Red Star Kim

FEBRUARY 21, 2024

He who asks a question is a fool for five minutes; he who does not ask a question remains a fool forever” Chinese proverb Types of questions Most of us know about the difference between closed questions and open questions. “He We ask questions to avoid making wrong assumptions or adopting the wrong focus. Questioning skills).

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Red Star Kim

DECEMBER 15, 2023

The book will also be useful for people who don’t feel the need for therapy but want to understand themselves better and improve their mental health. The author The author of “How to do the work” is a clinical psychologist who has become a holistic psychologist – looking at the complex interconnectedness of mind, body and soul.

Emotional Intelligence 130

Emotional Intelligence Meetings Communication Leadership 130

Mike Kunkle

AUGUST 30, 2023

Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. And it’s true that we can provide all the foundational knowledge, tools, and skills training, and a sales force that’s poorly led may not maximize what they’re given or improve results.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Jermaine Edwards

DECEMBER 6, 2023

In fact, I take the position of behavioral economist Dan Ariely that we can find moments of trust in everyday interactions if we’re willing to look for it. Despite this we can’t ignore that today more than any time in history our products and services are exposed to scrutiny, comparison, commodity and competition.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. I view it a bit differently, though, and potentially, see this as a problem about how we view and define selling. Well, maybe. But that’s not selling, per se.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Mike Kunkle

MAY 30, 2023

Sometimes, that reality being what it is, we need to work in environments that are not ideal for what we do. Which, earlier, we said wasn’t easy either. I’ve written about this challenge before in this post, There Are Limits to What Sales Enablement Can Fix. This remains true. Now, get ready for some tough love.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Hubspot Sales

MARCH 25, 2024

But in all seriousness, difficult prospects are a fact of sales life, and dealing with a difficult buyer who makes a sale harder than it needs to will always suck — and from time to time, you're bound to deal with an especially difficult buyer who makes a sale especially harder than it needs to be, and that experience will especially suck.

Decision-making 103

Decision-making Sales Finance Prioritization 103

Mike Kunkle

NOVEMBER 21, 2023

Note: AirCo Solutions is a completely fictional company that we created for our Modern Sales Foundations training program at my employer, SPARXiQ. The Scenario Your employer, AirCo Solutions, sells high-quality air filtration systems commercially. The story, all names, characters, and incidents portrayed in this production are fictitious.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Mike Kunkle

NOVEMBER 26, 2022

I couldn’t be more honored to be involved and working with Felix and all of the “Builders” (our name for the participants) who join us. Here is what Felix had to say when we launched: Why Did We Create this Learning Experience? . Why did we build the course this way?

Sales 200

Sales Leadership Transportation Sales Training 200

Hubspot Sales

APRIL 15, 2024

But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible. That‘s why we connected with some sales leaders for their takes on habits the most successful prospectors exhibit.

Sales 113

Sales Prioritization CRM Communication 113

The Center for Sales Strategy

APRIL 8, 2024

You’ve just made an amazing new hire with talent, experience, and skills who aligns well with you, your team, and your organizational culture. Unfortunately, things don’t always turn out as we assume. With all that in place, it’s safe to assume that all will be smooth sailing toward a future of success, right?

Onboarding 108

Onboarding 108

Red Star Kim

DECEMBER 12, 2023

In early December (and despite the train strike), we gathered at the offices of London | Simmons & Simmons (simmons-simmons.com) for a workshop on “Future Marketing and Business Development Manager”. Functional specialists – Within the firm we must understand and be able to work with different specialists within the marketing team.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Red Star Kim

OCTOBER 20, 2023

At the October PM Forum writing workshop we welcomed delegates from law, accountancy and forensic firms to the City offices of Simmons & Simmons (thank you for hosting!). We explored writing from professional services firms and looked at how to improve our firms’ written content. Who would you recommend for outstanding copy?

