ProlifIQ

DECEMBER 18, 2024

Leveraging AI In Pre-Sales and Post-Sales Processes Account research has historically been cumbersome, taking hours to find the different details you need to make a strong pitch to your target accounts. By staying ahead of these signals, account managers can proactively address concerns and strengthen the relationship.

Account Planning 52

Account Planning Management Value Proposition Account Management 52

Mike Kunkle

OCTOBER 8, 2023

In this article, I’ll explore how these components intersect and show how their integration can transform your business. In this article, I’ll share my perspectives and provide a framework. Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Others may find that the M&BD team is responsible for research.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Mike Kunkle

APRIL 8, 2023

And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. It’s entirely possible. Here’s what I mean.

B2B 243

B2B Sales Decision-making Stakeholders 243

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. click the image to see a larger version] This makes sense, right?

B2B 231

B2B Sales Decision-making Negotiation 231

Red Star Kim

JULY 7, 2023

At this week’s change management for professional practices workshop, I welcomed delegates from legal, accountancy and property firms. Their roles included managing partner, head of HR, operations manager, lawyer and property management team leader. This led to discussions about performance management.

Management 130

Management Emotional Intelligence e-Learning Leadership 130

Red Star Kim

MAY 11, 2023

This post reviews the core material covered in Managing Brands Chartered Institute of Marketing (CIM) professional qualification (Level 6 elective New CIM professional marketing qualifications – 2020 (kimtasso.com) ) and the Cambridge Marketing College’s Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com).

Management 130

Management Co-Creation Publishing Leadership 130

MDI Training

AUGUST 27, 2024

Navigating the Ethical Challenges of Algorithmic Decision-Making You prefer to listen to this article? In that case, it may perform poorly for others, leading to unfair decisions in areas like hiring, healthcare, and law enforcement. Is society ready for AI ethical decision-making? link] Arora, A.,

Decision-making 52

Decision-making Digital Transformation Artificial Intelligence Leadership 52

MDI Training

AUGUST 27, 2024

Navigating the Ethical Challenges of Algorithmic Decision-Making You prefer to listen to this article? In that case, it may perform poorly for others, leading to unfair decisions in areas like hiring, healthcare, and law enforcement. Is society ready for AI ethical decision-making? link] Arora, A.,

Decision-making 52

Decision-making Digital Transformation Artificial Intelligence Leadership 52

Account Manager Tips

JULY 22, 2022

25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Key account management is a role that requires both sales skills and strategic thinking.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Red Star Kim

OCTOBER 16, 2023

This article is a summary of the conversation and key takeaways from a workshop in London for MBL. Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management.

Management 130

Management Onboarding Emotional Intelligence Communication 130

Help Scout

AUGUST 12, 2021

This article will help you decide on a process for managing social media customer service that best fits your particular business goals, your budget, your team’s resources, and your customers’ experiences. Social tools often restrict how many characters can be posted and what tools you have for managing and replying.

Media 145

Media Management Customer Experience Prioritization 145

Mike Kunkle

AUGUST 30, 2023

They must show that they can make an impact with enablement and move the needle on the metrics that matter most. Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. At the same time, a unique set of challenges complicates this mission.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Hubspot Sales

JANUARY 11, 2021

If you're looking for another article about why your sales team should only hire ESFJs, you've come to the wrong place. While it's true that not everyone is a perfect fit for the sales profession, most people just need the right motivation and management to thrive. All of these factors combined make ESFJs successful in sales roles.

Management 138

Management Decision-making Sales Management Publishing 138

Red Star Kim

MARCH 4, 2024

Many people have suffered at the hands of a line manager who wants to know in detail what is happening and to control everything. But there are potentially several reasons for this behaviour – some to do with your manager, and some to do with you. So what do you do when your boss is a micro-managing control freak?

Management 147

Management Communication Leadership Digitalization 147

Red Star Kim

JANUARY 28, 2024

Last week I was excited to lead an MBL session on “Tackling Change Management – A Workshop for Professional Firms”. Leadership, emotional intelligence and teams in change management. Leadership and change The role of leadership and leaders in change management provoked much energetic discussion.

Emotional Intelligence 130

Emotional Intelligence Leadership Management Facilitation 130

Mike Kunkle

AUGUST 8, 2023

This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Use data to drive informed decisions, optimize sales processes, and identify untapped market opportunities. So can the absence of purposeful change leadership and management.

Sales 221

Sales Prioritization Innovation Sales Training 221

Account Manager Tips

NOVEMBER 29, 2022

What are your options when you're a key account manager and ready for your next move? Life after key account management How to prepare for your next career move 1. Life after key account management What are your options when you're a key account manager and ready for your next move? Global account manager.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

Hubspot Sales

JULY 22, 2024

Well, reader who conveniently thinks of the questions I need to answer in this article, you‘re in luck! People are more receptive to warm, authentic communication, so make sure you’re able to convey your warmness and authenticity (within reason). They’re typically structured around some sort of value add and personal appeal.

