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

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. A consultative or fact-based technique focuses on what builds value for the client.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Arpedio

MARCH 8, 2024

Effective Business Relationship Management Strategies Explore the ARPEDIO platform ← Back to blog Table of Contents In today’s dynamic business landscape, the capacity for relationship building and partnership development is more than a nicety—it’s a sturdy keystone of enduring organizational success.

Management 52

Management Stakeholders Facilitation Innovation 52

Hubspot Sales

AUGUST 21, 2023

They need to receive a "cold call" from you, where you introduce yourself and your services and make your value proposition clearer. I found your information while searching for business consultants in Wichita and I think you could be a great fit for our services. Establish rapport. Rep: My name is Bill from DCall.

Value Proposition 98

Value Proposition Decision-making Software Software 98

Brooks Group

JULY 14, 2023

I have been thinking a lot about sales questions lately also referred to as question-based selling. Overall, asking the right kind of sales questions empowers you to effectively understand your customers, tailor your approach, address objections, and guide the sales process.

Sales 52

Sales Sales Training Decision-making Prioritization 52

Red Star Kim

FEBRUARY 15, 2024

MBD executives, advisors, managers, client services executives and BDMs from law firms, economics and management consultancies joined a PM Forum workshop on “Coaching and Consulting Skills for Marketing and Business Development”. We tackled delegate questions as well as coaching and consulting scenarios along the way. Consultancy.uk

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Arpedio

MARCH 15, 2024

Strategic selling is a sales approach that focuses on building long-term, mutually beneficial relationships with prospects and customers by understanding their unique needs, challenges, and objectives. Solution-Oriented Approach: Focusing on providing value-added solutions and outcomes rather than simply pushing products or services.

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Arpedio

JANUARY 3, 2024

Cold calling involves reaching out to a prospect who has not previously expressed interest in your product or service. Cold calling involves reaching out to a prospect who has not previously expressed interest in your product or service, while warm calling involves reaching out to a prospect with whom you have an established relationship.

Client Relationships 52

Client Relationships Sales Communication Prioritization 52

Arpedio

FEBRUARY 22, 2024

The methodology emphasizes the importance of asking strategic questions tailored to uncovering specific customer pain points and motivations. By following the SPIN framework , sales professionals can engage prospects more effectively, build rapport, and ultimately guide them toward making informed purchasing decisions.

Software 52

Software Software Decision-making Performance Review 52

Brooks Group

JUNE 27, 2022

Sales negotiation skills allow you to haggle for the best possible price on products and services, maximizing your profits. If you want to succeed, you must do your research on the product or service as well as the competition ahead of time. This includes research on the product or service you are selling, as well as the competition.

Negotiation 85

Negotiation Emotional Intelligence Sales Profitability 85

Account Management Skills

DECEMBER 8, 2023

Often it’s because they haven’t asked the right questions. Or they’ve asked some of the right questions but didn’t have the confidence to probe deeper in their questioning. And while some people have a natural ability for questioning – for many it’s a skill they need to learn – and practice.

Account Management 52

Account Management Management Account Growth Client Relationships 52

Hubspot Sales

JANUARY 23, 2024

Sleazy sales reps will try to upsell everyone and anyone, regardless of whether or not the customer actually needs the additional service. It's not enough to jump right into the upselling pitch without building a foundation of trust first. But how can you build trust effectively? What happens when you find one?

Media 91

Media Decision-making Customer Experience Marketing 91

Brooks Group

JULY 5, 2023

But if you’re not asking the right questions and probing deeply , you’re only doing half the job. By understanding and implementing effective communication techniques, sales professionals can build stronger relationships with prospects, overcome obstacles and customer objections, and ultimately close more deals.

Sales 52

Sales Sales Training Value Proposition Decision-making 52

Nutshell

AUGUST 28, 2023

Building a sales process is absolutely necessary to your company’s success, and is perhaps the most important thing you can do as a sales manager to impact your team’s ability to sell. Through an initial phone call or email, the rep’s goal is to gather information on the lead and determine if they are a good fit for your product or service.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Red Star Kim

FEBRUARY 8, 2024

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

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. This topic is explored well in the recent book Book review: Digital Body Language – How to build trust by Erica Dhawan (kimtasso.com). The importance of Voice.

Emotional Intelligence 130

Emotional Intelligence Communication e-Learning Digitalization 130

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. By demonstrating an understanding of the customer’s pain points, sales professionals can build rapport, instill confidence, and drive value.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 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

Account Management Skills

DECEMBER 7, 2023

If not, it could be hurting your agency … How to get your account managers to ask better questions (and how it can increase client lifetime value) How to get account managers adding value to your agency from Day 1 (and reduce churn) Therefore being organised matters. Preparedness matters. Professionalism matters.

Account Management 52

Account Management Meetings Management Suppliers 52

Zendesk

AUGUST 31, 2021

Direct contact distinguishes personal selling from other sales and marketing strategies, like public relations or automated sales calls that tout your company’s products or services. During this one-on-one interaction, focus on building a sincere relationship with the potential customer rather than on making a sale.

