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

Zendesk

JUNE 1, 2022

According to the Zendesk Customer Experience (CX) Trends Report 2022 , only 21 percent of shoppers say companies make it easy to interact with them. The best customer communication strategies arm your team with the tools and knowledge they need to engage with buyers according to their preferred communication methods and channels.

Communication 98

Communication Artificial Intelligence Media Customer Experience 98

OnStrategyHQ

MAY 22, 2021

To start with, holding effective meetings is tough. That’s why so many strategic planning meetings are unsuccessful. Since many businesses are planning their strategic planning meetings right now (and if you are not, you should be), here are the eight ways to ruin yours. Holding an annual retreat. Yes, it is.

Meetings 98

Meetings Decision-making Facilitation Leadership 98

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

Hubspot Sales

MARCH 1, 2018

TED Talks on Communication. How to Save the World from Bad Meetings, by David Grady. How Can Groups Make Good Decisions?, Effective communication helps you forge strong connections, collaborate with internal and external stakeholders, close deals, and convince people to share your views. Listen, Learn.

Communication 112

Communication Decision-making Cybersecurity Meetings 112

Brooks Group

OCTOBER 3, 2024

What if you make mistakes? Sales Planning and Execution Implementing sales strategy, territory planning , and sales forecasting to meet the company’s revenue targets. Reporting and Analysis Gathering and analyzing sales data, preparing reports for upper management, and using insights to make informed business decisions.

Sales Management 104

Sales Management Management Sales Training Sales 104

Brightbridge Consulting

AUGUST 5, 2021

A face-to-face meeting is planned! An issue we are not surprisingly seeing is that our customers own clients have stayed with virtual conversations and for lower value sales appear to be increasingly bypassing conversations and going straight for a decision on supplier and placement of the order. The post Meeting up?

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

Brooks Group

AUGUST 22, 2024

Without realizing it, your sellers may be pushing potential buyers away by using the wrong communication approach. Understanding each style is key to understanding the decision-making behavior of a prospect. Decision-Making Style: These types tend to be less detail oriented and focus more on the big picture.

Emotional Intelligence 96

Emotional Intelligence Decision-making Sales Communication 96

Red Star Kim

MARCH 1, 2024

This is challenging as everyone is time poor and most communications are digital. And we know that face-to-face communication is most effective in building relationships. Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Hubspot Sales

SEPTEMBER 12, 2024

Like most modern buyers, I had already done a wealth of research leading up to my decision, and nothing the salesperson said was going to make me walk away with anything other than the brand and model I showed up to buy. Buyers today are more informed than ever, and not just about cars, appliances, and consumer electronics.

B2B 109

B2B B2C Decision-making Software 109

The Center for Sales Strategy

APRIL 2, 2024

They are always in a constant struggle to outperform rivals and meet set goals. For salespersons, coaching can help refine critical skills like negotiation, communication, confidence, and decision-making. Salespeople, just like athletes, encounter setbacks like pressure to perform and rejection in their day-to-day work.

Negotiation 109

Negotiation Decision-making Communication Meetings 109

Red Star Kim

NOVEMBER 9, 2023

Let it grow like a weed in the garden | Henry Mintzberg ) The way to achieve great employee engagement is addressed in this 2021 book Book review: Influential Internal Communication by Jenni Field (kimtasso.com) ) Think before you plan “Strategy is about outthinking your competition. What is the informal decision-making process?

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Corporate Visions

JUNE 18, 2020

The post How to Make Virtual Sales Meetings More Engaging and Memorable by Tim Riesterer appeared first on Corporate Visions. But how do salespeople feel about virtual sales meetings, versus in-person presentations? And 83 percent admitted to checking their own email (among other things) during other people’s meetings.

Meetings 103

Meetings Sales Facilitation Decision-making 103

Red Star Kim

SEPTEMBER 20, 2023

It concentrates on making the first minute of a conversation with a colleague (or client) effective. As such, it addresses two critical elements of good communication – being concise and clear. The techniques should boost your confidence in your communication skills, save you time and improve collaboration.

