Strategic Account Management Association

FEBRUARY 3, 2022

But as a provider of a robust set of sales management and methodology capabilities , our teams work with some of the biggest sales organizations in the world. And second, while no one is immune to these challenges, the strategic account planning approaches that drive success today aren’t unique to any particular industry or business size.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Strategic Account Management Association

APRIL 5, 2021

By Jacques Sciammas, President, Selling to Executives. 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. And it’s true.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Upland

OCTOBER 17, 2023

Like other forms of AI, sales enablement AI helps sales teams automate everyday tasks… tasks that take away from the actual selling. These include the more tedious aspects of selling that can take hours to complete. It frees them up to do what they do best—sell, sell, sell. Many writers use AI to spark ideas.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Red Star Kim

FEBRUARY 8, 2024

I’ve summarised the key points here as a supplementary learning resource for the delegates. 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. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

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. See The 4 Levels Of Strategy: The Difference & How To Apply Them (cascade.app). Top-down or Bottom-Up Strategy?

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. Can also look at companies in a particular sector (e.g.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Brooks Group

MARCH 28, 2024

Why is selling to the C-suite so critical? Gone are the days when you could simply sell to a mid-level manager. By accessing this level, you position your solution more strategically and reduce the risk of being viewed as just another vendor or commodity supplier. Senior decision maker titles also vary by industry.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Showpad

DECEMBER 5, 2021

In this interview, Tom shares how the partnership between marketing and sales made all the difference in rolling out a new digit al sales strategy. . “If I’ve worked myself into a marketing job, but 80% of my career has been in sales, account management, and creating marketing programming and other services to support sales teams. .

Digitalization 98

Digitalization B2B Sales Customer Value 98

Brooks Group

MARCH 6, 2024

Effective performance management requires establishing KPIs, metrics, and performance tracking systems to monitor individual and team performance, identify areas for improvement, and drive accountability. Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully.

Organization 84

Organization Account Management Sales Sales Training 84

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

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. Second, the difference in nature and goals between AM and KAM is often not clear and this amplifies the confusion. Account Management: A necessity for all organisations.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Red Star Kim

SEPTEMBER 26, 2022

Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”. And to understand the differences between sectors.

Digitalization 147

Digitalization Media Marketing Communication 147

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

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

Mike Kunkle

FEBRUARY 5, 2023

Bob Apollo made this exact point about Deming’s original work and how sales process is somewhat different.] Total Quality Management (TQM), Business Process Management (BPM), Six Sigma, and Lead Sigma are powerful methods for this sort of work. ” ~ CSO Insights 2019 Sales Enablement Report (p.

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

SEPTEMBER 8, 2023

This week’s PM Forum training workshop “Commerciality: Finance, Pricing, Innovation and Research” was attended by delegates from law, accountancy and insolvency firms. As well as marketing and business development executives and managers there were also those in specialist pricing and bid roles. Why commerciality for M&BD?

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

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

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. Differentiation is a critical aspect of professional services marketing and is no different in personal brands.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Brooks Group

FEBRUARY 12, 2024

When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Department heads: Leaders of specific departments or teams who are accountable for the success of the purchased solution in their areas.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Mike Kunkle

AUGUST 8, 2023

In a race, the boat where everyone is rowing in unison in the same direction will always beat the boat where rowing is haphazard and in different directions. In a race, the boat where everyone is rowing in unison in the same direction will always beat the boat where rowing is haphazard and in different directions. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. Proven Strategies for Sales Results In today’s competitive selling environment, having a consistent, repeatable sales process is critical for driving revenue growth. What is IMPACT Selling ® ?

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Arpedio

SEPTEMBER 25, 2023

Key account management vs. traditional sales ← Back to blog The game of sales and customer relations has changed – staying competitive is no longer just about making the sale; it’s about nurturing valuable, long-lasting relationships with your top-tier clients. Table of Contents What is Key Account Management?

Key Account Management 52

Key Account Management Account Management Management Sales 52

Arpedio

MAY 10, 2023

Why Key Account Management is Essential for Business Success ← Back to blog In today’s fast-paced business world, simply acquiring new customers isn’t enough – you need to keep them coming back for more. That’s where Key Account Management (KAM) comes in. What is Key Account Management?

Key Account Management 52

Key Account Management Account Management Management Profitability 52

Arpedio

OCTOBER 10, 2023

Creating personalized content for Account-Based Selling ← Back to blog There’s no way around it. Account-Based Selling (ABS) has emerged as a powerful strategy. In this blog post, we’ll delve into the significance of personalization within ABS.

Decision-making 52

Decision-making Account Planning Marketing Stakeholders 52

Red Star Kim

DECEMBER 5, 2023

It was on budget day so those from accountancy and tax practices had a lot going on. There was much discussion about the different systems that were used – and people’s views on whether they were good, bad or indifferent. Proactive marketing and business development executives – CRM, internal engagement and career insights.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

JUNE 1, 2023

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. There is more information on branding theory Book review – Managing Brands (kimtasso.com). A key theme that often arises in pitching is how to differentiate.

Value Proposition 130

Value Proposition Innovation Marketing Media 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

KAM With Passion

NOVEMBER 11, 2020

You can be sure that customers immediately see a difference between suppliers who genuinely do their best to help and those who try to sell no matter what. You can be sure that customers immediately see a difference between suppliers who genuinely do their best to help and those who try to sell no matter what.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Brooks Group

NOVEMBER 29, 2023

Today, you’ll see far more transactors of products and services adopt terms like account, client, partner, and relationship manager for their job title than the overt “sales representative.” This is especially true when your job is to be a visible ambassador for a company and its products or services.

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

Red Star Kim

JUNE 16, 2022

The MBL workshop on Referrer and Intermediary Management earlier this week combined those in front-line fee-earning roles (e.g. employment and family solicitors) with those from marketing and business development in legal, tax, wealth management and property firms. And we explored different ways to help with targeting.

Management 130

Management Key Account Management Digitalization Communication 130

Red Star Kim

APRIL 17, 2023

Delegates were from legal, accountancy and insolvency firms – both M&BD teams and fee-earners. The main takeaways for the delegates can be summarised with the following themes: Referrer management – Grading, Research, Discipline, Storytelling and Leveraging your exemplars. Colour coding was popular (e.g. Red, Amber, Green).

Management 130

Management Manufacturing Client Relationships Facilitation 130

Arpedio

DECEMBER 14, 2023

Maximize Your Team with Sales Enablement Tools Explore the ARPEDIO platform ← Back to blog Table of Contents In the ever-evolving world of sales, staying ahead of the curve is key to success. We’ll dive into the different sales enablement tools available in the market, like ARPEDIO, and help you identify the best fit for your team’s needs.

Sales 52

Sales Software Software Account Planning 52

Mike Kunkle

JUNE 12, 2022

While I personally believe this is a time when well-managed, profitable firms should double-down on investing in their employees to gain competitive advantage in difficult times (I wrote about this recently on LinkedIn, as well ), I know that may not be possible for everyone. This is a post I never wanted to write. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Red Star Kim

MARCH 17, 2023

Recently, I was struck by how many of my marketing manager apprentices – who are generally in mainstream marketing – highlighted the metaverse and experiential marketing in their trends presentations. And I attended the VR awards – without a headset – back in 2020. The Metaverse opportunity?

Marketing 130

Marketing Transportation Leadership Digitalization 130

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

JULY 11, 2022

UK and offshore law firms, barristers’ chambers and accountancy firms were represented. Communication and education are required to manage expectations and promote enthusiasm and momentum. Communication and education are required to manage expectations and promote enthusiasm and momentum. There were many reasons for this.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130