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”. Here is a summary of the sales targeting toolbox for professional services firms.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Strategic Account Management Association

AUGUST 24, 2021

From all this, we stress tested long-held views about strategic account management. She also works on sales effectiveness and has recently done some innovative work around omni-channel excellence. Frédérick Kahn is Global Vice President of Sales at Wavelength Pharmaceuticals. Panelists: the three experts of SAM.

Stakeholders 520

Stakeholders Supply Chain Digitalization Shareholders 520

Upland

SEPTEMBER 29, 2023

Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. Stakeholder Mapping is Important Because of Buying Groups Selling must be complicated because modern B2B sales are complicated. What are their motivations? Business has evolved.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.

Sales 258

Sales Finance Decision-making Profitability 258

Mike Kunkle

NOVEMBER 26, 2022

I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. Access to a Growing Library of 4+ Hours of Video Content , teaching the Building Blocks of Sales Enablement framework.

Sales 200

Sales Leadership Transportation Sales Training 200

Upland

MARCH 13, 2023

Sales forecasting is equal parts art and science, right? The ‘art’ aspect of sales forecasting doesn’t need to be an educated guest. What is a Sales Forecast? Is Sales Forecasting Outdated? Some claim that sales forecasting is outdated. However, sales forecasting is still relevant today.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Red Star Kim

JUNE 7, 2023

I was delighted to return to Dublin to lead an in person training workshop for PM Forum Ireland on “ Being more strategic” with delegates from law, accountancy and consultancy firms. We considered strategic thinking, business strategy and marketing and business development strategy. Strategic change takes time and energy.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Upland

APRIL 5, 2023

Relationship management has never been more important in sales, and it takes a revenue team to build vital relationships with the people that matter. What is a Revenue Operations Team? This includes, primarily, people in marketing, sales, and customer success teams. Do You Need a Revenue Team? That depends.

Account Planning 195

Account Planning Customer Success B2B Decision-making 195

Red Star Kim

MAY 11, 2023

The course also offers a helpful brand creation plan and a brand plan template (brand essence, brand assets, brand protection and brand strategy). Methods of evaluating brand equity include: Interbrand, Brand Asset Valuator (BAV), Brandz and Keller’s Brand Equity Model (Brand identity – who are you?, Why are brands important?

Management 130

Management Co-Creation Publishing Leadership 130

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sales force. Inventory levels are still high.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

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%.” increase in quota attainment 19.7%

B2B 198

B2B Sales Decision-making Negotiation 198

Upland

MAY 4, 2023

Honest Abe knew the value of not launching head-first into something without a considered plan of attack. How are sales teams meant to grow revenue in key accounts without a well-thought-out account planning strategy ? After all, account planning is an ongoing, iterative process. Not necessarily.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Hubspot Sales

NOVEMBER 3, 2023

Sales teams dedicate a lot of their time to forecasting. Yet, over 50% of sales leaders question the accuracy of their sales forecasting efforts. Since sales forecasting is a rather complex and time-consuming process, organizations seek ways to improve it, with many turning to machine learning.

Artificial Intelligence 85

Artificial Intelligence Supply Chain Sales Decision-making 85

Mike Kunkle

JUNE 12, 2022

If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. Even under financial and emotional duress, strive to make calm, thoughtful, strategic decisions. But at a time like this, you can’t afford not to be strategic and logical.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Revegy

FEBRUARY 28, 2023

Maximize Your Sales Potential: Discover the Power of Strategic Sales Planning for Driving Explosive Growth. The post The Sales Maturity Model: Maximize Your Sales Potential appeared first on Revegy. Read Revegy's Latest Blog Now.

Sales 52

Sales 52

Arpedio

APRIL 11, 2024

Introduction to AI in Sales In the dynamic landscape of modern sales, Artificial Intelligence (AI) is revolutionizing traditional approaches and unlocking unprecedented opportunities for growth and efficiency. Let’s delve into the world of AI and discover how it’s reshaping the sales landscape. What is AI for Sales?

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Arpedio

JANUARY 5, 2024

In the dynamic terrain of sales, forging a path to success is an intricate dance of strategy, customer insight, and relentless pursuit of growth. Central to this quest is the art of strategic account planning , a methodical approach that marries sales strategy with customer relationship management to foster business growth.

Account Planning 52

Account Planning Value Proposition Account Management Sales 52

Upland

JANUARY 26, 2023

However, one thing remains consistent – when it comes to complex sales, buyers prefer a human touch. As sellers head into a future that feels uncertain , they can at least rest in this certainty – the human seller is as important as ever in complex, B2B sales. Large B2B sales deals are not done one-on-one.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Upland

OCTOBER 21, 2022

Account planning has never been so necessary – or so challenging – to get right. When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . But what exactly is account planning, and why is it so important in 2023? .