Interpersonal Skills 97

Interpersonal Skills Value Proposition Decision-making Communication 97

Brooks Group

FEBRUARY 16, 2024

They build long-term relationships based on reciprocity. This means understanding where your product or service fits into the marketplace, aggressively prospecting those types of opportunities, and realizing what you are and what you’re not. They put buyers’ wants and needs ahead of their own.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Upland

APRIL 20, 2023

Here are a few: Increased revenue: Effective account management builds revenue and increases sales through the strength of relationships. Reduced costs: Account managers can help to reduce costs by preventing customer churn and by upselling and cross-selling products and services. Build trust and rapport.

Account Management 195

Account Management Management Account Planning Decision-making 195

Hubspot Sales

JULY 22, 2018

Do these questions run through your mind on a regular basis? Salespeople know that as buyers become savvier and products and services are increasingly commoditized, sellers need a leg up in the marketplace. It’s also helpful to connect current customers with your prospects for an unvarnished opinion of your product/service.

Sales 145

Sales Manufacturing Decision-making Software 145

Hubspot Sales

MARCH 22, 2021

The best way to engage them in a meaningful conversation — while building credibility, trust, and rapport — is by telling a value-based story. They have an ability to share information and ask questions that the buyer can clearly relate to, versus simply talking about their products, solutions, or company. Do your homework.

Shareholders 128

Shareholders Value Proposition Decision-making Communication 128

Brooks Group

AUGUST 8, 2023

Savvy sales managers are using the sales-specific DISC profile to redefine team dynamics, improve sales training , and build a stronger, more agile, and result-driven sales team. Maybe they ask a lot of questions—too many in your mind. Better communication and insight will help you build a high-performing team.

Sales Management 72

Sales Management Management Sales Sales Training 72

Red Star Kim

APRIL 24, 2023

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. 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.

Emotional Intelligence 26

Emotional Intelligence Financial Services Decision-making Cybersecurity 26

Hubspot Sales

AUGUST 22, 2022

Building trust and rapport, crafting a personalized sales approach, and prioritizing existing customers are more important than ever to a successful sales strategy that not only attracts customers, but turns them into promoters of your brand. Selling by offering a solution rather than pitching a product/service is key to sales pros.

B2C 88

B2C Sales CRM B2B 88

Brooks Group

MARCH 27, 2023

By understanding and implementing effective communication techniques, salespeople like yourself can build stronger relationships with prospects, overcome obstacles and customer objections, and ultimately close more deals. When in a sales call, make sure to ask questions that are open-ended and probing, but not too invasive.

Sales 52

Sales Sales Training Communication Decision-making 52

Hubspot Sales

AUGUST 21, 2023

Pose a compelling question. The following sentence could easily be a question to open a loop or a short elevator pitch to establish trust and authority. If they've opted into consideration or decision stage content , you can ask them more pointed questions to drive them to a purchasing decision. It should grab them.

Sales 98

Sales Decision-making Value Proposition Meetings 98

Brooks Group

MARCH 27, 2023

Conversation starters are essential in sales because they can help to break the ice and establish a rapport with potential customers. A good conversation starter is typically an opening line or question that can be used to gather important information about the client’s needs and interests.

Sales 52

Sales Media Sales Training Decision-making 52

Hubspot Sales

NOVEMBER 2, 2020

Essentially, the Sandler approach to sales is unique because it prioritizes building mutual trust between salespeople and prospects. During this process, the sales rep will act as an advisor and ask questions to assess the majority of obstacles right away in the qualification stage. Bonding and rapport building.

Sales 110

Sales Decision-making Prioritization Communication 110

Hubspot Sales

MAY 24, 2021

Familiarize yourself with their industry, and how your product or service has helped similar companies within it. Focus on building rapport. Do what you can to build rapport with your prospect. Sitting down and rattling off all the bells and whistles your product or service boasts won't do too much for you.

Value Proposition 135

Value Proposition Sales Communication Organization 135

Brooks Group

APRIL 25, 2024

Your customer service team and your sales team both serve the same purpose: to support customers and improve the bottom line. Benefits of Long-Lasting Customer Relationships In today’s highly competitive business environment, the success of a company often hinges on how well its customer-facing teams—sales and customer service—cooperate.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Peter Simoons

NOVEMBER 19, 2023

Alliance management is a critical function that builds and maintains successful long-term partnerships between organisations. To gain some clarity, I asked the AI tool ChatGPT the very same question and it gave me a list of the potential benefits of AI in the field of Alliance Management.

Artificial Intelligence 52

Artificial Intelligence Management Facilitation Decision-making 52

Arpedio

FEBRUARY 14, 2024

Account management involves building and maintaining relationships with existing clients or accounts. They are responsible for prospecting, qualifying leads, and presenting the company’s products or services to potential clients. Two such crucial roles are account management and sales.

Account Management 52

Account Management Management Sales Client Relationships 52

Hubspot Sales

APRIL 2, 2018

Do you have any questions about the contract?". Let me know if you have any questions.”. How's your experience with our product/service been so far?". Contract questions. This goes for questions too. Phone calls allows you to handle questions before they turn into concerns. Great to meet you [prospect]!

Communication 137

Communication Negotiation Meetings Onboarding 137

Hubspot Sales

JUNE 13, 2023

Qualifying your leads is a critical part of prospecting because you learn how relevant they are to what you offer and exactly what to say to communicate how your product/service solves their pain points. Personalization also helps with building rapport, which is how successful salespeople are exceeding sales targets/quotas.

Artificial Intelligence 122

Artificial Intelligence Value Proposition Sales B2C 122