Red Star Kim

SEPTEMBER 29, 2023

The Managing Partners’ Forum (mpfglobal.com) holds quarterly meetings of its Advisory Board where senior leaders discuss issues pertinent to the professional services sector. or Claire Mitchell claire.mitchell@pmint.co.uk

Meetings 130

Meetings Government Management Finance 130

The Center for Sales Strategy

OCTOBER 26, 2023

Discovery meetings are a vital tool for uncovering new business opportunities. In these conversations, sales managers and sellers have a unique chance to learn about potential clients, understand their challenges, and present solutions tailored to their needs.

Meetings 90

Meetings Sales Management Management Sales 90

Account Manager Tips

OCTOBER 6, 2022

Schedule meetings ASAP 4. Use meeting scheduling tools 5. Schedule follow up meetings during the meeting 6. Only meet for as long as needed 10. Say "No" to update meetings 11. Resolve meeting conflicts immediately 14. Resolve meeting conflicts immediately 14. Batch meetings 16.

Management 246

Management Meetings Decision-making Brainstorming 246

Strategic Account Management Association

AUGUST 24, 2021

This blog post is based on a keynote presentation from the 2021 SAMA Annual Conference. Create alliances, assemble partners, build joint development efforts and fulfill value-based solutions to meet both the customer’s expectations and your company’s expectations. #5 The future is now. 4 Facilitative style. Be an orchestrator.

Stakeholders 520

Stakeholders Supply Chain Digitalization Shareholders 520

Strategic Account Management Association

SEPTEMBER 13, 2021

The pandemic has presented an opportunity to reflect on what matters most in our personal and professional lives. Value Realization – This is where the rubber meets the road. It is one of the most optimistic cliches known to man – and with good reason.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Upland

MAY 4, 2023

From helping leaders define areas of focus, to helping sellers meet realistic quotas, the sales velocity equation is integral to your team’s success. Biggest Benefits of Using the Sales Velocity Equation There are several benefits to using a sales velocity formula, and many organizations consider it their most important metric.

Sales 356

Sales Decision-making Organization Negotiation 356

Red Star Kim

OCTOBER 3, 2022

Last week there was a mixture of legal and accounting firms – and M&BD people as well as fee-earners – at the MBL workshop on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders”. Too often there was a mismatch between what the words said and how they were presented. Following up.

Decision-making 130

Decision-making Meetings Communication Marketing 130

The Chapman Group

NOVEMBER 9, 2020

The answer is simple – establish (offer up) a Peer-to-Peer relationship/meeting with your Executive Sponsor. To gain access to the C-Suite, you must first set up a meeting with your primary contact to establish a Peer-to-Peer relationship between your Executive Sponsor, and the C-Level contact(s) in your strategic account.

Account Management 148

Account Management Value Proposition Suppliers Meetings 148

Red Star Kim

JANUARY 3, 2023

Presentation skills (and video) An introduction to presentation skills – Easy as ABC (Video) (kimtasso.com). Sales and selling skills Sales processes and selling skills for targeting and meetings (kimtasso.com). Pitching Pitching insights – Qualification, Branding and Following up (kimtasso.com). kimtasso.com).

Leadership 130

Leadership Publishing Management Communication 130

Upland

JUNE 30, 2023

By understanding customer goals, pressures, initiatives, and the obstacles that need to be overcome, sales teams can tailor their strategies and tactics to meet the unique needs of each customer, increasing the likelihood of success. Few B2B enterprise teams present predefined solutions.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Planview

APRIL 20, 2023

It motivates me when customers feel pride in the business case we create together, and they present it to their leaders and get the funding they need. It will never be a job if you love what you do. What motivates you while working? How is Planview different from other companies you’ve worked for?

Meetings 98

Meetings Profitability Banking Software 98

Account Manager Tips

AUGUST 4, 2022

Clash of the Generations gives managers, senior leaders, and human resource professionals instructive insight and authoritative guidance for effectively meeting the needs and expectations of team members in every stage of their careers. Each is indispensable, and when they come together as a synergistic force, they can be unstoppable.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Account Manager Tips

JUNE 23, 2020

Don't ever do an important meeting alone. I've known people that just couldn't close or were uncomfortable presenting and just couldn't get comfortable. Now relying on one provider presents high risk if your country or your economy is in bad shape. And surprise guests at a meeting happens all the time. If you know, talk.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

The Center for Sales Strategy

APRIL 10, 2024

In the “old days” (5 years ago), hiring a new employee meant meeting them in person, shaking their hand, and conducting a live interview. For many, remote and hybrid models are becoming the norm, which means leaders must adapt their recruitment strategies to meet the unique challenges and opportunities these environments present.

Meetings 114

Meetings Onboarding 114

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. You have poor nonverbal communication when meeting.

Negotiation 128

Negotiation Value Proposition Meetings Procurement 128

Red Star Kim

JANUARY 26, 2024

Delegates shared experiences about assuming a worst-case scenario, worrying about increased workloads and panicking in advance of a presentation. We discussed strategies for managing our self-confidence and presenting a confident image for example: the use of alter egos and “putting on armour”.

Meetings 130

Meetings Communication Digitalization Management 130

Hubspot Sales

DECEMBER 11, 2024

For most of my career thus far, Ive taken notes in at least half of the meetings Ive been in. At roughly one page of notes per meeting, 20 meetings a week for five years, thats a lot. While it may seem tedious and, frankly, boring, meeting minutes are actually essential and ensure time spent meeting face-to-face isnt in vain.

