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. The buyers journey has become a complex negotiation requiring diplomacy, deep understanding, and the ability to build cross-functional consensus.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

Red Star Kim

FEBRUARY 22, 2024

It’s helpful in conversations, critical thinking and negotiation. It is defined as using questions to “clarify meaning, elicit emotion and consequences, as well as to gradually create insight or explore alternative action” (James, Morse, & Howarth, 2010). – Kim Tasso March 2010 How do you close a sale?

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Red Star Kim

FEBRUARY 21, 2024

See the section below on negotiation. Questions in persuasion and negotiation – Influencing Questions play an important role in persuasion and negotiation too. Some negotiators suggest you avoid using “ Why” questions as it can imply criticism. – Kim Tasso March 2010 How do you close a sale?

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Hubspot Sales

NOVEMBER 7, 2017

We talked in 2010?”. Negotiating. I recommend toning it down during the negotiation process. Even if I began a negotiation by fistbumping my prospect, I probably wouldn’t crack too many jokes while we discussed the terms. When they moved from educational mode to consideration stage. Do you remember me?”. “We

Negotiation 111

Negotiation Media Decision-making Acquisition 111

Red Star Kim

SEPTEMBER 8, 2023

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

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

Red Star Kim

NOVEMBER 1, 2023

For example: Core selling skills: Communication (verbal and non-verbal) Confidence Emotional intelligence (especially empathy) Listening Needs analysis Problem-solving Questioning Relationship building (rapport, trust) Related selling skills: Adaptation/Flexibility Analytical Assertiveness Collaboration Commerciality Conversation Curiosity Integrity (..)

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 Bridge Group also found average SDR compensation (base plus commission) is $72,100. How to know if this job is right for you: This position is a great entry point to sales. AEs are held to quotas.

Account Management 145

Account Management Sales Interpersonal Skills Sales Management 145