Upland

OCTOBER 21, 2022

Account planning has never been so necessary – or so challenging – to get right. When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . But what exactly is account planning, and why is it so important in 2023? .

Account Planning 195

Account Planning Leadership Software Software 195

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Schedule large blocks of time for specific important activities.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Mike Kunkle

NOVEMBER 21, 2023

In plain English, this is a way to look at a whole situation in context – the root cause of the problem and possible solutions – and to come at the problem from different directions at the same time. Just as with a complex sales opportunity, the real-world is rarely that single-threaded. I’m just providing that for context.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Red Star Kim

AUGUST 24, 2023

He has also been a management consultant, a marketing director and a financial journalist. I invited him once to facilitate a junior professionals’ networking event for an accountancy practice – where he talked about one of his other books “All you need to know about the City” (latest version updated in 2022).

Finance 130

Finance Government Profitability Banking 130

Account Manager Tips

FEBRUARY 28, 2021

What skills do key account managers need? Key account management is a profession in demand. Key Account Managers are in demand by companies now more than ever. Enterprise Account Executive #6. Customer Success Manager #7. Innovative talent tops the list of solutions to business challenges.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

Account Manager Tips

MARCH 23, 2021

Low margins, customisation, and always reminding you how important they are. To identify key accounts with true growth potential, you must dig deeper. Your biggest accounts are not always your best accounts. Which is why key account management is so important. Click to Tweet. Things change.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

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

Upland

OCTOBER 17, 2023

We’ll explore how AI can be a relationship seller’s best tool to automate the mundane so you can focus on more important things… like building relationships with your prospects. Its many evolutions and the powerful AI of today make it an irresistible tool to many. Many writers use AI to spark ideas.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Upland

NOVEMBER 27, 2023

One of the most important things in our go-to-market strategy is understanding pressures. They aren’t in the market for products or services. They aren’t buying just to buy. They’re on a mission to solve a problem, fill a gap, or capitalize on an opportunity. What are their goals? What pressures are forcing the customer to act?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Red Star Kim

DECEMBER 18, 2023

The workshop covered strategic thinking, business strategy and marketing and business development (MBD) strategy. Top-down or Bottom-Up Strategy? The complexity of professional services firms adds to the strategy challenge. Some think about a centralised or decentralised approach to strategy.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Red Star Kim

OCTOBER 13, 2023

At the 28 th PM Forum Annual Conference in September I (in my capacity as Head of Training and Learning Transfer of the Managing Partners’ Forum and PM Forum), co-presented breakout sessions with Julie McConnell of international law firm White & Case. Although it does provide indepth knowledge of legal services.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Mike Kunkle

OCTOBER 8, 2023

Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. Nowhere is this truer than with the commercial organization. This unified effort propels businesses to new heights of success. So, why care, or why read it?

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Account Manager Tips

MARCH 3, 2021

Why customer success is important Sometimes a career chooses you Ronni didn't choose customer success; it chose her. Customer success management vs. key account management People often get confused between the two roles, and there are parallels and intersections between them. Key Account Management Concepts.

Customer Success 200

Customer Success Key Account Management Account Management Management 200

KAM With Passion

NOVEMBER 11, 2020

During difficult times, running good Business Reviews is more important then ever. The evolution of social and economic parameters or business models and the disruption caused by the sanitary crisis do not make them less important. For a blog post on the difference between Account Management and Key Account Management, go here.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Envisio

JANUARY 24, 2024

At Envisio, we believe in the transformative power of reading … which is why we’ve gathered together a list of the best strategy books! At Envisio, we believe in the transformative power of reading … which is why we’ve gathered together a list of the best strategy books! Books are knowledge.

Government 105

Government Leadership Innovation Decision-making 105

Red Star Kim

JANUARY 5, 2023

I’ve summarised some of the main “back to basics” themes emerging from discussions: Referrer Management Strategies – Rationale and Challenges. Even more so when a firm is relatively small and has limited financial and expertise resources to support robust M&BD strategies. The delegate poll results are shown below.

Management 130

Management Media Key Account Management Communication 130

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

Account Manager Tips

NOVEMBER 24, 2022

Every month I share a selection of popular titles to help with your professional development as a key account manager. In 2008, Jodi Glickman launched Great on the Job, a communications consulting firm whose distinguished client list includes Harvard Business School, Wharton, The Stern School of Business, Merrill Lynch, and Citigroup.

B2B 130

B2B Key Account Management Account Management Decision-making 130

PandaDoc

FEBRUARY 8, 2024

If your company wants to increase sales and nurture existing customers, account management software could be the perfect tool to propel you to success. This guide will discuss what account management software can offer you, the main benefits and features to look for, and our assessment of the best solutions on the market.

Account Management 52

Account Management Software Software Management 52

Red Star Kim

JANUARY 16, 2023

56% represented law firms, 18% accountancy firms, 9% property and construction firms, 5% management consultancy, 5% intellectual property and 8% other. 56% represented law firms, 18% accountancy firms, 9% property and construction firms, 5% management consultancy, 5% intellectual property and 8% other. Survey respondents.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Nutshell

APRIL 26, 2023

But with the right Customer Relationship Management (CRM) solution, you can optimize your marketing to suit the unique needs of every customer, just like you might in a small independent business. This type of CRM uses reporting and visualization to help you manage customer relationships and hit your KPIs. What is CRM?

