Hubspot Sales

MAY 5, 2020

It’s important to enter each sales meeting with a learning goal in mind. So, before you go into your next meeting, decide what key points you want to hit on and then stay focused on them. Finally, seek feedback through a customer survey, questionnaire, post-meeting debrief, or another format. Establish a learning goal.

Publishing 115

Publishing Decision-making Meetings Sales 115

Red Star Kim

FEBRUARY 22, 2024

Ask a series of focused, open-ended questions that encourage reflection (Clark & Egan, 2015). For notes on reflection: Marketing Continuing Professional Development (CPD) (kimtasso.com) You may or may not have a specific goal in mind when you ask questions. – Kim Tasso March 2010 How do you close a sale?

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Red Star Kim

FEBRUARY 6, 2023

So it was with great pleasure to meet him recently with his business partner and Vuture Co-Founder, Paul McAsey – to learn about his new system which tackles a challenge that just about every professional service firm experiences – that of clean data. .”

Marketing 26

Marketing Artificial Intelligence CRM Digitalization 26

Red Star Kim

JUNE 15, 2023

no-data-entry CRM; relationship intelligence (ERM); revenue operations system; automatic capture of emails, meetings and referrals). Some firms provide templates of different types of KAM meeting types. (profit, growth and core legal services) How can Nexl help law firms execute their Strategic Account initiatives? (no-data-entry

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

JUNE 27, 2023

25% No budget for research/external agencies 19% Lack of resources in marketing/BD 19% Lack of fee-earner buy-in/engagement 13% Perception of marketing/BD 6% Insufficient data and information 6% Everyone prefers to do their own thing 6% Fee-earners won’t work together/stick at things 6% Other (Fee-earners take control of the process and don’t always (..)

Leadership 130

Leadership Management Stakeholders Communication 130

Hubspot Sales

MARCH 10, 2020

As recently as 2015, a sales pipeline was a rudimentary look at your ability to meet or exceed your quota on an aggregate basis. Meeting scheduled — typically referred to a scheduled introductory meeting where a salesperson would qualify the prospect and determine if they were worth pursuing.

B2B 134

B2B Negotiation CRM Decision-making 134

PartnerTap

JANUARY 26, 2022

Salespeople were no longer moving around the country and going to face-to-face meetings. On a cold, Seattle day back in 2015, Cassandra Gholston tapped her friend and colleague, Autum Grimm, on the shoulder and told her she wanted to show her something. There was a pattern to these ineffectual partner meetings.

Computers and Electronics 97

Computers and Electronics Meetings Virtual Selling Remote Working 97

Hubspot Sales

JULY 2, 2019

According to Docurated's State of Sales Productivity 2015 study, salespeople spend 31% of their time hunting for or creating content. More importantly, make sure your CRM will unenroll prospects from the sequence when they reply or book a meeting so you're not sending canned email to contacts that have already responded -- never a good look.

CRM 109

CRM Decision-making Software Software 109

Red Star Kim

FEBRUARY 12, 2024

Meet their needs. Or to experiment with the use of metaphors or tone of voice Experiment with structure – We explored different approaches to structure to differentiate your writing and bring your message to life Drafting – When you write Keep the audience in mind – Use empathy. Remember their interests. Provide something of value.

Media 130

Media Financial Services Advertising Decision-making 130

Hubspot Sales

JANUARY 3, 2018

According to Docurated’s State of Sales Productivity 2015 , salespeople spend roughly one-third of their day creating content. Your salespeople are already using email templates and sequences, calling and voicemail scripts, meeting agendas and presentation decks, customizable questions, and so on.

Sales 145

Sales Value Proposition CRM Meetings 145

ClearPoint Strategy

DECEMBER 10, 2021

This shift in thinking came about in 2015 after city administrators read the book, “We Don’t Make Widgets: Overcoming the Myths that Keep Government from Radically Improving.” Origin Bank established three meetings, each with a distinct purpose, to be held each quarter.

Organization 98

Organization Computers and Electronics Banking Government 98

Hubspot Sales

DECEMBER 19, 2019

When reps meet their quota, they want managers to know. Before implementing a CRM, it’s difficult for managers to know if reps are on track to meet quota. That can be the difference between you consistently meeting your sales goals and you undermining your growth potential. More accurate quota tracking.

