Red Star Kim

SEPTEMBER 8, 2023

The crux of marketing is to anticipate (and meet) client needs whilst maximising profit. Price is a major driver of profit. Differential pricing is rarely discussed in professional services although it is often implicit in key account management. So marketing is reliant on research and financial knowledge.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

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

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. And the important distinction between cash and profits is highlighted.

Finance 130

Finance Government Profitability Banking 130

Holden Advisors

SEPTEMBER 21, 2021

Top-performing strategic account managers get this. Together, these attributes drive profitable growth for both your salesforce and your customers. In our experience, the real problem boils down to one thing—the inability to create and build a business vision that propels your customer’s organization to embrace change.

Decision-making 435

Decision-making B2B Profitability Account Management 435

Outbound Engine

FEBRUARY 6, 2019

18 local startups with less than 250 employees compete against one another in a series of events, such as dodgeball and trivia, to win the most grant money for their non-profit partner. Team Captain and People Operations Manager, Meg White, explains why OutboundEngine participates in Startup Games, “First, it’s for charity!

Profitability 67

Profitability Account Management Meetings Management 67

Red Star Kim

OCTOBER 16, 2023

Delegates included both partners and business development professionals (some with a banking background) from law firms (employment, criminal, disputes, offshore), accountancy practices (audit, forensic, insolvency and restructuring and financial services. Some looked to LinkedIn’s Sales Navigator to drive data and process.

Management 130

Management Emotional Intelligence Onboarding Communication 130

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

JANUARY 5, 2023

There are many reasons why referrer management strategies are important for the marketing and business development of professional service firms. Research indicates that most firms generate 80% of their fees and profits from 20% of their clients. Do you have a Key Account Management (KAM) programme at your firm?

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

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

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

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 then finally, it’s client profitability.

Digitalization 104

Digitalization Account Management Marketing Leadership 104

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. The constraints for those regulated by the FCA were acknowledged.

Management 130

Management Key Account Management Digitalization Communication 130

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). Location and/or number of offices. Historical growth. Predicted growth. 3) Internal data.

Stakeholders 84

Stakeholders Sales Finance Decision-making 84

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? Consider the following: 1.

Sales 40

Sales Software Software Sales Management 40

Red Star Kim

DECEMBER 5, 2023

Leadership and the In-Group/Out-Group Phenomenon (blanchard.com) Create a sense of unity by reminding people we are on the same team and all striving for the same results (happy clients and increased profits). A similar approach would be to unite people behind the need to focus on client interests and overcoming competitor activity.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

APRIL 17, 2023

There were also variations on factors such as financial (it’s easy to measure revenue and profit) and others such as market positioning, longevity, reliability/security and prestige. Half the delegates had a KAM (Key Account Management) programme at their firm.

Management 130

Management Manufacturing Client Relationships Facilitation 130

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

Jermaine Edwards

MAY 6, 2020

In 2019 we began working with a large manufacturer of silicon products. They began to see 20% of their customer base move to explore manufacturing overseas to reduce their own costs, access new markets and grow their profits. Let me share two examples. Manufacturing company. Not every pivot is a huge investment and neither was this.

Manufacturing 130

Manufacturing Key Account Management Decision-making Digitalization 130

Deep Insight

DECEMBER 1, 2022

Is Net Revenue Retention (NRR) a good predictor of profitable growth? Kainos is a high growth, high profit company precisely because its NRR figures are so strong. In 2019, it hit 139%. Kainos is certainly ‘Best in Class’ and is a role model for any company trying to achieve above-average revenue and profit growth.

Profitability 52

Profitability Procurement B2B Digital Transformation 52

Revegy

FEBRUARY 25, 2020

Increase profit margins. Better manage working capital. Our solutions expand profit margins by automating production processes and lowering total cost of manufacturing.”. Our clients better manage working capital with our solutions since they have better visibility, which lowers the investment in inventory.”.

