Red Star Kim

FEBRUARY 8, 2024

Why are segmentation and targeting critical to marketing and business development success? The Targeting Toolbox Over the years I have found and used multiple targeting tools. So my talk took a whirlwind tour of some of the most useful targeting approaches. And discarded a few.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Department heads: Leaders of specific departments or teams who are accountable for the success of the purchased solution in their areas.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Brooks Group

APRIL 18, 2024

When used correctly, it can be an incredibly powerful way to convince your prospects of the value of your solution. A good story grabs our attention, helps us visualize and understand information, and connects us to both the storyteller and the characters within the story. Storytelling in sales is a skill.

Sales 95

Sales Decision-making Sales Training Communication 95

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. Hence, the topic of “Using Multi-Factor Analysis to Maximize Sales Performance Improvement.” The Scenario Your employer, AirCo Solutions, sells high-quality air filtration systems commercially.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Red Star Kim

NOVEMBER 24, 2023

Leor Franks, Kingsley Napley , returning chair for the day, led polls using wonderfully low-tech red and green, emperor-style thumbs up and thumbs down paddles. He reminded us of last year’s themes: post-Covid “normal”, Ukraine and inflation. it was a relief to realise this is a worry for us all) Develop external relationships?

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

Upland

AUGUST 29, 2023

In the case of products, this may involve different vendors. Businesses need to highlight their unique selling propositions and competitive advantages. Case studies, product comparisons, and customer testimonials can be valuable resources for prospects in this stage. Let’s discuss these factors in detail.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Upland

OCTOBER 17, 2023

Many writers use AI to spark ideas. Customer success leaders leverage chatbots to lighten workloads. Even musicians use AI to create catchy tunes. And now, savvy sales leaders are using generative AI , too. These include the more tedious aspects of selling that can take hours to complete. So, how does it work?

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Arpedio

JUNE 20, 2023

Client Case study Rethinking Customer Success and Sales: A Collaborative Powerhouse in the SaaS industry Download full case study About The Case Study Due to pre-IPO considerations, the following case study has been anonymized to protect the identity of the company involved.

Customer Success 52

Customer Success Account Management Facilitation Stakeholders 52

Red Star Kim

NOVEMBER 9, 2023

I wish I’d had access to such a book when I studied for my MBA. Each section has the same structure: a description, strategic examples, strategy ratings, objectives, context, challenges, success measures, strategists’ checklist and related ideas. You use strategy to figure out how to achieve your purpose and ambitions.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Account Manager Tips

AUGUST 9, 2022

For me, sales is most successful when you follow a process. Here's what the sales process looks like from a 30,000 foot view: Selling begins with a buyer who has a problem (even if they don't know it yet). Tip: use the Thermometer Technique (see below). There are milestones in the buyer journey that we need to check off.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

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. It’s a classic case of influence without authority. In either case, this is a challenge that demands a fresh perspective and a nuanced strategy. Nothing will destroy credibility faster.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Red Star Kim

SEPTEMBER 5, 2023

Perhaps that is a result of my psychology and counselling studies which included cognitive psychology. However, I still found this book interesting and useful. References to Alan Baddeley took me straight back to my undergraduate days studying cognitive psychology. Another example uses nature to enhance learning (e.g.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. Telephone call challenges: Emotions, data, selling and follow up.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Force Management

DECEMBER 14, 2023

However, backing your program with the right resources will be critical to its success. What you can control is the tools you provide to help that partner sell your solution. Successful channel execution starts with clearly defined practices that drive bottom-line impact. Five steps to channel partner success: 1.

Value Proposition 91

Value Proposition Negotiation Decision-making Leadership 91

Red Star Kim

FEBRUARY 28, 2023

There’s a case study of EVP at DAC Beachcroft PM Conference Report 2022: Strategy implementation (kimtasso.com) There were also comments about the importance of flexible working (including WFH). Most delegates found the nine-box grid a useful tool for talent management and succession.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Flevy

FEBRUARY 22, 2024

This strategic avenue is not just about expanding business footprints or diversifying portfolios–it’s a complex maneuver that, when executed with precision, can significantly alter an organization’s trajectory towards success. These KPIs are selected from the Flevy KPI Library , a robust database of over 15,000+ KPIs.

Management 52

Management Acquisition Digital Transformation Decision-making 52

Arpedio

APRIL 3, 2023

How Eagle Eye Achieved 4X Faster Employee Onboarding Download full case study About Eagle Eye Eagle Eye offers a loyalty and promotions omnichannel SaaS platform that enable companies to connect all aspects of the customer journey in real time. Superior together.

Onboarding 52

Onboarding Account Management Stakeholders Account Planning 52

Hubspot Sales

AUGUST 21, 2023

Here's what you should be doing if you want to write good email subject lines : Use personalization. Use concise and action-oriented language. There's no point in selling yourself as a provider if they haven't decided on a type of solution yet. This can be in the form of a testimonial, case study, or exciting statistic.

Sales 98

Sales Decision-making Value Proposition Meetings 98

Hubspot Sales

NOVEMBER 28, 2023

Thankfully, there are tactics you can use to encourage buy-in from your prospects. Leading with benefits and use cases or case studies. Chad Burmeister , founder and CEO of BDR.ai , supports Wittman’s comment about value-based selling. Selling with AI is a good example. Using social media incorrectly.

Negotiation 100

Negotiation Sales Leadership CRM 100

Red Star Kim

APRIL 11, 2023

Whilst these sessions are typically attended by fee-earners hoping to improve their pitch confidence and success, on this occasion the delegates were mostly from Marketing & Business Development (M&BD) teams. Law libraries: Law libraries have a wealth of legal information, including legal treatises, case reporters, and law reviews.

