Hubspot Sales

AUGUST 26, 2024

I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. In fact, when you’re tenacious enough to book a call, data from Marketing Wizdom suggests that a mere 2% of sales leads will close on the first meeting.

Sales 122

Sales Meetings Communication Stakeholders 122

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

Red Star Kim

JULY 22, 2022

I like to review recent books with a view to offering recommendations to those people who attend my training workshops. So here’ a book review: Build your digital marketing strategy by Steve Brennan. Winning team mentality Five factors are: buy-in, leadership, ownership, face-to-face meetings and visible progress.

Digitalization 130

Digitalization Marketing Construction Publishing 130

Hubspot Sales

APRIL 9, 2025

Few buyers will be interested in scheduling another meeting with someone whos not paying attention right now. Better yet, review your scheduled meetings for the next day before you leave at night. For enterprise deals, the number can jump as high as 10-15 stakeholders. 15-20 minutes). It can make or break a deal.

Decision-making 98

Decision-making Stakeholders Finance Software 98

Hubspot Sales

NOVEMBER 21, 2017

You’ve got to have a firm handle on the market and your product -- while inspiring employees and influencing stakeholders. So, if you see the letters “CEO” in your future, it’s never too early to start preparing with these 27 powerful and inspiring books. 27 Best Business Books for CEOs and Entrepreneurs.

Decision-making 112

Decision-making Leadership Profitability Investors 112

Hubspot Sales

JANUARY 26, 2021

Another customer is on the books. You're not just on a different page, you're in a different book entirely. Well, one of the more prominent, effective ways to remedy those issues is known as a kickoff meeting. Enter the kickoff meeting. It's finally done. The contract is signed. Introductions.

Meetings 131

Meetings Construction Publishing Onboarding 131

Hubspot Sales

FEBRUARY 20, 2018

We’ve rounded up the eight sales management books that every first-time manager should read. Best Sales Management Books. When you close the book, you’ll know exactly what to do at work the next day -- and the day after that, and the day after that, and so on. Running sales meetings and measuring performance. Simplified.

Sales Management 112

Sales Management Management Sales Profitability 112

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. Some used the DMU (see introductory video on DMUs ) and the stakeholder matrix for targeting. Sales meetings. Debrief after meetings.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Mike Kunkle

AUGUST 30, 2023

This conundrum can breed skepticism, both within the enablement team (as mentioned above) and from the stakeholders in their organization. The ability to convey this vision can rally senior leaders and front-line stakeholders alike behind our initiatives. Build Alliances: Alignment doesn’t occur in a vacuum.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Hubspot Sales

FEBRUARY 26, 2018

Books About Starting a Business. Consider that Bill Gates reads 50 books every year , Mark Cuban reads for three hours each day, and Elon Musk -- when asked how he learned to build rockets -- said, “I read books.”. But knowing which books to start with can be overwhelming. 21 Books About Starting a Business.

e-Learning 111

e-Learning Investors Profitability Decision-making 111

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. An introduction to emotional intelligence (EQ) and empathy (Video) (kimtasso.com). Everyone is different.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Mike Kunkle

APRIL 8, 2023

Although, in complex B2B opportunities, especially with longer sales cycles, qualification – like discovery – may be ongoing, because new stakeholders are introduced, others leave, budgets shift, and in general, things change.) To start, assess the Buyer Type for each stakeholder. Here’s what I mean.

B2B 243

B2B Sales Decision-making Stakeholders 243

Planview

AUGUST 22, 2024

In this post, you’ll learn: Why Putting People at the Heart of Change Matters The Exciting Future Ahead for the PMO How AI Can Help Prioritize Impactful Work Meet Athena Smith Athena Smith hails from Georgia and is based in Atlanta. Then, I identify all stakeholders, flagging who is an assister, a resistor, and a neutral.

