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. Case studies: Marketing and Business Development at law and accounting firms.

Marketing 130

Marketing Key Account Management Innovation Account Management 130

SBI Growth

JANUARY 24, 2020

” In a survey of 226 economists published by the National Association for Business Economics in August 2019, 72% of the respondents said they believe the U.S. Benjamin Franklin once said, “By failing to prepare, you are preparing to fail.”

Key Account Management 90

Key Account Management Account Management Publishing Management 90

Red Star Kim

OCTOBER 25, 2023

Blick Rothenberg: Annual Landlords survey – Spotlight on EPC Compare yourself live with your industry peers Personalised report: EPC Survey Report Impact of AI on B2B The impact of AI on B2B Report Arrow: Cybersecurity spot check 2023 Cogniclick can be used for assessment and evaluation to support consulting and sales conversations.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130

Red Star Kim

NOVEMBER 1, 2023

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).

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Outbound Engine

FEBRUARY 6, 2019

James Nidetz, Accounting Manager at OutboundEngine, shared his experience as a first-time attendee, “My highlight was getting to socialize with newly made work friends and meet familiar faces around the office in a fun, unique team-based setting. To watch more, check out OutboundEngine’s Recap Video.

Profitability 67

Profitability Account Management Meetings Management 67

SBI Growth

JULY 25, 2019

The all-too-familiar sound of the champagne popping signals the beginning of a new year. It’s Wednesday, January 1, 2020. You have twenty-four hours left of vacation. Twenty-four hours left until you.

Account Management 78

Account Management Management Acquisition Customer Success 78

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

Miller Heiman Group

DECEMBER 30, 2019

Three Essentials to Upselling in Large Accounts 70% of sales organizations’ revenue comes from existing customers—and these three essential sales strategies show sales leaders and frontline sellers alike how to land and expand enterprise accounts. Thanks for being with us in 2019. We can’t wait to start 2020 together.

Sales 49

Sales Stakeholders Sales Management Facilitation 49

Strategic Account Management Association

AUGUST 10, 2021

Participants included 200 Account Managers, SAM Program Directors, and Central Office/Program Managers across 8 industries worldwide. Despite the year everyone had, respondents expect their SAM programs to grow at roughly the same pace –10% – as they projected in 2019. About the Report. Email Joel Schaafsma.

Artificial Intelligence 104

Artificial Intelligence Healthcare Account Management Account Planning 104

Red Star Kim

SEPTEMBER 5, 2023

The 2019 second edition of this book (subtitled “How to apply neuroscience and psychology for improved learning and training” ) provides fascinating insight and practical ideas to incorporate neuroscience into learning and development initiatives. It’s published by CIPD (Chartered Institute of Personnel and Development) and Kogan Page.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Red Star Kim

SEPTEMBER 8, 2023

Differential pricing is rarely discussed in professional services although it is often implicit in key account management. Or the likely differences in a firm’s reputation in the area or clients’ value perceptions.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Red Star Kim

FEBRUARY 15, 2024

MBD professionals are expected to help fee-earners achieve their full potential in marketing, business development and client management whilst delivering results and impact from strategic MBD initiatives. As a bridge between fee-earners and specialist marketing teams. Delegates felt that MBD professionals had much more responsibility now.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Red Star Kim

JANUARY 5, 2023

Do you have a Key Account Management (KAM) programme at your firm? Key Account Management (KAM) programme (kimtasso.com). Six themes on cross-selling and referrer management workshop highlights (kimtasso.com) September 2020. pragmatic steps to improved referrer management 2019 (kimtasso.com) December 2019.

Management 130

Management Media Key Account Management Communication 130

Red Star Kim

MARCH 16, 2023

One way is to embed the right cross-selling and referrer management attitudes and behaviours into other programmes – for example, into campaigns, content management, networking and Key Account Management (KAM). Another cultural shift. Internal communication – Why, how and what (kimtasso.com).