Marketing 171

Marketing CRM e-Learning Software 171

Hubspot Sales

NOVEMBER 22, 2023

It's a CRM (or Customer Relationship Management Platform). Below we'll delve into why CRMs are an important sales tool, using data from our State of Sales Report, as well as how they can revolutionize your sales strategy. This is where Customer Relationship Management (CRM) software comes into play.

CRM 90

CRM Decision-making Sales B2C 90

Red Star Kim

MAY 2, 2023

And why are they so important? Traditional capabilities – notably the management of financial and operational resources—remain highly relevant. But since 2007 companies advertising C-suite openings have increasingly emphasised the importance of social skills and de-emphasised operational expertise.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Red Star Kim

FEBRUARY 9, 2023

There were architects, bankers, accountants, forensic investigators, insolvency practitioners, lawyers, pension advisers and tax experts who had a range of areas of expertise including bloodstock, housing associations and commercial property. Here are the highlights on Referrer and Intermediary Management – Silos, Targets and Culture.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Red Star Kim

FEBRUARY 28, 2023

This post summarises some of the key themes emerging from the recent online MBL “How to manage and grow your private client practice” full day session . Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI. Both to maintain service levels and underpin growth strategies.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Account Manager Tips

APRIL 11, 2022

It talked about the fact that consultants who bounce in an out of the client relationship have more status and impact than account managers that deal with the client daily. "A To find the people most likely to give you a referral, create a target list of names with these qualities in common Value. table of contents. Reputation.

Account Management 130

Account Management Key Account Management Client Relationships Innovation 130

Nutshell

MARCH 5, 2024

But if you want to do it right, you need a strategy behind how you assign those leads. The importance of lead distribution Steps in the lead distribution process Exploring various lead distribution strategies Lead distribution software What is lead distribution? Why is lead distribution important?

CRM 77

CRM Software Software Prioritization 77

Sales Gravy

AUGUST 24, 2023

Some of their questions include: standing out in a final round interview process, targeting and selling into larger accounts, losing to a competitor, and ways to contact hard-to-reach stakeholders on LinkedIn. Personalized service and attention are selling points for small companies managing accounts with larger competitors.

Stakeholders 77

Stakeholders Sales Decision-making Small Business 77

Red Star Kim

AUGUST 30, 2022

And with a sense of achievement and an extensive list of things to learn over the coming year. All professionals – lawyers, accountants and surveyors – have to complete CPD or CPE in order to maintain their membership of their professional body (and for their professional indemnity insurance). Product management. What I learned.

Marketing 130

Marketing Digitalization Insurance Communication 130

Hubspot Sales

SEPTEMBER 22, 2022

According to our survey, most sales leaders prioritize improving reps' sales performance when structuring their coaching strategies — with 52.6% of respondents citing it as important. Several leaders also stressed the importance of training reps on the tools and resources they need to succeed — with 38.5% Let's dive in.

Sales 113

Sales Sales Training Negotiation Facilitation 113

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. There were conversations about overwhelmed marketing/BD managers, overwhelmed M&BD teams and overwhelmed fee-earners.

Marketing 130

Marketing Management Emotional Intelligence Leadership 130

Nutshell

DECEMBER 7, 2023

In this article, we’ll explain how artificial intelligence software can enhance productivity and provide a comprehensive list of the best AI productivity tools. In this article, we’ll explain how artificial intelligence software can enhance productivity and provide a comprehensive list of the best AI productivity tools.

Artificial Intelligence 100

Artificial Intelligence Software Software Meetings 100

Arpedio

JANUARY 4, 2024

In the competitive world of B2B sales, harnessing the power of an effective account mapping strategy is key to sales optimization and revenue growth. As businesses vie for market dominance, an articulate account strategy empowers organizations to deepen customer relationships and scale their operations effectively.

B2B 52

B2B Sales Decision-making CRM 52

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

Flevy

MAY 23, 2023

Military strategies, concepts, and practices have found widespread application in businesses as well as everyday life. In the commercial arena, many businesses have successfully captured markets, contested with opponents, and accomplished strategic goals by applying military strategies. Orient – involves analyzing the data gathered.

Decision-making 98

Decision-making Energy and Utilities Digital Transformation e-Learning 98

LinkedFusion

AUGUST 26, 2023

Well, ever heard of the LinkedIn account-based marketing strategy? This blog is your ticket to mastering the art of using account-based marketing on LinkedIn. Stick around as we dive into how account-based marketing can transform your LinkedIn outreach into a lead-converting machine. If not, you’re in for a treat.

Marketing 52

Marketing Decision-making Prioritization Sales 52

PartnerTap

FEBRUARY 27, 2023

Going it alone isn’t a safe strategy for 2023. Invest in automation to scale Emailing around spreadsheets and manually scanning through account lists to find common customers or opportunities doesn’t scale. But sales reps and partner managers have been doing this forever – because they know there’s gold buried in these lists.

Marketing 98

Marketing CRM Management Sales 98