Red Star Kim

AUGUST 14, 2023

And reviewed the copy of professional services firms. 22 tips on being a persuasive writer in professional services. Audience focus Empathy ensures we write for the audience rather than ourselves. An introduction to emotional intelligence (EQ) and empathy (Video) (kimtasso.com). They engaged in writing exercises.

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130

Flevy

MARCH 26, 2024

Customer Journey Map Customer Journey Mapping stands as a pivotal tool in today’s dynamic market, essential for organizations aiming to deeply connect with their customers and deliver experiences that surpass expectations. Stage : Breaking down the customer journey into distinct stages (e.g.,

Customer Experience 52

Customer Experience Digitalization Digital Transformation Organization 52

Insightly

SEPTEMBER 6, 2023

What was once small grows into a much larger entity with many moving parts—and numerous customers, all of whom still expect the same level of service. Understanding the customer’s journey is paramount to keeping and growing that level of service. What Are The 7 Steps To Map The Customer Journey? Let’s go ahead and dig in.

CRM 52

CRM Marketing Digitalization Advertising 52

Insightly

SEPTEMBER 6, 2023

What was once small grows into a much larger entity with many moving parts—and numerous customers, all of whom still expect the same level of service. Understanding the customer’s journey is paramount to keeping and growing that level of service. What Are The 7 Steps To Map The Customer Journey? Let’s go ahead and dig in.

CRM 52

CRM Marketing Digitalization Advertising 52

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

Apptivo

JUNE 30, 2022

Each and every customer has unique needs, and they purchase the company’s products and services for different reasons. Poor customer service can shut off a business in no time. Utilize the empathy maps and buyer personas. Empathy maps help businesses to build a positive and a personal connection with the customers.

Customer Experience 52

Customer Experience Decision-making Media CRM 52

Upland

JANUARY 29, 2024

Why account planning is essential to boost sales productivity Account planning is the process of mapping out key aspects of a potential customer or account. This key component of account planning involves analyzing current client relationships to uncover areas where additional products or services could be beneficial.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Brooks Group

JANUARY 19, 2023

The buyer decision process is between various products and services on the market. 5 Steps to Consumer Decision-Making Process The decision-making process of a product or service is similar to the decision-making process of consumers and businesses. This step is where the products or services shift to a select few.

Decision-making 52

Decision-making Investors Sales Training Banking 52

Arpedio

APRIL 30, 2024

Unlike traditional methods, value selling focuses on delivering unique value to customers and aligning their needs with your product or service. Instead of pushing products or services, value selling focuses on understanding your customer’s needs and demonstrating how your offering provides the solutions they are seeking.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Red Star Kim

DECEMBER 5, 2023

A variety of specialist (to professional services) and mainstream CRM systems were explored. Others commented on the value of Home – Vuture – a system designed for professional services – for event marketing and noted its facilities to retain dietary requirements and other preferences. Email Online Invitations that WOW!

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Arpedio

FEBRUARY 27, 2024

By developing genuine relationships based on mutual respect and empathy, sales professionals can cultivate long-lasting partnerships that extend far beyond the initial purchase. This involves active listening, asking probing questions, and demonstrating empathy and understanding.

Prioritization 52

Prioritization Communication Software Software 52

Zendesk

NOVEMBER 29, 2021

Start from a Zendesk Sell Deal, pick a contact, add products; services line items; or discounts, and generate slick proposals in minutes. Map each contact’s buying behavior and alert sales teams when it’s time to reach out to clients needing attention.

CXM 105

CXM Small Business B2B Management 105

Zendesk

OCTOBER 4, 2021

You coach all agents—both veterans and new hires—on the company’s products or services and sales processes and techniques. You’ll also map out the customer buying processes and determine the channels the team will use to close deals. Sales managers outline the sales processes and best practices for their agents to follow.

