Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

FEBRUARY 22, 2024

It provides a way to drive dialogue and explore ideas in a structured way. This means that they are more likely to accept the ideas whereas they may be resistant to ideas presented by a third party. – Kim Tasso March 2010 How do you close a sale? So it helps to create equality in a relationship. So it can help with buy-in.

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Arpedio

JANUARY 3, 2024

In the intricate world of business operations , the distinction between roles in sales and client management is pivotal. Specifically, sales positions such as Account Executive and Account Manager are critical in driving a business’s success. The role necessitates a strong emphasis on sales metrics and performance.

Account Management 52

Account Management Management Acquisition Account Growth 52

Red Star Kim

DECEMBER 18, 2023

From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. The result was that often leads generated by marketing were not tracked through the pipeline and sales process managed by fee-earners. Top-down or Bottom-Up Strategy?

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Brooks Group

MAY 24, 2023

The last three steps (Apply, Convince, and Tie-It-Up) have to do with persuasion. Some buyers, unfortunately, associate persuasion with manipulation or coercion. They mistakenly view persuasion as an attempt to deceive or influence others against their will or best interests.

Value Proposition 80

Value Proposition Sales Training Construction Negotiation 80

Red Star Kim

AUGUST 1, 2023

It’s rare to have a sales team in professional services as they do in other sectors. Then summarise their comments, requests and decisions in a (concise) structure that they value. One delegate said that at every monthly meeting they present an analysis of the main activities, content themes and news coverage by their main competitors.

Decision-making 130

Decision-making Marketing Business Planning Management 130

DemandFarm

OCTOBER 4, 2023

Sales opportunity planning is a complex process that entails following several steps and requires a comprehensive guide. It’s built around a multi-step sales cycle with several stages that include research, qualification, and strategy development.

Value Proposition 52

Value Proposition Sales Negotiation Meetings 52

PandaDoc

OCTOBER 14, 2020

Storytelling is one of our oldest forms of communication and is an excellent persuasive tool. Despite their power, many brands aren’t utilizing storytelling techniques in their sales strategy. It’s great to present your customers with facts and figures for your brand’s success. Stories Are Memorable.

Decision-making 111

Decision-making Sales Suppliers Advertising 111

Red Star Kim

FEBRUARY 14, 2023

kimtasso.com) Excellent 12% (2) Good 47% (8) OK 41% (7) Which consulting skill do you most need to develop EQ/emotional intelligence 0% An introduction to emotional intelligence (EQ) and empathy (Video) (kimtasso.com) Research on leadership and emotional intelligence (EQ) (kimtasso.com) Book review – Emotional Intelligence 2.0

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

JUNE 1, 2023

Value propositions Knowing how you will differentiate from competitors will be the foundation on which you base your value proposition and a key part of your pitch sales strategy. It also sees the “salesperson” (our fee-earners) and an insightful sales process as part of the value proposition.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Arpedio

JANUARY 5, 2024

Embarking on the quest for sales optimization , seasoned professionals understand that the core of any robust sales strategy lies in the mastery of effective pipeline management techniques. To elucidate the intricacies of this process, we begin by defining the sales pipeline itself.

Management 52

Management Energy and Utilities Sales Prioritization 52

Corporate Visions

FEBRUARY 14, 2020

The post Everything You Need to Know About Whiteboarding in Sales by Tim Riesterer appeared first on Corporate Visions. Whiteboarding your sales presentations is a powerful alternative to PowerPoint—and research shows it’s more effective, too. What Is Whiteboarding in Sales? Why Should Sales Reps Be Whiteboarding?

Sales 85

Sales Decision-making Acquisition Facilitation 85

Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Producing a great looking document or presentation really quickly is not a great strategy if the win rate isn’t improving.