Stakeholders 69

Stakeholders Prioritization Brainstorming Decision-making 69

Mike Kunkle

FEBRUARY 27, 2023

It’s much like the thinking in Marshall Goldsmith’s excellent book, What Got You Here Won’t Get You There. “Performance management” consists of sending FedEx write-ups to all sales personnel monthly (it’s a distributed workforce), if they do not meet their monthly quotas.

Sales 57

Sales Onboarding Publishing Transportation 57

Account Manager Tips

OCTOBER 11, 2021

Doesn't communicate Key accounts have vast networks of stakeholders (internal and external). Client relationships aren't built over email - so pick up the phone once in a while or setup a face-to-face meeting. You've had a great meeting with a client where you talked about all sorts of things. Internal teams. Think about it.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Hubspot Sales

DECEMBER 6, 2017

This forces negotiations to take place before stakeholders in Procurement and Legal are out of the office -- something your well-meaning prospect might not have considered. But hopefully the urgency of an expiring discount gives your prospect the push they need to meet your December closing deadline. 2) Close for post-sale activity.

Procurement 145

Procurement Onboarding Stakeholders Finance 145

Red Star Kim

FEBRUARY 14, 2023

What is the marketing consultant’s approach from the first meeting? To better influence senior stakeholders and also support junior levels coming through How are M&BD roles changing? How much do you value strategy in the equation? Are you committed to seeing a strategy fully through before engaging in new tactics?

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

MARCH 30, 2023

There are four core modules and two optional modules: Core Modules Components Facilitator Emotional Intelligence – The skills that matter most for effective leadership Use EQ to lead, engage and succeed as quickly and as powerfully as possible Addresses self-awareness, emotional regulation, adaptability and persuasive communication EQ-I 2.0

Leadership 130

Leadership Emotional Intelligence Digital Transformation Management 130

Red Star Kim

NOVEMBER 13, 2023

It was good to meet the private client lawyers – some recently promoted to head of department – for a workshop on “ Managing and growing your private client practice” earlier this month. One delegate’s firm had recently merged and integration was a priority. Two tools were provided to assist with this. The need to include purpose (i.e.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

DemandFarm

MARCH 31, 2025

It integrates seamlessly with HubSpot, enabling users to auto-generate stakeholder maps using CRM data. Its AI capabilities help teams understand stakeholder influence and forecast potential deal risks. Enterprise teams managing complex B2B sales with multiple stakeholders. Ready to improve visibility into your key accounts?

CRM 40

CRM Stakeholders Account Planning Decision-making 40

Red Star Kim

SEPTEMBER 26, 2022

This 2022 book on networking (written by a young lawyer in the City of London) offers good advice Book review – Great networking by Alisa Grafton (kimtasso.com). Some introductory books on selling processes and skills: Book Review: Smarter selling – Next generation sales strategies (kimtasso.com).

Digitalization 147

Digitalization Media Marketing Communication 147

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

Account Manager Tips

SEPTEMBER 29, 2020

LinkedIn Sales Navigator makes it simple to stay up-to-date on what's happening with your accounts and identify and connect with important stakeholders and new prospects. What it does Arrangr is the fastest, easiest way to set up a meeting. Why you need it Key account managers attend a lot of meetings.

Key Account Management 130

Key Account Management Account Management Management Onboarding 130

Mike Kunkle

FEBRUARY 5, 2023

If you doubt this, check out the book, The JOLT Effect: How High Performers Overcome Customer Indecision by Dixon and McKenna, and the detailed research behind it.) While it’s incredibly popular and many sales consultants and book authors encourage reps to “fend for themselves,” this is a poor organizational strategy. (To

B2B 231

B2B Sales Decision-making Negotiation 231

Account Manager Tips

NOVEMBER 16, 2022

Use meeting scheduling apps 7. Create recurring milestone meetings 11. Share the load You don't have to be the only one in your organization communicating with key stakeholders. Use meeting scheduling apps Meeting scheduling software enhances client communication by automating the appointment booking process.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Red Star Kim

MARCH 6, 2023

Be more strategic – A metaphor: Analyse, join and align the dots Be more strategic – A metaphor: Analyse, join and align the dots At the start of the session we talked about what strategic means to us and how we explain the need for strategy to our internal stakeholders. How would you describe strategy to stakeholders?

