Red Star Kim

MARCH 1, 2024

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. And we can ask questions Why are questions so important? Questioning skills) (kimtasso.com). This way we build mutual understanding and empathy.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. But even throughout this tough period, some sales organizations have found a way to meet or exceed targets—and feel confident in their ability to do it again this year.

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Brooks Group

MAY 2, 2024

Sales and emotional intelligence go together like skiing and snow. Yet many sales leaders focus on building their team’s hard skills and neglect sales emotional intelligence or “ soft skills.” But developing emotional intelligence in sales matters. You can’t do the first well if you don’t have the second.

Emotional Intelligence 52

Emotional Intelligence Sales Decision-making Sales Training 52

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Red Star Kim

OCTOBER 13, 2023

Preparing M&BD professionals for the future – learning, skills and knowledge transfer. She reflected that studying law at university doesn’t equip you with skills on client care and relationships. Although it does provide indepth knowledge of legal services. These are not aligned to professional services marketing.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. It's not an easy job, and you need many different skills to do it well. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Table Of Contents.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

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. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.

Sales 258

Sales Finance Decision-making Profitability 258

Upland

FEBRUARY 29, 2024

Sales leaders often find that commitment to change is the single most important ingredient in a successful account planning practice. The current world of sales is not for the faint of heart, and certainly not one for those who don’t like change. Change is upon us, whether we want it to be or not.

Account Planning 195

Account Planning Management Leadership Organization 195

Red Star Kim

JANUARY 22, 2024

A chance encounter with Helen Kensett at a recent conference reminded me about her 2016 sales book. I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. It’s beautifully illustrated.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Red Star Kim

MAY 9, 2023

I’m often asked to provide training in conversation skills. Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. And here is Conversation skills book review 1 – How to talk to anyone about anything – James W.

Emotional Intelligence 130

Emotional Intelligence e-Learning Communication Finance 130

Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. Build personal brand We did some exercises on identifying words that encapsulate our personal branding.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

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. However, I still found this book interesting and useful.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. 3 Types Of Sales Coaching Sales coaching generally falls into one of three main categories: tactical, strategic, and personal.

Sales 91

Sales Sales Training Sales Management Onboarding 91

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

Hubspot Sales

MARCH 11, 2024

For the last six years, I’ve been an avid user and champion of using async video in my day-to-day as a seller — well before joining Loom to lead its Sales and Customer Success teams. I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader.

Sales 110

Sales Meetings Stakeholders Customer Success 110

Mike Kunkle

MAY 30, 2023

Purposefully orchestrating organizational performance improvement is difficult. It requires a wide range of knowledge, skills, capabilities, practices, and mindsets, as well as mental toughness, emotional maturity, and, often, the ability to influence without authority. Therefore, enablement is hard work. See what I did there?

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

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”. Delegate views and poll results are shown below. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 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. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Brooks Group

OCTOBER 24, 2023

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. What is a Sales Training Reinforcement Program? Sales training is designed to teach your sales team new techniques and skills.

Sales Training 74

Sales Training Sales Decision-making Sales Management 74

Hubspot Sales

AUGUST 1, 2022

A sales operator works to enable your salespeople to focus on selling. Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. 30 Interview Questions and Answers for Sales Ops. Optimization.

Sales 111

Sales Stakeholders Communication CRM 111

Account Manager Tips

AUGUST 31, 2022

Key questions. Answer key questions. Research your key questions. Identify improvement opportunities: incremental, breakthrough or game changing. Competitors catch up fast. So, it's up to you to figure out how to differentiate your solutions in this market of sameness. Table of Contents. Opportunity. Supporting data.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

Account Manager Tips

SEPTEMBER 7, 2022

Key questions. Answer key questions. Research your key questions. Identify improvement opportunities: incremental, breakthrough or game changing. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Competitors catch up fast. Give your client a reason to choose you over everyone else.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

Brooks Group

MARCH 6, 2024

Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well.

Organization 84

Organization Account Management Sales Sales Training 84

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

Sales Management 79

Sales Management Management Sales Meetings 79

Brooks Group

FEBRUARY 16, 2024

Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. These are both good strategies, but the true differentiator is the sales professional and their emotional intelligence. EI is also the foundation of sales, and the gateway to all of that is empathy.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Hubspot Sales

OCTOBER 9, 2019

Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. more deals and the profit margin on sales-won improved by 12.2%.

Sales Training 137

Sales Training Sales Decision-making Communication 137

Red Star Kim

OCTOBER 24, 2022

Last week, we welcomed UK and international delegates to a PM Forum digital workshop on “Selling Processes and Sales Skills for Marketing and BD Professionals”. sales processes 2. Behaviour in sales meetings). Sales process. Multifaceted map of the sales process. The session comprised three modules (1.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. With a defined and clear structure, staff can make useful decisions without the constant supervision of their manager.

Sales Training 98

Sales Training Management e-Learning Construction 98

Red Star Kim

DECEMBER 18, 2023

From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

ACT

APRIL 29, 2024

Of course, there’s no universally acceptable answer to that question. Willingness to face challenges: Team members treat every challenge as a new learning opportunity and use problem-solving tactics to overcome it. Delegation of tasks: The leader identifies team members with the right skill sets and assigns suitable tasks to them.

Small Business 52

Small Business Management Leadership Communication 52

Force Management

DECEMBER 14, 2023

When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. Increasing Channel Partner Productivity When it comes to channel sales, your ability to control the sales process is limited. What is our proof?

Value Proposition 91

Value Proposition Negotiation Decision-making Leadership 91

Hubspot Sales

MARCH 7, 2023

Whether you’re a candidate or a hiring manager, you’ll need to brush up on account manager interview questions before making any big decisions. If you’ve made it to the interview stage, take some time to review the 15 questions below. You can practice formulating answers that highlight your skills as an account manager.

Account Management 83

Account Management Management Onboarding Prioritization 83

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Transitioning into a leadership role requires a whole new set of skills and strategies. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions.

Sales Management 98

Sales Management Management Energy and Utilities Emotional Intelligence 98

Brooks Group

AUGUST 2, 2023

As we round out the dog days of summer, most of us have two things on our minds: Getting our sales force back on track from the summertime lull, and The start of the football season These two things might seem unrelated at first glance. But if our salespeople aren’t receptive to the sales coaching , our efforts will be made in vain.

Sales 69

Sales Sales Training Leadership Sales Leadership 69