Meetings 52

Meetings Decision-making Organization Management 52

Customer Think

MARCH 15, 2023

The rise of the global remote and hybrid work environments presents a productivity paradox: How do we meet our goals when we aren’t always in immediate contact with those […]

Meetings 122

Meetings 122

Red Star Kim

JULY 17, 2023

So it was comforting to look at the statistics of how many people felt anxious in social settings, on the phone, at work and when presenting. You can also calm yourself before a meeting – possibly using breathing or meditation exercises. One delegate noted: “They could never cure Olivier of stage fright.

Communication 130

Communication Meetings Financial Services Government 130

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? Conduct Your Search Planning an important event such as a sales kickoff meeting can feel daunting. Have you seen a podcast host or expert presenter you really like? Ask them who they think would be a good fit to deliver a keynote presentation. They may be available.

Sales 102

Sales Sales Training Meetings Media 102

Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Producing a great looking document or presentation really quickly is not a great strategy if the win rate isn’t improving.

Government 130

Government Innovation Meetings Finance 130

Mike Kunkle

OCTOBER 8, 2023

Product ensures that solutions meet the demands of the marketplace. It plays a central role in shaping product strategy, conducting market research, managing product development, and ensuring products meet customer needs and business objectives. It’s about being present and engaging across various platforms and touchpoints.

Customer Experience 304

Customer Experience Decision-making Profitability Marketing 304

Brooks Group

SEPTEMBER 26, 2023

A successful national sales meeting or sales kickoff (SKO) is a great way to align the team on goals, communicate key initiatives, and share tactics for today’s turbulent selling environment. The primary aim of a sales meeting is simple: prepare your sales force to meet their quotas and the goals of the sales organization.

Sales 88

Sales Meetings Sales Training Prioritization 88

Upland

JANUARY 26, 2020

It’s about bringing insight to the customer to present solutions that benefit them, thereby increasing sales. This communication can take the form of a published report or dashboard, monthly email communication to the revenue team, or sharing successes at the quarterly sales meeting. Key Performance Indicators.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Help Scout

JUNE 30, 2021

Working with people all over the world presents additional complexity compared to having everyone within an hour or two of your own working day. Live “whole team” meetings are almost impossible. The Curse of Daylight Savings: Why are my meetings suddenly two hours earlier?! Change up meeting times. Protect time buffers.

Remote Working 134

Remote Working Meetings Communication Decision-making 134

The Center for Sales Strategy

APRIL 18, 2024

To close more opportunities, it's critical that we limit or completely remove as many objections during the presentation as possible. Surprises are great for a birthday party, but they can be devastating during a business meeting. One way to do that is to remove the surprises.

Meetings 102

Meetings Sales 102

Red Star Kim

AUGUST 24, 2023

And for those starting work as a professional adviser, there’s insight into obtaining work through delegation and guidance on meeting your first client. The best pitches aren’t all presentation. There’s even advice towards the end on how to get your first job – with suggestions on what questions to ask at interviews.

Finance 130

Finance Government Profitability Banking 130

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. 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

Upland

MAY 4, 2023

It’s about bringing insight to the customer to present solutions that benefit them, thereby increasing sales. This communication can take the form of a published report or dashboard, monthly email communication to the revenue team, or sharing successes at the quarterly sales meeting. We started this blog with a U.S.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Upland

AUGUST 24, 2020

Outside of a shortlist of deals in which the CRO is directly involved, she depends on her leaders and team to connect with the right people, navigate internal politics and pitfalls, and understand who has influence beyond—or sometimes regardless of—the literal facts presented in an org. You can’t walk the halls to find power from home.

Decision-making 195

Decision-making B2B Sales Environment Digitalization 195

Upland

MARCH 24, 2021

Outside of a shortlist of deals in which the CRO is directly involved, she depends on her leaders and team to connect with the right people, navigate internal politics and pitfalls, and understand who has influence beyond—or sometimes regardless of—the literal facts presented in an org. You can’t walk the halls to find power from home.

Management 195

Management Decision-making B2B Sales Environment 195

Red Star Kim

MARCH 1, 2024

Whilst we know that fee-earners need to act in a timely way to meet deadlines, they may be under extreme pressure to respond to client demands, meet regulatory time limits, cover for absent colleagues, recruit and train fee-earners and tackle all manner of other management responsibilities. We must be realistic about time constraints.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Nutshell

MARCH 25, 2024

It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. Defined expectations: Through onboarding, you can present an outline of what the client can expect from your product or service. DOWNLOAD Ready to become a better sales leader?

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127

Hubspot Sales

JULY 5, 2022

Schedule time to meet with your stakeholders and share your business' SMART goals, then determine the role that each stakeholder will have in completing the goals of the sales process. The B2B sales process consists of six stages: prospecting, connecting and qualifying, researching, presenting, handling objections, and closing.

B2B 115

B2B Sales Stakeholders Decision-making 115

Account Manager Tips

APRIL 26, 2021

A good number of client meetings. You get to travel around the country and around the world to meet with your clients. It can take longer to get there than the meeting itself. It's a skilled, exciting, but demanding role that adds a lot of value to your organization's bottom line, and your salary should reflect that.

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Upland

AUGUST 30, 2023

They are ready to make a decision and buy a smartphone that meets their specific requirements. Optimization & Personalization Opportunities The BOFU presents a unique opportunity for marketers to optimize their conversion funnels and personalize their approach. Present relevant upsell or cross-sell options here.

Decision-making 195

Decision-making Software Software Retail 195