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). Reasons we need plans/value of plans. Align stakeholder needs and expectations.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Account Manager Tips

AUGUST 14, 2022

Key account managers: identify and qualify opportunities align value propositions propose solutions understand buying decisions negotiate and close deals Just like sales people. Identifying, building and developing relationships with influential stakeholders and decision-makers. If a course isn't your thing, how about a book?

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

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

Nutshell

MARCH 15, 2021

Sales multithreading is the process of connecting with multiple stakeholders at the companies you hope to sell products and/or services to. According to Brent Adamson, co-author of the bestselling book, The Challenger Customer , the standard B2B deal involves 6.8 stakeholders on the purchasing side. More closed deals.

Sales 141

Sales Stakeholders Decision-making Facilitation 141

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

Hubspot Sales

JUNE 5, 2023

Daniel Ariely’s book Predictably Irrational takes a deep dive into the way and extent to which human emotions play a role in decision-making — often resulting in irrational decisions. For example, he calls out that emotions can impact a buyer’s perception of value and their willingness to take risks. Take down some notes as they speak.

Value Proposition 126

Value Proposition Decision-making B2B Sales 126

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

Account Manager Tips

AUGUST 9, 2022

Connected with key stakeholders and decision makers. Differentiated my value proposition. From the book 5-Minute Selling: The Proven, Simple System That Can Double Your Sales. This book is for you. Understood buying and decision making process and criteria. Anticipated and resolved potential obstacles. Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Hubspot Sales

MAY 17, 2021

Read a sales book. Many of them have written sales-related books where they explain strategies and advise how to become a successful sales professional. They involve higher price points, a longer sales cycle, and more involved stakeholders that you need to convince instead of just one single customer standing at the register.

B2C 118

B2C Sales B2B Retail 118

Red Star Kim

JUNE 27, 2023

You can also promote discussion of “What good looks like” Entrepreneurship – Obtain ideas for new markets to target or gain insights to develop differentiated positioning or value propositions at structured brainstorms. Achieve early sense-checking and promote bold and innovative thinking. What were the main takeaways for delegates?

Leadership 130

Leadership Management Stakeholders Communication 130

Hubspot Sales

NOVEMBER 16, 2018

A value proposition helps businesses identify what sets it apart from competitors. But how can you tell if your business activities are creating the most value for customers and a great profit margin? A value chain is used to describe all the business activities it takes to create a product from start to finish (e.g.,

Food and Beverage 142

Food and Beverage Logistics Suppliers Profitability 142

Hubspot Sales

DECEMBER 11, 2019

You might connect with a prospect on Thursday, book them for a call the following Tuesday, give them a demo that Friday, and close before the weekend. Describe your role, your unique value proposition, and why you’re passionate about the job. Did they like an excerpt from a book about leadership? LinkedIn Summary.

Food and Beverage 141

Food and Beverage Publishing Value Proposition Leadership 141

Hubspot Sales

AUGUST 21, 2018

In his book To Sell is Human , Daniel Pink presents six types of modern day sales pitches that act as updates to the classic elevator pitch. Translate your product or service's value proposition into each of these six formats so you can whip out one or another when appropriate. The Twitter Sales Pitch.

Sales 97

Sales Value Proposition e-Learning Stakeholders 97

Account Manager Tips

JULY 9, 2020

For example don't say "meet with key stakeholders" when the job description has identified who those stakeholders are and you can say "meet with Product Management and Technical" instead. Meet critical stakeholders, learn as much as you can and understand the priorities of your organisation and your new clients. You got this!

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Arpedio

FEBRUARY 22, 2024

This individual may not have decision-making authority but wields influence and credibility among key stakeholders. By staying ahead of the competition, sales professionals can carve out a distinct advantage and win over customers with compelling value propositions.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Arpedio

FEBRUARY 26, 2024

Relationship Building : TAS places a strong emphasis on building and nurturing relationships with key decision-makers and stakeholders within target accounts, fostering trust and rapport over time. 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

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. Manage your stakeholders.

Value Proposition 52

Value Proposition Stakeholders Publishing Communication 52

5600 Blue

MARCH 22, 2018

Gaining access to stakeholders and uncovering needs is key to presenting your value. This approach makes it difficult to gain access to execute discovery and makes it harder to uncover areas to add value and differentiate. What we have also seen is that many sales teams are dealing with operational level stakeholders and impact.

Value Proposition 52

Value Proposition Stakeholders Digitalization Sales 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

Arpedio

APRIL 3, 2024

By understanding the customer’s unique requirements, sales reps can tailor customized solutions that address their specific needs and deliver measurable value. Value Proposition Development: In solution selling, it’s essential to articulate the value proposition of the proposed solution clearly.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

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. Overall, Mobilizers play a vital role in driving consensus within organizations and influencing buying decisions.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 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. executives in marketing, sales, customer success, etc).

