Red Star Kim

SEPTEMBER 5, 2023

It should be essential reading for anyone in a L&D, HR, training or coaching role. I’ve summarised some key ideas to incorporate into your training programmes and included an overview of my training services at the end. on product knowledge), skills or operational training or promoting attitude or behaviour change.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Hubspot Sales

MAY 7, 2024

No matter your niche, product, or service, and no matter how prepared you are, your business will throw you a curveball. As a marketing business owner whose revenue primarily comes from my writing services, late 2022 to mid-2023 was… unnerving, to say the least. These skills are all entrepreneurial competencies.

Interpersonal Skills 89

Interpersonal Skills Decision-making eCommerce Prioritization 89

Brooks Group

APRIL 9, 2024

But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals. Internal champions: Enthusiastic supporters of your product or service who actively promote its adoption within the organization. Finance, operations, and management, oh my!

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. One-on-one coaching is an essential way to supplement group training sessions, with topics that are tailored for each individual.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Brooks Group

JANUARY 24, 2024

More than half of successful sales teams use hiring tools such as personality assessments , sales skill assessments, and hiring profiles or job benchmarks, while 65% of organizations that don’t use them are below target. Sales Coaching is the secret sauce.” Sales Strategy 3: “Asking questions is good.

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Upland

NOVEMBER 27, 2023

They aren’t in the market for products or services. The product or service you’re selling is the method or tool they will use to get there. Why do you need to know your customer? You need to know your customer because customers buy outcomes. They aren’t buying just to buy. All to say, they’re a pretty big deal.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Brooks Group

MAY 9, 2024

Asking consultative sales questions is a critical skill many sellers overlook in their rush to close. In a recent webinar, Sales Questioning Skills That Win More Deals , The Brooks Group Director of Sales Effectiveness Corey McKizzie and I shared the most effective sales questioning approaches for better sales discovery.

Sales 52

Sales Decision-making Sales Training Facilitation 52

Red Star Kim

DECEMBER 14, 2022

Early in December we enjoyed an interactive and productive day at Taylor Wessing (Thank you for hosting!) Develop both hard (technical) and soft (interpersonal) skills. Adapt my skills and mind set as I progress to more senior roles. for a day workshop on “Future Marketing/BD Manager” with PM Forum. Delegate aims.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Brooks Group

APRIL 18, 2024

Storytelling in sales is a skill. In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier. Illustrate Value Stories provide a tangible illustration of the value your product or service can bring to the prospect.

Sales 95

Sales Decision-making Sales Training Communication 95

Red Star Kim

NOVEMBER 18, 2022

This article was published in the latest edition of PM Forum Magazine. PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback. The event took place on September 29 th 2022. Several people had stayed in London overnight, having been to the PM Regional Committees meeting the day before.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Red Star Kim

SEPTEMBER 26, 2023

Support the go-to-market strategy – The M&BD team structure must support market sectors, products/service lines (typically in a matrix of both), international scope and key strategic themes that the firm prioritises. Expectations of M&BD (reactive service or proactive advisers?) Role in direct client contact? (i.e.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Red Star Kim

OCTOBER 18, 2022

This 2014 book by Professor Vlatka Hluplic didn’t appear on my radar but I had the privilege of meeting the author through my work with the Managing Partners Forum. And I’m so glad that I did as it’s an important contribution to modern management thinking and a must-read for anyone leading a people business. In a nutshell. The author. Book Contents.

Organization 130

Organization Innovation Leadership Management 130

Red Star Kim

FEBRUARY 28, 2023

Both to maintain service levels and underpin growth strategies. Some were concerned with the challenge of making flexible working align with client expectations for face-to-face contact and service delivery. Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Brooks Group

FEBRUARY 23, 2024

Qualifying prospects is one of the selling skills every great sales professional relies on. Without proper qualification, sales teams may end up investing valuable resources pursuing prospects who are unlikely to buy, leading to wasted effort and decreased productivity. That’s because filling your sales pipeline is a numbers game.

Prioritization 81

Prioritization Sales Training Sales Construction 81

Upland

JULY 3, 2023

Through real-time coaching and notifications, sellers and managers become can use Altify Max to be become more proficient and engaged while increasing sales productivity and results. While AI has been evolving for years, ChatGPT has recently burst onto the technology scene, and it’s not going anywhere anytime soon. What is ChatGPT?

Facilitation 195

Facilitation Customer Success Innovation Customer Experience 195

Mike Kunkle

JULY 4, 2022

There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. I wish I saw more of it actually happening, but the concept is out there and there are examples of what good looks like. Sponsorship and support is critical. Gaining FLSM buy-in is the first step.

Sales Management 130

Sales Management Management Sales Sales Training 130

Red Star Kim

MARCH 30, 2023

I’m excited to announce that the Managing Partners’ Forum has just launched a series of six modules for an innovative leadership development programme for firm-wide leaders of small and medium sized professional services firms. Versions for divisional, functional and aspiring leaders are expected in 2024.

Leadership 130

Leadership Emotional Intelligence Digital Transformation Management 130

Arpedio

JANUARY 3, 2024

When it comes to improving your sales team’s performance, there are two primary approaches: sales coaching and sales training. In this section, we will explore the key differences between sales coaching and sales training. Key Takeaways Sales coaching and sales training are two distinct approaches to improving sales performance.