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

MDI Training

AUGUST 22, 2022

In other words, a self-development book within a fictional setting. You will meet a bunch of colourful, authentic, stressed-out characters. Hello Vladimir, thanks for taking the time to answer a few quick questions about your exciting new book! Why did you write this book in the first place? Hence, the book.

Leadership 98

Leadership Digital Transformation Digitalization Stakeholders 98

Red Star Kim

MARCH 4, 2024

This book is helpful in navigating a host of differences: Book review: Digital Body Language – How to build trust by Erica Dhawan (kimtasso.com) Sadly, there are still occasions where there is gender bias What do you do when a male colleague doesn’t like women? The director declined invitations to meetings with the manager.

Management 147

Management Communication Leadership Digitalization 147

Arpedio

FEBRUARY 13, 2025

Serving industries such as residential, commercial, and automotive, Beaulieus extensive product portfolio is supported by cutting-edge technologies to deliver tailored solutions that meet customers’ evolving needs worldwide. Relationship Mapping & Org Chart Improve your critical stakeholder relationships. Superior together.

Manufacturing 52

Manufacturing Innovation Strategic Thinking Account Management 52

Red Star Kim

DECEMBER 22, 2022

Preference for digital/virtual meetings. Book review: B2B Marketing strategy (kimtasso.com). Book review: Build your digital marketing strategy by Steve Brennan (kimtasso.com). Achieve buy in from all stakeholders. Work with other stakeholders to share ideas and brainstorm . Technological. Digital transformation.

Supply Chain 147

Supply Chain Government Transportation Digital Transformation 147

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. Sample Implication question: “Has a problem with X ever prevented you from meeting a deadline?”. (Many of SPIN’s principles align well with inbound sales.).

Procurement 145

Procurement Decision-making Meetings Publishing 145

DemandFarm

DECEMBER 27, 2024

Your reps need every armour in their kit to help close deals faster and meet quotas. Account Profiling Helps you get a 360-degree view of your accounts, including revenue streams, stakeholder hierarchies, and business units. Relationship Mapping Visualize stakeholder connections and influence within an organization.

Key Account Management 52

Key Account Management Stakeholders Sales Account Planning 52

Red Star Kim

JULY 11, 2022

There are lots of articles on internal communications, buy-in and stakeholder engagement. Animal magic of buy-in and stakeholder engagement (Video) (kimtasso.com). Ten top takeaways on stakeholder engagement and buy in (kimtasso.com). Meet with BDs to talk through their strategies. Delegate key takeaways and actions.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Red Star Kim

NOVEMBER 18, 2022

Several people had stayed in London overnight, having been to the PM Regional Committees meeting the day before. Having met Vlatka Hlupic, author of “ The Management Shift” (see Book review: The Management Shift by Vlatka Hlupic (kimtasso.com) , I was looking forward to hearing her keynote speech on transforming culture.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Red Star Kim

OCTOBER 25, 2023

CogniClick is a nifty system (backed by an expert team) to enable you to conduct fast, quick polls and pulse surveys amongst your clients and stakeholders and to also develop maturity assessments and similar thought leadership content. I had the pleasure of meeting Helen Kensett at the recent PM Forum Conference.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130

Account Manager Tips

JULY 9, 2020

A thoughtful 30 60 90 day plan will impress everyone you meet during the job interview process, and your new manager will breathe a huge sigh of relief, knowing you're prepared and ready to take responsibility for your own onboarding. On your first day, invite your boss to a recurring meeting to discuss your 90 day plan.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Upland

JULY 12, 2023

No matter what you call them, you need to meet them if you expect your customers to do repeat business with you. Economic Buyer The “economic buyer” is the person who is going to be buying what you have to offer. Deal qualification can have an outsized, positive impact on your business. But they are more than that.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195