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.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Account Management Skills

JANUARY 29, 2024

The account manager’s job is to keep and grow client relationships. What holds account managers back from growing accounts? I’ll be talking more about pricing with Alfie Wenegieme FCCA , Managing Partner at Cactus on the next podcast episode “Creative Agency Account Manager”

Account Management 40

Account Management Profitability Account Growth Procurement 40

Red Star Kim

FEBRUARY 8, 2024

But when we look at business development, sales and relationship management competency frameworks for fee-earners (as opposed to professional sales people) there is less clarity. Capacity planning – Research suggests that humans can probably manage a maximum 150 to 250 close relationships. Some automated systems (e.g.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

DemandFarm

JULY 13, 2023

NewYork, 13th July, 2023 DemandFarm, the leading player in Account Based Sales Solutions is pleased to announce the appointment of Joshua Gregg , as President, Americas. Joshua is an experienced thought leader in Strategic Account Management with a focus on culture, discipline, customer centricity, and revenue growth.

Account Management 52

Account Management Account Planning Digitalization Organization 52

KAMCast

NOVEMBER 12, 2020

With his 4 th book, Digital Selling, debuting at number 1 on the Amazon charts prior to being published in 2016 Grant went on to publish his latest book, Myths of Marketing, in January 2020. His fourth book, ‘Digital Selling’, debuted at #1 on the Amazon charts prior to being published in September 2016.

Marketing 52

Marketing Key Account Management Publishing Account Management 52

SmartKarrot

MAY 27, 2020

Has your mind been pondering around these questions like – ‘What skills are the top account management companies looking for’? Are they even looking for account managers to hire? Let’s see how you can benefit from the best account manager training available online. LAMP Account Management Training .

Account Management 10

Account Management Management Key Account Management Account Growth 10

Account Manager Tips

AUGUST 10, 2021

. * Amplifinity, The State of Business Customer Referral Programs, 2016 B2C companies may have formal referral programs designed by the marketing team. But, for B2B companies, it falls to the sales team or the key account management team to ask. Warwick Brown // Account Manager Tips. Client Relationship Building.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

KAMCast

JUNE 10, 2021

What are the levels of motivation across your account managers and sales team? Or perhaps you are an account manager who is questioning your own level of engagement and feeling a little disconnected from the business that pays for your peak performance. Are your new business teams ALIGNED with your Account Managers?

Shareholders 52

Shareholders Account Management Key Account Management Information Technology 52

Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. Stakeholder management and the health of those relationships are critical predictors of success. Trust goes a long way. The Stakeholder Reality.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

KAMCast

NOVEMBER 5, 2020

Coming up… In the next episode (#003), I’ll be talking to Grant Leboff from Sticky Marketing about the differences and common divide between sales and marketing and how Key Account Managers should be using their own media channels to add value to the customers. Grant Leboff is one of the U.K's leading Sales and Marketing experts.

Insurance 52

Insurance Key Account Management Leadership Publishing 52

Hubspot Sales

APRIL 19, 2018

In 2016, we started following EOS (Entrepreneurial Operating System) and established firm business goals. Accountability is Crucial. In Week Two of the training, I was told that I had to send the dashboard from my HubSpot Sales CRM to Dan and to Brian (my Channel Account Manager, or CAM) at the end of every week.

CRM 98

CRM Account Management Sales Meetings 98

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. Rationale – Key reasons to develop referrer management strategies . For some services, referrer management is the only effective strategy. . Observe the Pareto principle.

Management 130

Management Media Key Account Management Communication 130

Red Star Kim

SEPTEMBER 26, 2023

increasingly M&BD professionals play a part on the front line of client contact for example, as account managers) Client concentration? In this case, account managers liaise with the fee-earners. The growth of MarTech in professional services – an overview (kimtasso.com) Account management or project support?

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Deep Insight

SEPTEMBER 29, 2022

BT started piloting a Net Promoter measure in 2016 and announced it in its Annual Report that year. One of the biggest changes is that most large European companies now measure NPS. They also report it to their shareholders in their annual reports. A look at our own client base confirms this. It rolled out NPS more widely in 2017.

Shareholders 52

Shareholders B2B B2C Customer Experience 52

Insightly

SEPTEMBER 12, 2022

Another report from 2016 found companies that use ABM generate 208% more revenue from their marketing. Account-based marketing is quite a focused and time-consuming effort. This kicks off a series of steps involved in successful account-based marketing. Sales and Marketing Alignment. ABM Prospect Research.

