Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. I’ve summarised the key points here as a supplementary learning resource for the delegates. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

DECEMBER 2, 2022

This article summarises the main themes that arose from the discussions and exercises and forms part of the day’s learning resources. There are resources on resilience : Building Resilience – Regulation, Reframing, Relationships and Reflection (kimtasso.com). Resources to help you deal with difficult interactions (kimtasso.com).

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

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. These are both good strategies, but the true differentiator is the sales professional and their emotional intelligence. EI is also the foundation of sales, and the gateway to all of that is empathy.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Red Star Kim

JUNE 20, 2022

Delegates on my coaching training sessions often ask for recommendations of good books on coaching and this is a mature, comprehensive and challenging exploration of what it takes to be a great coach. So here is a book review of Coaching skills: A handbook by Jenny Rogers. Skilled language of coaching. About the author.

Client Relationships 130

Client Relationships Facilitation Brainstorming Meetings 130

Red Star Kim

OCTOBER 3, 2022

Some delegates had central qualification processes whilst others sent invitations out to the relevant teams to assess. However, commercial and business research skills (as opposed to technical research) were sometimes lacking. Assess decision criteria and processes. Obtain early insight into potential needs.

Decision-making 130

Decision-making Communication Meetings Marketing 130

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Brooks Group

MARCH 21, 2023

The success stories in sales are certainly no different. Emotional maturity and accountability are essential for success in any career, especially in sales. And that is doubly true for a sales team, which is sometimes a challenge for a sales leader. How well do you work with other members of your sales and support team?

Emotional Intelligence 90

Emotional Intelligence Sales Sales Training Organization 90

Mike Kunkle

AUGUST 27, 2019

Learning: Learning is the act of acquiring new knowledge and skills. In this post, I’ll share strategies for organizational learning that utilize training, development, and education to create a learning culture, close identified competency gaps, and improve sales results. Goals of Organizational Learning for Sales.

Sales 130

Sales Onboarding Leadership Sales Training 130

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). 200 countries, 45 years of news archives, 45,000 resources. My view is that most firms attempt to manage too many key accounts and would suggest no more than 5-6.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

MAY 2, 2023

Following my past research (some of which was published in my 2020 book Essential soft skills for lawyers (kimtasso.com) ) I keep an eye out for the latest information relating to the soft skills (particularly leadership skills) most in demand and how these relate to the professional services sector.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

KAM With Passion

JUNE 20, 2021

In a first post dedicated to KAM Skills & Competencies Development, we have explored how to define a solid approach to KAM Training based on 5 fundamental principles. In this second post, we explore how to develop KAM Skills & Competencies and how to build the KAM Training Path that supports this goal.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Red Star Kim

JUNE 24, 2022

The intersection between the topics of relationship management and psychology is an area of particular interest to me…I covered over 150 topics on this subject on my 2018 book Bloomsbury “ Better Business Relationships” (Bloomsbury). And this book explains emotional intelligence and includes a self-assessment of your EQ in four key areas. .

Emotional Intelligence 130

Emotional Intelligence Negotiation Communication Leadership 130

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Sales 110

Sales Insurance Decision-making Transportation 110

Hubspot Sales

DECEMBER 12, 2019

If you’re passionate about helping others succeed by providing niche expertise that’s been honed by years of education, experience, and skill development, a career consulting may be for you. Consultants , as we’ve defined above, primarily provide an assessment and expert advice. Human Resources Consulting. What is consulting?

Healthcare 115

Healthcare Supply Chain Software Software 115

Showpad

NOVEMBER 21, 2021

I was previously doing sales enablement for Lumere, a 120 person startup in Chicago. I was very focused on 10 salespeople and helping them with “the normal stuff”: building their sales process, including training, certification, and onboarding. . Training strategy encompasses three different components: knowledge, skill, and process.

Supply Chain 98

Supply Chain Healthcare Onboarding Sales 98

Hubspot Sales

JUNE 1, 2023

Then, refine your resume to include skills that reflect just how competent and qualified you are for that role. After he was laid off from his previous sales job, the CMO of Freelance Writing Jobs , Milo Cruz , took a year to build his career brand. Keep your skills up-to-date. Leverage your business network.

Negotiation 101

Negotiation Publishing eCommerce Banking 101

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ In sales, your goal may be to own a certain share of the market. To do that, the company needs to win a set percent of deals in the sales pipeline. Are my activities helping me get closer to that goal or are they working against me?

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. A sales process is consultative when the stages and actions align with the customer’s buying experience and are defined in terms of the customer relationship. Consultative Sales Process. Stage 2 : Explore and Assess.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Hubspot Sales

OCTOBER 2, 2019

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5 Why Sales Performance Management Matters.

Management 128

Management Performance Review Sales Software 128

Hubspot Sales

NOVEMBER 9, 2020

Business to Business , or B2B, sales occur between companies that sell products or services to other companies. While there are specific shared characteristics between all B2B sales, the industries they take place in require different levels of understanding and preparation on behalf of the salesperson. Fewer Customers.

Manufacturing 120

Manufacturing B2B Decision-making Construction 120

Red Star Kim

APRIL 12, 2023

As an additional learning resource for delegates, I review the key themes of The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media. In my first week, the week before Christmas, I worked on four pitches. Do you feel there is a lot of crossover between them?”