Sales Management 98

Sales Management Management Sales Leadership 98

Hubspot Sales

DECEMBER 23, 2021

If your company offers a separate product or service that can complement or enhance how the customer's initial purchase operates, cross-selling can provide an excellent opportunity to generate some extra revenue. Think about problems and offer solutions that map to products. Let's jump in. Cross-Selling a Cheeseburger.

eCommerce 141

eCommerce Software Software Customer Success 141

Nutshell

OCTOBER 21, 2019

Brian Carroll is the founder of the B2B Lead Blog , author of the best-selling Lead Generation for the Complex Sale , and the Founder and CEO of Markempa , which helps organizations improve their demand generation and sales results through empathy. NUTSHELL: “Empathy” is becoming a buzzword in the business world these days.

Marketing 90

Marketing Sales B2B Decision-making 90

Zendesk

JUNE 30, 2022

The role of a customer success team is to help customers get the most value out of your product or service by proactively connecting with them throughout their lifecycle, anticipating their needs, and providing support. Customer journey mapping can also help you take a walk in your buyers’ shoes. Collaboration. Product knowledge.

Customer Success 97

Customer Success Interpersonal Skills Leadership Investors 97

Miller Heiman Group

APRIL 2, 2020

Our study evaluated more than 50 service practices of what we call “Leaders” and “Laggards” to determine which factors contributed to improving customer satisfaction (CSAT). Use Journey Maps to Eliminate Organizational Silos. Best practices are collected and shared across sales and service organizations. Get the Study.

Customer Experience 67

Customer Experience Facilitation Organization Stakeholders 67

Red Star Kim

AUGUST 1, 2023

In professional services we need the engagement, buy-in and time of fee-earners because they are fundamental to preparing content, interacting with prospects and converting leads into clients. It’s rare to have a sales team in professional services as they do in other sectors. Map out the client’s buying journey.

Decision-making 130

Decision-making Marketing Business Planning Management 130

CoSell

JUNE 30, 2021

These sales professionals have a deep knowledge of products and services, and can rapidly see how these could add benefit. Do you have communication terms outlined for account mapping, partner management, and sales activity? Jim Rohn speaks about empathy in his down-to-earth manner: “Don’t operate on the heart with a hatchet.”

Communication 52

Communication Publishing Prioritization Profitability 52

Arpedio

AUGUST 30, 2021

The role requires good analytical skills, curiosity, empathy and tight collaboration with the Salesforce consultants. It’s important you are tech-savvy and have a natural interest in sales, marketing or customer service. We imagine you have a background in sales or customer service, but we are ready to be surprised.

B2B 98

B2B Account Management Innovation Decision-making 98

Upland

SEPTEMBER 1, 2023

Enhancing Customer Experience through Guided Selling Guided selling provides customers with a curated experience, leveraging various tools and techniques to enhance their understanding of products or services. This understanding allows them to position products or services as solutions that address these specific issues.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Mike Kunkle

AUGUST 8, 2023

In addition to training, you can map other things to the competencies, such as books, articles, mentors, job aids, or assignments, and assign whatever makes sense to help close the identified competency gaps. Tailor your products, services, and sales strategies to meet these needs authentically. Solution: Enter, systems thinking.

Sales 188

Sales Prioritization Innovation Leadership 188

Red Star Kim

OCTOBER 17, 2022

selling legal services with storytelling (kimtasso.com). So I’m glad that all the material on empathy with the audience hit home. Maybe I’ll do a mind map or a spider diagram – engaging the visual and more creative side of my brain. Storytelling book reviews: The Story Advantage and The Story Factor (kimtasso.com).

Remote Working 130

Remote Working Communication Internet Decision-making 130

SuperOffice

DECEMBER 8, 2020

You also have the ability to: Identify warning signs of problems in your business via customer complaints , negative feedback and reviews, Personalize your products and services to satisfy the wants and needs of your customers , Increase customer retention and satisfaction. Mapping your customer’s relationship journey.

Marketing 98

Marketing Customer Experience Profitability Media 98

SuperOffice

SEPTEMBER 6, 2021

Mapping out these touchpoints is the key to creating a great buying experience. The customer experience is the perception of your existing customers of their interactions with your product or service from the moment they decide to purchase from you, up until they decide to leave your brand. Why the buying experience is important.

