Upland

JULY 10, 2023

It takes hard work to uncover the hidden lines of influence within an account. Lack of insight into your buyers’ challenges and motivations An org chart doesn’t show you who has real influence. It’s not about the hierarchies, either. This way, sellers can provide value in every interaction with their buyers.

Decision-making 195

Decision-making B2B Account Planning Software 195

Upland

SEPTEMBER 29, 2023

You can also segment stakeholders by the amount of influence they hold over the buying group, or how much budget they have. Visualizing relationships: being able to visibly see the relationships not only between your revenue team and their buying group, but the relationships between the stakeholders themselves, is key to success.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Red Star Kim

FEBRUARY 15, 2024

There are many aspects of consulting competencies and attributes: emotional intelligence, analytical, problem-solving, delivery of results, leadership, project management, commercial orientation, entrepreneurial spirit, team work as well as functional expertise and market/sector knowledge. It can be more directive than coaching.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Upland

MARCH 29, 2023

Basically, it means gaining an understanding of the people you are selling to, and their unique problems, in order to work with them every step of the way towards finding a solution. In this guide, we’re going to dive into the importance of relationship management, as well as look into a few practical steps to help you get started with it.

CRM 195

CRM Management Stakeholders Decision-making 195

Red Star Kim

MAY 3, 2023

Work roles varied across marketing, business development, PR, internal communications, events, digital and graphic design. We focused on the influencing and persuasion skills advocated by Aristotle’s model and covered tools and techniques harnessing credibility, rationality and emotions. And how best to work with them.

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

Mike Kunkle

OCTOBER 2, 2022

Very often, in life and business, we participate in what I call “the influence business.” We’re trying to persuade, influence, and negotiate to get what we want and get others to do what we want. They don’t believe sellers communicate well with senior influencers and decision makers. But that’s not selling, per se.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Upland

APRIL 5, 2023

A lone wolf approach works best in one-on-one sales situations. The meaningful work goes on upfront, before the seller gets on the video call ever meets with the buyer. That hard work continues throughout the deal. There are many “lone wolves” in B2B sales. Buying groups are made up of multiple stakeholders.

B2B 195

B2B Advertising Decision-making Stakeholders 195

Red Star Kim

OCTOBER 1, 2023

The model is especially relevant for leaders or anyone looking to build trust and influence others. SCARF: A brain-based model for collaborating with and influencing others. I first mentioned SCARF in an article about neuroscience and leadership Leadership: Lessons from Star Trek and Neuroscience – Kim Tasso back in 2012.

Leadership 147

Leadership Emotional Intelligence Performance Review Communication 147

Mike Kunkle

APRIL 8, 2023

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. Feasibility Buyer , who is concerned about how your solution will work in their company, in context? Next is their level of Influence.

B2B 211

B2B Decision-making Sales Stakeholders 211

Red Star Kim

MARCH 22, 2023

He extends this by suggesting you need three types of relationships: influencers , intermediaries/introducers and source of ideas , information and insight. And guidance on scoring strength, knowledge and influence. Despite all the great work on mental health in the workplace. There’s also guidance on hosting your own events.

Leadership 130

Leadership Media Client Relationships Innovation 130

Account Manager Tips

JUNE 29, 2021

The good news is that RFPs are a huge amount of work and a pain in the arse for everyone. Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Develop the right relationships with the right people. Define price strategy.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Mike Kunkle

FEBRUARY 5, 2023

Bob Apollo made this exact point about Deming’s original work and how sales process is somewhat different.] Total Quality Management (TQM), Business Process Management (BPM), Six Sigma, and Lead Sigma are powerful methods for this sort of work. ” ~ CSO Insights 2019 Sales Enablement Report (p. Guess what?

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

MAY 22, 2023

They evolve and impact the way we connect, engage, interact and influence others, enabling us to shape reality, mind-sets, events and outcomes in a collaborative way ”. First, it looks at the way leaders communicate with their people and help shape organizational culture. Conversations are dynamic, interactive and inclusive.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

CMOE

DECEMBER 21, 2022

By taking control of your attitude, you can decide how you feel during a task or situation and influence the outcome. If you feel empowered or excited to complete a project, you will probably work faster and more diligently than you would if you were frustrated or annoyed. Your Work Ethic. Do you feel motivated to work?

