Holden Advisors

AUGUST 16, 2021

If you’re considering how your company would fare with usage-based pricing, there’s no time like the present, but here are a few things to think about before you jump in. There’s no time like the present to think about new ways to use pricing changes to accelerate your business performance.

B2B 370

B2B Software Software Meetings 370

Strategic Account Management Association

APRIL 5, 2021

You have had a successful meeting if: You have presented the CXO with new (and relevant) information that provides them with value You have received information from the executive that illustrates not only a plan of action but continued access to the executive You have to do something for the CXO and the CXO has to do something for you.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Strategic Account Management Association

JANUARY 25, 2022

Engaging my multidisciplinary team of internal colleagues – including medical, marketing and information technology amongst ourselves – to brainstorm potential opportunities that could be presented to the customer was critical.

Healthcare 400

Healthcare Co-Creation Stakeholders Account Management 400

Strategic Account Management Association

AUGUST 24, 2021

This blog post is based on a keynote presentation from the 2021 SAMA Annual Conference. The session was moderated by Jim Ford, Chief Commercial Officer, Solecta and SAMA Chairman of the Board. Panelists’ remarks have been paraphrased for this blog post. . The future is now.

Stakeholders 520

Stakeholders Supply Chain Digitalization Shareholders 520

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.

Meetings 130

Meetings Decision-making Communication Marketing 130

Red Star Kim

JANUARY 3, 2023

Presentation skills (and video) An introduction to presentation skills – Easy as ABC (Video) (kimtasso.com). Networking Book review – Great networking by Alisa Grafton (kimtasso.com) and Introduction to networking skills (Video) (kimtasso.com). Pitching Pitching insights – Qualification, Branding and Following up (kimtasso.com).

Leadership 130

Leadership Publishing Management Communication 130

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. It is one of the most optimistic cliches known to man – and with good reason. The phrase tells us to have a positive mindset and look for the good when faced with a dire, and potentially devastating, turn of events.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Software Sales Guru

SEPTEMBER 12, 2022

In these situations, many salespeople fall back to using the corporate deck to present to the group. 2 Rules for Selling to a Committee More often than not, large deals mean that you have to sell to a committee, rather than an individual buyer. This is a mistake.

Software 130

Software Software Sales 130

Upland

AUGUST 30, 2023

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. It presents “collections” or “other items you may be interested in” at the checkout page.

Decision-making 195

Decision-making Software Software Media 195

Strategic Account Management Association

OCTOBER 14, 2021

It will allow the SAM to do high-level account planning and make it easier to present the corporate account plan to internal management. CRM’s analytics capabilities will be able to consolidate data from CRM “child” records to the “parent” (corporate) level.

Account Planning 520

Account Planning CRM Account Management Decision-making 520

SBI Growth

FEBRUARY 15, 2024

With the turn of the calendar year, CEOs and their go-to-market teams stand at a crossroads that presents both unique challenges and opportunities.

Marketing 125

Marketing Sales 125

Hubspot Sales

AUGUST 31, 2022

Vulnerability is giving a presentation to 195 people, even when you’re scared shitless of public speaking. They are present. But the benefit of being present is that it can build a connection and improve your likeability easier than you’d think. If you struggle to be present, one method to try out is meditation.

Emotional Intelligence 145

Emotional Intelligence Publishing Communication Management 145

Account Manager Tips

AUGUST 4, 2022

This book presents case studies and interviews with representatives of companies with age-diverse workforces, detailing innovative strategies for smoothing out the bumps and helping everyone work together. Each is indispensable, and when they come together as a synergistic force, they can be unstoppable. Why this book?

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Account Manager Tips

JUNE 29, 2021

Do you make the first move and present a compelling proposal that positions you as the partner of choice? Provide Value Reports that present measurable shareholder and stakeholder value. There's too much at stake to prepare, present and close the renewal proposal by yourself. Which would you prefer?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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

Upland

JULY 3, 2023

What ChatGPT can and can’t do While using ChatGPT with Altify presents exciting possibilities, organizations must consider important factors such as data privacy, security, and ethical usage. Additionally, ChatGPT’s data training is limited to 2021, and as such doesn’t have access to real-time data.

