Holden Advisors

JULY 26, 2021

At Holden Advisors, we believe a value-based approach is the best way to set a fair price for your products and services. Here’s the story of how hunting down hidden data turned profits around for one company. In lieu of value-based pricing, using a data-driven approach is often the next best option.

Profitability 195

Profitability Decision-making Marketing Sales 195

Red Star Kim

MAY 9, 2023

It provides a brief introduction to a wide array of topics including: everything starts with you, listening skills, questions, small talk, confidence, how to tell stories and becoming an interesting person. I’m often asked to provide training in conversation skills. Williams (2021) for beginners.

Emotional Intelligence 130

Emotional Intelligence e-Learning Communication Finance 130

Hubspot Sales

NOVEMBER 28, 2023

So, we partnered with some of the best sales professionals to give you their insights, including the biggest challenges and tips to get past them. So, we partnered with some of the best sales professionals to give you their insights, including the biggest challenges and tips to get past them. You can showcase value by Providing demos.

Negotiation 104

Negotiation Sales Leadership CRM 104

Red Star Kim

MARCH 1, 2024

This way we build mutual understanding and empathy. One delegate reported on the success of their firm’s “Next generation” programme. The session used the 7P model of buy-in to explore rational and emotional tools to achieve buy-in: Plan, Process, People, Psychology, Persuasion, Pressure and Patience. Everyone is different.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

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. Here are some of the highlights mentioned by the delegates: Pitch points from a pitching and tendering training workshop.

Government 130

Government Innovation Meetings Finance 130

Upland

NOVEMBER 27, 2023

Why do you need to know your customer? You need to know your customer because customers buy outcomes. They aren’t in the market for products or services. They aren’t buying just to buy. They’re on a mission to solve a problem, fill a gap, or capitalize on an opportunity. What are their goals? All to say, they’re a pretty big deal.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

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. Successful sales professionals are great storytellers. How can you up your sales game by learning how to tell value-based stories? Do your homework.

Shareholders 128

Shareholders Value Proposition Decision-making Communication 128

Red Star Kim

APRIL 17, 2023

Delegates were from legal, accountancy and insolvency firms – both M&BD teams and fee-earners. The main takeaways for the delegates can be summarised with the following themes: Referrer management – Grading, Research, Discipline, Storytelling and Leveraging your exemplars. Colour coding was popular (e.g. Red, Amber, Green).

Management 130

Management Manufacturing Client Relationships Facilitation 130

Upland

OCTOBER 21, 2022

In this definitive guide to account planning, we’ve compiled everything you need in order to understand the importance of account planning, what it is, and why a complete mindset shift is critical to success for any sales organization looking to grow and retain revenue in their key accounts in 2023 and beyond. . What is Account Planning?

Account Planning 195

Account Planning Leadership Software Software 195

OnStrategyHQ

JANUARY 12, 2024

Read on as we share three stealable ideas and best practice approaches to help you roll out your 2024 strategic plan! Stealable Idea #1: Storyboard Your Strategy, and Film a Video to Roll it Out All the most successful planning in the world falls apart when there’s no one to get on board with it. What are you best at?

Publishing 52

Publishing Communication Stakeholders Media 52

Upland

OCTOBER 13, 2020

When a detective puts photos of all the suspects and their associates on a wall with strings mapping out details and relationships, it’s a great way to visualize how the characters relate to each other as part of a more extensive investigation. One truism in big-account selling is that it’s the people you don’t know who will kill your deal.

Decision-making 195

Decision-making B2B Organization Stakeholders 195

Red Star Kim

OCTOBER 17, 2022

Digital marketers will tell you that the first two words are the most important. We also considered story structures. From Freytag’s pyramid and seven basic story plots to Pixar’s, Storybrand and Underdog. Just read this paragraph by Gary Provost (100 ways to improve your writing, 1985). Show, don’t tell.

Remote Working 130

Remote Working Communication Internet Decision-making 130

Account Manager Tips

NOVEMBER 19, 2022

Let me tell you a quick story. All you have to do is show them how to get results in a way that matters to them and you'll have them eating out of the palm of your hand. Every successful presentation begins with research Research is the foundation of any executive presentation. What do you think the answer was?

