Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. build the relationship and trust) before embarking on a coaching or consulting process.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

NOVEMBER 2, 2023

His research on rainmaker best practice is helpful for those providing sales training and coaching to lawyers, accountants and other knowledge-based professionals. Activators then proactively engage clients in conversations about potential issues and opportunities. She also creates thought leadership videos.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Mike Kunkle

AUGUST 30, 2023

To be clear, I applaud the focus on sales competencies, behavior change, and providing the other support needed for sales success – the right buyer acumen, sales process, methodology, content, tools, coaching, environment, systems, and more – all the components of The Building Blocks of Sales Enablement. I hope this post has been helpful.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Red Star Kim

SEPTEMBER 5, 2023

It should be essential reading for anyone in a L&D, HR, training or coaching role. Video) (kimtasso.com) Learning is a process by which changes in your brain allow you to behave and respond in particular ways. It’s published by CIPD (Chartered Institute of Personnel and Development) and Kogan Page.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Brooks Group

DECEMBER 13, 2023

This insight will help you determine the sales tools, sales training, or sales coaching that can help them improve. Leading Indicators Over Lagging Indicators – Focus on “In-Process” measurements like “Appointments Booked”, which allow you to coach your reps while they are working towards their sales goals.

Sales 94

Sales Sales Training Communication Meetings 94

Mike Kunkle

APRIL 8, 2023

And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. Great sellers often use insights, data, case studies, and expert discovery to unearth or create an opportunity that the prospect may not initially be thinking about or aware of yet. Here’s what I mean.

B2B 211

B2B Decision-making Sales Stakeholders 211

Red Star Kim

DECEMBER 12, 2023

Being aware of the external environment – the opportunities and threats – is a vital role for marketing and business development. Industry specialists – Beyond our firm we need to connect with industry and sector experts, government bodies and regulators. And see what we can learn from those in other sectors.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Hubspot Sales

OCTOBER 4, 2023

In sales, where every conversation counts and every opportunity demands precision, your team needs more than just the ordinary training programs. Get started with sales training with HubSpot Sales Hub It also provides resources, like coaching materials, all in one place to help get new hires up to speed.

Sales Training 79

Sales Training Software Software Sales 79

Brooks Group

OCTOBER 24, 2023

A sales training reinforcement program is designed to let your sales professionals practice these skills with real opportunities while being guided by expert sales coaches. The coach is there to answer any questions, and to make the seller feel comfortable putting their new tools into action.

Sales Training 74

Sales Training Sales Decision-making Sales Management 74

Red Star Kim

MARCH 7, 2023

It helps us match internal strengths and resources with the external environment and opportunities. Delegation skills – supported by coaching skills – help to spread the work amongst the team as well as develop the next generation of marketers and business developers. Look to the business plan and departmental plans.

Marketing 130

Marketing Management Emotional Intelligence Leadership 130

Upland

OCTOBER 21, 2022

As account planning seeks to change the entire mindset of the organization to make it act and think differently, leadership must be excited about the opportunity to change and grow. . Leadership will need to equip their entire revenue teams with the tools, education and coaching they need in order to succeed.

Account Planning 195

Account Planning Leadership Software Software 195

Mike Kunkle

NOVEMBER 23, 2023

I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue.

Sales 258

Sales Finance Decision-making Profitability 258

Sales Management Plus -- SMP

MARCH 5, 2024

Distribution is exceptionally competitive, and finding ways to maximize your sales opportunities can help you with that competitive edge. This insightful visualization helps you identify “holes” or untapped opportunities to expand product sales into new categories within existing customer accounts.

Account Management 52

Account Management Facilitation Sales Prioritization 52

Red Star Kim

FEBRUARY 9, 2023

It was noted that often marketing and business development (M&BD) professionals in firms see things from a birds-eye view and are able to help individuals see opportunities for other teams within their clients. Video) (kimtasso.com). Cross-pollination could be achieved by having people attend meetings for different departments.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Mike Kunkle

NOVEMBER 26, 2022

I want to be clear that while the The Building Blocks of Sales Enablement framework is my content, and while I will be involved in this learning experience as an advisor for ongoing course content and as a Building Blocks Mentor in the coaching sessions, this course is “ Powered by FFWD “ (Felix’s company).