Communication 147

Communication Meetings Publishing Decision-making 147

OnStrategyHQ

AUGUST 4, 2023

This introspection helps leaders refine their target-setting approach and make better-informed decisions in the future. Environmental changes can impact an organization’s ability to meet its annual targets. Additional Resources to Consider The post [Q&A] What should we do if we aren’t meeting our annual goals?

Meetings 52

Meetings Decision-making Organization Leadership 52

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. In fact between 70 to 80 percent feel vendors are not prepared for their meetings with senior level executives. Imagine you're at the front of a boardroom about to make a presentation. How do you feel?

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Red Star Kim

MAY 3, 2023

Work roles varied across marketing, business development, PR, internal communications, events, digital and graphic design. 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

ClearPoint Strategy

MARCH 22, 2021

For many hospitals, these activities pose obstacles to effective tracking, and can make it difficult to gain meaningful insights that would actually lead to change. The nitty-gritty details of tracking—who’s responsible for doing it, how often, where and how to make the results available, etc.—are

Communication 52

Communication Healthcare Management Decision-making 52

Brooks Group

JANUARY 2, 2024

Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently. What makes successful salespeople isn’t just inherent abilities—it’s also their skill set. Let’s dive into the capabilities that make a salesperson truly exceptional and how to develop these qualities in your sales team.

Sales Training 104

Sales Training Decision-making Sales Communication 104

ProlifIQ

OCTOBER 30, 2024

With kam techology , you can: Centralize Account Information : Make sure the critical information about an account is clean and in one place. This makes it easy for an account manager to understand the relationships built over a sales cycle, and where time needs to be spent.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Red Star Kim

MARCH 4, 2024

They fear making mistakes and don’t want to appear vulnerable. Their behaviour makes you feel irritated, inferior, worthless and stupid. They may make you feel stifled, stupid or untrusted. You need to avoid making mistakes or paying insufficient attention to detail. Please let me know if you’d like a copy.

Management 147

Management Communication Leadership Digitalization 147

MTD Sales Training

MAY 10, 2018

One thing many salespeople tell us is that, when they are in a sales meeting, the prospect often will derail the subject or cause objections to be raised. They are trying to see if the product you are selling is going to be right for them and they run the risk of making a decision that may be counter-productive. Happy Selling!

Meetings 65

Meetings Decision-making Sales Training Communication 65

Sales Gravy

SEPTEMBER 16, 2023

Building a strong sales culture means aligning goals and KPIs across departments, and promoting a team sport mentality that encourages collaboration and communication. Sales professionals must leverage multichannel, multilayer engagement for reaching decision-making committees.

Customer Experience 105

Customer Experience Marketing Prioritization Sales 105

Red Star Kim

JANUARY 22, 2024

They are organised into sections: The seller mind shift To see To think: Synthesising your sell To think: Communicating your sell To improve Closing the sale Selling skills The author considers the difference between using our innate natural selling skills compared to learned techniques. And that technology is making some jobs obsolete.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Hubspot Sales

NOVEMBER 22, 2023

Ultimately, to achieve consistent growth and stay ahead of the competition, businesses must streamline their sales operations, focus on nurturing customer relationships , and make data-driven decisions. Identify bottlenecks, track key metrics, and make data-driven decisions to close deals faster.

CRM 104

CRM Decision-making Sales B2C 104

AchieveIt

AUGUST 8, 2024

Plus, numerous meetings with stakeholders and systems were put in place to ensure everyone is ready to carry out their tasks. Evaluating your strategic plan allows you to make informed decisions with confidence and lead your business toward long-term success. It’s about turning those insights into actionable steps.

Decision-making 52

Decision-making Innovation Stakeholders Meetings 52

Brooks Group

MARCH 25, 2024

Sales teams that don’t follow their sales process find it difficult to meet sales goals. IMPACT is a straightforward acronym representing the core stages of the sales process : Investigate, Meet, Probe, Apply, Convince, Tie-It-Up. The data backs this up. Research shows that sticking with a sales process correlates with success.

