Hubspot Sales

SEPTEMBER 28, 2017

Covey is a self-improvement book. I recommend starting that path by reading Stephen Covey’s best-selling book, The 7 Habits of Highly Effective People. That's why we summarized the entire book for you below. Reactive = "He makes me so mad." That way, we can make sure the steps we’re taking are in the right direction.

Energy and Utilities 145

Energy and Utilities Communication Prioritization Decision-making 145

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 100

Value Proposition Emotional Intelligence Sales e-Learning 100

Red Star Kim

SEPTEMBER 20, 2023

This is a slightly different conversation book to those I reviewed previously (see list below). This book – published in 2020 – is also focused on internal conversations at work. It concentrates on making the first minute of a conversation with a colleague (or client) effective. Normal, everyday work topics.

Communication 113

Communication Meetings Publishing Decision-making 113

Upland

MAY 4, 2023

It also allows sales leaders to measure impact and make adjustments using the four levers, enabling them to create effective strategies to improve revenue growth. That makes it essential to win as many contracts as possible and maximize each opportunity. How can sellers deal with uncertainty to help increase deal size?

Sales 356

Sales Decision-making Organization Negotiation 356

Account Manager Tips

OCTOBER 6, 2022

Schedule meetings ASAP 4. Use meeting scheduling tools 5. Schedule follow up meetings during the meeting 6. Only meet for as long as needed 10. Say "No" to update meetings 11. Resolve meeting conflicts immediately 14. Resolve meeting conflicts immediately 14. Batch meetings 16.

Management 246

Management Meetings Decision-making Brainstorming 246

Red Star Kim

MARCH 10, 2023

Back in 2019 I reviewed a book about depression (see Lost connections – Why you’re depressed by Johann Hari (kimtasso.com) ) which was dismissive of medication for depression. I still like the book’s ideas about “disconnection” being a cause of some low mood and depression.

Decision-making 130

Decision-making Organization Management Meetings 130

Red Star Kim

OCTOBER 24, 2022

Behaviour in sales meetings). This article is a reminder of the key points valued by the delegates: Nine insights: Sales processes and selling skills for targeting and meetings. Sales meetings. Delegates reported some fee-earner challenges when attending preliminary sales meetings. Debrief after meetings.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Mike Kunkle

APRIL 8, 2023

My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. In addition to having the right decision makers in the deal, which is part of qualification, it’s important to assess the landscape and relationships. Here’s what I mean.

B2B 243

B2B Sales Decision-making Stakeholders 243

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. But there is much an enabler can do to lead the change projects, garner the support needed, and continue to nudge, push, cajole, and lead the way to making a business impact. But it’s all about behavior change.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Mike Kunkle

OCTOBER 8, 2023

Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context. Product ensures that solutions meet the demands of the marketplace. I often say that having guidance on how to determine what’s right for you is much more valuable than being told what to do.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Account Manager Tips

NOVEMBER 19, 2022

Describe when and how you'll make your recommendation happen and immediate next steps. The reasons are many: relationship building; confirmation of strategy or tactics; seeking clarity to help deal with uncertainty; advice on decisions; get a decision changed; inform; educate; get action. Alternatives (2 minutes). Use humour.

Value Proposition 246

Value Proposition Decision-making Shareholders Government 246

Account Manager Tips

OCTOBER 11, 2021

You need to take charge, make decisions and set goals for your customers so they can achieve success. What changes should we make? How do we make changes? Not focused on the customer The biggest mistake you can make with clients is to put your needs first. Putting out fires instead of preventing them.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Account Manager Tips

AUGUST 10, 2021

84% of B2B decision-makers start the buying process with a referral. 61% of customers make at least one referral. Happy customers will refer you, so make a shortlist of those who know have had a positive experience. Scan your client's organization chart for influential people and decision-makers. External networks.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. There is rarely a deep understanding of how disparate and disconnected decision-making units are across such large organisations.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Mike Kunkle

FEBRUARY 5, 2023

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. click the image to see a larger version] This makes sense, right? This is so important to understand.

B2B 231

B2B Sales Decision-making Negotiation 231

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Money can't buy happiness, but it sure makes misery easier to live with. Find out how much money key account managers REALLY make! How much money does a key account manager make? Develop influential relationships with decision-makers. Enough for champagne and caviar?

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Upland

JULY 12, 2023

And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc. Decision criteria: What factors will buyers consider when making their decision?

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

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

MARCH 1, 2024

This book explores how to manage these differences when communicating digitally Book review: Digital Body Language – How to build trust by Erica Dhawan (kimtasso.com). Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results. Everyone is different.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Hubspot Sales

SEPTEMBER 14, 2020

What happens when you allow master prospectors to begin the sales process, helping to qualify leads and create a strong foundation for a sale, then have an excellent closer some in and make sure the deal goes according to plan? Use a scheduling tool to make simplify appointment setting. Let’s discuss each phase in greater detail.

B2B 132

B2B Artificial Intelligence Meetings Sales 132

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. Tailor your products, services, and sales strategies to meet these needs authentically.

