Red Star Kim

FEBRUARY 9, 2023

Overcoming silos and internal communication for cross-selling A key barrier to cross-selling and internal referrals was that firms were structured into silos. This led to a lack of internal knowledge of what different departments do and little sharing and co-ordination of clients across teams.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Mike Kunkle

OCTOBER 8, 2023

At the core of this synergy lies a concept that wields immense influence in driving revenue and ensuring organizational performance – cross-functional Commercial Effectiveness. The cross-functional alignment ensures every department synchronizes efforts to drive profitable growth. And sometimes, it may be a separate function entirely.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

PandaDoc

APRIL 8, 2024

This is done by forming a team of stakeholders and decision-makers, establishing approval workflows, and effectively integrating automation tools. Their cross-functional expertise enables them to create proposals tailored to customers’ needs. For that, the team employs surveys and checklists to gather feedback from their clientele.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Red Star Kim

MARCH 4, 2024

Reasons your line manager is a micro-managing control freak (focus on your line manager) Your line manager is using situational leadership Line managers can lead their teams in a number of ways – depending on the situation or task and the skills/experience of the people that work for them. It takes two to tango! They are learning. Be patient.

Management 147

Management Communication Leadership Digitalization 147

Arpedio

MARCH 6, 2024

In this blog post, we’ll delve into the intricacies of account management and explore key techniques for mastering this essential aspect of business operations. Book demo Key Principles of Effective Account Management Communication Effective communication lies at the heart of successful account management.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Red Star Kim

JANUARY 5, 2023

While there are many proven and successful digital marketing strategies and communications strategies when it comes to reaching clients directly – the strategies for forging and developing relationships with third party referrers and intermediaries can be more challenging. Achieve a steady flow of work. Engagement. Structured as silos.

Management 130

Management Media Key Account Management Communication 130

Arpedio

DECEMBER 19, 2023

The vital role of Customer Success in Account Management Explore ARPEDIO's Account Management Software ← Back to blog In recent times, companies have come to realize the significance of aligning their customer success and account management strategies. Let’s dive in!

Account Management 52

Account Management Communication Management Artificial Intelligence 52

Red Star Kim

JUNE 27, 2023

With the huge time pressure on M&BD teams, it is tempting to dive into the campaign development, research and implementation without scoping and a full project analysis. Scoping will help you identify at an early stage all the resources (time and cash) – fee-earners, M&BD team and external agencies – that you are likely to need.

Leadership 130

Leadership Management Stakeholders Communication 130

Arpedio

DECEMBER 19, 2023

The vital role of Customer Success in Account Management Explore ARPEDIO's Account Management Software ← Back to blog In recent times, companies have come to realize the significance of aligning their customer success and account management strategies. Let’s dive in!

Account Management 52

Account Management Customer Success Management Artificial Intelligence 52

Red Star Kim

SEPTEMBER 26, 2023

I presented a methodology to design marketing and BD team structures in November 2015. Here I review recent developments and look at some case studies of how M&BD teams are structured: An update on marketing and business development (M&BD) team structures. In this case, account managers liaise with the fee-earners.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Brooks Group

APRIL 9, 2024

But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals. Department heads: Leaders of specific departments or teams who are accountable for the success of the purchased solution in their areas. Help bridge any gaps in understanding or perspective among committee members.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Vantage Partners

SEPTEMBER 12, 2023

Today’s leaders need to approach leadership on multiple levels — namely, as leaders of themselves, of their teams, and of the business. Through the integration of these three dimensions, leaders have the foundation to successfully thrive amidst uncertainty and complexity and drive their teams and the organization forward.

Leadership 83

Leadership Emotional Intelligence Suppliers Stakeholders 83

Red Star Kim

JUNE 16, 2022

This prompted a host of discussions on engagement, internal communication, stakeholder buy-in, organisational culture and changing behaviour. Cher’s Believe and cross-selling. See also: Internal communication – Why, how and what (kimtasso.com). Referrals – The role of internal communications (kimtasso.com).

