Red Star Kim

APRIL 11, 2023

There was discussion about the systems that can be used to track opportunities and the metrics to review what was being won (see below). For example, with numerous negative press stories concerning the effectiveness of audits at prominent UK businesses, the reputation of accountants, in particular, has taken a dip.

Government 130

Government Innovation Meetings Finance 130

Upland

JANUARY 29, 2024

A robust account planning discipline helps your sales teams more deeply understand your customers, build strong relationships, efficiently allocate resources, and drive more sales and revenue. Account planning focuses on your customers first—and the sales numbers follow.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Upland

JUNE 1, 2023

Have you considered a land and expand strategy for your business? This means looking beyond the transaction and seeing the opportunity in front of you as a long-term partnership and opportunity for continued growth. When approached correctly, your existing customer base can be your next growth engine.

Account Planning 195

Account Planning Sales Customer Knowledge Account Management 195

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

Red Star Kim

NOVEMBER 9, 2023

After describing what strategic thinking looks like, the author guides readers through the strategy process – with suitable questions to ask during leadership discussions. The brief strategy stories bring his ideas to life. Part One – Your strategic self What is strategy? Key strategy questions: What do we want to do?

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Red Star Kim

MARCH 1, 2024

Allow time for fee-earners to get to know us and what we do and can deliver. Manage expectations Clarity about what we hope to achieve will help to manage expectations. Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. The Scenario Your employer, AirCo Solutions, sells high-quality air filtration systems commercially. The story, all names, characters, and incidents portrayed in this production are fictitious.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Upland

MAY 18, 2023

Account planning and effective account management strategies are about much, much more than your key accounts. While all your accounts are important, key accounts are where most organizations receive their greatest revenue. First, what is a key account? Your key accounts are your most desired customers.

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

The SAMA Podcast

APRIL 30, 2023

Every SAM dreams of having customized insights that identify, eliminate, and replace flaws in the delivery process with in-depth solutions. Finding the bandwidth to make that a reality — that’s a different story. Join host Harvey Dunham as he speaks with “Praj” about his journey, his vision, and the future of account-based marketing.

Marketing 104

Marketing Sales 104

Upland

OCTOBER 21, 2022

But what exactly is account planning, and why is it so important in 2023? . What is Account Planning? When you think about sales, what’s the first image that comes into your mind? The answer to that question most likely depends on your own unique frame of reference. Customer Revenue Optimization Benchmark Study.

Account Planning 195

Account Planning Leadership Software Software 195

Red Star Kim

AUGUST 31, 2023

There are infographics of top trends and insights on key issues (e.g. Mazars C-suite barometer 2023 – Mazars – United Kingdom Although not specific to professional services, there was a helpful article on unlocking thought leadership through great interviews in June – with insights from former FT and Times writers.

Marketing 130

Marketing Leadership Government Logistics 130

Mike Kunkle

OCTOBER 8, 2023

In this article, I’ll explore how these components intersect and show how their integration can transform your business. I often say that having guidance on how to determine what’s right for you is much more valuable than being told what to do. This unified effort propels businesses to new heights of success.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Account Manager Tips

APRIL 2, 2021

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. Here's a few more hurdles you might face: Your clients already have all of our products. What's left to sell? What makes these sales podcasts the best? You WILL learn something.

Key Account Management 234

Key Account Management Account Management Procurement Management 234

Red Star Kim

MAY 15, 2023

The 320 pages – addressing the 92 “tricks” – are conveyed with interesting personal anecdotes and illustrative short stories. But there are helpful ideas too – many of them based on managing your own and reading others’ body language (NVC) and simple psychology principles. Many are social etiquette basics. Look at their face.

e-Learning 130

e-Learning Communication Meetings Digitalization 130

Sales Gravy

DECEMBER 4, 2023

On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. A key highlight of Jeb’s story is the impact of mentorship on his career. So listen, observe, coach, and lead your team to new heights.

Sales Management 86

Sales Management Management Sales Leadership Leadership 86

Red Star Kim

DECEMBER 15, 2023

Their reaction is usually positive so here is a book review: How to do the work (recognise your patterns, heal from your past and create your self) by Dr Nicole LePera. His next question was “What do I do about it?”. It also provides an insight into some therapy approaches and tools. How could this book help you?

Emotional Intelligence 130

Emotional Intelligence Meetings Communication Leadership 130

CMOE

MARCH 6, 2023

An organization’s success depends on a business strategy that establishes the organization’s mission and what decisions or actions must be taken to achieve it. Recognizing opportunities for and potential obstacles to strategic success requires knowledge and insight from the organization and outside sources.

Finance 98

Finance e-Learning Innovation Leadership 98

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. The exploration of a “truly terrible training course” shows you what to avoid.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Strategic Planning and Management Insights

JUNE 6, 2023

Have you ever needed to secure buy-in from a board member or a potential employee in order to have them join your team or gain their support for a project? How did you handle the situation, and what insights did you gain from it?

Leadership 93

Leadership 93

Red Star Kim

APRIL 17, 2023

The main takeaways for the delegates can be summarised with the following themes: Referrer management – Grading, Research, Discipline, Storytelling and Leveraging your exemplars. A notable difference in criteria was between what happened in the past (the historical view) and what is likely to happen in the future (potential and propensity).

