Remove 2017 Remove Account Management Remove Negotiation
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Selling challenges in professional services: Sales processes and skills

Red Star Kim

Amongst the delegates were business development executives and managers with responsibility for between three and five clients as part of their firm’s Key Client Programme (KCP) or Key Account Management (KAM).

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Sales Targeting Toolbox for Professional Services Firms

Red Star Kim

Similarly, a Key Account Management (KAM) or Account Based Marketing (ABM) approach may help. There are many articles on both of these topics. But in essence, this is an internal cultural issue – do you have a “one firm” approach?

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Future Marketing and Business Development Manager: Connections, Collaboration, Context, Creativity, Cause and Continuous learning

Red Star Kim

Delegates represented a variety of roles – many were MBD generalists covering a range of activities (planning, marketing communications, client listening, account management, campaigns, pitches etc). But some had travelled (with a rather early start) from the Midlands and others had battled in from the London suburbs.

Marketing 130
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Selling in a downturn – Are your teams being trained with the proper tools for the job?

Mercuri International

The top three training topics, organized by role: CEO – VBS, winning new customers, key account management / negotiation Sales director/manager – remote selling, VBS, winning new customers HR manager/training manager – VBS, sales leadership, product/tech training.

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The Top Sales Trends of 2018

Hubspot Sales

Account-based selling. And if history repeats itself, just like 2017 we’ll see major developments in the sales world. As HubSpot channel account manager Jill Fratianne says, “SMS all the way.”. 7) Account-based selling. Account-based selling is a growing trend that many believe will only get more popular.

Sales 139
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How To Overhaul End-of-Quarter Discounting

5600 Blue

We have coached seasoned account management professionals from around the world who were shocked and panicked by these last-minute buyer tactics. Conversely, it represents a potential gain of over 27% in revenue per company if properly addressed. However, there should be zero surprise here.

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Book review: Neuroscience for learning and development by Stella Collins

Red Star Kim

Topics include: Professional and Practical skills for Marketing & BD Assistants, The Proactive Marketing Executive and Future Marketing Manager. And skills workshops on: Assertiveness, Commerciality, Creativity, Coaching, Consulting, Engagement and buy-in, Selling, Thought Leadership and Writing.