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. 77% of B2B buyers report their last purchase was complex, involving multiple stakeholders.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

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

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. Differential pricing is rarely discussed in professional services although it is often implicit in key account management.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

Red Star Kim

NOVEMBER 1, 2023

A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence. Whilst most digital marketing methods support lead generation, converting interest into a commitment to meetings requires preparation, skill and persistence.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

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

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