Facilitation 195

Facilitation Customer Success Innovation Customer Experience 195

The Center for Sales Strategy

MARCH 21, 2024

In short, you’ll find that while obstacles are ever-present and, in many cases, more difficult than ever, media sales managers and salespeople alike seem to be up to the challenge.

Media 115

Media Sales Sales Management Management 115

Brooks Group

AUGUST 22, 2024

Taking a personality assessment like DISC allows sales professionals to understand their own behavior style and helps them present information in a way the customer is most receptive to. With these types of customers, sales professionals can feel more open to engage in small talk and present product benefits in an upbeat, positive way.

Emotional Intelligence 94

Emotional Intelligence Decision-making Sales Communication 94

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

The Center for Sales Strategy

APRIL 10, 2024

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. Here’s how leaders can fine-tune their approach to attract and assess top talent effectively.

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 drop the ball during sales presentations.

Negotiation 128

Negotiation Value Proposition Meetings Procurement 128

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. But considers the triggers (or green flags) that would indicate a target and filters (or red flags) which would suggest no action at present.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

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 […] We’ve had to redefine a lot about the workplace in recent years, but that doesn’t mean we have to adjust the standards and expectations we set.

Meetings 122

Meetings 122

Customer Think

JULY 23, 2024

One of the presenters had a slide implying that without AI, your business is dead. Organizations should use LLMs and Gen AI to fix their data for AI-powered transformation. This is how. I recently attended a webinar delivered by a large AI technology vendor. I find that a little bit alarmist. Yes, it’s very important […]

Organization 109

Organization Management 109

Upland

JUNE 30, 2023

Few B2B enterprise teams present predefined solutions. 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.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Customer Think

JULY 30, 2024

While the chaos of such events presents significant challenges, it also offers crucial lessons on the value of real-time customer insights, empathetic communication, and continuous engagement. Here are my […]

Communication 106

Communication 106

Strategic Account Management Association

JUNE 30, 2021

So when they know that their version is being presented by the SAMs, they’re more bought in because they know that’s their personal message. This helps SAMs have these conversations, and a by-product of it is that when you create this digital content, you have to work closely with the services team.

Digitalization 520

Digitalization Organization Account Management Management 520

Upland

MAY 4, 2023

Aligning each specific offer with your buyer’s needs and presenting the right product at the right time is an essential part of great selling, helping you to uncover whitespace and encourage your salespeople to create the largest possible account footprint.

Sales 356

Sales Decision-making Organization Negotiation 356

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. We're tackling a crucial aspect of sales that's as important as your morning coffee: sealing more deals. One way to do that is to remove the surprises.

Meetings 102

Meetings Sales 102

Customer Think

DECEMBER 12, 2023

Google started its purge of inactive Gmail accounts to improve security and combat ongoing issues like phishing, hacked accounts, and ever-present spam. Image source: Canva free It began on the first of December. Like many things with good intentions, there is likely collateral damage.

Marketing 111

Marketing Digitalization 111

The Center for Sales Strategy

APRIL 3, 2024

In order to coach and be present for your team in the best way possible, you need to take care of yourself. Right now, most coaches and leaders are looking blank and thinking, what is professional self-care? Professional self-care is about to become a hot button for you.

110

110

Customer Think

SEPTEMBER 20, 2024

Yet, this coordination often presents challenges, especially when departments operate within separate silos. This includes the key stages of onboarding, promotion, offboarding, and everything in between. Each function requires precise coordination between human resources (HR) and information technology (IT).

Information Technology 100

Information Technology Onboarding Management Leadership 100

Hubspot Sales

MARCH 4, 2024

Recently, HubSpot presented the inaugural Modern Sales Leader 25 award — a distinction recognizing 25 sales and revenue pioneers, working at the forefront of their fields. We‘ve compiled their answers in this post — so without further ado, we present five pieces of advice all sales leaders need for 2024. Let’s dive in.

Construction 124

Construction Leadership Sales Prioritization 124

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