Mike Kunkle

DECEMBER 21, 2023

Introduction I’ve published newsletters and blog posts recently about overhauls and full-fledged transformations, but today, I want to talk about some minor tweaks that can deliver significant improvements in sales force performance. They just need to be done and executed well.

Sales 289

Sales Decision-making Value Proposition Sales Training 289

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Need more help to improve your key account management skills? Table Of Contents.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Others may find that the M&BD team is responsible for research.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Account Manager Tips

AUGUST 31, 2022

When clients say "price" they really mean value How to differentiate through value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. A differentiated value proposition is the first step of transforming ideas into results.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

Account Manager Tips

SEPTEMBER 7, 2022

A single value proposition can’t appeal to all your clients. A differentiated value proposition is the first step of transforming ideas into results. Adapted from: Maximizing Value Propositions to Increase Project Success Rates Remember: you don’t have to be the best. What does your client want to achieve?

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

Flevy

FEBRUARY 21, 2024

As a foundational element of Strategic Planning and Performance Management , Market Analysis empowers organizations to identify opportunities, anticipate trends, and mitigate risks. Here are other KPI Strategy and KPI Management articles we’ve published: Principles of KPI Selection.

Marketing 52

Marketing Management Digital Transformation Value Proposition 52

Flevy

FEBRUARY 26, 2024

We aim to provide executives and senior managers with a clear understanding of how these KPIs can serve as a compass during Digital Transformation efforts, ensuring that initiatives are data-driven, focused, and aligned with the organization’s strategic vision.

Digital Transformation 52

Digital Transformation Digitalization Management Innovation 52

Flevy

SEPTEMBER 14, 2023

McKinsey & Company partners published the Three Horizons (3H) of Growth framework in 2000. The model is useful in managing Innovation , evaluating the maturity and potential of innovation projects, and allocating resources accordingly. Each horizon of the 3H framework requires a distinct management approach.

Value Proposition 52

Value Proposition Artificial Intelligence Innovation Digital Transformation 52

Account Manager Tips

SEPTEMBER 15, 2022

Why key account managers need a personal brand Why I started to build my personal brand Step 1: Figure out your personal brand Step 2: Create a personal branding plan Step 3: Become a student of personal branding Join the Personal Branding Playbook In other news Quote of the week. Director of Account Management, Conduent. Learn more.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

Strategic Communications

APRIL 17, 2024

Lack of Innovation and Differentiation: Some of these brands failed to innovate and offer unique value propositions that set them apart from the competition. Poor Business Decisions and Management: In some cases, the downfall of these brands can be attributed to poor strategic decisions and ineffective leadership.

Innovation 52

Innovation Retail Value Proposition Logistics 52

Cosawi

JULY 14, 2021

We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). Along with the Key Account Manager, marketing is the co-orchestrator of KAM – they are intrinsically linked. This broader perspective is vital to support the development of the account-centric Value proposition. . Recent Posts.

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

Luminas Strategy

JANUARY 15, 2024

As managers we, of course, believe that our organizations have a unique value proposition and that our offerings somehow provide us with a competitive advantage even if we are unable to articulate how this occurs. Strategy therapy is about brutal honesty and embracing a seemingly naïve belief in abundance.

Customer Value 52

Customer Value Supply Chain Value Proposition Advertising 52

Peter Simoons

DECEMBER 23, 2020

I will publish my ebook “25 tips for successful Partnerships and Alliances” in parts here on my website. Every other week a tip from the book will be shared, in the weeks in between I will publish my regular column. The differences will be the points you’ll have to pay attention to during the alliance management phase.

Value Proposition 52

Value Proposition Stakeholders Publishing Communication 52

Hubspot Sales

MAY 19, 2020

website smart content, targeted ads, social media, personalized email) that matches the same value propositions that Sales is using. Editor's Note: This blog post was originally published in April 2017, but was updated for comprehensiveness and freshness in 2020. By deploying marketing (e.g.

Decision-making 111

Decision-making Management Acquisition Value Proposition 111

Hubspot Sales

AUGUST 21, 2023

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. They need to receive a "cold call" from you, where you introduce yourself and your services and make your value proposition clearer. Search "General manager" with the "Hospitality" filter. Now all you need is a cold call script.