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Account Manager Tips

FEBRUARY 28, 2021

Customer Success Manager #7. Engagement Manager The five most in demand soft skills: Creativity Persuasion Collaboration Adaptability Time Management You don't need to be technical to be successful. Smart partnerships with companies already delivering best in class solutions and not developing new ones from scratch. I sure was.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

Red Star Kim

MAY 22, 2023

First, it looks at the way leaders communicate with their people and help shape organizational culture. First, it looks at the way leaders communicate with their people and help shape organizational culture. I’m often asked to provide training in conversation skills.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

Zendesk

MARCH 22, 2021

These days, 87 percent of buying decisions begin with research conducted online before the purchase is made,” says Rani Sivesind , a customer success operations manager at Zendesk. But to snag more endorsements of your brand, you’ll need to learn how to identify great opportunities and tell compelling stories. And most do!

Advertising 98

Advertising B2B B2C Customer Experience 98

Nutshell

MARCH 25, 2024

Client onboarding is a structured procedure that includes a series of steps to welcome new customers and provide them with the information they need for success using your product or service. It’s the best way to ensure your clients get the most out of their purchase and have the best possible experience. Find out here.

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127

Red Star Kim

AUGUST 1, 2023

Encourage fee-earners to engage in the M&BD planning process During the session – where we explored M&BD theory and frameworks and walked through the process of developing a M&BD plan – we identified several ways to engage fee-earners in the M&BD planning process. But before we plunge in, let’s challenge our assumptions.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Account Manager Tips

AUGUST 10, 2021

They're a cheap way to attract qualified leads that are a good fit for your business. They tell others that you're reliable, trustworthy and provide excellent service. Let's improve your confidence and increase your chances of a successful referral. You ask your clients to recommend you to people they know. Really hard.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Red Star Kim

DECEMBER 15, 2023

My client found that book extremely useful in understanding why he felt, thought and behaved the way he did. She starts the book with her own story. Part of a psychotherapist’s toolbox is psychoeducation. This is helping therapy clients to understand themselves better and access tools to effect the change they desire.

Emotional Intelligence 130

Emotional Intelligence Meetings Communication Leadership 130

Jermaine Edwards

DECEMBER 6, 2023

Trust differentiates every relationship Trust shows up in many powerful ways. We have to activate trust in a new way. Is trust at an all time low around the world? If you were to read some of the findings from Edelman’s trust barometer you might become depressed. I’m not that much of a pessimist. How can we avoid that happening?

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Hubspot Sales

MAY 17, 2018

The Best Sales Pitch. Instead of rolling out a traditional seller-centric pitch, tell your prospect a story. Then, tell a story about a customer you've helped through similar challenges. A recent study showed 5% of meeting attendees remember statistics, while a whopping 63% recall stories.

Banking 94

Banking Sales Meetings Marketing 94

Hubspot Sales

JUNE 29, 2023

The kicker: success in this industry doesn’t come easy. No matter how shy you are about selling insurance, you help people in ways they will never know unless they get into a life-changing accident,” says Paul Moss, Founder of HeyDriver. “No Insurance sales is a highly lucrative industry. Take Cody Askins , for instance. Here's why.

Insurance 103

Insurance Sales Interpersonal Skills Decision-making 103

Account Manager Tips

JUNE 29, 2021

Decide on your best price, walk away price, and your bargaining strategy. Think about all of your possibilities and pick the best one. How a capture strategy helps avoid competitive bidding Is your client due for renewal? Develop the right relationships with the right people. Define price strategy. Create sustained value.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Strategic Communications

JULY 18, 2023

It’s important to have a concise and compelling story to tell and to get clarity around what that story is. In this case, that means both the media contacts you’re trying to interest in your story and your actual, ultimate audience. Here we take a look at 10 common, and easily fixable, mistakes.

