Red Star Kim

FEBRUARY 16, 2023

Stop doing the rubbish – particularly internal issues – be laser focused on the clients. Tendency to try to do too much – focus on doing less but doing better (e.g. Consider what type of work do you do (drivers for the firm’s projects) and what type of practice you want to be (drivers for the firm’s professionals).

Value Proposition 130

Value Proposition Government Facilitation Profitability 130

Account Manager Tips

OCTOBER 18, 2022

4 magic words to say to every client After I've said the magic words, then what? What do I do with the information? Workshop: What to do when your client doesn't give a crap Worth a click Quote of the week. What are your priorities? After I've said the magic words, then what? Guess what?

Key Account Management 130

Key Account Management Suppliers Account Management Construction 130

Account Manager Tips

OCTOBER 12, 2022

Sit down, take stock and say these four words to your clients to understand what they need from you right now. 4 magic words to say to every client After I've said the magic words, then what? What do I do with the information? What are your priorities? After I've said the magic words, then what?

Key Account Management 130

Key Account Management Suppliers Account Management Management 130

Planview

JANUARY 11, 2024

But how do you turn those plans into business outcomes while navigating the unexpected? In this post, we’ll cover the importance of the sponsor’s mindset and how the PMO can use it to address the shifting needs of the enterprise. Moving from output to outcome So, what does the sponsor’s mindset look like?

Government 72

Government Prioritization Management Organization 72

Flevy

APRIL 20, 2022

Even if you have negative feedback, it can be used effectively, as we’ll see later in the article. What Are Feedback Loops & Why They Are Important. Sales-driven organizations typically receive explicit feedback from customers about what they like, and what they dislike. How to Get Feedback Loops Right.

Marketing 111

Marketing Acquisition B2C Finance 111

Planview

MARCH 26, 2024

We talked about how the PMO can be one of your organization’s greatest strategic value drivers. But how do you ensure your PMO is actually equipped and capable of achieving your desired business outcomes? In this post, we will discuss how you can get the most value from your PMO. How do you achieve this?

Government 59

Government Stakeholders Prioritization Organization 59

Account Manager Tips

JULY 13, 2022

You win some, you lose some Why do we lose sales opportunities? But, it's also why we need to keep a close eye on our sales process to identify where we might be falling short and to keep doing what works. Let's take a look at why you might be losing sales opportunities and what to do about it.

Key Account Management 130

Key Account Management Sales Account Management B2B 130

Upland

OCTOBER 17, 2023

We’ll explore how AI can be a relationship seller’s best tool to automate the mundane so you can focus on more important things… like building relationships with your prospects. What is sales enablement AI? It frees them up to do what they do best—sell, sell, sell. What are their roles?

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Red Star Kim

MAY 3, 2023

We focused on the influencing and persuasion skills advocated by Aristotle’s model and covered tools and techniques harnessing credibility, rationality and emotions. But three is also important in how we frame options. Stakeholder engagement and buy-in: Influence and persuasion skills using Aristotle and Knights and Dinosaurs.

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

Customer Think

MAY 4, 2023

We understand this is not something customers want to lose, and losing it causes brand disappointment. They now need a passport or a driver’s license. They want the last and first page of the Indian passport, or both sides of the driver’s license. We must upload these pages as separate documents.

Banking 67

Banking Customer Value Retail Advertising 67

Upland

JUNE 15, 2023

But how do you do it? In this Guide this guide, we’ll walk you through some of the elements that make up a powerful account planning software – what it is, and isn’t. How do you separate the wheat from the chaff? Beyond that, what role should tech play in your account planning organization?

Account Planning 195

Account Planning Software Software Organization 195

CMOE

MAY 19, 2022

Ultimately, strategic leadership is what makes the difference between success or failure. However, leaders can make it a habit to look at everything they do through a proactive, strategic lens. Strategy formulation requires a clearly defined vision, long-term goals, useful tools, and a plan to win.

Leadership 128

Leadership Innovation Decision-making Organization 128

QYMATIX

APRIL 15, 2024

So, today we’ll look at some famous AI scandals and what we can learn from them. According to KNR Legal , “In 2022, Automakers reported approximately 400 crashes of vehicles with partially automated driver-assist systems to the NHTSA. And we can use scandals as a rubric for how we want our future to look.

