Red Star Kim

OCTOBER 20, 2023

It form part of the learning resources for the session. We are translators of information into insights. Some use data, analytics and research to develop deep insight into their target audience. We explored writing from professional services firms and looked at how to improve our firms’ written content. We craft the message.

Media 130

Media Communication Marketing Digitalization 130

Red Star Kim

JUNE 15, 2023

200 countries, 45 years of news archives, 45,000 resources. We also talked about having a core team to ensure strategy and action and a wider team with whom to share insights, work and results. Helpful for competitor analysis. The reward system needs to be aligned so effort and results are recognised.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

SEPTEMBER 26, 2022

After the session, I thought I’d share some insights into the needs of the latest generation of M&BD Assistants. Plus everyone is so busy it can be hard to find the time to chat informally which is a great source of knowledge, insight and comfort. Book review: Managing key clients (professional service firms) (kimtasso.com).

Digitalization 147

Digitalization Media Marketing Communication 147

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. Book review: Neuroscience for learning and development by Stella Collins.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Red Star Kim

AUGUST 30, 2022

My four reflections this year focused on: An insight project – research into market needs and competitor offerings for a potential new service. Digital integration – various journeys into digital marketing developments including Book review: Build your digital marketing strategy by Steve Brennan (kimtasso.com).

Marketing 130

Marketing Digitalization Insurance Communication 130

Arpedio

MARCH 20, 2024

Account-Based Selling (ABS) has emerged as a potent strategy for businesses aiming to target high-value accounts strategically. Common challenges faced in account-based selling Strategic planning and analysis ABS starts with identifying the most promising accounts to target. Are you already using Salesforce?

Government 52

Government Innovation Prioritization Facilitation 52

Red Star Kim

SEPTEMBER 29, 2023

And also to support cross-selling and enhance the client experience. Interesting points about how to integrate marketing and selling where the face of individual professionals became associated with the brand name. There were also insights into the power of split A/B testing and some surprising results for content shared at weekends.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Upland

AUGUST 25, 2023

Ken Blanchard Collaboration is key to influence mapping It can be challenging, sometimes, to convince sellers to do anything that doesn’t feel like selling. By understanding both the power dynamics and the nature of the relationships, you can develop actionable insights. They still may be tapped to give feedback.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Mike Kunkle

NOVEMBER 21, 2023

The Scenario Your employer, AirCo Solutions, sells high-quality air filtration systems commercially. Market & Commercial Insights: Additionally, there is a need for market research and analysis to identify potential acquisition targets. RESOURCES Here are some other resources I hope you’ll find helpful.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Nutshell

MARCH 31, 2023

There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters. In this post, we’ll share some of our favorite resources for sales managers. In addition to the blog, Selling Power produces email newsletters, video content, and more.

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Red Star Kim

SEPTEMBER 6, 2022

I haven’t reviewed a book on the topic of internal communication and yet it’s a vital element of marketing, branding, organisational culture, change management and leadership. This contemporary book (published in 2021) is just 200 pages and is subtitled “Streamline your corporate communication to drive efficiency and engagement”.

Communication 130

Communication Facilitation Leadership Stakeholders 130

Arpedio

FEBRUARY 26, 2024

A strategy that has gained significant traction in recent years is Account-Based Selling (ABS). Understanding Account-Based Selling ABS is a strategic framework that aligns sales and marketing efforts to target and engage high-value accounts. Utilizing data-driven insights is essential in ABS. Perhaps you’ve tried it yourself.

Advertising 52

Advertising Sales CRM Media 52

Upland

JULY 12, 2023

After all, chasing deals isn’t free. “It’s easy to negate the fact that the cost-to-bid and cost-to-pursue are incredibly significant causes of burnt resources for any sales organization,” she explains. Your sellers’ time and resources are finite. A lot of this information can be uncovered in your relationship and insight map.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Arpedio

MARCH 26, 2024

Engagement and Education: Engaging with potential customers through meaningful conversations, providing valuable insights and information, and positioning the organization as a trusted advisor. Solution Development: Developing customized solutions and proposals that address the specific needs and requirements of potential customers.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Arpedio

FEBRUARY 26, 2024

Enter Target Account Selling (TAS) – a meticulously crafted approach that focuses on precision rather than volume, quality over quantity, and personalization above all else. What is Target Account Selling (TAS)?

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Red Star Kim

FEBRUARY 8, 2024

I’ve summarised the key points here as a supplementary learning resource for the delegates. In the highly regarded business strategy book “Playing to Win: How Strategy Really Works” (by former leaders of Procter & Gamble Lafley and Roger) the strategy cascade process is broken down into five key questions.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

DECEMBER 18, 2023

The essence of strategy is about choices on how to achieve aims and how limited resources are used to achieve a competitive advantage. Although some firms had rules of engagement policies which served as a strategic guide for what might be attempted in marketing and selling and how to do so.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Red Star Kim

FEBRUARY 14, 2023

Some key insights from the session: Coaching and Consulting skills – Limiting beliefs, different approaches to helping and marketing consultancy. Is the marketing consultant experienced in talking to customers and drawing insights from interviews? Delegate views and poll results are shown below. Who he/she might work with to progress?

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Arpedio

APRIL 11, 2024

By leveraging AI technologies , sales teams can gain valuable insights from vast datasets, personalize customer interactions at scale, and predict future trends with greater accuracy. It empowers sales professionals with valuable insights, enabling them to focus on high-value activities and ultimately drive better outcomes.

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Upland

FEBRUARY 29, 2024

We recently interviewed real sellers from some of the most successful sales teams in the world on how it is that they use account planning software, methodology and best practices to stay ahead in a constantly changing world as part of our book, Not Just Another Vendor. It’s a living document from one year to the next,” says Eric.

