CMOE

MARCH 6, 2023

Recognizing opportunities for and potential obstacles to strategic success requires knowledge and insight from the organization and outside sources. Recognizing opportunities for and potential obstacles to strategic success requires knowledge and insight from the organization and outside sources. and the impact of their decisions.”

Finance 98

Finance e-Learning Innovation Leadership 98

Red Star Kim

MARCH 6, 2023

At the start of March, there was an online PM Forum workshop on “Being more strategic ”. Delegates were from legal and accountancy firms with roles as varied as marketing, digital marketing, business development, PR and key accounts (executives, managers and a director). The starting point for strategy is analysis.

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Strategic Account Management Association

APRIL 5, 2021

the committee responsible for overseeing purchasing decisions), I met thousands of salespeople and strategic account managers through the years, and I would say that no more than 3 percent or so had bothered going through my company’s 10-K. I’ d never get through it, despite my and your good intentions!”. Stop Jacques!

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Upland

MAY 4, 2023

Honest Abe knew the value of not launching head-first into something without a considered plan of attack. How are sales teams meant to grow revenue in key accounts without a well-thought-out account planning strategy ? After all, account planning is an ongoing, iterative process. Not necessarily.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Mike Kunkle

MAY 30, 2023

Purposefully orchestrating organizational performance improvement is difficult. The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. Therefore, enablement is hard work. See what I did there? Logic is our friend.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Account Manager Tips

FEBRUARY 28, 2021

What skills do key account managers need? Key account management is a profession in demand. What are the top skills companies are looking for and how do you get good at them? Key Account Managers are in demand by companies now more than ever. Enterprise Account Executive #6. All this talk about the digital economy.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sales force.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue.

Sales 258

Sales Finance Decision-making Profitability 258

Red Star Kim

DECEMBER 18, 2023

In early December we welcomed 15 delegates to a PM Forum “Be more strategic” workshop. The workshop covered strategic thinking, business strategy and marketing and business development (MBD) strategy. The essence of strategy is about choices on how to achieve aims and how limited resources are used to achieve a competitive advantage.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Mike Kunkle

AUGUST 8, 2023

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. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Account Manager Tips

SEPTEMBER 7, 2022

More and more companies expect their key account managers to be thought leaders. If you're smart, you'll start building your personal brand now. Here's how. Why key account managers need a personal brand I've been collecting job descriptions for years. Director of Strategic Customer Success, Tableau Software.

Key Account Management 130

Key Account Management Account Management Management Media 130

Account Manager Tips

SEPTEMBER 15, 2022

Why key account managers need a personal brand Why I started to build my personal brand Step 1: Figure out your personal brand Step 2: Create a personal branding plan Step 3: Become a student of personal branding Join the Personal Branding Playbook In other news Quote of the week. Director of Account Management, Conduent.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

Red Star Kim

FEBRUARY 8, 2024

And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below. I’ve summarised the key points here as a supplementary learning resource for the delegates.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Upland

JANUARY 26, 2020

Honest Abe knew the value of not launching head-first into something without a considered plan of attack. How are sales teams meant to grow revenue in key accounts with a well thought out account planning strategy? But what do we mean when we say account planning? ” -Abraham Lincoln.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

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. Ready to streamline your account planning?

Account Management 52

Account Management Management Client Relationships Account Planning 52

Red Star Kim

JUNE 15, 2023

Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation).

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

DECEMBER 22, 2022

At the “Being more strategic” PM Forum workshop a week or so ago, half of the delegates were in management roles. Be more strategic – PESTLE, Positioning and Plans. Be more strategic – PESTLE, Positioning and Plans. Many were attached to specific practice groups and some had firm-wide roles. Sociological.

Supply Chain 147

Supply Chain Government Transportation Digital Transformation 147

PandaDoc

SEPTEMBER 2, 2020

Thanks to the wealth of information being published today, everything you need to stay on top of your game — from new information to tactics and strategies — exists to help you meet your goals. We’ve reached out to influencers and compiled a list of the industry’s leading blogs below. Adaptive Business Blog.

Sales Management 98

Sales Management Management Sales Publishing 98

Red Star Kim

DECEMBER 12, 2023

In early December (and despite the train strike), we gathered at the offices of London | Simmons & Simmons (simmons-simmons.com) for a workshop on “Future Marketing and Business Development Manager”. Training – PM Forum. It was an energetic and exciting day where everyone took away different ideas and actions. And in external agencies.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Arpedio

MARCH 6, 2024

Account management serves as the backbone of successful businesses, playing a pivotal role in fostering lasting relationships with clients or customers. At its core, account management involves the strategic oversight and nurturing of client accounts, aiming to maximize their value and satisfaction.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Red Star Kim

MARCH 7, 2023

A key theme arising at the March PM Forum “ Future Marketing/Business Development Manager” (with delegates from legal, accountancy and consultancy firms) was about being overwhelmed. Here there is a need to establish clear boundaries about who, when and how you are able to help. Being overwhelmed causes stress.

