Brooks Group

FEBRUARY 10, 2025

Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. Theres a greater need for consensus-building and for value propositions that speak to a wider range of roles. Heres a breakdown of a typical B2B buying committee and communication strategies.

B2B 88

B2B Emotional Intelligence Value Proposition Stakeholders 88

Red Star Kim

SEPTEMBER 8, 2023

We communicate differently with procurement professionals than other decision-makers and users of professional services. To keep things balanced, Ronald J Baker (US accountant) wrote “Implementing value pricing – a radical model for professional firms” in 2010. Often, pricing becomes the focus of these negotiations.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

Red Star Kim

JANUARY 22, 2024

They are organised into sections: The seller mind shift To see To think: Synthesising your sell To think: Communicating your sell To improve Closing the sale Selling skills The author considers the difference between using our innate natural selling skills compared to learned techniques. How it is better than competitors?

Value Proposition 100

Value Proposition Emotional Intelligence Sales e-Learning 100

Red Star Kim

FEBRUARY 21, 2024

Two big guns of communication – face-time and reframing (kimtasso.com) Redefining and reframing a problem is often a step in problem-solving methods. These questions address the components of a value proposition (valuable, differentiated and substantiated). – Kim Tasso March 2010 How do you close a sale?

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Red Star Kim

NOVEMBER 1, 2023

Digital environment – Where people buy people, the challenge of forging strong personal relationships becomes more acute when most communications are managed through digital channels. A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Hubspot Sales

FEBRUARY 7, 2018

Since 2010, the number of businesses bringing on board SDRs with less than one year of experience has increased four times. The typical SDR role requires excellent written and verbal communication skills. You'll likely report to the VP of Sales, and communicate executive directives to the rest of the sales organization.

Account Management 145

Account Management Sales Interpersonal Skills Sales Management 145

Red Star Kim

NOVEMBER 13, 2023

We talked about the importance of employer brands too ( Employer Value Proposition – EVP – at DAC Beachcroft is described in this post PM Conference Report 2022: Strategy implementation (kimtasso.com) ). EQ covers a lot of the important abilities people need to support good communications and relationships.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147