Marketing 52

Marketing CRM Decision-making B2B 52

QYMATIX

OCTOBER 26, 2021

Statistics of 2016 showed that the total transaction volume of B2B e-commerce in China had amounted to 16.7 Use Case: How a B2B Start-up successfully improves account management skills with Qymatix smart CRM for small sales teams. Let’s review a couple of interesting facts about it. trillion yuan. trillion Euros or 2.67

B2B 52

B2B Manufacturing Retail Internet 52

Red Star Kim

NOVEMBER 17, 2023

Here I summarise brand, referrals, research, key account management (KAM) and new service development case studies. At law firms: Addleshaw Goddard, Collas Crill, LawNet, Ontier, Schillings and accountancy firms: Menzies, Mercer and Hole. I scour publications and awards to pick up as many as I can.

Marketing 130

Marketing Key Account Management Innovation Account Management 130

Openview

FEBRUARY 13, 2018

Back in 2016, Salesforce reported “an all-time high in the number of large transactions,” including a net-new nine-figure deal, a nine-figure renewal, and more than 600 (600!) Gather input from your account teams and track major deals that get CXO engagement versus those that don’t. Salesforce is a company I follow very closely.

Digital Transformation 70

Digital Transformation Artificial Intelligence Digitalization Leadership 70

Hubspot Sales

FEBRUARY 13, 2018

You can follow the seven steps below to get started: Check with your account manager to make sure the customer is happy (and if they’re not, set up a call anyway to see how you can make things better). Whoa -- face-to-face interaction in 2016? Ping the client with a phone and an email and ask for a 10-minute conversation.

Marketing 111

Marketing Media B2C Digitalization 111

SBI

FEBRUARY 20, 2018

Fourth, this digital automation improves account management and customer satisfaction. Chris: After purchasing Adobe Sign, Adobe provides the services of both a Customer Success Manager (CSM) and an onboarding specialist. Second, once contracts are in play, salespeople can monitor their status and stay on top of every step.

e-Learning 55

e-Learning Artificial Intelligence Digitalization Sales 55

SBI

DECEMBER 4, 2019

We’re joining forces with Brainshark so sales managers can use data to diagnose what’s working and what’s not working, and then motivate sales reps to improve with training and coaching from Brainshark’s world-class readiness platform. Account Planning. Opportunity Management. It provides users with. Industry News. MORE INFO.

Account Planning 29

Account Planning Acquisition Artificial Intelligence Sales 29

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager? They sure do.

Management 52

Management Sales Software Software 52

QYMATIX

MAY 25, 2021

Their job is to manage and watch sales processes across their company. They routinely confront increasing amounts of sales data; they need to set and measure critical key performance indicators, find and suggest improvements and regularly report to management. Sales Controlling in B2B: From data to wisdom.

Artificial Intelligence 98

Artificial Intelligence B2B e-Learning Sales 98

Hubspot Sales

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Manager. Account Manager. Regional Sales Manager. Outside Salesperson.

Account Management 135

Account Management Sales Interpersonal Skills Sales Management 135

Zendesk

JUNE 17, 2022

When he started the business in 2016, he wanted to streamline the entire experience of buying promotional products. so Parker focused on the unsung purchasing hero: office managers. He spoke with hundreds of office managers to understand their pain points. Facebook was their first customer and big-name logo.

Prioritization 52

Prioritization Logistics Brainstorming Investors 52

Hubspot Sales

DECEMBER 2, 2020

Is the purchase price the critical issue or does the cost include installation, training, ongoing support, account management, maintenance or other aspects of the ongoing use of the product? Editor's note: This post was originally published in September 14, 2016 and has been updated for comprehensiveness.

Suppliers 113

Suppliers Decision-making Publishing Meetings 113

Deep Insight

DECEMBER 1, 2022

Now suppose Kainos signed up no new clients in 2016. Its revenues would still have grown as the clients that were on its books in 2015 generated revenues of £68m in 2016. Here’s the NRR calculation: Net Revenue Retention in 2016 is £68m ÷ £61m = 111%. The graph on the right shows that in 2015, Kainos generated revenues of £61m.

Profitability 52

Profitability Procurement B2B Digital Transformation 52