CRM 122

CRM Sales Software Software 122

Red Star Kim

OCTOBER 3, 2022

Qualification processes varied significantly – from structured assessment during enquiry handling through detailed discovery telephone calls to time intensive in person scoping meetings. Many who attend client meetings or presentations have no debrief process. This limited their ability to contribute and make an impact.

Meetings 130

Meetings Communication Decision-making Marketing 130

Hubspot Sales

FEBRUARY 15, 2018

Since the pair founded Away in 2015, it’s raised $31 million and sold more than 100,000 suitcases. Bloch ended up meeting a key player from L’Oreal at that company’s event honoring women in the digital world. Stephanie's Instagram. Stephanie's Twitter. Jen's Instagram. Jen's Twitter. Tyler Haney. Demand definitely outstrips supply.

Investors 111

Investors Retail Stakeholders Profitability 111

Hubspot Sales

NOVEMBER 9, 2020

That means if reps are going to close the deals they need to meet quota, they need to engage and win over necessary stakeholders long before they hope to close. Editor's note: This post was originally published in July 2015 and has been updated for comprehensiveness and freshness.

Decision-making 144

Decision-making Sales Stakeholders B2C 144

Hubspot Sales

MARCH 23, 2018

Never start your sales calls or meetings by talking about bad weather, traffic, or being busy. When I get on sales calls that I’ve set up from meeting requests, I always like to articulate clear agendas and ask the prospects if that's okay with them. How does this help you? Always begin with a positive comment or anecdote.

Decision-making 145

Decision-making Sales Artificial Intelligence Value Proposition 145

Red Star Kim

MARCH 1, 2024

Whilst we know that fee-earners need to act in a timely way to meet deadlines, they may be under extreme pressure to respond to client demands, meet regulatory time limits, cover for absent colleagues, recruit and train fee-earners and tackle all manner of other management responsibilities. We must be realistic about time constraints.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

SEPTEMBER 26, 2022

During the session, delegates indicated their interest in a variety of topics including fundamentals such as the difference between selling and marketing, the business development process and the need for marketing to focus on meeting client needs. Six insights from marketing and business development assistants (kimtasso.com) November 2019.

Digitalization 147

Digitalization Media Marketing Communication 147

Red Star Kim

DECEMBER 2, 2022

Minimise meetings – Find alternative ways to communicate and/or ensure meetings are kept short by producing papers in advance and showing what decisions are required in meetings. Concierge – Available 24/7 to meet all of your needs. seven building blocks of a proactive marketing executive (kimtasso.com) October 2015.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

FEBRUARY 15, 2024

8% Achieving consensus/buy in 8% Managing disagreement between partners/teams 25% Dealing with fixed views 17% Managing involvement from other functions 8% Being confident of the outcome/results 17% Justifying the investment 17% Discussing implementation and evaluation criteria Related coaching and consulting posts Learning & Development Update: (..)

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Hubspot Sales

FEBRUARY 12, 2018

In 2015, Pao sued a powerhouse Silicon Valley venture capital firm for workplace discrimination and retaliation. The Captain Class’ meets that rare standard.”. It has lots of truths that one may not even realize are all around them influencing their daily lives.”. Reset: My Fight for Inclusion and Lasting Change ” by Ellen Pao.

Decision-making 145

Decision-making Innovation Investors Marketing 145

Red Star Kim

NOVEMBER 18, 2022

Several people had stayed in London overnight, having been to the PM Regional Committees meeting the day before. Leor rounded the day off by sharing his three takeaways: Thinking about the five chips approach to speaking in meetings to promote listening; using EVP to align strategy, the brand and M&BD; and strategy needs follow through.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Zendesk

AUGUST 26, 2021

In 2015, when McKinsey started its annual survey on women in the workforce , the numbers said it would take 100 years to reach equity. You get to the office, go to your first meeting, you’re the only black woman at that meeting. Imagine what it’s like to be a black woman who shows up to work.

Leadership 98

Leadership Negotiation Meetings Organization 98

Hubspot Sales

OCTOBER 28, 2020

The data says: 80% of sales require five follow-up phone calls after the meeting, according to The Marketing Donut. Editor's note: This post was originally published in October 2015 and has been updated for comprehensiveness. In the likely event we don’t hear back from a prospect immediately, the key is to send a follow up note.