Decision-making 142

Decision-making Prioritization Innovation Digitalization 142

Red Star Kim

MAY 2, 2023

Diversity and inclusion (communicating for D&I) is covered well here Book review: Digital Body Language – How to build trust by Erica Dhawan (kimtasso.com) ). The authors suggest that more is done to systematically assess (e.g. They mention Eightfold and Gloat using AI to improve matching between candidates and employers.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Hubspot Sales

JANUARY 15, 2024

The client’s interest may be apparent, but perhaps other factors are working against you. Yes, I'm sure you are selling a great product — but maybe what you’re selling just doesn’t work for your prospect. They’re working on a deal with your competitor. Your solution doesn’t fit their needs. Your solution doesn’t fit their needs.

Stakeholders 113

Stakeholders Sales Communication Meetings 113

Mike Kunkle

DECEMBER 21, 2023

Marketing should develop their buyer engagement collateral from the persona and ICP research, and you should equip your sellers with the skills to understand and influence each decision-maker’s criteria for progressing through the buying process. They will be more likely to view you as a trusted advisor and become long-term partners.

Sales 289

Sales Decision-making Value Proposition Sales Training 289

Strategic Communications

NOVEMBER 7, 2023

Influencer marketing is a type of social media marketing that leverages endorsements and product mentions from people who have a dedicated social following and are viewed as experts among a particular demographice. This marketing strategy works effectively due to the high amount of trust these influencers have built up with their following.

Media 52

Media B2B Communication Publishing 52

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. 80+ Group Coaching Calls per Year (attendance optional but recommended) to provide learning and implementation guidance in the context of your work.

Sales 200

Sales Leadership Transportation Sales Training 200

Hubspot Sales

NOVEMBER 16, 2023

HubSpot is a company that has partnerships in its DNA, so I sat on the edge of my seat waiting for Yamini to discuss how AI and the ecosystem can work together to truly surround the customer, to build those unbreakable connections that not only help acquire more customers but keep and grow them. Always start with the CUSTOMER! I was hooked.

CRM 76

CRM B2B Decision-making Business Growth 76

Red Star Kim

JULY 25, 2023

My coaching work focuses on promoting change amongst high performers. Sometimes I find a book for non-mental health professionals that I can recommend to counselling clients to support the work we do together in therapy. But we are able to influence mood. Work that mental muscle.

Decision-making 246

Decision-making Emotional Intelligence Management Construction 246

Red Star Kim

OCTOBER 17, 2022

Then the six principles of persuasion from Cialdini’s “ Influence: The psychology of persuasion”. There’s a short video at the start of this explainer article: Influence – Cialdini’s six principles of the psychology of persuasion (kimtasso.com). Book review – Persuasion: The art of influencing people by James Borg (kimtasso.com).

Remote Working 130

Remote Working Communication Internet Decision-making 130

Account Manager Tips

AUGUST 14, 2022

Because the job is so varied and involves many different tasks, you need a lot of skills to do it well: Strategic thinking Influencing Business management Leadership Teamwork Change management Innovation and creativity Solution design and positioning Relationship building Sales Project management Phew! Instead, they manage by influence.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Account Manager Tips

AUGUST 4, 2022

For most sales leaders, their approach is borne from experiences working for and around other sales leaders. Clash of the Generations: Managing the New Workplace Reality The Introvert’s Edge to Networking: Work the Room. Most importantly, how I teach this is what makes the transformation of your confidence permanent. No framework.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

MDI Training

NOVEMBER 14, 2023

An AI co-trainer represents artificial intelligence (AI) that works together with human trainers to optimize the learning experience and learning success. How has the use of the AI Co-Trainer influenced your leadership development training? What exactly is and does an AI Co-Trainer? And I also regularly include AICo in the training.

Leadership 105

Leadership Artificial Intelligence Digital Transformation Digitalization 105

Sales Readiness Group

NOVEMBER 27, 2023

While it’s true that procurement generally wields a tremendous amount of influence, it’s also true that it’s possible to learn how to work with them effectively. To sales professionals, procurement teams often seem like an insurmountable hurdle on the path to winning sales.