Value Proposition 98

Value Proposition Decision-making Software Software 98

CMOE

FEBRUARY 24, 2023

Performance Consultants Performance Consultants is comprised of a global team of coaches, facilitators, and project managers across 23 languages. Jennifer Dawn Coaching Jennifer Dawn Coaching is run by coaching guru, Jennifer Dawn. Check out their business blog for more information.

Small Business 52

Small Business Leadership Profitability Publishing 52

PandaDoc

DECEMBER 19, 2022

And poorly managed prospecting lists will result in seller fatigue. Consider implementing the weights for each factor and calculating the overall final values that make up your ideal customer profile. Step 2: Identify the value proposition. In other words, distill down the ICP. Best prospecting techniques.

B2B 98

B2B Sales Decision-making Publishing 98

Hubspot Sales

JANUARY 26, 2022

Clear Career Path : As an entry-level salesperson, you’ll be able to move into management roles or shift laterally into business development. Mid-level sales manager roles are growing at a 7% rate , and that's without accounting for entry-level positions. You can bring in well over $100K/year in the right sales role.

Interpersonal Skills 97

Interpersonal Skills Sales Value Proposition Publishing 97

Scovel

SEPTEMBER 22, 2021

As you explore marketing, it’s important that you do not lose focus on the value proposition of your solution in your marketing efforts. Do Individual coaching: We understand that sales managers are busy. You will have to get your sales team to acquire those skills so that you will be able to do your job as a manager.

Marketing 52

Marketing Value Proposition Media Digitalization 52

Scovel

SEPTEMBER 22, 2021

As you explore marketing, it’s important that you do not lose focus on the value proposition of your solution in your marketing efforts. Do Individual coaching: We understand that sales managers are busy. You will have to get your sales team to acquire those skills so that you will be able to do your job as a manager.

Marketing 52

Marketing Value Proposition Media Digitalization 52

Scovel

SEPTEMBER 22, 2021

As you explore marketing, it’s important that you do not lose focus on the value proposition of your solution in your marketing efforts. Do Individual coaching: We understand that sales managers are busy. You will have to get your sales team to acquire those skills so that you will be able to do your job as a manager.

Marketing 52

Marketing Value Proposition Media Digitalization 52

Scovel

SEPTEMBER 22, 2021

As you explore marketing, it’s important that you do not lose focus on the value proposition of your solution in your marketing efforts. Do Individual coaching: We understand that sales managers are busy. You will have to get your sales team to acquire those skills so that you will be able to do your job as a manager.

Marketing 52

Marketing Value Proposition Media Advertising 52

Hubspot Sales

NOVEMBER 2, 2018

You're not targeting recruiters and hiring managers; you're appealing to buyers. Are you a customer success manager using LinkedIn to connect with customers? Are you a team manager using LinkedIn to recruit for job openings? Writing a LinkedIn summary is incredibly difficult -- for everyone, but especially for salespeople.

Value Proposition 144

Value Proposition Digitalization Small Business Publishing 144

ReviewTrackers

APRIL 10, 2020

Here are some stats that highlight the growing importance of having a strong employer brand : 94 percent of candidates are likely to apply to a job if a company actively manages its employer brand. Understanding of Value Proposition. That’s why employer branding has increasingly become a key area of focus for organizations.

Value Proposition 29

Value Proposition Remote Working Performance Review Leadership 29

Hubspot Sales

APRIL 27, 2023

You can start in SaaS sales as an SDR and with enough experience, you'll be able to work in roles like account executive, sales manager, and even vice president of sales. Plus, you can move on from this role to become a sales manager or AE. Post-sales account managers also work to renew client contracts and upsell existing contracts.

Sales 102

Sales Account Management Communication Sales Management 102

Sales Outcomes

MARCH 22, 2021

“If you still have a few minutes…” A reason not to say this: If you are asking for more time than was scheduled, you may not have managed the call well. If you’ve effectively shaped a value proposition, you don’t need the phrase. These suggestions are the fourth in a series we’ve published.