Sales 200

Sales Leadership Transportation Sales Training 200

Sales Gravy

JUNE 22, 2023

Yarbrough shares his experience selling fleet management software to a tough, blue-collar demographic, and the challenges of hiring for industry experience versus coaching new hires with the right mindset. Jeb and Will also dive into the importance of having organic conversations versus over-engineering the sales process.

Emotional Intelligence 97

Emotional Intelligence Communication Meetings Organization 97

Red Star Kim

FEBRUARY 8, 2024

And targeting approaches and tools are helpful in promoting coaching conversations with fee-earners. Tools include: Analysis of past clients – Often taking the major clients (on the Pareto 80:20 rule) and looking at data over the past three years or so: source, need/issue, onboarding process, satisfaction and potential fee/profit opportunity.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Corporate Visions

JULY 23, 2020

The post The Necessity of Fluency Coaching by Tim Riesterer appeared first on Corporate Visions. But there’s another, more effective way for your reps to gain proficiency in newly learned skills: Fluency Coaching. The opportunity is to make this experience even more effective than typical classroom practice assignments.

Facilitation 119

Facilitation Sales Management Marketing 119

Red Star Kim

NOVEMBER 13, 2023

However, I do use a number of assessment tools in my coaching and development work. There’s an introductory video on empathy and emotional intelligence – and there is a book by a psychiatrist that comes with an online EQ assessment tool Book review – Emotional Intelligence 2.0 kimtasso.com).

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Showpad

MARCH 24, 2020

It’s video. From on-camera sales presentations to valuable video messages, sellers must be comfortable being in front of the camera. At the same time, sales managers must rely on video to ensure their teams continue to receive the onboarding, continuous learning and coaching they need to succeed.

Onboarding 79

Onboarding Decision-making Remote Working Sales Management 79

Revenue Storm

APRIL 18, 2023

Depending on the size of the opportunity, what investment should you make? Your team can deploy numerous building blocks such as video, graphic slides, key executives, SMEs, pre-conditioning mailers sent to each client/prospect person in attendance, personal gifts/thank you items, or rehearsed visual components that add value to your event.

Brainstorming 78

Brainstorming Remote Working Meetings Leadership 78

Sales Outcomes

AUGUST 14, 2023

If you are a salesperson or sales leader and aren’t doing this, you’re missing an opportunity to improve sales performance. Sales leaders can significantly improve sales coaching outcomes by reviewing call transcripts as part of their coaching process. Regularly review call transcripts and track progress over time.

Value Proposition 52

Value Proposition Sales Meetings Prioritization 52

Mike Kunkle

JULY 21, 2018

Done well, it’s one of the very best ways to train, coach, and improve skill levels. One-on-One or Paired Role Play, also referred to as A/B Role Play, can be done with an enablement specialist, sales trainer, peer, fellow learner, manager, leader, or other sales coach. It’s good for initial practice of a skill. Triad Role Play.

Construction 130

Construction Sales Onboarding Sales Management 130

Account Manager Tips

JULY 13, 2022

You win some, you lose some Why do we lose sales opportunities? Let's take a look at why you might be losing sales opportunities and what to do about it. Why do we lose sales opportunities? READ: The research paper that inspired this discussion on what drives sales failure: Why are you really losing sales opportunities?

Key Account Management 130

Key Account Management Sales Account Management B2B 130

Sales Outcomes

OCTOBER 25, 2021

5 Tips to Help You Make More Time for Sales Coaching. Don’t block out full days to conduct marathon pipeline, opportunity, forecast, account reviews, and coaching sessions. Travel less by attending more client and prospect meetings via desktop video conference. Color-code your calendar meetings. It’s a thing now.

