use Technology and Data to Improve Your Forecast.

Artificial Intelligence 90

Artificial Intelligence CRM Sales Technology Decision-making 90

Brooks Group

FEBRUARY 16, 2024

Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. The biggest issue I see is that sales professionals often forfeit their true sales differentiator: themselves. If you don’t think that’s true, why even be a seller? We arranged to meet at the store. I didn’t care.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Revenue Storm

MARCH 23, 2023

To find out how well you are doing, just look at your sales team and you will know. He who can maximize this, will win. ” (surprised) “I didn’t know it did that.” ” (skeptical) “I thought that was for marketing…” (bewildered) “Which system? This is bad business.

Sales Technology 78

Sales Technology Sales Leadership Sales Leadership 78

Hubspot Sales

AUGUST 14, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Value leaks undermine a buyer’s confidence in your solution, reducing your likelihood of closing — and even if you do win, you’ll have a harder time charging full price. Why do value leaks occur?

Negotiation 120

Negotiation Value Proposition Meetings Procurement 120

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. It’s not intuitive, then, that these two functions often exist in silos, each having their own systems and processes.

Marketing 99

Marketing Sales Decision-making Prioritization 99

Hubspot Sales

NOVEMBER 16, 2023

I scribbled down fragments of notes and ideas as she spoke: Moving from intelligence to insights to anticipate needs and offer recommendations based on CUSTOMERS Customer connection matters because it drives growth! Generative AI is a powerful tool that is increasingly becoming indispensable to GTM teams. It never came.

CRM 76

CRM B2B Decision-making Business Growth 76

Red Star Kim

NOVEMBER 18, 2022

There was a buzz in the air over the sea of familiar faces that was punctuated by plenty of new ones. Some firms were represented by their entire M&BD teams. So I was disappointed that health issues prevented her from presenting. His firm had postponed its partner awayday to enable him to do so. Implement strategy.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Red Star Kim

JUNE 12, 2023

It’s hard to find valuable and reliable sources of information so I wanted to share some insights from some excellent webinars I recently attended. He reflected that your web site is your primary digital asset. Paid search He acknowledged that most people avoid listings but 4% of the audience click on links.

Digitalization 130

Digitalization Marketing Advertising B2C 130

Luminas Strategy

OCTOBER 16, 2023

” While this phrase is often touted as a panacea or cure-all without providing any practical or actionable steps, this article offers tangible approaches to achieve that goal. They design strategies that create value for the business and the customer across the entire customer lifecycle. The result?

B2B 52

B2B Value Proposition Profitability Suppliers 52

Hubspot Sales

SEPTEMBER 26, 2022

Nowadays, a sales team is only as strong as its CRM. In fact, 83% of sales professionals say their CRM is important to the sales process. 21% say its ability to provide crucial customer insights. 21% say its ability to provide crucial customer insights. On top of that, 16% can prioritize higher-quality leads.

CRM 89

CRM Prioritization Sales Acquisition 89

Brooks Group

JULY 11, 2023

In fact, an open-ended questioning process can lead buyers towards a decision much more effectively since they’ll be verbalizing exactly what they need in a solution. Examples of open-ended sales questions include, “What are the most difficult challenges your team faces today?” and “What would a successful outcome look like to you?”

Suppliers 80

Suppliers Decision-making Sales Sales Training 80

Showpad

NOVEMBER 7, 2023

Reps should be confident, adept at recognizing a buyer’s challenges, and quick on their feet—along with a long checklist of other sales skills that help them build relationships and close deals. How can sales, revenue, and go-to-market teams unlock the potential of each rep with individualized, scalable development plans?

Negotiation 52

Negotiation Organization Prioritization Sales Training 52

AchieveIt

OCTOBER 11, 2023

To ensure successful strategic outcomes, leaders must dig deep to comprehend the mechanics that drive them. That said, it is imperative organizational leaders make intentional efforts to dig deeper. In fact, 90 percent of it is below the waterline as a rule of thumb,” says Roethler. They only see the top 10 percent.

Innovation 52

Innovation Communication Meetings Prioritization 52

Hubspot Sales

NOVEMBER 20, 2023

In fact, our recent State of Sales research found that 54% of global sales employees say AI has made it easier for them to stay ahead of their competition. In fact, our recent State of Sales research found that 54% of global sales employees say AI has made it easier for them to stay ahead of their competition.

Energy and Utilities 74

Energy and Utilities Sales Analytics Customer Experience Decision-making 74

Insightly

JANUARY 10, 2024

Small businesses rely heavily on their marketing technology (martech) to enable efficiencies of smaller teams as well as improve overall marketing performance. Insightly hosted a webinar on this topic and CMO Chip House invited two go-to-market luminaries to join him and provide their insights. A few are even over 40%!

Finance 52

Finance CRM Acquisition Decision-making 52

Hubspot Sales

SEPTEMBER 6, 2023

But being busy doesn’t leave time for thinking strategically, nurturing customer relationships, or making sure your team has everything they need — especially if your company is growing at lightning speed. It’s an all-in-one platform that helps agencies and client teams deliver projects on time and on budget in one centralized place.

Sales 104

Sales Onboarding Prioritization Profitability 104

Hubspot Sales

NOVEMBER 3, 2023

Sales teams dedicate a lot of their time to forecasting. Next, they train the model and check its output until they’ve made sure that it generates accurate information. Is there anything that businesses can do to improve it? Yet, over 50% of sales leaders question the accuracy of their sales forecasting efforts.

Artificial Intelligence 77

Artificial Intelligence Supply Chain Sales Decision-making 77

DemandFarm

OCTOBER 4, 2023

Sales opportunity planning is a complex process that entails following several steps and requires a comprehensive guide. It’s built around a multi-step sales cycle with several stages that include research, qualification, and strategy development. Are there any new services or products that you can provide and gain market traction?

Value Proposition 52

Value Proposition Sales Negotiation Meetings 52

Account Manager Tips

AUGUST 14, 2022

Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? And that's off the top of my head. The good news is that you're not expected to be good at everything. You're surrounded by skilled teams of people who have the skills you don't. Table Of Contents.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246