Media 130

Media Communication Marketing Digitalization 130

Hubspot Sales

MARCH 4, 2024

We recently reached out to some of the winners for their insight on what sales leaders should prioritize, some principles they should live by, and how they should work with their teams in 2024. We‘ve compiled their answers in this post — so without further ado, we present five pieces of advice all sales leaders need for 2024.

Leadership 108

Leadership Construction Prioritization Sales 108

Nutshell

JANUARY 9, 2024

As part of our efforts to ensure deliverability for our customers, Nutshell has long supported various authentication measures, and we aim to make it as easy as possible to keep up with evolving requirements. Table of Contents Who do these changes apply to? Who do these changes apply to? What are the upcoming changes?

Marketing 126

Marketing 126

Nutshell

JANUARY 9, 2024

As part of our efforts to ensure deliverability for our customers, Nutshell has long supported various authentication measures, and we aim to make it as easy as possible to keep up with evolving requirements. Table of Contents Who do these changes apply to? Who do these changes apply to? What are the upcoming changes?

Marketing 126

Marketing 126

The Center for Sales Strategy

MARCH 11, 2024

It might bring to mind a famous athlete or celebrity or someone we consider at the top of their game and well-known for their track record of success. These are the sales stars who not only meet targets but also exceed them.

Sales 115

Sales Meetings Organization 115

Nimble Business Success

FEBRUARY 14, 2024

We’ve connected with industry experts who have shared their insights and personal takes on how effective […] The post Heartfelt Connections: The Power of Relationships in Business Success appeared first on Nimble Blog.

112

112

The Center for Sales Strategy

NOVEMBER 1, 2023

Have you ever hired someone who seemed perfect on paper, but ended up being a terrible fit for your team? What about someone who blew you away during the interview process, but then turned out to be a totally different person once you brought them on board? Instead, hiring the wrong person is oftentimes a tough learning experience.

Management 126

Management 126

The Center for Sales Strategy

DECEMBER 14, 2022

We call ourselves account executives and consultants, but do we behave like consultants? Or do we act more like salespeople who are just there to close a deal and cash a commission check? I started to behave less like a "seller" and more like a consultant who was there to help my clients.

Advertising 152

Advertising Sales Management Management Sales 152

Zendesk

MARCH 13, 2024

With Ultimate, we will help our customers set a new standard, with AI agents giving customers the support they need quickly and effortlessly. .” “Our mission has always been to help businesses use AI to deliver joyful support experiences. As part of Zendesk, we now have the scale to drive this transformation for every business.”

Acquisition 138

Acquisition Customer Experience Innovation Business Growth 138

Strategic Planning and Management Insights

MARCH 19, 2024

We talk about all these things and more with our high-caliber guests who promise to deliver nothing but goodness. What factors are really holding women back from moving forward in their careers? More importantly, what can you do about it if you find yourself in that position?

Prioritization 103

Prioritization 103

Hubspot Sales

APRIL 1, 2024

It won’t matter who they work for or what industry they’re in. Seller Sentiments About Inbound Lead Flow Fell Year-Over-Year Here’s some data we were looking at recently that shows the difference in seller sentiments for inbound lead flow comparing Q4-2023 to Q4-2022. We all know buyer research is changing.

CRM 83

CRM Sales Environment Leadership B2B 83

OnStrategyHQ

DECEMBER 20, 2023

The Strategic Planning Process in 4 Steps To help you throughout our strategic planning framework, we have created a how-to guide on the basics of a strategic plan, which we will take you through step-by-step. Questions to Ask: Who is on your Planning Team? Free Strategic Planning Guide What is Strategic Planning?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Planview

SEPTEMBER 26, 2023

Being who I am and being true to my beliefs is essential. Who do you typically collaborate with? I’m the kind of person who likes to take notes and come into every meeting prepared, no matter how informal it is. I want to do my research and know what we are talking about and what we are going to tackle.