Account Planning 195

Account Planning Leadership Software Software 195

Arpedio

MARCH 13, 2024

In the ever-evolving landscape of sales and marketing, one term that has been gaining significant traction is “product-led sales.” ” This approach represents a fundamental shift in how businesses engage with their customers, placing the product itself at the forefront of the sales process.

Acquisition 52

Acquisition Prioritization Onboarding Sales 52

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

ClearPoint Strategy

NOVEMBER 2, 2021

Strategic planning tools, or models, are designed to help organizations’ develop their action plan to achieve their goals. There are a lot of strategic planning models out there. Read through each of the models or find the ones you’re looking for from the list below and jump right to them.

Stakeholders 145

Stakeholders Software Software Organization 145

Hubspot Sales

DECEMBER 30, 2020

Have you ever felt like your sales team is doing an okay job, but you know they could be doing better? On the other hand, if you provide them with a strategic sales plan that clearly outlines the company's goals — and a thoughtfully laid out system to get there — you can expect your salespeople to impress.

Sales Management 112

Sales Management Management Shareholders Sales 112

Flevy

MARCH 19, 2024

Kenichi Ohmae, a Japanese organizational theorist and Strategy guru, proposed the 3C Model in 1982. The Ohmae 3C model, also known as “the Strategic Triangle ,” is a strategic framework that assists in developing the fundamentals of Business Strategy for any organization. Let’s discuss the core elements a bit further.

Shareholders 52

Shareholders Decision-making Digital Transformation Manufacturing 52

Red Star Kim

DECEMBER 14, 2022

Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution. We discussed various models to support the development of your personal brand e.g. PIA (Presence, Impact and Authority) How do you make a personal impact – Make a difference (kimtasso.com). Be more strategic.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Arpedio

JANUARY 3, 2024

When it comes to sales strategy , businesses must weigh the pros and cons of direct sales and channel sales to determine the best approach for achieving revenue growth. Both strategies have their benefits and drawbacks and can significantly impact a company’s business model.

Sales 52

Sales Profitability Value Proposition Retail 52

QYMATIX

MAY 6, 2024

Five practical examples of Predictive Analytics that will make your sales team successful. Predictive sales analytics has come a long way in the last decade. For many, it’s a powerful tool in helping to support sales and operations planning. Your team can use predictive analytics to improve sales performance.

Sales Analytics 52

Sales Analytics Key Account Management B2B Sales 52

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation. really takes a toll on you.

Sales Management 103

Sales Management Management Energy and Utilities Emotional Intelligence 103

KAM With Passion

NOVEMBER 3, 2020

You are a sales or company leader and you see the consequences of the sanitary crisis: a very tough sales environment. So, what do you plan to do about it? Sales and company leaders, imagine you are a ship captain. How will you plan for a much tougher environment? Back to being a sales leader.

Account Planning 130

Account Planning Sales Value Proposition Sales Management 130

Flevy

MARCH 25, 2024

Based on sales and downloads of the FlevyPro frameworks , here is what we found to be the top 10 Innovation frameworks used by management consultants. Business Model Journey Business Model Innovation (BMI) has the power to redefine industries and catalyze significant growth.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52

Mike Kunkle

MAY 30, 2023

The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Revenue Storm

JUNE 15, 2021

The sales venue has changed… a lot. In the pre-pandemic environment, selling and sales leadership were comfortable and relatively predictable. As sales leaders quickly adapted their selling approach to virtual, they worked to leverage the technology, but missed several strategic points.

Sales Training 78

Sales Training Sales Leadership Sales Leadership 78

Brooks Group

DECEMBER 1, 2023

Put simply, strategic account management is all about responsiveness, problem-solving, customer satisfaction, and building long-term relationships that lead to additional revenue. Strategic Emails – Number of emails sent to offer best practices, strategic advice, consulting, etc. Watch the video below to learn more.

Account Management 93

Account Management Management Account Planning Sales Training 93

Revegy

FEBRUARY 17, 2021

Strategic Sales Planning to Drive Growth. Sales planning, whether it’s at a company, department, or team level, is a documented strategy for hitting key targets. A sales plan should show you where you’re at, where you want to be, and the path for getting there. Stages of the Sales Plan Maturity Model.

Sales 59

Sales Customer Success Leadership Organization 59

Flevy

FEBRUARY 9, 2022

Organizational leadership can draw on 3 Strategic Thinking Games to master Business Strategy and apply in varied scenarios and organizational structures. The Strategic Thinking Games provide Decision Making models for senior executives to choose from and use as per the situation. Planning as Positioning.

Strategic Thinking 111

Strategic Thinking Decision-making Insurance Banking 111

Flevy

JANUARY 1, 2024

Many organizations are proficient at planning, but fall short when it comes to executing those plans, especially when emergencies take precedence over routine tasks. Meticulous Strategic Planning can only succeed if executed flawlessly. A number of organizations have implemented the 4DX model, with excellent results.

Digital Transformation 52

Digital Transformation Prioritization Organization Digitalization 52