Government 52

Government B2B Software Software 52

Account Manager Tips

NOVEMBER 22, 2022

My old contact has been replaced First things first: find out what they want 10 steps to become a supplier of choice Check these out Quote of the week. The working environment will undoubtedly change from what you were used to with the previous procurement team. How do they want to manage supplier relationships?

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Red Star Kim

SEPTEMBER 8, 2023

Second, I observed that often in professional services marketing and business development we have minimal involvement in research, innovation, product development and pricing. Price is a major driver of profit. and “What next?” to the way we research sectors and interrogate company accounts. From leaders asking “Why?”

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Red Star Kim

JANUARY 23, 2023

The seasonal break allows time to step back and reflect on what you’ve achieved and where you’re heading. In this article we look at the evidence on soft skills and some practical tips on improving yours now. Adopt a coaching framework to help yourself – here’s John Whitmore’s GROW model: What are my G oals? And by when?

Emotional Intelligence 130

Emotional Intelligence Communication Digitalization Publishing 130

Envisio

JANUARY 24, 2024

At Envisio, we believe in the transformative power of reading … which is why we’ve gathered together a list of the best strategy books! They also take “strategy” to have a broader, holistic lens, looking into the human part of why strategy matters, and what it means to really become a better leader.

Government 105

Government Leadership Innovation Decision-making 105

Red Star Kim

JANUARY 22, 2024

A short review can’t do justice to the wealth of ideas in this book – there are simply too many. She acknowledges that we are all facing an overwhelming volume of information. We need to use three uniquely mental skills: to see, to think and to improve. She says we need to rediscover mindful attention.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Account Manager Tips

MARCH 3, 2021

Throughout her career, what interested Ronni most was to help her customers get better results faster. We have moved beyond just how you might use a solution or a tool or an app. What matters most? I was curious what Ronni meant by acceleration ? When what you offer is compelling and vital to them. What about you?

Customer Success 200

Customer Success Key Account Management Account Management Management 200

SalesGlobe

MARCH 8, 2023

Mark Donnolo And Michelle, today we’re going to be talking about a really cool topic, one of my favorites, which is ROSI Return On Sales Investment. And we’re going to be getting into the details of what drives ROSI and the components. And Mark, we’re going to have two very special guests joining us today.

Sales 52

Sales Marketing Decision-making Organization 52

Red Star Kim

JUNE 20, 2022

Delegates on my coaching training sessions often ask for recommendations of good books on coaching and this is a mature, comprehensive and challenging exploration of what it takes to be a great coach. She explains that the book was designed to help people understand what coaching is, how it works and how to do it.

Client Relationships 130

Client Relationships Facilitation Brainstorming Meetings 130

Red Star Kim

JULY 7, 2023

Heads, hearts and hands – rational, emotions and behaviour Throughout the session we considered the different approaches to changing heads (rational business case), hearts (emotions and motivation) and hands (behaviour and actions – with a focus on small, tiny and atomic habits). And what you need to change before urging others to change.

Management 130

Management Emotional Intelligence e-Learning Leadership 130

Mike Kunkle

AUGUST 8, 2023

It’s how we can break down the walls that hinder communication and cooperation between departments, to foster a shared vision, common goals, and open channels for knowledge exchange. Do a situation assessment of your sales force, including your current state and desired future state, with gap and impact analyses.

Sales 188

Sales Prioritization Innovation Leadership 188

OnStrategyHQ

MARCH 25, 2022

What is a SWOT Analysis? Here’s what it looks like in practice: Strengths – Internal. These strengths represent what your company currently does well and should consider building upon for a stronger future. What does your organization do well that you should capitalize on? What do you need to do better?

Procurement 98

Procurement Brainstorming Organization Construction 98

Arpedio

MARCH 13, 2024

But what exactly does it entail, and how does it differ from traditional sales models? What are Product-Led Sales? Product-led sales is a strategy where the product itself serves as the primary driver of customer acquisition, conversion, and retention. Get started today What is a Product-Led Approach?

