Red Star Kim

FEBRUARY 22, 2024

It’s helpful in conversations, critical thinking and negotiation. Long before I learned of the value of Socratic questioning in coaching and counselling, I remember an editor asking me to use Socratic questioning in some writing. Socratic questioning is a way to drive logical argument. So what is Socratic questioning? Questioning skills).

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Hubspot Sales

MAY 4, 2020

The Demand Gen Report 2019 Content Preferences Survey found 95% of respondents seek credible content from industry thought leaders — up from 62% in 2018. When asked about quality content, 65% of B2B buyers said informational, easy to consume content is an important factor in their buying decisions.

Media 144

Media B2B Decision-making Financial Services 144

Red Star Kim

DECEMBER 18, 2023

In practice, there is usually an iterative process where top-down and bottom-up strategies are negotiated and aligned. We talked about the helicopter approach to strategy – looking down on the big picture (rather than getting stuck in the detail) with an eye on the horizon. the bricks and mortar).

Marketing 130

Marketing Strategic Thinking Stakeholders Artificial Intelligence 130

Hubspot Sales

JULY 27, 2020

Mandela SH Dixon is a Silicon Valley startup veteran and educator who launched Founder Gym in 2018. Before co-founding Future for Us, Sage worked as a salary negotiation coach, and in prior roles helped thousands of women negotiate salary increases and promotions. Here is a list of female entrepreneurs you need to know.

Negotiation 124

Negotiation Innovation Media Digitalization 124

Mike Kunkle

NOVEMBER 30, 2018

[ NOTE: This post was originally published in late November of 2018. Excellent, high-value content: Negotiation skills (under-taught in most sales curricula today). I have updated it to reflect a few changes, including the company rebranding, my title, and some cool new solutions that we offer.].

Profitability 130

Profitability Publishing Manufacturing Negotiation 130

Jermaine Edwards

APRIL 3, 2020

According to Deloitte Global’s 2018 crisis management survey, “ Stronger, Fitter, Better: Crisis Management for the Resilient Enterprise ,” nearly 60% of respondents believe that organisations face more crises today than they did ten years ago, yet many may overestimate their capabilities to respond. It’s about the result, not status.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Hubspot Sales

FEBRUARY 21, 2018

From writing the perfect email subject line to negotiating a mutually beneficial deal, you’ll receive all the tips you need to meet or beat your quota -- or if you’re a manager, lead your sales team to success month after month. Must-read post: Always Be Closing Is Dead: How to Always Be Helping in 2018. Sales Solutions Blog.

Sales 145

Sales Sales Management B2B Leadership 145

Hubspot Sales

MAY 3, 2018

In 2018, trust is hard to build, easy to disrupt, and essential to helping prospects make a good decision. It wasn’t obvious until the purchasing agent who was assigned to negotiate the process asked about the services included. I’m a big believer in being completely transparent when there are small errors in the sales process.

Stakeholders 111

Stakeholders Onboarding Decision-making Negotiation 111

Hubspot Sales

MARCH 2, 2018

Good communicator ,” “ skilled negotiator ,” “ great at building rapport.” In Q1 of 2018, I closed X% of my demos, putting me in the top three of our sales department. ”. “ These are line items I’ve seen a hundred times on sales applications sliding across my desk -- and they don’t mean much. Made President’s Club. Always meet goals.

Sales 111

Sales Negotiation Meetings Communication 111

Help Scout

DECEMBER 26, 2018

The Art of Negotiation. Our VP of Finance, Shawna Fisher, delivered a talk at a company retreat about how negotiation is best understood not as a face-to-face confrontation, but as a side-by-side, problem-solving journey: “Negotiation is fundamentally about human interaction.

Negotiation 40

Negotiation Publishing Finance Leadership 40

Miller Heiman Group

NOVEMBER 5, 2018

CSO Insights’ 2018 Sales Talent Study confirms that most sales leaders (85 percent) do not believe their current sales teams will be able to universally make this shift to value engineers. This includes: Sales skills (surfacing explicit and implicit needs, social selling, negotiating, resolving concerns).

Organization 64

Organization Sales CRM Negotiation 64

Miller Heiman Group

FEBRUARY 21, 2019

In 2018, just 54 percent of all sellers met their sales quotas, according to CSO Insight’s 2018-2019 Sales Performance Study. Furthermore, only 16 percent of sales leaders say they are confident they have the talent needed to succeed into the future, according to CSO Insights’ 2018 Sales Talent Study.

Sales 62

Sales Global Accounts Finance Performance Review 62

Miller Heiman Group

NOVEMBER 5, 2019

And, for six years in a row, only slightly more than half of sales representatives—56% in 2019—met or exceeded their sales quotas, according to the 2018 CSO Insights Buyer Preferences Study. They Effectively Negotiate to Resolve Differences and Agree on a Mutually Beneficial Decision.