Account Planning 195

Account Planning Management Leadership Organization 195

Red Star Kim

NOVEMBER 24, 2023

And it’s interesting to compare the key themes and insights from conference of years gone by which are shown below. She has a rare skill translating decades of business school insight into powerful, pragmatic tools driving organizational and individual change. And made us envious of a global firm’s resources.

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

Sales Gravy

JULY 7, 2023

When They Say No: Overcoming Rejection And Shifting Your Mindset Introduces Andrea and Richard's new book, When They Say No, and provides valuable insights on overcoming rejection in sales. Selling goes beyond pitching product features and freebies. Our brains developed a powerful instinct to avoid rejection at all costs.

Sales 87

Sales 87

Upland

MAY 5, 2023

Being a trusted advisor is how you get into that room. In Not Just Another Vendor, the latest, indispensable book on account planning to come out of Altify, we learn about one seller who took a long time to learn this lesson. Competing for resources is a daily struggle, defining where you live, where you shop, even what car you drive.

Account Planning 195

Account Planning Healthcare Decision-making Stakeholders 195

Arpedio

MARCH 13, 2024

Without a clear plan in place, companies risk launching products into the market blindly, wasting resources, and missing opportunities for growth. A well-crafted GTM strategy helps companies identify their unique selling propositions (USPs) and position themselves effectively against competitors.

Value Proposition 52

Value Proposition Marketing Media Retail 52

Red Star Kim

OCTOBER 3, 2022

I have had seminars like this in the past and none were as insightful as this one”. This article summarises the delegates’ key pitching insights – Qualification, Branding and Following up. The type and number of invitations to pitch and tender will depend on the effectiveness of a firm’s overall marketing and selling effort.

Decision-making 130

Decision-making Communication Meetings Marketing 130

Sales Gravy

JULY 14, 2023

It's free flowing, insightful, and informative. Mastermind Groups: A Powerful Way to Start Selling and Leading Better A Mastermind Group is a peer-to-peer mentoring group where individuals come together to help each other solve their problems and improve their lives or businesses. It's free flowing, insightful, and informative.

Brainstorming 67

Brainstorming Facilitation Construction Sales 67

Red Star Kim

JUNE 16, 2022

This article focuses on the key themes that arose and contributes to the learning resources for delegates. Cher’s Believe and cross-selling. One delegate offered a great quote from Harry Winston about the impact on selling success between knowing and loving diamonds. Business Development in the Wild West?

Management 130

Management Key Account Management Digitalization Communication 130

Red Star Kim

MAY 11, 2023

So here’s a book review – Managing Brands which will provide an overview and revision aid to students. Towards the end of the post is a review of a classic brands book “ Brand Leadership” By David A Aaker and Erich Joachimsthaler which I published some time ago. It’s interesting to see how brand management has developed.

Management 130

Management Co-Creation Publishing Leadership 130

Arpedio

APRIL 15, 2024

AI technologies offer a range of capabilities that are essential for organizations to thrive in modern sales environments: Insights and Analytics : AI-driven insights provide sales teams with valuable data and analytics to understand customer behavior, preferences, and buying patterns.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Prioritization 52

Red Star Kim

DECEMBER 15, 2023

There are a few books that I recommend to my therapy clients and this is one of them. 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. How could this book help you? She starts the book with her own story.

Emotional Intelligence 130

Emotional Intelligence Meetings Communication Leadership 130

Arpedio

MARCH 5, 2024

By consolidating these resources into a single system, businesses can streamline their workflows, improve collaboration among team members, and deliver a more personalized experience to their clients. By centralizing task management, ARPEDIO empowers businesses to ensure timely project completion and efficient resource allocation.

Account Management 52

Account Management Management Client Relationships Facilitation 52

CMOE

MARCH 6, 2023

Recognizing opportunities for and potential obstacles to strategic success requires knowledge and insight from the organization and outside sources. It offers meaningful thought leadership articles, podcast series, and commentary from: Corporate leaders Academics and researchers Journalists Best-selling business thinkers and philosophers 2.

Finance 98

Finance e-Learning Innovation Leadership 98

Arpedio

JANUARY 9, 2024

By analyzing quantifiable data, Account Managers gain insights into what works and what needs improvement. Resource Optimization: Resources are finite, and optimizing them is crucial for operational efficiency. Sharing these insights with clients not only builds trust but also reinforces the value proposition of your services.

Account Management 52

Account Management Management Client Relationships Account Planning 52

Red Star Kim

OCTOBER 18, 2022

I completed my MBA two decades ago although I consume the latest management books voraciously. 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. My usual method of reading such a book is to underline the key points.

Organization 130

Organization Innovation Leadership Management 130

Arpedio

FEBRUARY 2, 2024

8 Game-Changing Benefits of Account-Based Selling Explore ARPEDIO's Account-Based Selling Platform ← Back to blog In the world of sales, where personalization is paramount, it is almost impossible to overlook the significance of Account-Based Selling (ABS). Try ARPEDIO's Account-Based Selling Platform! Superior together.

Account Planning 52

Account Planning Account Management Facilitation Stakeholders 52

Hubspot Sales

MARCH 14, 2021

Solid social selling skills are transitioning from a nice-to-have to a need-to-have for sales professionals, but developing that kind of expertise is much easier said than done. In the past, I've leveraged mutual team connections with a HubSpot director on LinkedIn to successfully initiate and book calls with prospects.

Media 136

Media Manufacturing Account Management Sales 136

Mike Kunkle

AUGUST 30, 2023

Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. Tangible data not only bolsters credibility but also provides insights for refining strategies. At the same time, a unique set of challenges complicates this mission.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262