Marketing 130

Marketing Management Emotional Intelligence Leadership 130

KAM With Passion

NOVEMBER 11, 2020

How are strong relationships built? To keep things relatively simple, let’s consider two types of context: Account Management and Key Account Management and let’s see how the execution of Business Reviews adapts to the depth of relationship between the supplier and each customer. A very pragmatic one. On the contrary.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Red Star Kim

JULY 11, 2022

This is a summary (and an additional learning resource for delegates) of last week’s M&BD planning workshop through the PM Forum. Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure. UK and offshore law firms, barristers’ chambers and accountancy firms were represented.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Red Star Kim

JUNE 7, 2023

I was delighted to return to Dublin to lead an in person training workshop for PM Forum Ireland on “ Being more strategic” with delegates from law, accountancy and consultancy firms. We considered strategic thinking, business strategy and marketing and business development strategy. Strategic change takes time and energy.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Brooks Group

MARCH 25, 2024

It led to 2023 being a record year for us—20% above plan.” It led to 2023 being a record year for us—20% above plan.” This sequence guides sales professionals through strategic milestones while providing tactical techniques to navigate each buyer interaction with confidence. The data backs this up. What is IMPACT Selling ® ?

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Clarity Engagement Solutions

MAY 10, 2022

It encompasses the best practices from both within a company and across the industry, which will help organise your company to raise everyone’s ability for more effective customer engagement. Our 4 Zones ™ training will help improve your company in the following areas: ?

Account Management 91

Account Management Healthcare Stakeholders Decision-making 91

Red Star Kim

JUNE 27, 2023

At the recent PM Forum online workshop on campaigns, thought leadership and project management there were 17 delegates from legal, accountancy and insolvency firms located in London, Belfast, Sutton Coldfield, Manchester, Newcastle, Cambridge and Dubai. The delegate aims, poll results and key takeaways are shown below.

Leadership 130

Leadership Management Stakeholders Communication 130

Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. How do you measure up? How do you stand out from your peers?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Red Star Kim

DECEMBER 2, 2022

Delegates were from large and medium sized legal, intellectual property, accountancy, actuarial, pension and consultancy firms – from the UK but also from the Channel Islands and Portugal – with some supporting up to 12 jurisdictions. Thanks to all the delegates for their enthusiastic participation and for the support of Morag Campbell.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. So here are ideas on how to engage fee-earners in the M&BD planning process. The company might submit a brief.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Red Star Kim

AUGUST 31, 2023

Moore Kingston Smith (accountants) – Real estate thought leadership This campaign comprises a series of seven opinion articles (“The state of the global real estate industry”) exploring investment opportunities in UK real estate sharing economic data (inflation and global growth forecasts). trillion by 2031”. trillion by 2031”.

Marketing 130

Marketing Leadership Government Logistics 130

KAM With Passion

OCTOBER 7, 2020

The terms Account Management (AM) and Key Account Management (KAM) appear in a lot of business conversations and articles. Account Management: A necessity for all organisations. We define Account Management (AM) as the set of methods, processes and practices to manage existing customers.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Red Star Kim

DECEMBER 5, 2023

It was on budget day so those from accountancy and tax practices had a lot going on. In November it was a full house for the PM Forum’s Proactive marketing and business development executive online workshop. These sessions are experiential – with much use of social learning so many insights are generated during group discussions.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

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. A strong leader can inspire and guide the team to achieve their goals.

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

AchieveIt

NOVEMBER 1, 2023

If I asked you to divide these companies into categories based on annual revenue, how many would fall into the $1-10 million revenue tier? How about $10-50 million or above $50 million? The secret often lies in strategic planning. A strategic plan without measurable objectives is no strategic plan at all.

Energy and Utilities 52

Energy and Utilities Decision-making Innovation Business Planning 52

DemandFarm

APRIL 8, 2024

If you’re part of a B2B sales team, chances are that ABS as a strategy is on your radar. Account Based Selling (ABS) burst into the spotlight in the mid 2010s and has been steadily gaining traction as the go-to approach among B2B sales organizations. Who wouldn’t want to unlock the full potential of their key accounts?

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52