Negotiation 56

Negotiation Value Proposition Decision-making Customer Experience 56

SBI Growth

JULY 21, 2018

As part of your financial Strategic Objectives, you kicked off 2018 with a new Pricing Strategy to ensure your organization reaches their EBITDA goal. Fast forward to the present, H2 just finished and your Sales Leader is panicking. Top Line.

Organization 63

Organization Sales Finance Negotiation 63

QYMATIX

JUNE 4, 2024

The first measure you can take to increase ROS is to negotiate better purchasing and selling prices: buy cheaper and sell higher. Having a higher ROS than your competitors means not only that your company is selling more efficiently, it also builds on your strengths, for your company can invest extra resources on marketing and research.

Computers and Electronics 52

Computers and Electronics Manufacturing Supply Chain Profitability 52

Red Star Kim

DECEMBER 12, 2023

Amongst those attributes and skills we identified: Confidence – Requiring self-belief, qualifications, knowledge, experience and track record Personal brand – Knowing what you stand for, your values and managing how you are perceived and differentiated Communication – Empathy/emotional intelligence, conversation, presentation, persuasion and negotiation (..)

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Nutshell

AUGUST 1, 2019

I became a 2018 Forbes 30 Under 30 nominee in the social entrepreneurship category for taking a $300 billion event industry and creating philanthropic revenue. Josh Jenkins , Director of Business Development at Shapiro Negotiations Institute. It’s a lesson that helped me move up to the executive suite and start my own business.

Advertising 121

Advertising Retail Sales Negotiation 121

Miller Heiman Group

NOVEMBER 18, 2019

Yet it’s unclear customers feel that way—almost a third (32.2%) of respondents to the 2018 Buyer Preferences Study reported mixed feelings about their discussions with sellers. Tying the solution to value is a critical sales negotiation skill that sellers must master. Ask the Right Mix of Questions.

Negotiation 64

Negotiation Customer Experience Sales Meetings 64

Red Star Kim

MARCH 1, 2024

As well as switching from “tell” to “ask”, we explored various ideas including: Influence – Cialdini’s six principles of the psychology of persuasion (kimtasso.com) Power of three – Writing and presentation basics (Video) (kimtasso.com) Book review – Persuasion: The art of influencing people by James Borg (kimtasso.com) leader’s guide to (..)

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Hubspot Sales

JUNE 13, 2022

The Sandbox first existed as a video game when it came to life in 2018 but has since become one of the most popular metaverses. You need to be a compelling storyteller, have communication skills, understand your prospects and their needs, problem solve, negotiate, collaborate, etc. Image Source. The Sandbox. Image Source. Decentraland.

Sales 105

Sales Cybersecurity Investors Profitability 105

Sales Management Matters

AUGUST 2, 2019

A 2018 survey by Aberdeen of 342 B2B buyers revealed that 62% of survey participants said that vendors who identify a new way to solve an established problem are most valuable, and 66% said this would shorten the buying process. Research tells us that how a customer is sold to is critical for sales success.

Account Management 75

Account Management Negotiation Organization Sales Management 75

Hubspot Sales

JUNE 9, 2023

In 2018, Apple made history by becoming the world's first publicly traded company to achieve a market capitalization of $1 trillion. But as Kracov puts it, “The best salespeople enjoy talking to people, have grit, and don't let a ‘no’ stand in the way of a deal.” Find companies with great products and training programs.

Sales 124

Sales Insurance Decision-making Transportation 124

Hubspot Sales

NOVEMBER 9, 2018

over the past five years to draw in eight billion dollars of revenue in 2018. It will help you select a location, negotiate a lease, and help you acquire real estate and build. The pet boarding and grooming industry is growing -- it has grown 6.8% And the number of businesses in this industry has grown by 5.1% in the same timeframe.

Construction 85

Construction Retail Advertising Negotiation 85

PandaDoc

JULY 18, 2019

We’ve all been there, we’re down to the wire, it’s the 11th hour of the quarter and you and your rep are in sword fight negotiations with a prospect. Back in December of 2018, I noticed that there was a proposal created early on in the sales process, a nice big logo that would be great to have as a PandaDoc customer.