Supply Chain 82

Supply Chain Logistics Manufacturing Investors 82

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

Jermaine Edwards

APRIL 3, 2020

According to a 2019 study of some 4,515 crises by PWC , preparedness gives an organisation the advantage. Regardless of the size, maturity or sophistication of your organisation, you can apply these ideas to protect your profits, reputation, relationships and revenues. Since then, Best Buy has grown profitably every year.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

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

QYMATIX

JULY 6, 2021

Furthermore, to the challenges I described above, ours is a difficult time for the industry, whose profits have trailed those of the overall industrials sector for 15 years. If you are in B2B distribution, you already know that small price increasements can have a remarkable effect on your profits. Further Read: Abdelnour, A.

Software 40

Software Software Artificial Intelligence Manufacturing 40

Sales Management Matters

AUGUST 8, 2019

A strategic account manager with one or two accounts or a new sales ‘hunter’ focused on significant regional or global businesses might only have three or four opportunities in a year. Companies will want a target level of sales based on revenue, net profit, or a combination, and predicated on a number of sales.

Account Management 64

Account Management Government Negotiation Decision-making 64

Hubspot Sales

JUNE 8, 2021

Keep in mind that the majority of people in this position have several years of experience since they often have to work independently and excel at time management. Account Manager. This is where account managers come in. Account managers are evaluated on customer retention and satisfaction metrics.

Finance 108

Finance Sales Account Management Leadership 108

SBI

AUGUST 15, 2019

announced it is a Stevie® Award winner in The 2019 International Business Awards® (IBAs). WALTHAM, Mass. — August 15, 2019 — Brainshark, Inc. delivering SaaS-based sales enablement and readiness solutions , today announced it is a Stevie® Award winner in The 2019 International Business Awards® (IBAs). Account Planning.

Artificial Intelligence 28

Artificial Intelligence Account Planning Onboarding Innovation 28

SmartKarrot

APRIL 24, 2020

It coordinates vendor goals with those of the client and paves the way for two-way profits. With a 34% growth rate in 2019, customer success specialist is one of the top emerging jobs in 2020. A client success manager aligns with the clients and supports them through the sales process.

Management 11

Management Account Management Acquisition Value Proposition 11

SBI

JUNE 12, 2019

June 12, 2019 (GLOBE NEWSWIRE): OppSource , a leading provider of next-gen sales engagement for B2B sales teams, announced today the hire of Derek Gavigan as Vice President of Sales. OppSource helps B2B sales organizations more effectively engage with buyers to drive profitable revenue growth across the entire sales team. PAUL, Minn.,

Artificial Intelligence 25

Artificial Intelligence Account Planning Sales Leadership B2B 25

SmartKarrot

APRIL 13, 2020

Source: Byteant , December 2019. 5000 Rank in 2019 in the security industry. A SaaS-based Apple fleet management platform, Fleetsmith automates device setup, intelligence, patching, and security for Apple devices. In 2019, Intercom was reported to generate $50 Million annual recurring revenue. billion valuation in 2019.

Software 19

Software Software Acquisition Innovation 19

SBI

JUNE 12, 2019

AUSTIN, Texas, June 12, 2019 /PRNewswire/: Zilliant, an industry leader in AI-driven pricing and sales growth solutions, today announced that it is joining the SAP® PartnerEdge® program and releasing Zilliant Price Manager integration with SAP Cloud Platform. Account Planning. It provides users with. Industry News.

Digital Transformation 20

Digital Transformation Account Planning Artificial Intelligence B2B 20

SalesGlobe

NOVEMBER 15, 2022

And we’re going to talk to you about the role that revenue has been playing and then profit, how that’s been gaining adoption in pay plans and as a service continues off as a priority, although we know that it has been fraught with some may be economically driven, we’re not sure issues in in getting there. Michelle Seger.

Sales 52

Sales Value Proposition Retail Acquisition 52

SBI

NOVEMBER 7, 2019

San Diego, CA and New York, NY (November 5, 2019) –. Seismic, the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. Doug Winter, Seismic co-founder and CEO. Sales Enablement. Seismic was recognized for its.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20