Management 130

Management Key Account Management Digitalization Communication 130

Brooks Group

APRIL 25, 2024

Your customer success team can be your best ally. Your customer service team and your sales team both serve the same purpose: to support customers and improve the bottom line. All too often, these different divisions work separately, with little to no communication. You’ve got to keep plugging when you work in sales.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Mike Kunkle

AUGUST 8, 2023

Solution: To overcome this barrier, sales leaders must champion a culture of cross-functional collaboration. It’s how we can break down the walls that hinder communication and cooperation between departments, to foster a shared vision, common goals, and open channels for knowledge exchange.

Sales 188

Sales Prioritization Innovation Leadership 188

Arpedio

JANUARY 9, 2024

Elevating Account Management Through Metrics and KPIs Explore ARPEDIO's Account Management Software ← Back to blog As companies strive to build lasting relationships with their clients, the need for effective Account Management strategies and tools becomes paramount. This approach builds trust and fosters long-term relationships.

Account Management 52

Account Management Management Client Relationships Account Planning 52

Planview

MAY 26, 2023

The big idea associated with this blog series is improving your odds of making a transformation stick. You’ll learn five critical roles for advancing organizational change and techniques to enable clear, unified communication. Put another way, it means they attended, with clear intention, to “the people side of change.”

Organization 52

Organization Stakeholders Communication Logistics 52

Red Star Kim

SEPTEMBER 29, 2023

The session comprises three elements: marketing and business development fundamentals, practical marketing communication and business development skills and growing your career. There were some common threads demonstrating the huge contribution these varied individuals make to their teams. How do you measure up?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Sales Outcomes

JANUARY 15, 2024

S ample of Ad-Hoc Marketing Execution: The sales team decides to target accounts in an underpenetrated and lucrative segment in the finance sector. Marketing has initiatives to support growth in the finance sector, but they aren’t aware of the sales team’s targeting initiative. Develop a shared vision.

Marketing 52

Marketing Finance Stakeholders Prioritization 52

Red Star Kim

SEPTEMBER 26, 2023

The emotions of the management team leading the change. Naturally it is important that the leadership team communicates the rationale for the change. Build enthusiasm for a joint vision of the future Promote dialogue Too often change communications are one-way. Yet communication needs to be two-way. From the top.

Management 113

Management Co-Creation Communication Leadership 113

QYMATIX

MARCH 12, 2024

AI-based assistants for wholesale deliver specific recommendations from predictive sales software to the sales team. That includes Cross-selling predictions, customer churn predictions, and pricing predictions. That includes Cross-selling predictions, customer churn predictions, and pricing predictions.

Artificial Intelligence 52

Artificial Intelligence B2B Logistics Sales Analytics 52

Arpedio

OCTOBER 17, 2023

Account management software tools Account Management Software ← Back to blog Account management software solutions have transformed the way businesses handle their account planning and client interactions. In this blog post, we’ll delve deeper into the importance of account management software and how it can revolutionize your business.

Account Management 52

Account Management Software Software Management 52

Red Star Kim

FEBRUARY 1, 2024

The panel discussion that followed commented on: huge pockets of difference in sentiment, lots of unknowns across the board, the need for martech to be used beyond the MBD team, the need for everyone to skill up and the need for a cross-functional approach to AI during the ideation and experimentation phases.

Marketing 130

Marketing Leadership Profitability Digitalization 130

Arpedio

FEBRUARY 2, 2024

8 Game-Changing Benefits of Account-Based Selling Explore ARPEDIO's Account-Based Selling Platform ← Back to blog In the world of sales, where personalization is paramount, it is almost impossible to overlook the significance of Account-Based Selling (ABS). White Space Analysis Discover upsell and cross-sell opportunities in Salesforce.

Account Planning 52

Account Planning Account Management Facilitation Stakeholders 52

Brooks Group

AUGUST 8, 2023

The DISC personality assessment has become a popular tool for understanding behavior and communication styles. For sales teams, understanding each sales professional’s personality can help align strengths and weaknesses to create a high-performing sales force. How does DISC help sales professionals?