Onboarding 63

Onboarding Negotiation Decision-making Stakeholders 63

Miller Heiman Group

JULY 30, 2019

Now according to CSO Insights’ 2018 Buyer Preferences Study , sellers face an average of 6.4 In fact, 72% of manufacturing sales leaders say their greatest challenge in winning new business is identifying and gaining access to decision-makers, according to CSO Insights’ 2018-2019 Sales Performance Study. All this has changed.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Hubspot Sales

AUGUST 24, 2023

Data entry and administrative tasks took up so much time in 2018 that sales professionals could only spend one-third of their time making sales. Nailing Complex Problem-Solving and Negotiations When it comes to fancy-schmancy sales scenarios, humans have the upper hand. Generative AI is changing the game.

Artificial Intelligence 98

Artificial Intelligence Emotional Intelligence Negotiation Sales 98

Miller Heiman Group

JULY 8, 2019

The 2018 Sales Talent Study found that two-thirds of sales organizations rely solely on lagging indicators. This helps sales leaders narrow in on gaps like product knowledge or negotiation skills, create tailored learning paths and ensure that coaching opportunities are focused on a seller’s true weaknesses. Conclusion.

Sales Management 82

Sales Management Management Sales Sales Training 82

Red Star Kim

FEBRUARY 8, 2024

When MBD professionals ask fee-earners about their targets and ideal clients they are often met with generic answers that are not helpful such as: High net worths (HNW) A recent exercise I conducted revealed over 50 segments here: around 10 in the ultra-high net worth, a further 10 in demographic clusters and 10 in occupational groups (there’s an older (..)

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Zendesk

JANUARY 24, 2022

Excellent selling, communication, and negotiation skills. July 2018 – Present. August 2015 – June 2018. Coaching and mentoring. Ability to adjust tactics at a moment’s notice to meet client demands. An empathetic approach to customer service. Client acquisition and retention. Strong problem-solving skills.

Sales 98

Sales Acquisition Sales Management Leadership 98

PandaDoc

MAY 7, 2020

Due to the overwhelming success of our inaugural Real Estate Agent Income Guide in 2018, we're is back with an all-new guide stuffed with the latest income statistics from licensed real estate professionals across the United States. This can make for a hectic negotiation process. ” According to data from Real Estate Express.

e-Learning 52

e-Learning Negotiation Digitalization Management 52

Miller Heiman Group

JULY 18, 2019

The top 20% of salespeople typically account for more than 50% of an organization’s revenue, according to the CSO Insights 2018 Sales Talent Study. For example, you may determine that individuals (or whole teams) lack specific product knowledge or need a refresher on negotiation skills. Get Your Data Strategy Right.

Organization 55

Organization Sales Shareholders Sales Technology 55

QYMATIX

APRIL 20, 2021

2018 said Carlie J. Thus, pricing potentials per customer can be determined, which gives your sales team negotiating security in price negotiations. 2018): Gartner Says Self-Service Analytics and BI Users Will Produce More Analysis Than Data Scientists Will by 2019? That’s right. Further Read: Goram, M. Stamford, C.

Artificial Intelligence 52

Artificial Intelligence Software Software Negotiation 52

5600 Blue

MARCH 13, 2018

Senior executives know that, beyond mergers and acquisitions, a company’s growth is driven one deal at a time by the way salespeople sell and negotiate. billion every year(1) on sales and negotiation methodologies. Whitepaper 2007” (3) Axiom Consulting Partners, Winning Axiom #2 (4) CSO Insights Jan 11 2018 blog post.

Leadership 52

Leadership Shareholders e-Learning Negotiation 52

Miller Heiman Group

OCTOBER 7, 2019

One important way for sellers shape and grow deals is to help buyers identify and prioritize their needs, but now buyers often wait until they are ready to negotiate to engage them. Less than one-third of buyers find that one seller outshines the rest, according to the CSO Insights 2018 Buyer Preferences Study.

Finance 61

Finance Decision-making Negotiation B2B 61

Nutshell

JANUARY 14, 2020

One more thing to be aware of when you’re selling a SaaS product is that SaaS packages tend to be highly customizable in terms of features, which can further draw out the sales cycle as prospects negotiate which features they need for their business. We’ll dive deeper into factors that affect the SaaS sales cycle in a moment.). Free Trials.

Sales 127

Sales Software Software CRM 127

Miller Heiman Group

OCTOBER 28, 2019

In part, this is because their experience as consumers has raised the bar, according to the 2018 CSO Insights Buyer Preferences Study. Effectively negotiate for mutually-beneficial decisions. B2B buyers’ expectations of sellers have never been higher. Provide clients with insights and perspective.

Sales 49

Sales Decision-making Negotiation Sales Training 49

PandaDoc

APRIL 3, 2023

Negotiation play Negotiating with leads, answering questions, and overcoming objections are key parts of sales. Explain the best practices of the negotiation process and give actionable advice and examples on how to handle objections. Are they up to date, though? So start writing yours today!

Negotiation 52

Negotiation Sales Decision-making Communication 52