Red Star Kim

OCTOBER 24, 2022

On a more serious note, we considered the advice of Malcolm McDonald on categorising clients from his book Malcolm McDonald on value propositions – How to develop them (kimtasso.com). While none of the delegates’ firms were actively using personas to drive targeting, they all recognised their value.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Red Star Kim

NOVEMBER 1, 2023

Digital environment – Where people buy people, the challenge of forging strong personal relationships becomes more acute when most communications are managed through digital channels. A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Arpedio

FEBRUARY 22, 2024

Enter value selling – a strategic mindset and approach that focuses on articulating and delivering the unique value proposition of a product or service to potential customers. What is a Value Selling Framework?

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Red Star Kim

NOVEMBER 13, 2023

This American book talks you through the strategy development process for a fictious law firm become the firm of choice – strategy development (kimtasso.com) One delegate asked for business plan templates – and the post I just mentioned explains why templates are not always a good idea. 10 reasons why (kimtasso.com). kimtasso.com).

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Hubspot Sales

APRIL 16, 2019

Let's dive into some of the best tips and tools for finding when to meet and book meetings. Communicate value. What does the individual have to gain from booking a meeting with you? What does the individual have to gain from booking a meeting with you? Make sure the value of the meeting is clear.

Meetings 83

Meetings Value Proposition Prioritization CRM 83

Red Star Kim

OCTOBER 19, 2023

17% Really high 39% High 50% Average Do you think your personality is mostly: Adapting to dog, cat and bear personalities – Better business relationships (kimtasso.com) 25% Dog 63% Cat 13% Bear Are you clear on your message (value proposition) when taking/making calls?

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Arpedio

FEBRUARY 22, 2024

Book demo Understanding Consultative Selling Core Principles Shift from Transactional to Relationship-Oriented Selling Consultative selling marks a departure from the transactional mindset of merely closing deals. Book demo Conclusion Consultative selling stands as a beacon of differentiation in today’s sales landscape.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Arpedio

FEBRUARY 20, 2024

Key characteristics of cold calling include: Initiating Contact: The salesperson reaches out to prospects via phone calls, emails, or other communication channels, often without any prior interaction or relationship with the prospect. Book demo The post Cold Calling – What is it? appeared first on ARPEDIO.

Value Proposition 40

Value Proposition Decision-making Communication Sales 40

Hubspot Sales

FEBRUARY 20, 2019

In order to sell someone, you first have to get them to book a meeting with you. You probably didn't even get the chance to pull out your attention-grabbing statistic or perfectly phrased value proposition before the call ended. Listen for their interest level once you communicate the purpose of the meeting.

Value Proposition 144

Value Proposition Meetings Sales Leadership Communication 144

Hubspot Sales

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” Hone in on their pains and provide value. Push your value proposition.

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

Hubspot Sales

JUNE 26, 2018

People want to be told a story, to understand how your value proposition is going to mesh with their business and enhance it. Step 2: A value proposition. Summarize the value of your promise to deliver to prospects, and explain why they should buy from you. Communicate results customers will get.

Value Proposition 111

Value Proposition Sales Decision-making Communication 111

Arpedio

FEBRUARY 22, 2024

By staying ahead of the competition, sales professionals can carve out a distinct advantage and win over customers with compelling value propositions. Communicate Expectations: Clearly communicate performance expectations and metrics to your sales team.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Red Star Kim

DECEMBER 14, 2022

STAR for digital marketing Book review: Build your digital marketing strategy by Steve Brennan (kimtasso.com). Sectors and services matrix Malcolm McDonald on value propositions – How to develop them (kimtasso.com). Book review: Coaching skills: A handbook by Jenny Rogers (kimtasso.com). Harness Marketing Analytics.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Red Star Kim

JULY 11, 2022

Communication and education are required to manage expectations and promote enthusiasm and momentum. There are lots of articles on internal communications, buy-in and stakeholder engagement. For example: Internal communication – Why, how and what (kimtasso.com). Prioritise action. Prepare integrated campaigns.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Arpedio

FEBRUARY 26, 2024

Engagement Planning: Developing personalized engagement plans for each target account, including tailored messaging, value propositions, and communication channels. Regular meetings and shared goals can foster a culture of collaboration and mutual support, encouraging teams to work together towards common objectives.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Red Star Kim

JANUARY 22, 2024

A chance encounter with Helen Kensett at a recent conference reminded me about her 2016 sales book. I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. My books are listed here Publications by Kim Tasso.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Red Star Kim

JUNE 15, 2023

64% KAM/ABM processes for the firm 36% KAM/ABM processes for specific clients Where do you see your main KAM role at present?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Arpedio

APRIL 3, 2024

Value Proposition Development: In solution selling, it’s essential to articulate the value proposition of the proposed solution clearly. Sales professionals must communicate how their offerings can solve the customer’s problems, achieve their goals, and deliver measurable benefits.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Zendesk

AUGUST 22, 2023

Product-market fit is essential for companies to understand their customers, their value proposition and the reason why customers buy from them,” says Jeremy Ambrose, Director of entrepreneurial spark at Zendesk. Define your value proposition Your value proposition is a summary of the benefits you offer to potential customers.

Value Proposition 52

Value Proposition Marketing Customer Experience Finance 52

Arpedio

MARCH 15, 2024

Book demo Understanding Strategic Selling Strategic selling is more than just a sales technique; it’s a mindset and approach that revolves around building strong, long-term relationships with customers and delivering tailored solutions to address their specific needs and challenges.

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Hubspot Sales

OCTOBER 14, 2019

If you find the customer’s needs and your products or services are aligned, try to communicate face-to-face as much as possible. Be crystal-clear about your value proposition. If you’re going to sell to a multi-million dollar business, you’d better be prepared to quickly and clearly articulate your value proposition.

