Red Star Kim

FEBRUARY 16, 2023

They used the eight step process of John Kotter in his book “Leading Change”. Renewing business strategy – Case study at Fox Williams Jane Biddell shared the strategy review journey for Fox William (law firm) in PM magazine in Jan/Feb 2023. Urgency was driven by the timing of a one day partner conference scheduled for November 2021.

Value Proposition 130

Value Proposition Government Facilitation Profitability 130

Red Star Kim

SEPTEMBER 8, 2023

Nudging and choice architecture also have a lot to contribute: Book review: Nudge: Improving decisions about health, wealth (kimtasso.com). Books on pricing? To keep things balanced, Ronald J Baker (US accountant) wrote “Implementing value pricing – a radical model for professional firms” in 2010.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

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

Hubspot Sales

JULY 15, 2024

I've never seen anyone book a meeting because they had AE or SDR in their title. Craft a thoughtful value proposition that accommodates those pain points. Lastly, we want to create thoughtful, targeted value propositions to keep our outreach relevant and non-spammy. Lead with a compelling headline. 5-10 a year.

Value Proposition 96

Value Proposition Digital Transformation Media Meetings 96

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

Sales Outcomes

JULY 9, 2024

A six or above indicates you have a better-than-average chance of shaping a value proposition and competing for a deal. The longer you wait to involve others, the more work is involved in getting others on board with your value proposition. Self-assess your prospect or deal on a scale of 1 to 10.

B2B 52

B2B Value Proposition Suppliers Sales 52

Red Star Kim

NOVEMBER 1, 2023

Selling Basics – Detectives and DMUs (Video) and recommended books (kimtasso.com) Client research and listening projects may struggle to keep up with such large and diverse contact networks. 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

Red Star Kim

AUGUST 7, 2023

The speakers at this panel (hosted at the offices at Dechert) were: Mike Hanbridge, Head of Employer Brand, Blackbridge Communications (the work of this agency on employee value propositions (EVP) at DAC Beachcroft is described here PM Conference Report 2022: Strategy implementation (kimtasso.com) James Harkness, Strategic change and internal communications (..)

Communication 130

Communication Management Value Proposition Stakeholders 130

Red Star Kim

AUGUST 14, 2023

Presentation skills – TED Talks Chris Anderson book review (kimtasso.com). Some people refer to a value proposition – what are you offering? Others rely on respected style guides such as The Economist Style Guide: 12th Edition: Amazon.co.uk: The Economist, Wroe, Ann: 9781781258316: Books. This ensures consistency.

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130

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? Make sure the value of the meeting is clear. So, how can you balance your schedule and find the best time to meet with others? Meeting Tips.

Meetings 82

Meetings Value Proposition Prioritization CRM 82

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 108

Value Proposition Healthcare Sales Decision-making 108

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

Sales Outcomes

FEBRUARY 19, 2024

A six or above indicates you have a better-than-average chance of shaping a value proposition and competing for a deal. The longer you wait to involve others, the more work is involved in getting others on board with your value proposition. Self-assess your prospect or deal on a scale of 1 to 10.

B2B 52

B2B Value Proposition Suppliers Sales 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

Peter Simoons

APRIL 21, 2024

Over 25 years ago Yves Doz and Gary Hamel wrote “No company can go it alone” as the opening statement of their book “Alliance Advantage: The Art of Creating Value Through Partnering”. Both partners will benefit and, more importantly, the value proposition for the end user, or patient, will increase in value too.

Value Proposition 52

Value Proposition Leadership Marketing Management 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

Peter Simoons

MARCH 24, 2024

The best alliance partner selection process is the one that helps you to find the most optimal partner to realise your value proposition with. The 4-step process as described in my book and as that we teach in our Alliance Masterclass is such a process!

Value Proposition 52

Value Proposition Management Meetings 52

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. Focus on Value Proposition: When engaging with economic buyers, emphasize the unique value proposition of your offering and its potential impact on their business objectives.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

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

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

Hubspot Sales

JULY 22, 2024

It‘s essentially a digital elevator pitch — a quick yet thoughtful rundown that sheds light on your value proposition and how your solution is specially equipped to suit your prospect’s needs and interests. Push your value proposition. If you don’t close a deal right now, you might be at the top of the list next time.

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

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

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

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. What's the best way to book time on your calendar? " Communicate the value of the appointment.

Value Proposition 144

Value Proposition Meetings Sales Leadership Communication 144

Think! Inc.

AUGUST 13, 2020

In her book The End of Competitive Advantage , Columbia Professor Rita McGrath states: "Long term structural advantage is gone and being replaced by a series of short term transient advantages." We announced our new and improved value proposition at sales kickoff. Financial incentives were put in place.

Value Proposition 52

Value Proposition Innovation Organization Marketing 52

Arpedio

APRIL 3, 2024

Value Proposition Development: In solution selling, it’s essential to articulate the value proposition of the proposed solution clearly. Book demo Key Principles of Solution Selling Solution selling is guided by several fundamental principles that shape its approach and execution.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

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

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

Hubspot Sales

OCTOBER 14, 2019

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. When engaging with prospective businesses, make sure you are clear on your offering’s unique value proposition.

B2B 138

B2B Value Proposition Decision-making Sales 138

Arpedio

FEBRUARY 26, 2024

Engagement Planning: Developing personalized engagement plans for each target account, including tailored messaging, value propositions, and communication channels.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Nutshell

JUNE 5, 2020

Collaborating with a creative team of editors, writers, and illustrators, they developed a custom, Batman-spoof style comic book called T-Man and Gums. He concludes with a quick value proposition and then shouts-out existing customers in Atlanta that the prospect would know. . The rap was a success. You also have no network.

Procurement 96

Procurement Value Proposition B2B Sales 96

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

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. But when we looked at it in terms of what we were delivering to them, we discovered our value proposition was not strong.

Management 52

Management Value Proposition Suppliers Customer Value 52

5600 Blue

AUGUST 13, 2020

In her book The End of Competitive Advantage , Columbia Professor Rita McGrath states: "Long term structural advantage is gone and being replaced by a series of short term transient advantages." We announced our new and improved value proposition at sales kickoff. Financial incentives were put in place.

Value Proposition 52

Value Proposition Innovation Sales Training B2B 52

SmartKarrot

MAY 15, 2023

While experience and hands-on practice are invaluable, there’s no denying the power of a good book to deepen your understanding, expand your knowledge, and unlock new perspectives. Top 7 Books for Key Account Management 1. Amazon Link 2. “Strategic Key Account Management” by Michael D.

Key Account Management 10

Key Account Management Account Management Management Suppliers 10

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

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