Procurement 62

Procurement Sales 62

Hubspot Sales

APRIL 2, 2021

Some are influencers that speak to the decision-makers and convince them to go in either direction, while others hold the final say on decisions. In this post, we’ll explain how to identify sales leads you may be in conversation with, and give insight from expert sales leaders on how to sell to decision-makers and influencers.

Stakeholders 110

Stakeholders Decision-making Sales B2B 110

PartnerTap

JANUARY 17, 2024

Sales reps have less influence over buyers The modern business buyer has completely changed how they shortlist, evaluate, and buy products and services for their companies. Wait until they’re ‘qualified’ to talk with a product specialist to really evaluate whether a solution could work for them.

Procurement 59

Procurement Suppliers Sales B2B 59

Sales Gravy

MARCH 7, 2023

On this fun episode of the Sales Gravy Podcast, Jeb Blount is joined by the incredible social media influencer and successful real estate agent, Alexander Zakharin. He emigrated to the United States in 2017 with a dream to live and work in the greatest city in the world. Alexander's story is inspirational.

Media 96

Media Marketing Sales 96

The Center for Sales Strategy

SEPTEMBER 20, 2023

The more you develop yourself as a leader, the greater influence you have on keeping the team you built in place. When you have effective leadership practices in place, you can create an environment that fosters a positive work environment, building strong relationships and helping to develop a customer-minded approach.

Leadership 80

Leadership Sales Organization 80

Strategic Communications

JANUARY 12, 2024

It provides an authentic and trustworthy perspective on a brand or product, resonating with potential customers and positively influencing their perception. When your audience sees people just like them using a product, it feels more relatable and helps influence them to purchase. UGC and Brand Loyalty UGC also fosters brand loyalty.

Digitalization 59

Digitalization Advertising B2B Publishing 59

Revenue Storm

MARCH 23, 2023

Discipline is the hard work of overcoming current habits, and those have a tight grip. Use their real work, not exercises in the training. They will have to return to the technology to continue their real work after training so now technology use is already “on the job.” The competency is leading sales technology adoption.

Sales Technology 78

Sales Technology Sales Leadership Sales Leadership 78

Hubspot Sales

DECEMBER 6, 2022

Here, you'll learn how to successfully work with your business ecosystem at every stage of the sales process — from prospecting to customer onboarding. Ask partners to influence your deals. Before you try to get help from your ecosystem, you need to understand how ecosystems work. But what is a business ecosystem?

Onboarding 99

Onboarding Decision-making Organization CRM 99

Sales Gravy

JULY 28, 2023

Emotional resilience is essential in sales, and it involves understanding and managing your own emotions to influence the emotions of others. Can we talk about something other than work? Field-based salespeople, who may not work in an office, often need to motivate themselves and have an inner drive to sell to their clients.

Emotional Intelligence 86

Emotional Intelligence Construction Decision-making Management 86

Hubspot Sales

NOVEMBER 14, 2023

This is largely influenced by the changing expectations of buyers, which have seen considerable shifts in the past few years. Pascal Weinberger, CEO of Bardeen.ai , believes AI is helping sales teams work smarter, not harder. Sales professionals need to become influencers — kind of. and more about how we'll sell them.

Energy and Utilities 91

Energy and Utilities Media Sales Publishing 91

Hubspot Sales

MARCH 9, 2021

Tune in for tangible business advice to help you grow and scale your businesses while working full-time. Are you building a business while working full-time? Weird Work. HubSpot’s Weird Work podcast is dedicated to those who looked beyond the 9 to 5 to create alternative careers. Online Marketing Made Easy.

Investors 129

Investors Internet Finance Publishing 129

Strategic Communications

OCTOBER 3, 2023

The top three areas of increasing investment, according to Gartner’s research, are social media advertising (53 percent are increasing investment), digital video advertising (51 percent are increasing investment), and influencer marketing (48 percent are increasing investment), according to Gartner. Yes, there’s that “AI” word again.

Marketing 80

Marketing Advertising Co-Creation Digitalization 80