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Holden Advisors

SEPTEMBER 21, 2021

Top-performing strategic account managers get this. Brown, The Surprising Power of Questions, Harvard Business Review, May-June 2018 4 CSO Insights, 2019 Sales Performance Report 5 Francesca Gino, The Business Case for Curiosity, Harvard Business Review, September- October 2018. They sell potential.

Decision-making 435

Decision-making B2B Profitability Account Management 435

Red Star Kim

OCTOBER 16, 2023

There was advice for pragmatic solutions: from starting small (focus on a few key relationships, concentrate on “field of play”, Key Account Management (KAM) programmes), preparing relationship maps, scraping data from email threads and reverse engineering successful relationships.

Management 130

Management Emotional Intelligence Onboarding Communication 130

SBI

DECEMBER 9, 2019

Smart Selling Tools Announces Top Sales Tools of 2019. the leading provider of information on sales software technologies (SalesTech), today announced the release of its Top Sales Tools of 2019 Guide: Final Cut. 26, 2019 /PRNewswire/ — — Smart Selling Tools, Inc. Account Planning. Smart Selling Tools, Inc.

Account Planning 26

Account Planning Software Software Acquisition 26

SBI

AUGUST 27, 2019

It’s 2019, Still Segmenting and Planning in Excel? This is 2019. Instead, you should move accounts in and out of segments based on more granular data like usage, buying signals, content downloads, etc. These factors should be tracked and weighed to continuously evaluate the “fit” of an account in the segment.

CRM 37

CRM Account Management Leadership Sales 37

SBI

SEPTEMBER 27, 2019

Brainshark Named Best Training Solution in 2019 Golden Bridge Awards. delivering SaaS-based sales enablement and readiness solutions , today announced it is a winner in the 2019 Golden Bridge Awards®. September 26, 2019 — Brainshark, Inc., Account Planning. Brainshark , Inc., WALTHAM, Mass. It provides users with.

Artificial Intelligence 34

Artificial Intelligence Account Planning Onboarding Profitability 34

Red Star Kim

DECEMBER 12, 2023

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

Marketing Emotional Intelligence Management Leadership 130

Mercuri International

JULY 1, 2021

Most people think that the biggest challenge for a Key Account Manager is the need to understand their account but is this all that is needed? To serve their accounts as effectively as possible, the KAM needs to access resources across different business units and silos of their own company. Winner takes all? Weltman, J.

Key Account Management 64

Key Account Management Value Proposition Account Management Profitability 64

Red Star Kim

AUGUST 24, 2023

This short (130 pages) information-packed book was revised in 2019. And there’s a pragmatic guidance on pitching, pricing (six things clients consider, a table of alternative fee structures ) and a simple project management methodology. For young professionals. Business and strategy It’s a great business primer.

Finance 130

Finance Government Profitability Banking 130

Showpad

OCTOBER 1, 2019

So how do teams scale Sales coaching for maximum impact in 2019? Those who are just doing the bare minimum to get by are not likely to ever truly find success in any discipline, whether it’s Sales, Marketing, or account management. What’s the key to effective Sales coaching? Coaches can scalably train their teams.

Sales 40

Sales Software Software Sales Management 40

Hubspot Sales

JULY 1, 2019

Customer success managers deliver a custom onboarding experience, then work to develop relationships with multiple stakeholders at multiple levels (rather than leaving an account’s success to a single advocate, power user, or internal champion).

Stakeholders 85

Stakeholders Finance Sales Decision-making 85

Account Management Skills

NOVEMBER 21, 2022

They have won over 70 industry awards, notably Google’s best digital agency in EMEA in 2019. He’s brilliant, just go and ask for his advice and I went and had a coffee with him, and he just said, there’s an account management position open, do you want it? And I just thought I’d jump for it. Beth 09:22.

