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

Better Ways Sales Strategies

JANUARY 3, 2020

Every organization I’ve had the privilege of working with over the past 20 years can tell me some version the value proposition that they provide to their clients and prospects (I’ll use these terms, ‘client’ and ‘prospect’ interchangeably throughout this document). Which is helpful…but not enough.

Value Proposition 40

Value Proposition Decision-making Stakeholders Sales 40

Red Star Kim

FEBRUARY 8, 2024

In the highly regarded business strategy book “Playing to Win: How Strategy Really Works” (by former leaders of Procter & Gamble Lafley and Roger) the strategy cascade process is broken down into five key questions. And targeting approaches and tools are helpful in promoting coaching conversations with fee-earners.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Account Manager Tips

AUGUST 31, 2022

When clients say "price" they really mean value How to differentiate through value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. A differentiated value proposition is the first step of transforming ideas into results.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

Account Manager Tips

SEPTEMBER 7, 2022

A single value proposition can’t appeal to all your clients. A differentiated value proposition is the first step of transforming ideas into results. Does the return on investment provide significant benefits to make them worth pursuing? Note: The book is expensive if you buy it brand new. Albert Einstein.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

Hubspot Sales

APRIL 1, 2020

Here is a breakdown of the easiest and hardest campaigns I have taken part in to book sales appointments with various clients. This information is compiled from my time at TRO Lead Generation and Cobalt Iron using email marketing, social media, digital ads, and other strategies to book sales appointments. Client referrals.

Decision-making 111

Decision-making Small Business Sales Value Proposition 111

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

Account Manager Tips

NOVEMBER 19, 2022

Introduce your value proposition and start with your conclusion. Describe when and how you'll make your recommendation happen and immediate next steps. Dan Roam, in his outstanding book Show and Tell , describes the story lines of three different presentations – each delivers some sort of transformation. The explanation.

Value Proposition 246

Value Proposition Decision-making Shareholders Government 246

Red Star Kim

JUNE 15, 2023

42% Yes it’s all agreed 33% Yes but it changes 25% No How well do you understand the DMU and decision-making processes at your key clients? 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

Hubspot Sales

JANUARY 19, 2023

You’ll learn more about prospects' problems and challenges and whether your product or service is a good fit, and you’ll make value propositions that demonstrate exactly how you can help them achieve their goals. Fine-tune your pitch for each lead and focus on how you provide value.

Value Proposition 106

Value Proposition Healthcare Sales Decision-making 106

Arpedio

FEBRUARY 22, 2024

Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. This key decision-maker has the authority to approve the purchase and allocate resources accordingly.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Red Star Kim

AUGUST 14, 2023

Make your content stand out. Presentation skills – TED Talks Chris Anderson book review (kimtasso.com). Some people refer to a value proposition – what are you offering? But there were concerns about accuracy, originality, authenticity, style, intellectual property and being up-to-date. This ensures consistency.

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130

Account Manager Tips

AUGUST 14, 2022

You'll learn behaviours and techniques that will make your natural creativity shine. This proven method will make you more open-minded and productive. This proven method will make you more open-minded and productive. Making Creativity and Innovation Happen. Unleash Your Potential: Innovation and Enterprise.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Hubspot Sales

JUNE 5, 2023

In a B2B Sales role, you'll hear variations of "People buy based on emotion and then use logic to rationalize the decision" hundreds of times or more across your career — and for good reason. For example, he calls out that emotions can impact a buyer’s perception of value and their willingness to take risks. or " What did I miss?"

Value Proposition 111

Value Proposition Decision-making B2B Sales 111

Arpedio

MARCH 13, 2024

By monitoring these metrics, companies can evaluate the effectiveness of their strategies, identify areas for improvement, and make data-driven decisions to optimize future efforts. This involves thorough market research and analysis to identify key insights that will inform strategic decision-making.

Value Proposition 52

Value Proposition Marketing Media Retail 52

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

Red Star Kim

OCTOBER 19, 2023

Finding a suitable location (quiet and without interruptions) to make calls when working in an office environment was sometimes a challenge. 83% No – and no experience 17% Yes – formally Your sector: 33% Legal 50% Accountancy/Insolvency 17% Property/surveying How confident are you at taking and making telephone calls?

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 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

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. How you accomplish that is up to you. What do you do?

Value Proposition 111

Value Proposition Sales Decision-making Communication 111

Hubspot Sales

JULY 22, 2024

Proposal Emails A proposal email can take on a lot of forms, but generally speaking, the term refers to an email that includes pertinent information, valuable context, and a persuasive edge — typically sent during the consideration or decision stage of the buyer's journey. Hone in on their pains and provide value.