B2B 138

B2B Value Proposition Decision-making Sales 138

Account Manager Tips

AUGUST 9, 2022

Differentiated my value proposition. From the book 5-Minute Selling: The Proven, Simple System That Can Double Your Sales. This book is for you. Explored opportunities and potential solutions and how they achieve client's business outcomes. Evaluated competitors and how you rank and have talk tracks for gaps. Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Red Star Kim

MAY 11, 2023

So here’s a book review – Managing Brands which will provide an overview and revision aid to students. Towards the end of the post is a review of a classic brands book “ Brand Leadership” By David A Aaker and Erich Joachimsthaler which I published some time ago. It’s interesting to see how brand management has developed.

Management 130

Management Co-Creation Publishing Leadership 130

Account Manager Tips

SEPTEMBER 15, 2022

And then, by good fortune, I stumbled across two books: BrandingPays: The Five-Step System to Reinvent Your Personal Brand by Karen Kang CareerKred: 4 Simple Steps to Build Your Digital Brand and Boost Credibility in Your Career by Ryan Rhoten. These books changed the trajectory of my life (no exaggeration). I did some soul searching.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

Account Manager Tips

SEPTEMBER 7, 2022

And then, by good fortune, I stumbled across two books: BrandingPays: The Five-Step System to Reinvent Your Personal Brand by Karen Kang CareerKred: 4 Simple Steps to Build Your Digital Brand and Boost Credibility in Your Career by Ryan Rhoten. These books changed the trajectory of my life (no exaggeration). I did some soul searching.

Key Account Management 130

Key Account Management Account Management Management Media 130

Hubspot Sales

MAY 10, 2022

You can also have them check a communications consent box when they send an inquiry to your sales team. That way, they expect communication from you through that medium. They’ve never spoken with you on the phone, heard your value proposition, or even given much thought to your product offerings. Keep it short.

Value Proposition 98

Value Proposition Sales Communication Meetings 98

Account Manager Tips

AUGUST 14, 2022

Related courses: Framing Your Communication to Inspire and Convince. Discover how to get management's support and inspire your team by communicating effectively. 10 Best Books Every Key Account Manager Should Read. If a course isn't your thing, how about a book? Nothing could be further from the truth. Career Power Hour.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Hubspot Sales

MARCH 22, 2021

A value-based story is then the hook or the linchpin of the credibility introduction to get the buyer engaged. Value-based stories articulate a compelling value proposition by mentioning your past relatable successes that show how similar business problems were solved with measurable outcomes. Do your homework.

Shareholders 130

Shareholders Value Proposition Decision-making Communication 130

Peter Simoons

DECEMBER 23, 2020

Every other week a tip from the book will be shared, in the weeks in between I will publish my regular column. If you prefer to read the tips in the ebook faster rather than wait a full year then click here to purchase your own copy of the book. Ensure a three-way value proposition. Communicate, communicate, communicate.

Value Proposition 52

Value Proposition Stakeholders Publishing Communication 52

PandaDoc

MAY 8, 2024

Business owners, conversely, are quite busy and possibly impatient, so your offer should quickly engage them by demonstrating your value proposition through demos and other sales material. Book a demo Challenges of selling to SMBs In any business strategy there’s the other side of the coin, and the SMB sales process is no exception.

B2C 52

B2C Small Business Sales Decision-making 52

Brooks Group

JUNE 7, 2022

Misaligned Values. Value propositions need to be challenged on a regular basis these days. You accomplish that by providing value. Not Understanding The Value Formula. In my new book Agile & Resilient: Sales Leadership for the New Normal, my co-author Russ Sharer and I discuss The Value Formula.

Supply Chain 86

Supply Chain Value Proposition B2C Sales Training 86

Arpedio

FEBRUARY 15, 2024

Introduction to the Challenger Sales Framework We start by providing an overview of the Challenger Sales framework, developed by Matthew Dixon and Brent Adamson in their seminal book “ The Challenger Sale. Focus on articulating the benefits and outcomes that resonate most with their role and responsibilities.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Hubspot Sales

JUNE 22, 2018

Instead, create value proposition statements that demonstrate your knowledge of your prospect's business drivers. JK : Prospects will respond to you at higher rates if they think you can deliver quantifiable business value. Download Jill's Value Proposition Kit.). Use every communication channel.

Value Proposition 111

Value Proposition Sales Decision-making eCommerce 111

Arpedio

JANUARY 9, 2024

Whether it’s refining communication methods, optimizing service delivery, or enhancing product features, a commitment to improvement is facilitated by a keen understanding of key metrics. Sharing these insights with clients not only builds trust but also reinforces the value proposition of your services. Superior together.

Account Management 52

Account Management Management Client Relationships Account Planning 52

Arpedio

MARCH 13, 2024

Book demo Benefits of Product-Led Sales In adopting a product-led sales approach, businesses stand to gain a multitude of benefits that can significantly impact their bottom line and long-term success. Encourage open communication and feedback channels to address concerns and identify opportunities for improvement.

Acquisition 52

Acquisition Prioritization Onboarding Sales 52

SalesGlobe

MARCH 16, 2023

There are two ways to address both of these challenges: Pay-for-performance and the Employee Value Proposition (“EVP”). Lastly, as plans are being implemented it is important to standardize pay plan documents, communication, and training across the organization, which will lead to increased transparency.

Supply Chain 52

Supply Chain Value Proposition Manufacturing Innovation 52

ProlifIQ

NOVEMBER 9, 2022

Only then can you put together a true value proposition for each unique buyer. Not only does this help you understand your book of business more than the average rep, but it also shows you’re willing to take initiative and seek strategic advice from your leaders. How can you provide support and guidance?

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52