Sales 52

Sales Account Planning Decision-making Meetings 52

Insightly

APRIL 10, 2024

Depending on where you live, it’s either Spring or Fall, but either means mild weather and opportunities for outdoor fun. Mike Weir of G2 talks about leading teams when economic conditions are rough by continuing to create environments that focus on development plans, coaching and advancement. This season, take Closing Time with you.

Marketing 52

Marketing Healthcare CRM Media 52

Hubspot Sales

DECEMBER 16, 2020

Leverage Slack video to mimic the quick strategy chats that used to happen at a colleague’s desk, but don’t overuse Slack messaging.". Phil Sofia on establishing new lead generation opportunities. For those in similar sectors, Phil encourages companies to identify and communicate those opportunities and begin acting on them.

Sales 140

Sales e-Learning Remote Working Decision-making 140

Mike Kunkle

NOVEMBER 30, 2018

I had an opportunity to publish my IP and turn it into eLearning courses that would be distributed on another platform. Conference in Philadelphia this year, where I attended and led a post-conference workshop on Sales Coaching Excellence. High-quality video production (filmed in Hollywood-quality). I was impressed.

Profitability 130

Profitability Publishing Manufacturing Negotiation 130

Hubspot Sales

DECEMBER 11, 2023

You can do synchronous or asynchronous training sessions, some of which are live video or recorded presentations. Many virtual training programs include both elements for self-paced learning and coaching that take place when you’re being trained by a sales manager. That’s why you should implement several different content styles.

Brainstorming 102

Brainstorming Onboarding Internet Communication 102

Red Star Kim

JUNE 12, 2023

He also suggested pre-recorded videos (with transcripts) from which you can create smaller segments with a strong call to action (offer something for free). Meta ecosystem advertising Facebook and Instagram working with WhatsApp and Facebook Messenger provide an advertising environment where 30-90 second videos triumph.

Digitalization 130

Digitalization Marketing Advertising B2C 130

Revenue Storm

MAY 18, 2021

Sales leaders have heard for years that we need to be great coaches… and that our primary role is to advance both the talent of our team and our sales opportunities to ensure organizational success. Many sales leaders have salespeople communicating randomly during their day (phone, text, IM, video, and email!) The result?

Sales 78

Sales Meetings Communication Prioritization 78

Sales Outcomes

APRIL 3, 2023

2 – Rethink Sales Competencies Virtual selling creates a demand and opportunity for new skills. Inside Sales teams have succeeded with a different playbook – often focused on process, task management, targeting, and phone skills (now video conferencing). Pro-tip: Revist sales enablement virtual selling content priorities.

Virtual Selling 52

Virtual Selling Logistics Global Accounts Sales 52

Red Star Kim

OCTOBER 24, 2022

This supported opportunity and pipeline management. Some used the DMU (see introductory video on DMUs ) and the stakeholder matrix for targeting. This seven minute video explains the principles of rabbits, deer and elephants. Selling Basics – Detectives and DMUs (Video) and recommended books (kimtasso.com).

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. What is Sales Coaching? Why is Sales Coaching Important?​

Sales 52

Sales Account Management Stakeholders CRM 52

SalesPop

JANUARY 11, 2023

Forcing teams to join a coaching or training session for long hours without a coaching structure is not ideal. Instead, begin the coaching session earlier with the right pace and structure. Discuss fewer opportunities for longer hours to have better clarity. He is CSMO at Pipeliner CRM.

Sales 52

Sales Innovation Sales Management CRM 52

Brooks Group

OCTOBER 13, 2023

When the sales team raises questions, the trainer should be able to share from real-world experience to coach on sales skills and best practices. Sales trainers with leadership experience make good coaches in the classroom, and are invaluable during sales management training programs.

Facilitation 92

Facilitation Sales Training Sales Decision-making 92

SalesPop

APRIL 23, 2023

Helen also emphasizes the importance of coaching and feedback, highlighting the difference between coaching and telling people what to do. Helen suggests that there are opportunities for salespeople to move across domains or work on different accounts. He is CSMO at Pipeliner CRM.

Sales Management 52

Sales Management Management Remote Working Sales 52