Acquisition 52

Acquisition Prioritization Onboarding Sales 52

MTD Sales Training

JULY 25, 2018

One feature of modern, relationship selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. To sell to all these different buyer types we need to be able to adapt our selling behaviour and make the buying process easy for each type of buyer we come across.

Negotiation 102

Negotiation Decision-making Brainstorming Sales Training 102

Hubspot Sales

MARCH 15, 2018

These attributes are symptomatic of “Established Demand” -- meaning customers have not only figured out exactly what they need, but how much they’ll pay. Change boosts the likelihood a company must buy something specifically because it increases the likelihood a company must do something -- or, at least, do something differently.

Healthcare 117

Healthcare Financial Services Acquisition Decision-making 117

SalesPop

MAY 7, 2021

Any company knows that it’s impossible to simply talk about what they’d like to do—it has to actually be accomplished. At Pipeliner, at this moment, we are creating such a project management tool that will be part of our CRM. Another factor, as we spoke of earlier, is the setting of objectives. How are we doing?

Account Management 98

Account Management Management Innovation Account Planning 98

Brooks Group

MAY 24, 2023

The last three steps (Apply, Convince, and Tie-It-Up) have to do with persuasion. As we look at each of them, consider which area can yield the greatest improvement for your team. Yet, when I ask salespeople, “What is your customer going to do with all the money you save them?” — they often don’t know.

Value Proposition 81

Value Proposition Sales Training Construction Negotiation 81

Mike Kunkle

FEBRUARY 5, 2023

increase in the win rates So, let me ask you… What CEO or senior sales/revenue leader doesn’t want to report increases like these? What sales or revenue enablement leader doesn’t want to help deliver this kind of business impact? Guess what? .” ~ CSO Insights 2019 Sales Enablement Report (p.

B2B 198

B2B Sales Decision-making Negotiation 198

MTD Sales Training

APRIL 16, 2019

One feature of modern, relationship-selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. To sell to all these different buyer types we need to be able to adapt our selling behaviour and make the buying process easy for each type of buyer we come across.

Negotiation 84

Negotiation Decision-making Brainstorming Sales Training 84

KAM With Passion

OCTOBER 7, 2020

First, what people mean with each of them can vary tremendously which leads to misunderstandings. We define Account Management (AM) as the set of methods, processes and practices to manage existing customers. The overall quality of the AM system is the main driver of customer satisfaction and of profitability. By far, no.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

SalesGlobe

NOVEMBER 10, 2023

It seems that the phrase “since the pandemic” has become ubiquitous when talking about habits, behaviors and how we engage with one another as a society. As I was preparing to speak at a conference on “Building a Modern Sales Structure, from KPIs and What Matters Most” I kept shifting my thinking to “what matters most”.

Sales 52

Sales Account Planning B2C Organization 52

Account Manager Tips

JUNE 23, 2020

What are the Tenets of Account Management? Don't ever do an important meeting alone. I was always destined to do it anyway, because I was a mediocre engineer. Or "I can do that." Did all the right things, had communication skills, but couldn't say, "What do we need to do to move to the next stage?

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Jermaine Edwards

MARCH 17, 2020

How do you know what to do at the different stages in your customer relationships? The customer life cycle is one of a few important contributing models for giving any individual, team and organisation greater clarity and confidence to know what to do when the next steps in the relationship journey are unclear.

Customer Life Cycle 130

Customer Life Cycle Key Account Management Decision-making Innovation 130

Zendesk

DECEMBER 8, 2023

Yet what that future actually looks like—and how soon we can expect it—is less certain. According to our research , 84 percent of CX leaders feel they must do more to prepare for the impacts of AI, with 82 percent rethinking their entire approach. Transitioning to a hybrid model will be key.

Customer Experience 52

Customer Experience Prioritization Innovation Digitalization 52

Excelerate

AUGUST 31, 2020

Most companies today struggle with having too much to do with too few resources. ? How do you optimize your people, your company’s most precious resource? Score your projects against your weighted drivers. To do this, Excelerate uses a scoring methodology. Score your list of approved projects against the weighted drivers.

Organization 52

Organization Prioritization Innovation Leadership 52