Sales Management 71

Sales Management Management Sales Sales Training 71

Arpedio

OCTOBER 17, 2023

How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. These teams not only safeguard and nurture vital client relationships but also drive revenue and stability.

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Vantage Partners

SEPTEMBER 12, 2023

Today’s leaders need to approach leadership on multiple levels — namely, as leaders of themselves, of their teams, and of the business. Through the integration of these three dimensions, leaders have the foundation to successfully thrive amidst uncertainty and complexity and drive their teams and the organization forward.

Leadership 64

Leadership Emotional Intelligence Suppliers Stakeholders 64

Insightly

NOVEMBER 3, 2021

This is part 4 of a customer service and support blog series based on conversations with the leaders of Insightly’s client services and customer success teams. More specifically, these two teams are at the very center of your organization’s efforts to drive adoption, retention, and ultimately, customer loyalty.

Remote Working 105

Remote Working Customer Success Facilitation Communication 105

Red Star Kim

APRIL 17, 2023

Delegates were from legal, accountancy and insolvency firms – both M&BD teams and fee-earners. Some were also noting personality types to help with matching their team members. Delegates acknowledged cross-selling happened in their firms, but they all indicated that it could be more effective if systematic.

Management 130

Management Manufacturing Client Relationships Facilitation 130

Red Star Kim

DECEMBER 2, 2022

Many management teams I speak to express a desire for their M&BD Execs to be more proactive – which takes time, tact and the confidence to think ahead and adopt a more advisory approach. Delegate – Identify which tasks could be delegated and particularly to those outside the M&BD team. What stops us being proactive?

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Insightly

SEPTEMBER 28, 2023

In this blog post, we’ll dig into the emerging field of revenue operations. The high-level goal of any rev ops team is to increase revenue and drive sustained, predictable organizational growth through improved operational efficiency. Not long ago, revenue was considered the sole domain of the sales team.

Finance 52

Finance CRM Customer Success Decision-making 52

Insightly

SEPTEMBER 28, 2023

In this blog post, we’ll dig into the emerging field of revenue operations. The high-level goal of any rev ops team is to increase revenue and drive sustained, predictable organizational growth through improved operational efficiency. Not long ago, revenue was considered the sole domain of the sales team.

Finance 52

Finance CRM Customer Success Decision-making 52

Red Star Kim

SEPTEMBER 6, 2022

I haven’t reviewed a book on the topic of internal communication and yet it’s a vital element of marketing, branding, organisational culture, change management and leadership. This contemporary book (published in 2021) is just 200 pages and is subtitled “Streamline your corporate communication to drive efficiency and engagement”.

Communication 130

Communication Facilitation Leadership Stakeholders 130

Red Star Kim

NOVEMBER 1, 2023

The culture and rewards systems sometimes worked against integrated client teams. Digital environment – Where people buy people, the challenge of forging strong personal relationships becomes more acute when most communications are managed through digital channels. This has changed the sales process fundamentally in many environments.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Arpedio

FEBRUARY 26, 2024

If you find yourself in a competitive business landscape, then you probably also know that sales teams are constantly on the lookout for innovative strategies to enhance their effectiveness and drive revenue growth. Tailor your communication strategy based on the preferences of each account, ensuring a seamless and integrated experience.

Advertising 52

Advertising Sales CRM Media 52

Arpedio

FEBRUARY 27, 2024

In this blog post, we will delve into the principles, strategies, and benefits of relationship selling, exploring how it can drive sustainable business growth and foster enduring customer relationships. The Role of Trust and Communication in Relationship Selling At the heart of relationship selling lies trust and effective communication.

Prioritization 52

Prioritization Communication Software Software 52

Insightly

SEPTEMBER 28, 2021

This is part 2 of a customer service blog series based on conversations with members of Insightly’s client services and customer success teams. In part 1 of this customer service blog series, we discussed five important skills for building great relationships. How does communication break down across departments?

Remote Working 98

Remote Working Prioritization Communication Stakeholders 98