Media 52

Media Digitalization B2B Publishing 52

Hubspot Sales

JANUARY 21, 2021

They're entrepreneurs, and sales is a great way to learn the ins and outs of business. To help you prepare for your eventual takeover of the business world, we've compiled a list of the 30 best books on entrepreneurs. The 30 Best Entrepreneur Books. Chances are you have similar aspirations. Probably not.

Decision-making 134

Decision-making Investors Innovation Government 134

Account Manager Tips

AUGUST 17, 2022

How to use price anchors Don't insult your client by starting with an offer that is way too high. We all have to negotiate with our clients sooner or later, but for lots of reasons, most of us avoid it if we can. Anchoring is a simple tactic that can help you gain control of the negotiation and give you a bargaining advantage too. Learn more.

Negotiation 130

Negotiation Key Account Management Account Management Decision-making 130

Nutshell

JULY 30, 2021

Persuasive writing is one of the keys to email marketing success. Your emails shouldn’t trick readers into making a purchase, they should show them how purchasing is in their best interest. Email marketing can be captivating, persuasive, powerful, and a phenomenal tool for lead generation—if you know what you’re doing.

Decision-making 118

Decision-making Software Software Manufacturing 118

Hubspot Sales

MARCH 25, 2024

Mani suggests that “[the] best way to deal with prospects like this is to enforce a sense of urgency. Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Want more content like this? Subscribe to our newsletter! Here it is: Prospects aren't always easy to deal with.

Decision-making 105

Decision-making Sales Finance Prioritization 105

AchieveIt

JANUARY 10, 2024

By combining strong metrics with personal preferences and observations, leaders can ensure role fit — and overall organizational success. By combining strong metrics with personal preferences and observations, leaders can ensure role fit — and overall organizational success.

Logistics 52

Logistics Decision-making Leadership Management 52

Red Star Kim

SEPTEMBER 5, 2023

The 2019 second edition of this book (subtitled “How to apply neuroscience and psychology for improved learning and training” ) provides fascinating insight and practical ideas to incorporate neuroscience into learning and development initiatives. It’s published by CIPD (Chartered Institute of Personnel and Development) and Kogan Page.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Envisio

AUGUST 1, 2023

Having a publicly-available performance dashboard is one the best ways that local governments can build trust with the community and elected officials while engaging employees. You’ll see that the very best local government dashboards tell a story. But getting started can be daunting.

Government 98

Government Decision-making Co-Creation Finance 98

Hubspot Sales

AUGUST 21, 2023

Check out our post about the best sales email subject lines if you want to see some of these tips in action. If they've never received communication from you, tell them a bit about yourself in a way that's warm and authentic. As such, it’s crucial to make your communication clear, to the point, and relevant. It should grab them.

Sales 98

Sales Decision-making Value Proposition Meetings 98

Planview

FEBRUARY 16, 2024

Razat Gaurav, CEO of Planview, has been a student of AI for nearly 30 years, leveraging it in his own work as a product manager and now exploring how generative AI can transform the way customers interact with Planview’s solutions via Planview Copilot. She’s led her team in bringing AI to the market throughout this turbulent year.

Organization 64

Organization Artificial Intelligence Government Digital Transformation 64

Hubspot Sales

APRIL 4, 2023

Here, we'll cover 15+ questions that will likely come up in consulting interviews — and discuss best practices for nailing them. Here, we'll cover 15+ questions that will likely come up in consulting interviews — and discuss best practices for nailing them. One way to add structure is by using the STAR method.

Supply Chain 103

Supply Chain Leadership Construction Artificial Intelligence 103

Account Manager Tips

AUGUST 9, 2022

For me, sales is most successful when you follow a process. Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. Sales process checklist The best way to keep a deal moving is to follow a sales process. Is there anything more frustrating?

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

PandaDoc

OCTOBER 14, 2020

Stories do the job better than facts – you only have to look to the tabloid news cycle to see that. It’s also clear that, however fictional, stories can profoundly impact actions in reality, as the ‘Jaws effect’ proves. It’s great to present your customers with facts and figures for your brand’s success.

Decision-making 111

Decision-making Sales Suppliers Advertising 111