Government 130

Government Innovation Meetings Finance 130

Red Star Kim

JULY 11, 2022

And present evidence of the results achieved. Following the ideas for promoting fee-earner engagement, a key way to do this is to present them with evidence. Marketers needed to be bold, brave, persuasive and confident in suggesting new ideas. Select the best strategies to achieve those goals. Prioritise action. 50% Sector plan.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Hubspot Sales

SEPTEMBER 30, 2019

Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. That’s why we’ve made a list of the best sales training ideas, activities, and games. Use a sales training template. Download This Template for Free.

Sales Training 143

Sales Training e-Learning Onboarding Sales 143

Hubspot Sales

MAY 15, 2018

Here are three steps to improve your team’s ability to craft compelling sales narratives that differentiate your company’s solution and advance the sale. It’s also important to be persuasive and authoritative here as well. Are you using visuals in a presentation? But where to start? Storytelling with Data.

Onboarding 102

Onboarding Construction Sales Training Digitalization 102

Red Star Kim

SEPTEMBER 29, 2023

The need for clear aims that could be measured at different stages of the engagement and sales cycle were mentioned. Some guidance is provided: Be more visible – the PVI model (kimtasso.com) and Be visible, assert and challenge and remember your goals (kimtasso.com) Other points of interest How to engage fee-earners?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Red Star Kim

DECEMBER 5, 2023

Sometimes marketing and sales system are not integrated. And there was the added complication of long sales cycles. However, some lack systems and data for monitoring activities once leads are passed to fee-earners for follow up and nurturing.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

SEPTEMBER 22, 2022

Client service and sales opportunities for professionals in the digital age” some key issues emerged: Telephone skills: Anxiety, voice, etiquette and the client experience. We need to convey that we are devoting our full attention to the call – the need to be perceived as being “present” is mentioned below). Personable.

Emotional Intelligence 130

Emotional Intelligence Communication e-Learning Digitalization 130

Hubspot Sales

AUGUST 24, 2023

Imagine a sales representative who never sleeps, never gets tired, and possesses an uncanny ability to analyze vast amounts of data in seconds. This is the promise of AI sales reps, and their potential to revolutionize the sales industry is undeniable. The application of generative AI in sales is diverse.

Artificial Intelligence 84

Artificial Intelligence Emotional Intelligence Negotiation Sales 84

Corporate Visions

FEBRUARY 14, 2020

The post Everything You Need to Know About Whiteboarding in Sales by Tim Riesterer appeared first on Corporate Visions. Whiteboarding your sales presentations is a powerful alternative to the typical PowerPoint—and research shows it can make your presentation more effective, too. What Is Whiteboarding in Sales?

Decision-making 52

Decision-making Sales Acquisition Value Proposition 52

Corporate Visions

FEBRUARY 14, 2020

The post Everything You Need to Know About Whiteboarding in Sales by Tim Riesterer appeared first on Corporate Visions. Whiteboarding your sales presentations is a powerful alternative to the typical PowerPoint—and research shows it can make your presentation more effective, too. What Is Whiteboarding in Sales?

Decision-making 52

Decision-making Sales Acquisition Value Proposition 52

MTD Sales Training

FEBRUARY 24, 2017

At some point in the sales process we need to make our pitch. Most people in sales present a standard pitch that all their customers get to hear. There are many safety features that could be integrated to form a sales pitch to a safety minded Mercedes customer. The more arguments, the less persuasive your case.

Finance 53

Finance Suppliers Decision-making Sales 53

MTD Sales Training

JANUARY 18, 2017

At some point in the sales process we need to make our pitch. Most people in sales present a standard pitch that all their customers get to hear. There are many safety features that could be integrated to form a sales pitch to a safety minded Mercedes customer. The more arguments, the less persuasive your case.

Finance 48

Finance Suppliers Decision-making Sales 48

Arpedio

FEBRUARY 22, 2024

As businesses strive to differentiate themselves and capture the attention of increasingly discerning consumers, traditional sales approaches centered solely on product features and pricing often fall short. Differentiating Features vs. Benefits One common pitfall in sales and marketing is conflating product features with customer benefits.

