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. transactional, consultative etc) a delegate talked about fact-based selling.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Brooks Group

MARCH 7, 2024

Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? This post describes how you can use a consultative selling approach to understand the unique buying agenda of procurement managers and sell more effectively. What Is a Consultative Selling Approach?

Procurement 68

Procurement Management Decision-making Sales Training 68

Holden Advisors

OCTOBER 19, 2021

Too often, sales teams rely too heavily on discounts or service giveaways to close deals. How can sales teams get the negotiating flexibility they need to defend value and price? How can sales teams get the negotiating flexibility they need to defend value and price? One solution is by adding new products and services.

Negotiation 195

Negotiation Logistics Profitability Innovation 195

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. build the relationship and trust) before embarking on a coaching or consulting process.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. By accessing this level, you position your solution more strategically and reduce the risk of being viewed as just another vendor or commodity supplier. Build credibility.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Brooks Group

APRIL 18, 2024

Storytelling in sales is a skill. When used correctly, it can be an incredibly powerful way to convince your prospects of the value of your solution. In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier.

Sales 75

Sales Decision-making Sales Training Communication 75

Brooks Group

JANUARY 2, 2024

Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently. When you focus your sales training on the right skills, you ensure your team is equipped for any selling situation. Focusing on the Right Things – Customer Needs and Wants The art of discovery is at the heart of great sales.

Sales Training 91

Sales Training Decision-making Sales Communication 91

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. “The 1980s called, and they want their sales approach back.”

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Red Star Kim

OCTOBER 25, 2023

But I had previously read her excellent sales book “Sales Mind: 48 tools to help you sell” a while ago (I aim to publish a summary review shortly). It’s a significant development from traditional survey tools such as SurveyMonkey: The World’s Most Popular Free Online Survey Tool and Survey Solution & Feedback Platform | Questback.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130

Red Star Kim

SEPTEMBER 26, 2023

Support the go-to-market strategy – The M&BD team structure must support market sectors, products/service lines (typically in a matrix of both), international scope and key strategic themes that the firm prioritises. Expectations of M&BD (reactive service or proactive advisers?) From within or beyond professional services?)

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Flevy

JULY 6, 2022

Account-based Marketing (ABM) solutions are valuable to implement the ABM approach. These solutions can be combined with other Sales and Marketing systems, e.g. CRM or any Marketing Automation platforms , to better target and prioritize communications with key accounts. Account Intelligence. Account-based Advertising.

Marketing 109

Marketing Account Management Facilitation CRM 109

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Sales professionals need to become influencers — kind of. Let's dive in.

Energy and Utilities 91

Energy and Utilities Media Sales Publishing 91

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

Planview

APRIL 18, 2022

Someone once wisely said: “Always look at the solution, not the problem. But with a creative mindset you can find a solution! Luckily, when companies face challenges and look for a solution to reach business goals, there are Solutions Consultants to hold our hands throughout the journey.

Brainstorming 98

Brainstorming Meetings Innovation Software 98

Brooks Group

NOVEMBER 29, 2023

This is especially true when your job is to be a visible ambassador for a company and its products or services. Today, you’ll see far more transactors of products and services adopt terms like account, client, partner, and relationship manager for their job title than the overt “sales representative.”

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

Arpedio

AUGUST 30, 2021

Salesforce Consulting - Student Assistant. Salesforce Consulting - Student Assistant?. ? We are looking for two talented student assistants to join our growing Consulting team. You will be working in project teams with experienced Salesforce consultants and client representatives. Back to careers. Responsibilities.

B2B 98

B2B Account Management Innovation Decision-making 98

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 211

B2B Decision-making Sales Stakeholders 211

Hubspot Sales

JANUARY 30, 2024

Sales trends come and go. In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. 6 Sales Trends That Could Fizzle This Year 1. 6 Sales Trends That Could Fizzle This Year 1. Salespeople acting as primary information sharers.

Virtual Selling 88

Virtual Selling Media Sales Decision-making 88

Arpedio

MARCH 15, 2024

In today’s competitive business landscape, mastering the art of strategic selling is essential for sales professionals looking to drive revenue growth and outperform their competition. But what exactly is strategic selling, and why is it so critical in modern sales?

Value Proposition 52

Value Proposition Negotiation Stakeholders Sales 52

Arpedio

APRIL 3, 2024

What is Solution Selling? Solution selling is a sales methodology focused on addressing the specific needs and challenges of customers by providing comprehensive solutions rather than simply selling products or services.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

PartnerTap

JANUARY 17, 2024

As I mentioned in Sales Is Broken Part 1 , traditional B2B sales is broken. Most sales reps didn’t hit their quota in 2023 and sales leaders were uniformly thrashed for failing to hit their targets. But there’s a more fundamental change causing the quota shortfall: buyers no longer want to talk with sales reps.