Management 105

Management Meetings Innovation Communication 105

Hubspot Sales

FEBRUARY 12, 2024

Every new customer you bring on who isn’t the right fit presents a churn risk — and if they don’t follow through, take direction when it comes to implementation, or see value from the product, their bad customer experience reflects poorly on you and your company. That’s why I’m not the biggest fan of the one-call close.

Sales 117

Sales Decision-making Facilitation Marketing 117

Hubspot Sales

FEBRUARY 19, 2024

We often compare elite athletes with animals: Fast like a cheetah. Here are two trends we spotted in this direction, each presenting unique opportunities you can pounce on for wild profits: 1. Partner with existing trainers who can design the curriculum. Strong like an ox. Agile like a hummingbird.

Logistics 94

Logistics Profitability Organization Marketing 94

Customer Think

SEPTEMBER 22, 2023

During my career, I have learned that no matter what one is selling, the account executives and sales leaders who win together most often are those who consistently stay in sync. ” I use this with my own team, and by doing so, we […] And they do that by maintaining what I call a “partnership mentality.”

Sales 110

Sales Leadership 110

Customer Think

APRIL 30, 2024

As leaders, it is one of our most fundamental responsibilities to transmit ideas to those who follow us. So, if we really […] Premise As I had mentioned in my blog post yesterday, stories are a medium to transmit ideas. The objective of the transmission of ideas may be different but the best medium remains stories.

Leadership 52

Leadership 52

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! At Envisio, we believe in the transformative power of reading … which is why we’ve gathered together a list of the best strategy books! Books are knowledge.

Government 105

Government Leadership Innovation Decision-making 105

Planview

JANUARY 2, 2024

To learn more about what it’s like to be part of the Evolve Advisory Services team, we turn to Debra Aizikovitz , who serves as digital transformation practice lead. Early in my career, I wanted to be the one who was right and spoke first. Who do you typically collaborate with? For 25 years, I traveled every week.

Digital Transformation 98

Digital Transformation Digitalization Government Decision-making 98

Hubspot Sales

JANUARY 5, 2024

So here we are — a little over a year after OpenAI changed the landscape of what can be sped up or fully automated for anyone using the internet. What’s new and exciting for everyone is that we can just ask AI to do that for us. Sometimes we don’t even have to ask — it’s already part of an automation sequence. I know I would.

Internet 92

Internet Sales Communication Media 92

Account Management Skills

APRIL 22, 2024

We discussed the importance of demonstrating to clients the results you’re achieving for them at three levels. We need to be documenting the outcomes so we keep a record of how we’ve achieved outcomes over time. Recently, I chatted to Tim Riesterer, Chief Strategy Officer at Corporate Visions.

Account Management 52

Account Management Suppliers Management Stakeholders 52

Account Management Skills

APRIL 22, 2024

During our chat, Shannyn shares: the Win Without Pitching ® principles what it takes to circumnavigate a client’s pitch process the common sales challenges faced by agencies today her advice for agency owners who want to stand out in the market, and lots more.

Client Relationships 52

Client Relationships Sales Training Management Marketing 52

Customer Think

APRIL 23, 2024

But it’s not just customers who are frustrated. We’ve seen many examples of chatbots gone rogue. It’s a nearly universal opinion: Today’s customer service leaves much to be desired. Service agents are, too. They are wrong. Just recently, one […]

Innovation 49

Innovation 49

Hubspot Sales

FEBRUARY 15, 2023

Tory Bullock , HubSpot’s YouTube Content Creator, recommends being that “someone” who always has something to offer. For example, if a person mentions that they want to revamp their site, introduce that friend of yours who has years of web design experience. And a lot of the time, it’s not about what you know, but who you know.

Meetings 112

Meetings Digitalization Communication Organization 112

SBI Growth

DECEMBER 1, 2023

Despite the uncertain market conditions throughout 2023, most CEOs seemed to have stayed consistent with their value creation thesis, with an even split between those who chose to increase expenses and those who chose to maintain expenses while accelerating growth.

Marketing 71

Marketing 71