Brooks Group

FEBRUARY 10, 2025

Now, its like a packed corporate strategy meeting where every department sends a representativeeach with an opinion and veto power. Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. The implications for sellers are significant.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

Hubspot Sales

FEBRUARY 4, 2020

However, what worked to build new companies in the 2010’s isn’t necessarily the best course of action in 2020 and beyond. A well thought-out business model canvas should include the following elements: Value proposition — The main concept or objective of your business. Scaling a company doesn’t have to be a destructive process.

Value Proposition 118

Value Proposition Suppliers Innovation Business Planning 118

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. 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

Red Star Kim

SEPTEMBER 8, 2023

The crux of marketing is to anticipate (and meet) client needs whilst maximising profit. To keep things balanced, Ronald J Baker (US accountant) wrote “Implementing value pricing – a radical model for professional firms” in 2010. And the strategic need to align marketing objectives to a firm’s strategic intent.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

Red Star Kim

FEBRUARY 21, 2024

When we meet someone, we show interest in them and learn about them (to build empathy and see the world through their eyes An introduction to emotional intelligence (EQ) and empathy (Video) (kimtasso.com) ) by asking questions. Questions are important when we meet someone new. For example, when we first meet at a networking event.

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Red Star Kim

JANUARY 22, 2024

Some of these reflect Cialdini’s keys of persuasion and influence Influence – Cialdini’s six principles of the psychology of persuasion (kimtasso.com) Sales meeting guidance She advocates that the start of each meeting is for knowledge collection mode – asking lots of simple questions (What and Why). How it is better than competitors?

Value Proposition 100

Value Proposition Emotional Intelligence Sales e-Learning 100

Red Star Kim

FEBRUARY 8, 2024

And to evaluate the relative attractiveness of different segments Malcolm McDonald on value propositions – How to develop them (kimtasso.com) In professional service firm (PSF) marketing there is the challenge that we often span both B2B and B2C markets , across multiple sectors and for sometimes hundreds of service lines in different territories.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130