Media 130

Media Marketing B2C Stakeholders 130

Jermaine Edwards

APRIL 3, 2020

I’m going to let you into a process my company, The IA Group , uses to help customers and organisations that call us in during very difficult times. The customer transformation work we do through my company has delivered “customer rescue missions” to more than a dozen organisations. One – Mobilise a team for skills and resources.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Red Star Kim

JANUARY 16, 2023

I’ve added my reflections. 43% Lack of skills and talent. The importance of the lack of skills and talent – whether in candidates or existing staff – is an interesting observation. Develop people’s skills and capabilities. Skills development for your team. Survey respondents. 43% Fee pressures. 36% Margin erosion.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Arpedio

APRIL 27, 2023

From Strategy to Execution with Sales Enablement ← Back to blog In this blog post, we’ll explore what sales enablement is, why it’s relevant for sales professionals, and how sales enablement software can help to support your sales team. So, dive in and discover how to supercharge your sales!

Sales 52

Sales Software Software Sales Training 52

Envisio

FEBRUARY 1, 2024

Recognizing the current recruitment, retention, and workforce growth crisis in local government, GROW recommends a certification and self-assessment program to help public sector agencies become choice employers. And in the spirit of continued commitment, here are my key takeaways from a remarkable two days as an observer at this event.

Government 52

Government Innovation Leadership Facilitation 52

Apptivo

JULY 12, 2021

The goal of cost estimating is to anticipate the quantity, cost, and price of resources needed to execute a job within the scope of the project. Project managers who are unable to keep costs under control will quickly find themselves battling in a field defined by the art of managing resource restrictions.

Management 98

Management Profitability Software Software 98

Help Scout

APRIL 27, 2021

Balancing soft-skills with technical ability. Dear Patto, How can I hire people for my customer service team who are strong in soft skills but are also capable of learning the more technical aspects of our complex product? Thanks, Simone, a SaaS Support Soft-Skill Seeker. Hello Simone!

Customer Life Cycle 90

Customer Life Cycle Onboarding Software Software 90

Hubspot Sales

OCTOBER 4, 2019

How mature is your organization’s sales enablement structure? Sales enablement is the process of providing your company’s sales team with the resources they need to be successful. Common sales enablement resources include tools, automation, content, and information that prepares your reps to close new business.

Sales 80

Sales Organization CRM Business Growth 80

Hubspot Sales

JANUARY 13, 2021

For any growing company, the speed at which you hire means continuously tweaking your sales training playbook to find a balance between group sessions and one-on-one coaching. You need a sales training process that will equip each salesperson with a certain baseline of knowledge, and empower them to implement what they’ve learned.

Sales 119

Sales Sales Training Performance Review Meetings 119

Brooks Group

JUNE 30, 2022

We as sales leaders and leaders of companies need to be mindful of what we can do to create an ecosystem that allows our sellers to be successful. So, what that tells me is there’s some acute pain that a sales leader is trying to solve. . It may not be just through the skills training. . That’s it, right?

Sales 52

Sales Negotiation Sales Training Account Management 52

Showpad

DECEMBER 12, 2023

Leading sales enablement initiatives effectively in a turbulent world is not an easy task Staying relevant and ensuring a steady flow of revenue are key challenges for every business these days. Let me ask you this: Have you derived your sales enablement initiative directly from the business goals? business case)? But we don’t.

Sales 52

Sales Onboarding Communication Negotiation 52

Openview

OCTOBER 19, 2017

Hiring successful BDR managers is no easy feat, but it’s crucial to the long-term success of your sales team – BDR managers own the top of your lead funnel, and often the talent pipeline for your company as well. You task them with hiring junior team members and ramping those new hires quickly on your product, market and sales process.

Management 62

Management Leadership Onboarding Prioritization 62

SBI Growth

NOVEMBER 23, 2013

It’s been two years since The Challenger Sale was published. Since this publishing, many B2B sales organizations have embraced this methodology. Since this publishing, many B2B sales organizations have embraced this methodology. The thesis of The Challenger Sale is sound. Can my current talent become challengers?

Publishing 123

Publishing Sales Stakeholders Organization 123

OnStrategyHQ

DECEMBER 20, 2023

But, move at a pace that works best for you and your team and leverage this as a resource. Step 3: Conduct a Competitive Analysis The reason to do a competitive analysis is to assess the opportunities and threats that may occur from those organizations competing for the same business you are. What trends do you see?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Openview

NOVEMBER 6, 2018

In my experience, at the $1 million ARR stage, most SaaS companies find themselves in one of two buckets. Either their sales organization is firing on all cylinders or falling apart at the seams. You can guess what happens to the companies who have sales teams that are knocking it out of the park. Everything feels murky.

Sales 107

Sales Investors Leadership Acquisition 107

Brooks Group

MARCH 6, 2023

There are no one-fits-all solutions for sales training. The best programs are the ones tailored to your organization and sales force. That is where role-specific sales training comes in. For a program to be effective, it must be tailored to the needs of your sales force; otherwise, it can be counterproductive.

Sales Training 52

Sales Training Sales Leadership Profitability 52