Management 130

Management Manufacturing Client Relationships Facilitation 130

Red Star Kim

NOVEMBER 18, 2022

Research your EVP across key audiences. Collate relevant proof points, narratives and hero stories (“Riffing on agreed themes”). Facts tell, stories sell” started the two-part overview on how stories can improve selling which was led by Meirion Jones in the morning and Geraint Evans, Head of Clients & Markets at CMS after lunch.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Account Manager Tips

JUNE 29, 2021

How a capture strategy helps avoid competitive bidding Is your client due for renewal? Avoid a bidding war and follow these 10 capture strategy tips to keep your client long before they think of going to RFP. Build relationships with decision-makers and expand your network. Demonstrate that you value your client's business.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Showpad

DECEMBER 5, 2021

If you continue to focus on just telling your company story, it won’t work,” Tom said. What works is finding out how your story can become a part of theirs , so they see you in their solution and can imagine what it would be like having you as a business partner.”.

Digitalization 98

Digitalization B2B Sales Customer Value 98

Account Manager Tips

NOVEMBER 24, 2022

Every month I share a selection of popular titles to help with your professional development as a key account manager. Great on the Job: What to Say, How to Say It. Seeing What Others Don't: The Remarkable Ways We Gain Insights Why this book? Great on the Job: What to Say, How to Say It. Table of Contents.

B2B 130

B2B Key Account Management Account Management Decision-making 130

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

Red Star Kim

FEBRUARY 21, 2024

You push when you tell people – you are using your energy. I’ve explored the reasons why curiosity is to important and valuable to us: What is curiosity and why is it important in business relationships? The use of incisive questions can help you build your personal power. A classic version of this might be “ What if?”

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Red Star Kim

SEPTEMBER 29, 2023

The session comprises three elements: marketing and business development fundamentals, practical marketing communication and business development skills and growing your career. What do you think is most important for a M&BD assistant? How do you stand out from your peers? How do you measure up?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Hubspot Sales

MARCH 22, 2021

The best way to engage them in a meaningful conversation — while building credibility, trust, and rapport — is by telling a value-based story. How can you up your sales game by learning how to tell value-based stories? What are value-based stories? 3 Steps to Create Value-based Stories. Do your homework.

Shareholders 124

Shareholders Value Proposition Decision-making Communication 124

Red Star Kim

AUGUST 1, 2023

Question your assumptions and approach – Marketing and business development professionals need a detailed plan addressing all the issues in the marketing planning process. So think about what you (and the management team) need from a M&BD plan and what the fee-earners need from a plan. Look at what has been done previously.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Zendesk

FEBRUARY 14, 2024

But recognizing this need for change and knowing how exactly to enact it is a different story entirely. What we’re seeing is customers are doing it all and then going ‘oh, whoa, whoa wait, this is too much’,” he said. Instead of trying to get AI to solve every problem, he recommends a “go slow to go fast” approach.

Customer Experience 59

Customer Experience 59

Envisio

APRIL 5, 2024

Envisio at TLG 2024 When: April 8 – 11, 2024 Where: Hilton Tampa Downtown, 211 North Tampa Street, Tampa, Florida 33602 What’s on the agenda? They’ll be there to chat about how Envisio can help you get your plans off the ground and into action. And if that doesn’t inspire you, we also have some cool swag.

Government 96

Government Innovation e-Learning Brainstorming 96

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. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Negotiation 100

Negotiation Sales Leadership CRM 100

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. What type of training is required for a sales manager?

Sales Training 98

Sales Training Management e-Learning Construction 98

Envisio

MARCH 27, 2024

What is a Community Vision? A community vision is what emerges after a visioning process. Bloomington, Minnesota: A Community Visioning Success Story A shining example of successful community visioning can be found in Bloomington, Minnesota. Is your visioning process inclusive? Watch “Bloomington.

Government 97

Government Facilitation Decision-making Transportation 97

Revenue Storm

FEBRUARY 14, 2023

I needed to figure out how not to say idioms or tell stories in English that I had heard or learned in Spanish and vice versa. Whether you are a salesperson from India selling to Latin America or a Norwegian selling to a Canadian, there are important factors to consider in advance as part of your Thought Leadership preparation.

Meetings 78

Meetings Finance Leadership Business Growth 78

Hubspot Sales

JANUARY 26, 2023

Plus, finding and connecting with your target audience is easy with social media. We'll cover everything you need to know about starting an online business and digital entrepreneurship examples to help you along your journey. What is digital entrepreneurship? You’ll also have less certainty than your traditional nine-to-five.

Digitalization 94

Digitalization eCommerce Finance Internet 94

Envisio

DECEMBER 19, 2023

But identifying your strategic priorities, and aligning your leadership and key stakeholders behind them, is just the beginning. Setting your organizational strategies in place is like finding north on your compass–you now know which direction you want to head in, but you still have to get to rowing and steering the ship!

Stakeholders 98

Stakeholders Construction Government Organization 98