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Hubspot Sales

OCTOBER 18, 2017

Part of sales is positioning yourself for a good outcome, whether you’re trading Pokémon cards on the playground or selling an analytics platform to digital marketers that lets them gain insight into campaign performance. To position ourselves for a good outcome, I chose to lead the sales team. 1) Improving Sales Conversations.

Investors 98

Investors Decision-making Sales Sales Leadership 98

Hubspot Sales

OCTOBER 23, 2017

In other words, you can rely solely on first-hand experiences to gain sales knowledge -- but it might be painful. To dramatically cut down on your learning curve, pick up some sales books. We've curated the top-ranked books from Amazon's sales best-sellers. The Best Sales Books for Salespeople and Sales Managers.

e-Learning 112

e-Learning Sales Decision-making Stakeholders 112

Hubspot Sales

OCTOBER 29, 2017

in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. Clearly, if your team needs sales training, there's a lot of options out there. Best Sales Videos. Sales Videos by Well-Known Selling Experts. Companies spent approximately $2.2B

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

Red Star Kim

DECEMBER 2, 2022

Having a structured approach saves time and ensure we don’t miss any important steps in the process. Here are some highlights: Fly – Pesky irritants that won’t go away and are always present. Skills we need to achieve buy in are persuasion skills and influential skills. No – unfamiliar with sales/selling concepts.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

JANUARY 22, 2024

A chance encounter with Helen Kensett at a recent conference reminded me about her 2016 sales book. I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. It’s beautifully illustrated.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Hubspot Sales

SEPTEMBER 19, 2018

Determine the legal structure of your business. While this is a straightforward way to organize, it can present difficulty when the time comes time to raise funds because you’d be asking backers to invest in a person rather than a business. This allows you to collect sales tax from customers. subscriptions over one-off sales).

Small Business 111

Small Business Finance Government Decision-making 111

Hubspot Sales

SEPTEMBER 19, 2018

Determine the legal structure of your business. While this is a straightforward way to organize, it can present difficulty when the time comes time to raise funds because you’d be asking backers to invest in a person rather than a business. This allows you to collect sales tax from customers. subscriptions over one-off sales).

Small Business 110

Small Business Finance Government Decision-making 110

Arpedio

MARCH 18, 2024

In the competitive world of B2B sales, leveraging precise and sophisticated sales strategies is not just an option but a necessity for success. Among these strategies, account mapping has emerged as a cornerstone methodology that fosters sales process optimization and drives sustainable growth.

B2B 52

B2B Stakeholders Sales Decision-making 52

Red Star Kim

APRIL 24, 2023

Earlier in April I ran a public MBL “Pick up the phone – Client service and sales opportunities for professionals in the digital age” online training workshop. There have been many requests recently for inhouse training on telephone skills to support client service and selling both for fee-earners and support staff.

Emotional Intelligence 26

Emotional Intelligence Financial Services Decision-making Cybersecurity 26

SmartKarrot

JANUARY 13, 2022

Every sales team has players who try to act smart by overselling the product or underselling themselves. It usually happens when there is a variable pay structure with incentives offered to those performing above par. But this is where the “Churn and Burn” behavior comes in your sales team. .

Customer Success 10

Customer Success Sales Onboarding CRM 10

Account Management Skills

SEPTEMBER 4, 2023

Joey is an award-winning creative director, coach and speaker who helps agency leaders and consultants become confident and persuasive presenters. So in the sales process, for example, we ran into a huge amount of problems because the team was extremely busy. Transcript: 00:00 Jenny Plant Today, I have Joey Tackett.

Account Management 40

Account Management Management Decision-making Meetings 40

Hubspot Sales

JANUARY 22, 2018

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates. Length: How will you fit training into your and/or your sales team’s schedule? Your SalesMBA™ Workshops.

Sales Training 145

Sales Training B2B Sales Negotiation 145