Value Proposition 40

Value Proposition Publishing Communication Organization 40

Hubspot Sales

AUGUST 21, 2023

Push your value proposition. Why It Works The subject line “Still Interested” will likely get the attention of even the busiest of managers. Why It Works It works because it directs their attention to your value proposition early on, and by the end of the email, the client would likely have decided whether they need you or not.

Sales 98

Sales Decision-making Value Proposition Meetings 98

PandaDoc

AUGUST 9, 2023

It’s a space where freelancers, content creators, salespeople, marketers, managers, and executives can reach out to one another and network. A job title like Marketing Manager or Copywriter is a good place to start. You also list hard skills like “Account Management” or “B2B Software Sales” in your header.

Value Proposition 83

Value Proposition e-Learning Government Digitalization 83

SmartKarrot

JANUARY 28, 2022

Apply here: [link] Role: Customer Success Manager, Strategy Location: Reston, VA, US (Hybrid) Organization: Triblio As a Customer Success Manager, you will maintain a customer-first mentality in all aspects of the job. Proactively collaborate with product, Sales, and Marketing teams to serve as the voice of the customer.

Customer Success 19

Customer Success Onboarding Value Proposition Facilitation 19

ReviewTrackers

APRIL 20, 2021

And, if possible, integrate your social media efforts with your customer relationship management application or software. . Become a master at managing online reviews. This makes online reviews management an important component of any successful customer acquisition banking strategy. Not quite sure how to work on social?

Banking 49

Banking Acquisition Media Advertising 49

Hubspot Sales

OCTOBER 29, 2017

And my favorite is " 3 Components Every Value Proposition Must Have.". He published a best-selling book of the same name. They provide sales training as well as other topics applicable to advancing your sales career, such as personal development, time management and leadership training. 3) Influence at Work.

Sales Training 111

Sales Training Sales Publishing Co-Creation 111

Hubspot Sales

NOVEMBER 6, 2018

In 1997, Billy Beane became the General Manager of the Oakland A’s. When noted economist Steven Levitt published the book “ Freakonomics: A Rogue Economist Explores the Hidden Side of Everything ,” he shared the disproportionate impact structural incentives have on the behavior of individuals and their output.

Sales 85

Sales Value Proposition Organization Publishing 85

Luminas Strategy

NOVEMBER 6, 2022

Written by Jeb Dasteel, originally published on March 25, 2022 by Forbes There is no customer strategy without human connections. Consider the various levels of management within your organization. If managers and departments are left to their own preferences and whims, customer connections will be chaotic, not orchestrated.

Supply Chain 52

Supply Chain Insurance Construction Finance 52

Hubspot Sales

AUGUST 12, 2020

Legacy salespeople focus their energy on “checking the boxes” their sales manager laid out for them instead of listening to the buyer and supporting them through the purchasing process. Furthermore, this self-serving process delivers minimal value to the buyer. How does your firm manage social media? Define your buyer’s journey.

Sales 135

Sales Decision-making Healthcare Value Proposition 135

Hubspot Sales

JUNE 5, 2018

Nobody has that kind of time and, to be honest, if you need an hour to relay your value proposition, you’re doing it wrong. they are always busy and Excel spreadsheets for reporting are hard to manage). Salespeople are past the point of giving prospects an hour-long presentation to sell products or services.

Sales 141

Sales Artificial Intelligence Value Proposition Decision-making 141

Hubspot Sales

NOVEMBER 27, 2017

According to research published in HBR from Nicholas Toman, Brent Adamson, and Cristina Gomez, those who make the buying process easy are 62% likelier to win a high-value deal. Fortune 500 companies are constantly plied with sales pitches, which means giving your standard value proposition and presentation won’t be enough.

Procurement 91

Procurement Decision-making Negotiation Value Proposition 91

Hubspot Sales

MARCH 12, 2018

After a quick LinkedIn search, I noticed that a HubSpot partner I know knows the managing partner of one of my neighbor’s target VC firms. Respond to content your prospects publish. Pay attention to what your prospects are publishing online. Publish original content. Nonetheless, I asked him who his target VCs were.

Publishing 145

Publishing Sales Software Software 145