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. How can I help to make this better for us?” “How Why act now?

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Red Star Kim

SEPTEMBER 8, 2023

Often, pricing becomes the focus of these negotiations. Former partner of Eversheds law firm, Kevin Doolan wrote “Mastering services pricing” in 2015. To keep things balanced, Ronald J Baker (US accountant) wrote “Implementing value pricing – a radical model for professional firms” in 2010.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

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

JANUARY 3, 2018

A sales playbook is a document outlining your sales process; buyer personas; call scripts and agendas; sample emails; discovery, qualification, demo, and negotiation questions; proposal guidelines; and/or competitive intelligence guidelines. What is a sales playbook? Second, a playbook frees up time for selling.

Sales 145

Sales Value Proposition CRM Meetings 145

Zendesk

JANUARY 24, 2022

And your sales resume is your value proposition—it has to be convincing if you want to keep moving through the “funnel” to reach the end and get hired. Excellent selling, communication, and negotiation skills. Averaged a 175% quota achievement for FY 2015. August 2015 – June 2018. Coaching and mentoring.

Sales 98

Sales Acquisition Sales Management Leadership 98