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

Red Star Kim

JUNE 7, 2023

Marketing strategy is the most undervalued skill by businesses, marketers say (marketingweek.com) Value Disciplines: Customer Intimacy, Product Leadership and Operational Excellence When discussing value propositions and competitive positioning at the workshop, we considered the relevance of Treacy and Wiersema’s three strategic choices.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Arpedio

FEBRUARY 26, 2024

Importance of TAS in Modern Sales Strategies In an era where buyers are inundated with marketing messages and sales pitches, gaining the attention and trust of key decision-makers within target accounts is paramount. As a result, organizations can achieve accelerated revenue growth and surpass their sales targets more consistently.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

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 would bring the most value if there were no limits or obstacles? What changes should we make? How do we make changes? you'll never earn the trust and credibility you need to make an impact.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Hubspot Sales

JUNE 17, 2024

Introduction to Video Prospecting Using Video for Follow-up After a Meeting Objection Handling With Video The Proposal Video Asking for a Referral With Video Video Selling Basics When you want to make a video, you must start with the basics. Look into the Camera : Looking at yourself while recording can make you nervous.

Value Proposition 98

Value Proposition Sales Meetings Decision-making 98

Nutshell

JUNE 5, 2020

When GumGum , an AI image recognition software firm, wanted to reach decision-makers at T-mobile, they knew that traveling the beaten path of sending outbound emails wouldn’t work. . Collaborating with a creative team of editors, writers, and illustrators, they developed a custom, Batman-spoof style comic book called T-Man and Gums.

Procurement 96

Procurement Value Proposition B2B Sales 96

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

Introduction and Pitch: The salesperson introduces themselves and their company, briefly explains the purpose of the call, and delivers a pitch highlighting the benefits or value proposition of the product or service being offered. Book demo The post Cold Calling – What is it? appeared first on ARPEDIO.

Value Proposition 40

Value Proposition Decision-making Communication Sales 40

Arpedio

APRIL 3, 2024

Value Proposition Development: In solution selling, it’s essential to articulate the value proposition of the proposed solution clearly. Collaborative Decision-Making: Solution selling is a collaborative process that involves engaging with stakeholders at various levels of the organization.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Arpedio

MARCH 15, 2024

At its core, strategic selling involves a thorough understanding of the customer’s business, industry, and competitive landscape, as well as the ability to navigate complex sales environments and decision-making processes.

Value Proposition 52

Value Proposition Negotiation Sales Sales Environment 52

Account Manager Tips

AUGUST 9, 2022

Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. Understood buying and decision making process and criteria. Connected with key stakeholders and decision makers. Differentiated my value proposition. This book is for you.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

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. Referred customers have a 16% higher lifetime value. Happy customers will refer you, so make a shortlist of those who know have had a positive experience. Make your connection look good. Variation 1. "

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Luminas Strategy

DECEMBER 12, 2022

It is your responsibility to assess the differential value you deliver to customers, in order to ensure you’re not making important business decisions in a vacuum – void of customer validation. In some cases, we have a situation where we are not making money but our customer is receiving great value.

Management 52

Management Value Proposition Suppliers Customer Value 52

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. In the past, cold calling meant using a “spray and pray” method, spending time making intrusive calls with no prior qualification, hoping that your message would resonate with someone. Rep: Are you the decision-maker?

Value Proposition 111

Value Proposition Decision-making Software Software 111

PandaDoc

MAY 8, 2024

Which approach and tools should you implement to make the most of this potential? Selling to small and medium businesses is different from B2C deals, where people are ready to make a purchase without extra persuading. In the U.S. alone there are about 33.2 million small businesses , which constitutes up to 99.9%

B2C 52

B2C Small Business Sales Decision-making 52

Insightly

JUNE 3, 2022

Even in the best of times, attrition makes it difficult for sales teams to operate effectively. Clarify your employer value proposition. Develop clear messaging about your company’s culture, your mission, and your products—and show how you’re making a difference in the world. How to make it work for you.

B2B 98

B2B Value Proposition Sales Decision-making 98

Sales Outcomes

MAY 16, 2022

A six or seven indicates you have a better than average chance of shaping a value proposition and competing for a deal. There are plenty of situations where one person makes all the decisions and does not need to involve anyone else. Use Calendaring Tools to book meetings faster and reduce email back-and-forth .

Value Proposition 52

Value Proposition Sales Suppliers Decision-making 52

Red Star Kim

FEBRUARY 28, 2023

There were comments about the importance of the Employee Value Proposition (EVP) which is similar to the firm’s overall brand but with a focus on what value there is for potential employees. People want to join a winning team and to visualise their progression.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130