Government 130

Government Innovation Meetings Finance 130

Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. Let’s delve into the importance of pre-sales strategy and its impact on overall business success. What is a Pre-Sales Strategy?

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Before we go into the details of this domain, let’s first visit how selling has changed during the pandemic. Selling challenges linked to sales effectiveness.

Sales 96

Sales Prioritization Onboarding Sales Management 96

Mike Kunkle

MARCH 31, 2023

It’s been proven in multiple studies and is worth the effort. Here are two examples of customer lifecycles and the corresponding sales processes, for a consultative process with an implemented solution, and a transactional process with a flow of purchase, stock, use or resell, and restock.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Hubspot Sales

DECEMBER 7, 2023

Q4 sales are often the most lucrative of the year, but successful sales don’t come simply because of the season. Take advantage of team selling. To make your quota that month, you’ll have to make your case in advance of Thanksgiving. Using HubSpot’s analytics, Tim’s team can refine the sales funnel to enhance conversions. “By

B2C 117

B2C Transportation Decision-making Logistics 117

Red Star Kim

JUNE 1, 2023

– Kim Tasso and a whole book on value propositions: Malcolm McDonald on value propositions – How to develop them (kimtasso.com) However, I like the definition from insight selling which is “The collection of reasons why a buyer buys. Asking how your firm compares against the other advisors they use will be part of that process.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Hubspot Sales

JANUARY 26, 2023

With a little time and dedication, you can star in your own success story like the ones below. Determine what you’re selling, who you’re selling to, and why it’s something people would want. You can also consider using a customizable WordPress theme. Selling courses? It’s not enough to go on a hunch.

Digitalization 94

Digitalization eCommerce Finance Internet 94

QYMATIX

MARCH 4, 2024

Successful B2B managers use AI-based predictive analytics software to accelerate sales. You want to predict success. We have used the colours red and green to represent customers that will churn or not, accordingly. If the opposite was true, anyone could retain a customer, and you know that that is not the case.

Artificial Intelligence 52

Artificial Intelligence Sales Analytics Software Software 52

QYMATIX

MARCH 4, 2024

Successful B2B managers use AI-based predictive analytics software to accelerate sales. You want to predict success. We have used the colours red and green to represent customers that will churn or not, accordingly. If the opposite was true, anyone could retain a customer, and you know that that is not the case.

Artificial Intelligence 52

Artificial Intelligence Sales Analytics Software Software 52

Nutshell

JUNE 5, 2020

To get your creative juices flowing, I’ve listed five surprising sales case studies to inspire your next “out-of-the-box” campaign. Sales case study takeaway : Whether you’re B2B, or B2C, the fact remains that you’re still B2H—Business to Human. The rap was a success. You also have no network.

Procurement 96

Procurement Value Proposition B2B Decision-making 96

Hubspot Sales

FEBRUARY 9, 2021

Remaining mindful of these inevitably ineffective sales tactics will only help your case in 2021. This includes defining the niche where you add the most value, researching the contact before you pick up the phone, calling four times over 12 days to professionally pursue the prospect, and using video in your sales prospecting outreach.".

Sales 135

Sales Decision-making Prioritization Account Management 135

PandaDoc

DECEMBER 19, 2022

In many cases, just initiating the first contact doesn’t deliver any business growth. Consider using an automation SaaS and hiring external assistants who can enrich your prospecting list and add up the missing data. Randomly assigned cold calls aren’t as effective as they used to be.

B2B 98

B2B Sales Decision-making Publishing 98

Excelerate

MARCH 26, 2024

We delved into the challenges of addressing process failures, and it became abundantly clear that successful technology use hinges on more than just implementing shiny new systems. People Power: The Heart of Adoption Processes and tech are nothing unless people use them. That was one of the key questions we pondered.

Government 52

Government Prioritization Digital Transformation Organization 52

Zendesk

MAY 26, 2022

In today’s market, even the most successful salesperson needs a little backup. Sure, it’s the salesperson’s job to come up with a unique selling proposition , but they shouldn’t do it alone. According to Forrester, the average salesperson uses about 17 pieces of sales collateral throughout their pipeline.

Advertising 97

Advertising Sales Digitalization Decision-making 97

Hubspot Sales

JUNE 23, 2022

Selling emerging tech is an exciting venture — but not an easy one. In many cases, people don't fully understand these tools, their capabilities, or how they work. To sell effectively, you need a mix of patience, persistence, and a solid strategy. Here, we'll dive into 11 tips for selling AI tools, NFTs, and VR real-estate.

Healthcare 87

Healthcare Media Sales Prioritization 87

Arpedio

FEBRUARY 26, 2024

A strategy that has gained significant traction in recent years is Account-Based Selling (ABS). In this blog post, we will explore the key principles and steps involved in implementing ABS in your sales process, providing you with a comprehensive guide to elevate your sales success. Utilizing data-driven insights is essential in ABS.

Advertising 52

Advertising Sales CRM Media 52

Hubspot Sales

AUGUST 2, 2021

Planning the perfect customer visit will ensure that you meet your goals and that your customer meeting will be successful. No matter what you sell, you aren’t just selling a product — you’re also selling the people behind it. Secondly, you get to see how your customers are using your product in person.

Meetings 129

Meetings Leadership Software Software 129

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. At its core, it means training your sales team to sell as effectively as possible. A successful leader also has excellent people skills and emotional intelligence, meaning they know how to get the best out of their sales teams.

Sales 52

Sales e-Learning Onboarding Software 52