Sales 221

Sales Prioritization Innovation Sales Training 221

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. Lead Magnets : Create lead magnets.

Decision-making 195

Decision-making Software Software Retail 195

Hubspot Sales

MAY 29, 2019

Making that transition and becoming an effective coach and leader aren’t easy. A great book that I would recommend to anyone in leadership is Peter Drucker’s On Managing Yourself, one of the Harvard Business Review’s 10 Must Reads. The book focuses on knowing yourself. What do you think makes a good leader?

Sales Management 141

Sales Management Management Sales Meetings 141

Hubspot Sales

APRIL 6, 2018

Without making any assumptions about your business goals, I believe [Y] might play a pivotal role in your success. Position yourself as a trusted advisor who can walk them through the decision making process and answer questions as they arise. Please also feel free to book time directly onto my calendar here: [Meetings link].

Sales 145

Sales Meetings Decision-making Small Business 145

Red Star Kim

MAY 3, 2023

Which makes planning difficult and often impacts on project delivery. There’s more about how to frame choices in Book review: Nudge: Improving decisions about health, wealth (kimtasso.com). “To

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

Red Star Kim

FEBRUARY 21, 2024

We ask questions to avoid making wrong assumptions or adopting the wrong focus. will make people pause to consider how their feelings compare with those they had the previous day. Questions are important when we meet someone new. For example, when we first meet at a networking event. Video) (kimtasso.com).

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Red Star Kim

FEBRUARY 12, 2024

Understand their decision-making process. Meet their needs. Make an emotional connection – Connect with your reader. Adhere to your guidelines – You may need to follow a brand book or a style guide Check the grammar – No one likes mistakes Be human – Write as you speak Be concise – Can you say it with fewer words?

Media 130

Media Financial Services Advertising Decision-making 130

Hubspot Sales

AUGUST 19, 2024

Yet, when I work with some teams I notice that they aren't making any calls. The goal is to make the conversation feel more natural. Here's a simple three-step formula for crafting a powerful value proposition: Identify the Persona: Who are you talking to, is it a decision maker, and what do they care about? Follow-up: “Got it.

Value Proposition 115

Value Proposition Cybersecurity Meetings Decision-making 115

Upland

SEPTEMBER 29, 2023

Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. Unfortunately, sellers rarely meet the right people. This means knowing what their motivations are, what makes them tick. Will the location enable us to make a big splash?

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Hubspot Sales

MAY 29, 2019

A group scheduling tool needs to meet a ton of requirements to be considered "good." Most group scheduling apps are able to find common times to meet, but some have additional features such as being optimized for mobile functionalities, privacy, speed, and transparency. HubSpot Meetings. Mixmax makes email scheduling easy.

Meetings 144

Meetings Artificial Intelligence Facilitation CRM 144

Hubspot Sales

JUNE 13, 2018

SPIN Selling Book Summary. To get the full impact of Rackham’s advice, we recommend reading the entire book. Here’s the link to SPIN Selling book on Amazon. Features are more important to users than decision makers. Would X make it simpler to achieve [positive event]? SPIN Selling Questions. Stages of SPIN Sales.

Procurement 145

Procurement Decision-making Meetings Publishing 145

Hubspot Sales

OCTOBER 14, 2019

Typically, prospective customers go through the following stages when making a purchase: Awareness — The buyer realizes they have a problem or pain point that needs to be solved. Decision — The buyer is comparing available options, and determines which course of action to take. Who makes the final purchasing decisions? —

B2B 138

B2B Value Proposition Decision-making Sales 138

SuperOffice

AUGUST 22, 2022

An analytical CRM is best suited for businesses that are focused on data-driven decision making. Sales : Use the operational CRM to automate steps in your sales process , such as meetings and follow-up emails. That’s what makes it unique! Book a 30-minute demo with one of our product experts here.

CRM 136

CRM Decision-making Onboarding Suppliers 136

Hubspot Sales

JULY 30, 2020

Using HubSpot's Meetings tool as an example, here's how to break down features, advantages, and benefits. Feature - HubSpot's Meetings tool provides an interface that is synced to your Google or Office 365 calendar. Advantage - Prospects select the meeting time that works for them without back and forth email communication.

Meetings 140

Meetings Publishing Decision-making Stakeholders 140

Red Star Kim

NOVEMBER 2, 2023

Traditionally, firms have focused on technical expertise, client impact, and book of business as the criteria for making partner-selection and hiring decisions. Eric Tresh, a partner at law firm Eversheds Sutherland , spends most mornings reviewing recent tax-court decisions. The firm has grown from $800 million to $1.8

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Account Manager Tips

AUGUST 3, 2022

When to give up Forms of communication (from most to least effective) Favourite book on follow up In other news Have your say on the future of key account management Quote of the week. We follow up with clients for to close a sale, to ask a question, to get a decision, to share information or reminders. Make it easy.

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.

Sales 144

Sales Decision-making Software Software 144