Sales Training 52

Sales Training Sales Organization Meetings 52

Red Star Kim

OCTOBER 16, 2023

Delegates included both partners and business development professionals (some with a banking background) from law firms (employment, criminal, disputes, offshore), accountancy practices (audit, forensic, insolvency and restructuring and financial services. This post adds to the learning resources from the session. Set SMART goals.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Hubspot Sales

OCTOBER 19, 2020

While yes, the ability to secure and win new business is important for every company’s bottom line, successful salespeople need to be well-rounded professionals with business acumen and relationship-building skills. It’s important to note, however, that these skills don’t come out of nowhere. Collaborative. Results-oriented.

Construction 131

Construction Sales Sales Training Communication 131

Mike Kunkle

AUGUST 8, 2023

These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. However, achieving the highest levels of growth remains a challenge for many. This is a definite growth killer. The result? When the entire revenue engine works in harmony, growth can be exponential.

Sales 188

Sales Prioritization Innovation Leadership 188

Red Star Kim

AUGUST 30, 2022

Product management. My four reflections this year focused on: An insight project – research into market needs and competitor offerings for a potential new service. Yet I always emerge from the process feeling energised. And with a sense of achievement and an extensive list of things to learn over the coming year. What I learned.

Marketing 130

Marketing Digitalization Insurance Communication 130

Hubspot Sales

MARCH 20, 2020

Sales coaching is all about looking forward and developing your people. High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. Coaching vs. Managing.

Sales 113

Sales Sales Training Sales Management Management 113

Hubspot Sales

OCTOBER 4, 2023

They need a solution that not only equips them with the necessary knowledge and skills, but also empowers them to be confident in selling. Without sales training software, it would be very difficult to ensure reps are applying best practices, staying up-to-date with the products and services they’re selling, and closing deals.

Sales Training 80

Sales Training Software Software Sales 80

Red Star Kim

JUNE 15, 2023

We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation). We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation).

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Hubspot Sales

FEBRUARY 20, 2023

While these roles provide valuable services, they have key differences — namely, in the work they carry out and their level of expertise. A contractor provides a specific service within a set period of time. They typically possess specialized skills that an organization (or individual) doesn't have in-house. Finding solutions.

Construction 94

Construction Finance Negotiation Business Planning 94

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. It's not an easy job, and you need many different skills to do it well. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Table Of Contents.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Red Star Kim

FEBRUARY 8, 2024

Here is a summary of the sales targeting toolbox for professional services firms. And targeting approaches and tools are helpful in promoting coaching conversations with fee-earners. And targeting approaches and tools are helpful in promoting coaching conversations with fee-earners. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

NOVEMBER 13, 2023

It was good to meet the private client lawyers – some recently promoted to head of department – for a workshop on “ Managing and growing your private client practice” earlier this month. Private client management and marketing: Business plans, recruitment, assessments and automation. And 90% didn’t have a marketing plan for private client.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Hubspot Sales

NOVEMBER 8, 2023

Transitioning into a leadership role requires a whole new set of skills and strategies. Your skill as a manager is only as good as your foundation. Your process for diagnosing issues and coaching your people. Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves.

Sales Management 101

Sales Management Management Energy and Utilities Emotional Intelligence 101

Brooks Group

JUNE 26, 2023

Every organization offers distinct products and/or services, has a specific go-to-market (GTM) strategy, and faces different competitors. But how can you deliver sales training at scale that leverages the strengths and addresses the skill gaps of each sales professional on your team? The profession of sales is changing rapidly.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Brooks Group

OCTOBER 25, 2023

Successful sales managers must adapt to changes, continuously improve their skills, and lead their teams effectively to achieve sales goals in this challenging environment. This post offers the five most important sales manager skills needed to overcome obstacles, lead a team effectively, and thrive in any selling environment.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Brooks Group

SEPTEMBER 22, 2023

They have knowledge about competitors’ products and services at their fingertips, which means it’s critical that your salespeople can overcome sales objections quickly and confidently. Today’s buyers are more discerning than ever. Many times, objections come from a place of buyer insecurity.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

Brooks Group

FEBRUARY 12, 2024

Once a prospect buys your product or service, they represent an opportunity for future growth. Yet many sales professionals overlook these opportunities, either preferring to stay in “hunter” mode or because they lack the sales training , skills, and coaching to get it done. that helps the buyer protect their investment.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Red Star Kim

FEBRUARY 9, 2023

We considered how to create and implement internal campaigns to increase engagement and product/service knowledge and prompt internal referrals. We created an example campaign increasing staff’s personal cybersecurity knowledge which also raised awareness of services for clients.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” ” ~ CSO Insights 2019 Sales Enablement Report (p.

B2B 198

B2B Sales Decision-making Negotiation 198

Brooks Group

OCTOBER 13, 2023

Because we believe that the person training your sales team should have world-class training skills, along with the field experience to back up the content they’re teaching in the classroom. Part of our rigorous screening and training process includes making sure each of our sales trainers has the following skills and characteristics.

Facilitation 92

Facilitation Sales Training Sales Decision-making 92