Negotiation 95

Negotiation Sales Training Sales Decision-making 95

DemandFarm

OCTOBER 3, 2023

Customer centricity demands that the customer is the focal point of all decisions related to delivering products, services and experiences to create customer satisfaction, loyalty and advocacy.” Data and Insights Customer data and insights provide valuable information for decision-making.

Decision-making 98

Decision-making Innovation Customer Experience Profitability 98

Showpad

JUNE 14, 2021

70% of B2B decision-makers say they are open to making new purchases over $50,000 in a fully self-serve or remote fashion, and 27% would spend more than $500,000.*. Previously, a deal’s loose ends were sorted out during in-person meetings where sales reps could fall back on their techniques and experience. But that’s not all.

Meetings 59

Meetings B2C Stakeholders B2B 59

Whetstone

JULY 11, 2024

To excel, SAMs must understand stakeholder goals, simplify complexities through effective communication, and ensure proactive action. Communication with Key Stakeholders The first step in strategic account management is identifying the true key stakeholders, both internal and external. Conduct interviews and gather insights.

Stakeholders 52

Stakeholders Account Management Decision-making Strategic Thinking 52

OnStrategyHQ

AUGUST 9, 2024

“The Seven Norms of Collaborative Work,” offers a robust framework for enhancing dialogue, decision-making, and collective outcomes. This simple act of taking a moment can lead to more meaningful discussions and better decision-making processes. It enables better decision-making.

Decision-making 52

Decision-making Construction Innovation Brainstorming 52

Brooks Group

OCTOBER 18, 2023

Best Practice #1: Deliver Structured Evaluation and Feedback Best Practice #2: Develop Skills With One-on-One Meetings Best Practice #3: Build a Culture With Team Meetings Best Practice #4: Observe Sales Professionals in Action Best Practice #5: Create Career Roadmaps What is Sales Coaching? Anticipate nerves. Structure feedback.

Sales Management 94

Sales Management Management Sales Meetings 94

CMOE

SEPTEMBER 25, 2024

Beyond simple oversight, team leaders must effectively adapt their approach to meet the needs of their team as they work to achieve organizational objectives. Communicator: They ensure effective information flow, facilitating open dialogue within their team and across departments. What Makes a Good Team Leader?

Emotional Intelligence 52

Emotional Intelligence Leadership Facilitation Decision-making 52

Brooks Group

JULY 30, 2024

They directly impact revenue generation and overall business success, so make sure your sales training addresses them. Communication Communication is the most important selling skill. Use assessments to help them understand communication styles. Active Listening Active listening is arguably the next most important skill.

Interpersonal Skills 94

Interpersonal Skills Negotiation Emotional Intelligence Sales Training 94

Brooks Group

NOVEMBER 14, 2024

You want your team to fill their calendars with as many meetings as possible. Unresponsiveness Another warning sign is when a prospect doesn’t respond to your efforts to communicate with them. The same goes for customers who are difficult to schedule meetings with. Prospecting is a balancing act.

Sales 52

Sales Sales Training Decision-making Prioritization 52

Sales Gravy

MAY 3, 2023

You'll learn how to succeed in volatile economic times by effectively handling decision deferment objections and conducting thorough research during the discovery phase of the sales process. Conducting effective, deep discovery and handling buying decision deferment objections will give salespeople a competitive edge in any economic climate.

Emotional Intelligence 98

Emotional Intelligence Artificial Intelligence Decision-making Sales 98

AchieveIt

SEPTEMBER 13, 2024

You’re making a cross-country road trip from Atlanta to Los Angeles. Your quarterly strategy review (QSR) is just like that check-in you’d make in your hotel room. They identify areas for improvement and make necessary adjustments to the strategic plan. This is your strategic plan.

Government 52

Government Decision-making Stakeholders Meetings 52