Decision-making 77

Decision-making Customer Experience B2B Onboarding 77

Upland

OCTOBER 17, 2023

AI is a powerful tool, but it’s just that: a tool. Sales still requires a team to apply empathy and creative thinking. But as your team works through the account, gathering insights and mapping relationships , AI can assist in uncovering hidden insights and fill in crucial gaps in information. Here’s how. Probably not.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Help Scout

MAY 13, 2021

That includes elements of empathy and going above and beyond the initial need. Differentiating B2B from B2C, however, is the multi-layered impact of a service failure in B2B. Your service failure impacts multiple layers of customer experience. When you fail a business customer, you fail their customers. You’ll see two effects.

Customer Experience 62

Customer Experience B2B B2C Meetings 62

Red Star Kim

DECEMBER 2, 2022

Make a project plan/mind map of how in my role I can be more proactive. How to advance your career in professional services marketing (kimtasso.com). As my firm does not have a specific marketing plan for each service sectors, so I am planning to be more proactive and create one for my servicing team. The image exercise!

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

SmartKarrot

APRIL 19, 2021

Empathy is powerful- not only in business but even personally. Empathy means understanding another person’s experience from their perspective. Empathy drives actions, decisions, and creates a culture that is prosocial. Empathy is what makes customers stick. There is a lack of empathy that leads to zero connection.

Value Proposition 11

Value Proposition Customer Experience Customer Success Decision-making 11

Arpedio

FEBRUARY 22, 2024

Identifying and addressing these pain points is crucial for positioning your product or service as a solution to the customer’s needs. Strategies for identifying and engaging with economic buyers Conduct Stakeholder Analysis : Identify key stakeholders within the customer organization and map out their roles and influence levels.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Arpedio

NOVEMBER 30, 2021

Buying journeys are shifting because technologies are advancing, expanding and new services and products are constantly emerging. Each time he speaks with Marleen, Anders verifies how comfortable she is with the information she has to move forward in the buying process, and maps it into Arpedios stakeholder relationship dashboard.

Digitalization 52

Digitalization Account Management B2B Decision-making 52

SalesGlobe

APRIL 19, 2022

Building a role map that ties together similar roles is the first step to understanding the overall alignment of the teams and what will (and will not) be addressed. The role mapping process will often reveal that, and this can be used internally to help address change management issues. Here are two of the top issues we see.

Acquisition 52

Acquisition Sales Decision-making Communication 52

Arpedio

MARCH 26, 2024

Addressing Concerns: Respond to objections with empathy and confidence, providing evidence, data, and testimonials to address potential customer concerns and demonstrate the value and credibility of the proposed solution. Utilizing Account-Based Selling Tools: Invest in account-based selling tools , such as ARPEDIO.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Planview

FEBRUARY 28, 2017

The lean practitioner convenes the people who touch the critical flow to map out the value stream. That is, if you were to ask the CEO of a mid-sized services company how much her firm spent on design thinking in 2016, she would likely be hard pressed to tie her employees’ travel expenses for the last year to the practice.

Supply Chain 40

Supply Chain Facilitation Stakeholders Customer Experience 40

Planview

FEBRUARY 28, 2017

The lean practitioner convenes the people who touch the critical flow to map out the value stream. That is, if you were to ask the CEO of a mid-sized services company how much her firm spent on design thinking in 2016, she would likely be hard pressed to tie her employees’ travel expenses for the last year to the practice.

Supply Chain 40

Supply Chain Facilitation Stakeholders Customer Experience 40

Zendesk

OCTOBER 18, 2022

Creates a customer advocate to help evangelize the value of your company and products or services. Create empathy maps. To build customer connections, it’s essential to learn what your customers value in your products and services from both a qualitative and quantitative perspective. Learn what your customers value.

Media 98

Media Prioritization Customer Value Customer Experience 98

Hubspot Sales

NOVEMBER 28, 2023

A survey revealed that less than half of the brands feel they have successfully integrated the necessary elements — tech, metrics, customer journey mapping, team alignment, data, and channels — for optimal digital engagement. HubSpot is a comprehensive platform that integrates CRM, sales, marketing, and customer service functionalities.

Marketing 106

Marketing Sales Decision-making Prioritization 106