Digitalization 104

Digitalization Account Management Marketing Leadership 104

Red Star Kim

JUNE 16, 2022

Sometimes through dedicated internal campaigns and sometimes through the use of Key Account Management. Highlights from a referrer management workshop (2020) (kimtasso.com) December 2020. Six themes on cross-selling and referrer management workshop highlights (kimtasso.com) September 2020. Get back out there after Covid.

Management 130

Management Key Account Management Digitalization Communication 130

Brightbridge Consulting

AUGUST 14, 2019

Critical Success Factors for Key Account Management. A Webinar Led by Alistair Taylor – Managing Partner at Brightbridge, with Diana Woodburn, Chairperson of the Association for Key Account Management. 26 th September 2019. Now of course teamwork in key account management can be complicated.

Key Account Management 52

Key Account Management Suppliers Account Management Acquisition 52

SBI Growth

MAY 20, 2019

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Account Management 72

Account Management Management Organization B2B 72

Red Star Kim

DECEMBER 5, 2023

Another delegate suggested using monday.com | A new way of working to integrate all action lists and help avoid being overwhelmed by so many tasks.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Whetstone

MARCH 29, 2020

Now we know why Adrian was named 2019 Speaker of the Year! Pascal St-Jean, Co-Founder at STAND Advisors & TEC Canada Chair In order to successfully navigate the tumultuous period we are in, it is imperative that your sales and account management teams effectively and empathetically engage their important customers.

Sales Training 40

Sales Training Account Management Sales Management 40

Brightbridge Consulting

JUNE 12, 2019

Key Account Management: Skills Development: Flint Group. Group workshops and individual coaching for experienced senior key account leaders, commercial and technical managers. We also delivered new ideas and tools to further more effective and efficient approaches. Both areas build on each other.

Shareholders 52

Shareholders Suppliers Key Account Management Value Proposition 52

Aepiphanni

JANUARY 26, 2021

increase from 2019 figures. Account management for repeat sales. Strive to add value to account management as this will help you retain customers and significantly reduce customer churn rate. The pre-requisite here is to have a sales process that supports and is optimized for virtual selling.

Co-Creation 40

Co-Creation Luxury Goods Account Management Virtual Selling 40

SmartKarrot

MAY 29, 2020

An account manager acts as a middleman between the company and its customers. The account manager determines the needs or requirements of the customer – i.e. what they are looking to achieve on both a short and long-term basis. The manager ensures the company delivers to the clients according to their expectations. .

Account Management 10

Account Management Management Healthcare Negotiation 10

Account Management Skills

MARCH 20, 2023

On this episode, we’re talking about the split between the agency Account Manager and the agency Project Manager role, with Kate Vines and Kio Aghoghogbe from Hallam. Kate is Project Delivery Manager and Kio is Senior Digital Account Manager. So a very warm welcome Kate and Kio.

Digitalization 52

Digitalization Account Management Decision-making Management 52

Account Management Skills

JANUARY 9, 2023

And if you’re listening to this at the beginning of 2023, and you want this year to be the year that you not only retain your agency accounts, but you grow your accounts, you can also connect with me on LinkedIn and let’s talk about training for either you in your account management role, or a member of your team.

Account Management 52

Account Management Insurance Digitalization Decision-making 52

Mercuri International

MAY 23, 2023

In the world of sales, AI offers huge potential — and it could be what strategic account managers have been waiting for…if used correctly. There are many aspects of business where AI is and will be impacting strategic account managers. Using generative AI to develop summaries of account activity.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

Miller Heiman Group

SEPTEMBER 9, 2019

For the third year in a row, sales organizations hit their revenue goals, according to the 2019 World-Class Sales Practices Study from CSO Insights. Tech explosion: Most sales organizations use an average of 10 technology tools and invested in four more in 2019. Save Your Seat: Register for the 2019 Marketplace Trends webinar.

Sales 52

Sales CRM Sales Analytics Decision-making 52