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

Help Scout

APRIL 27, 2021

Understanding and managing the power of the queue is critical to a sustainable customer service organization. You might well ask, “Why do we need a whole article about dealing with a list of questions?” Why “manage the support queue” at all? 14 ways to manage your support queue. The art of the support queue.

Management 119

Management Prioritization Decision-making Organization 119

Hubspot Sales

JULY 22, 2024

Why would you need a script for making a cold call? Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Rep: Are you the decision-maker? Consider this. You have your list of names and phone numbers. What is a cold call?

Value Proposition 111

Value Proposition Decision-making Software Software 111

Upland

JUNE 30, 2023

In this article, we will explore how the integration of NLP AI and enterprise sales methodology is set to reshape the future of enterprise sales. Personalized Customer Experiences Modern enterprise sales methodology thrives on data-driven decision-making.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Apptivo

JANUARY 23, 2023

Make it semantically friendly 6. Hence, evolved the knowledge management system as a key component of the Help Desk software. Centralize your knowledge The very purpose of a knowledge management system is to ensure transparency across the organization. and make it their responsibility to keep that information updated.

Management 102

Management Decision-making Organization Innovation 102

Account Manager Tips

SEPTEMBER 28, 2022

Instead of supporting internal team decisions, you champion your client's cause. Speaking of books, if you struggle to get through a chapter before your mind wanders (guilty as charged) - this article has 14 practical ways to get back into the habit of reading. You step out of line. When something goes wrong, your client calls you.

Key Account Management 130

Key Account Management Account Management Management Publishing 130

Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. Some hiring managers move fast and you may not have the time to do your plan justice if you haven't at least got a draft completed. The rest of this article will explain how, so read on. Or will you make a clean break?

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Your skill as a manager is only as good as your foundation.

Sales Management 116

Sales Management Management Energy and Utilities Emotional Intelligence 116

Upland

AUGUST 29, 2023

Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision. For any company to make the most out of its products, it is important to understand and grasp the essence of buying intent.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

MDI Training

MARCH 25, 2025

MDI’s Leadership Lab: Unlocking the Future of Leadership Training Would you like to listen to this article? AI complements these approaches by enhancing personalization, enabling real-time feedback, and increasing scalability, making leadership development even more effective and accessible.

Leadership 52

Leadership Digital Transformation Artificial Intelligence Co-Creation 52

Red Star Kim

NOVEMBER 9, 2023

And another that a command-and-control approach often leads to out-of-date strategy and out-of-touch leaders (See Book review: The Management Shift by Vlatka Hlupic (kimtasso.com). What are senior managers scared of? What is the informal decision-making process? Strategy is a stream of decisions and actions”.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Hubspot Sales

NOVEMBER 15, 2024

The best responses made it into this article. To create this article, I interviewed 23 professionals and analyzed their responses to understand common use cases for AI’s role in demand forecasting. Data-driven decision making. Data allows businesses to make decisions that have the best chance of succeeding.

Decision-making 52

Decision-making CRM Marketing Sales 52

Red Star Kim

FEBRUARY 28, 2023

This post summarises some of the key themes emerging from the recent online MBL “How to manage and grow your private client practice” full day session . Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI. Some felt that Covid had “let the cat out of the bag” with regards to flexible working.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Red Star Kim

APRIL 24, 2023

However, there can be concerns about the environment for taking and making telephone calls – with concerns about “Can you be overhead?”. Telephones in the client journey and client experience mapping Firms often have processes, procedures and protocols for managing telephone calls – both inbound and outbound. M&A transactions).

Emotional Intelligence 26

Emotional Intelligence Financial Services Decision-making Digitalization 26

QYMATIX

NOVEMBER 18, 2024

Every company is made up of countless logical decisions. And these decisions are rational, aren’t they? Every successful managing director or sales manager of a component manufacturer or specialized wholesaler should know how valuable their customers are. But who cares about that?

Profitability 52

Profitability Decision-making Manufacturing Software 52

Apptivo

FEBRUARY 20, 2023

ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. However, inbound sales teams need a well-defined lead management system and the right tools to get the most value out of those leads.

Management 103

Management Sales Software Software 103

Hubspot Sales

SEPTEMBER 17, 2024

In this article, I’ll define AI sales coaching, talk through its benefits and challenges, and share some examples of AI sales coaching in-action. For example, let’s say you’re a sales rep for a startup company and your manager has requested for you to start looking into projections for Q3. Every rose has its thorn.

e-Learning 59

e-Learning Sales Decision-making Healthcare 59

Red Star Kim

OCTOBER 10, 2023

When your employees want to learn a new skill, they typically don’t Google it or refer to your learning management system (LMS) first; 55% of them ask a colleague. Other advice in the article includes offering micro courses. However, skills-based talent management and learning analytics have been trending upward. last year.

Artificial Intelligence 130

Artificial Intelligence Emotional Intelligence Decision-making Digitalization 130

Upland

AUGUST 30, 2023

It represents the culmination of their journey, where they have progressed through the earlier stages and are now highly engaged and ready to make a purchase. At every stage of this journey, marketers employ targeted strategies to guide potential customers toward making a purchase decision. What Is The Marketing Funnel?

Decision-making 195

Decision-making Software Software Retail 195