Procurement 59

Procurement Suppliers Sales B2B 59

Flevy

MARCH 26, 2024

The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated. For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies.

Customer Experience 52

Customer Experience Digitalization Digital Transformation Organization 52

Brooks Group

JULY 14, 2023

In today’s marketplace, consultative selling is a critical differentiating factor. Having a good product or service is no longer enough to stand out. A consultative sales approach is the skill they need in order to do that. What Is a Consultative Sales Approach? This is a mistake.

Sales 71

Sales Sales Training Brainstorming Communication 71

Flevy

MARCH 25, 2024

The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated. For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52

Brooks Group

FEBRUARY 1, 2023

One effective sales methodology is consultative selling. In this article, we will cover everything you need to know about the consultative selling approach. We’ll discuss what it is, the principles you should understand, and the best sales methods for success. What is a Consultative Sales Approach?

Interpersonal Skills 52

Interpersonal Skills Sales Training Negotiation Communication 52

Arpedio

OCTOBER 8, 2021

Office Assistant to an accelerating software and consulting business. Office Assistant to an accelerating software and consulting business. ? You are familiar with a service position, and you have experience with working in a team – however, it is not a requirement. We are BtB Sales Experts. Back to careers. Contact us.

Software 98

Software Software Account Management B2B 98

ACT

APRIL 22, 2024

In other words, most businesses will see a drop in sales and revenue during such periods, resulting in cash flow challenges. Given that most small businesses are already cash-strapped, it becomes even more challenging to cater to changing customer needs and drive sales. You can use detailed customer profiles available on Act!

Supply Chain 52

Supply Chain Small Business Investors Sales 52

Flevy

JULY 1, 2022

Conversational ABM enables creating a seamless experience for prospects, more opportunities, and underpinning the sales and marketing units’ alignment. the ideal customer profile for your products and services. FlevyPro is trusted and utilized by 1000s of management consultants and corporate executives.

Marketing 98

Marketing Customer Life Cycle Facilitation Banking 98

Hubspot Sales

DECEMBER 9, 2020

You've probably heard of solution selling — it might even be your strategy of choice. It's a sales methodology that became popular in the 1980s, and it's based on a pretty simple premise: A salesperson diagnoses their prospect’s needs, then recommends the right products and or services to accommodate them.

Cybersecurity 135

Cybersecurity Retail Decision-making Procurement 135

Arpedio

AUGUST 9, 2021

In Arpedio Salesforce Consulting , the essence of our tasks and responsibility is to ensure that you get lasting business value out of your Salesforce solution – as fast as possible. For new Salesforce customers this is often best achieved by implementing the Salesforce solution following our MVP (“Minimum Viable Product”) principle.

B2B 98

B2B Account Management Innovation Facilitation 98

Flevy

JUNE 17, 2021

to expand further, attract more clients, or to broaden their product / service offerings. Product and Service Roadmap. Sales Force Transformation. Key steps involved in this phase include: Combining the acquired entity’s product/service portfolio with the buyer’s offerings. Customer Experience Strategy. First 100 Days.

Customer Experience 111

Customer Experience Prioritization Acquisition Banking 111

PandaDoc

APRIL 8, 2024

This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. Key takeaways One of the primary functions of a deal desk is to bring together decision-makers from sales, legal, financial, and marketing departments to optimize the deal creation and execution process.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Brooks Group

APRIL 10, 2024

In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. But it’s tough.

Sales 87

Sales Media B2B Publishing 87

Arpedio

MARCH 26, 2021

Name: Will Smith Position: Business Analyst in Salesforce Consulting Mail: will.smith@arpedio.com What does it mean to be an ‘Arpedian’? I am part of the consulting team. I am a certified Salesforce Pardot consultant and Salesforce administrator so I work with clients to design, build, and optimize their CRM and Marketing automation.

Meetings 98

Meetings B2B Government Account Management 98

Zendesk

JANUARY 17, 2024

In years past, the Partner team at Zendesk hosted in-person and online Partner events to discuss product roadmaps and features to help customers find solutions to common pain points. Both platforms are designed to support your success as a Zendesk Partner, each serving a unique role. What’s on the horizon?

Digitalization 52

Digitalization Facilitation Onboarding Innovation 52

Flevy

MARCH 20, 2024

The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated. For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52