Sales 104

Sales Decision-making Publishing Marketing 104

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

Corporate Visions

NOVEMBER 7, 2019

In 2015, an average of 5.4 In the study, executives were far less likely to take a sales meeting when approached with a known business initiative, compared to a disruptive sales message that de-stabilized their current approach. Here’s why. Over the last decade, the B2B buying process has only become more complex.

Sales 100

Sales Decision-making B2B Marketing 100

Vantage Partners

JUNE 4, 2021

Customer response: Initial customer response and/or sales do not meet the expectations of one or both companies, and the partners disagree about how to proceed. Sales and marketing e.g., prospecting, sales meetings, contracting, POCs / customer validation, Sales team education & training. Description]. [X% X% of value].

Manufacturing 83

Manufacturing Negotiation Marketing Onboarding 83

Red Star Kim

AUGUST 1, 2023

Have empathy – Most fee-earners are really stretched to meet their targets, serve their clients and manage their teams. At their regular team meetings. One delegate said that at every monthly meeting they present an analysis of the main activities, content themes and news coverage by their main competitors.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Hubspot Sales

MAY 25, 2023

In 2015, it became part of LinkedIn’s Sales Navigator, a subscription-based feature. A 51% higher chance of meeting their quota. Now, the feature has become available to anyone with a LinkedIn account. 78% more sales results than their counterparts who aren’t active on social media.

Decision-making 111

Decision-making Publishing Media Leadership 111

Zendesk

JANUARY 24, 2022

Ability to adjust tactics at a moment’s notice to meet client demands. Turned 8+ daily cold calls into warm leads; organized meetings with AE team. Averaged a 175% quota achievement for FY 2015. Constantly adapted sales strategy to meet client needs, leading to a 34% win rate. August 2015 – June 2018.

Sales 98

Sales Acquisition Sales Management Leadership 98

Hubspot Sales

FEBRUARY 2, 2022

Clearly defining the limits on price discounts, freebies, or other add-ons before you meet with your prospect will ensure you come to a mutually beneficial agreement. That can lead to you coming to a conversation with a discounted price quoted in a previous meeting — making you negotiate uphill for the remaining conversations.

Negotiation 105

Negotiation Decision-making Banking Construction 105

Red Star Kim

APRIL 24, 2023

In 2015 Accountants’ phone manner leaves callers cold – Accountancy Age a survey found that less than a quarter (22%) of 1,000 British consumers are happy with the way accountancy firms handle their phone calls – amongst the lowest scoring industries marginally above printers and care dealers.

Emotional Intelligence 26

Emotional Intelligence Financial Services Decision-making Digitalization 26

Red Star Kim

MARCH 24, 2023

M&BD Assistant time use The delegates indicated that most of their time was spent : 53% Tactical marketing/Communications 18% Client and referrer relationship management 12% Strategic marketing 12% All aspects And broke this down further when asked where most of their time was invested: 38% Supporting M&BD Executives and Managers 25% Drafting (..)

Marketing 130

Marketing Digitalization Communication Media 130

Red Star Kim

JANUARY 5, 2023

100% Connecting after meeting. referrer management in professional service firms (kimtasso.com) December 2015 (When you can’t reciprocate). Most effective relationship building activities during Covid? 25% Emails and newsletters. 25% Telephone calls. Use of social media in referrer relationship management?

Management 130

Management Media Key Account Management Communication 130

Red Star Kim

DECEMBER 9, 2022

Man Bites Dog invented the first-of-its-kind Sustainable Cities Index in 2015: a pioneering thought-leadership campaign that propelled the specialist topic of urban sustainability onto the mainstream news and business agenda. The firm’s marketing is based primarily on news coverage, events and meetings based on its survey results.

Leadership 26

Leadership Marketing Future of Work Profitability 26

Red Star Kim

DECEMBER 5, 2023

There were comments that it was unusual for people to be in the office so face time and in person meetings – where it is easier to develop rapport, trust and solid working relationships – were rare. Finding ways to meet with people in real time (such as at social events) can help. Make myself more visible in meeting with fee earners.

CRM 100

CRM Marketing Interpersonal Skills Client Relationships 100

Mercuri International

SEPTEMBER 30, 2022

There is also another option, namely, to hire new resources that immediately meet the required needs – but it’s not as easy as it seems. World Economic Forum, Change in demand for key job skills, 2015-2020, all industries. Training and coaching programs are undoubtedly the best bridges to overcome these gaps once and for all.

Interpersonal Skills 52

Interpersonal Skills Negotiation e-Learning Digitalization 52