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Hubspot Sales

AUGUST 30, 2023

Likewise, solutions like Uniphore Q empower online sales meetings by validating a buyer’s sentiment toward offers and value propositions in real time with a shocking 99.83% accuracy. Smart retail solutions also analyze clients’ moods, time spent nearby product category X, and emotions and build store traffic analytical reports.

Decision-making 98

Decision-making Sales Profitability Artificial Intelligence 98

PandaDoc

OCTOBER 4, 2019

If you can’t clearly communicate your value proposition through a well-written and well-delivered presentation, you’re never going to land the sale. Is it booking another meeting; perhaps when other stakeholders can join? Savvy salespeople know that it isn’t just what you say. It’s how you say it. Don’t be wishy-washy.

Value Proposition 72

Value Proposition Digitalization Meetings Software 72

Luminas Strategy

JANUARY 15, 2024

As managers we, of course, believe that our organizations have a unique value proposition and that our offerings somehow provide us with a competitive advantage even if we are unable to articulate how this occurs. Many organizations unknowingly offering de facto customer or stakeholder value as if they are operating on autopilot.

Customer Value 52

Customer Value Supply Chain Value Proposition Advertising 52

Arpedio

MARCH 26, 2024

Book demo The Pre-Sales Process The pre-sales process is a structured approach that guides organizations through the various stages of engaging with potential customers before the actual sales transaction takes place. Utilizing Account-Based Selling Tools: Invest in account-based selling tools , such as ARPEDIO.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

SalesGlobe

JULY 9, 2021

Planning for your customers means incorporating change methodology that includes: Clear articulation of a new value proposition. As companies make the shift, GTM elements of value propositions, core and industry-based messaging, account targeting, revenue motions, and pricing are core workstreams. Go-to-Market Changes.

Finance 52

Finance Value Proposition Sales Innovation 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. Enterprise sales cycle can also be enlarged due to objections brought by multiple stakeholders.

B2C 52

B2C Small Business Sales Decision-making 52

Arpedio

JANUARY 9, 2024

Demonstrating Value to Clients: Clients, just like any stakeholder, appreciate transparency and evidence of value. 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

Account Management Skills

AUGUST 24, 2021

I’m updating internal and external stakeholders, and all that sort of stuff. I mean, I always believe that if you don’t make that QBR valuable, then they’re going to be unlikely to want to book it in again. With the account management world, you do it based on the commitments you’re making to your customers.

Account Management 98

Account Management Management Account Planning Co-Creation 98

SalesGlobe

FEBRUARY 9, 2022

We really try to understand who the customer is and what our value proposition is to that customer. That insight allows leaders to see any gaps and determine where they can improve value proposition, sales coverage, and sales process. The highest level value proposition is usually communicated at a company level.

Value Proposition 52

Value Proposition Advertising Sales Profitability 52

Arpedio

JULY 12, 2023

You can think of it like this: Marketing creates the initial demand and interest after which account-based selling activities take over to build relationships, engagement and consensus among the stakeholders involved in the buying decision. However, in the context of Account-Based Marketing (ABM), the focus shifts to different indicators.

Marketing 52

Marketing Advertising Decision-making Communication 52

PandaDoc

JULY 9, 2024

Key takeaways Enterprise sales software gives your business a stamp of credibility, especially when you work with high-value corporations and businesses. Salespeople and stakeholders can rely on enterprise sales solutions to make data-guided decision-making and forecasting. Want to start using PandaDoc for enterprise sales enablement?

Software 52

Software Software Negotiation Sales 52

Nutshell

MARCH 14, 2018

If multiple stakeholders need to be influenced, a sales team will be required to initiate conversations, respond to queries, address concerns, and negotiate terms.” “The key determining factor is the buying behavior of your customer,” says Omer Molad , co-founder and CEO of Vervoe , an advanced interviewing platform. “If

Sales 85

Sales Banking Onboarding Decision-making 85

Arpedio

NOVEMBER 7, 2022

In his recent book, Douglas addresses the fact that across 5000 colleges and universities in the US, only 200 offer courses or programs in sales. 10 years ago, Dan Pink estimated in his book, To Sell is Human , that around 40 percent of knowledge workers’ time was effectively ‘selling time’.

B2B 52

B2B Sales Decision-making Account Management 52

Arpedio

NOVEMBER 7, 2022

In his recent book, Douglas addresses the fact that across 5000 colleges and universities in the US, only 200 offer courses or programs in sales. 10 years ago, Dan Pink estimated in his book, To Sell is Human , that around 40 percent of knowledge workers’ time was effectively ‘selling time’.

B2B 52

B2B Sales Decision-making Account Management 52

SBI

OCTOBER 15, 2019

A playbook takes the form of a book that, when given to each team member, allows them to work together to reach a common goal. Explains the value proposition, product positioning, and competitive analysis. There could be similar stakeholders in charge of purchase decisions. Better use of time.

Sales 40

Sales Value Proposition Onboarding Stakeholders 40