Red Star Kim

NOVEMBER 1, 2023

Digital environment – Where people buy people, the challenge of forging strong personal relationships becomes more acute when most communications are managed through digital channels. Time and capacity – Many fee-earners are stretched and compelled to manage large amounts of client work under heavy time pressures.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

FEBRUARY 15, 2024

It’s worth touching on some related skills : Facilitating Essentially, facilitation is about making communication, interaction, collaboration or learning easier. ChMC-Award-Competency-Framework.pdf (managers.org.uk) How are facilitating and counselling connected to coaching, mentoring and consulting?

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

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). Others specialised in subjects such as events and internal communications.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Red Star Kim

FEBRUARY 1, 2024

Marketing and BD budget as a percentage of revenue continues to fall Firm’s total MBD budget as a percentage of its total revenue 2020 2.15% 2021 2.92% 2022 3.35% 2023 2.88% 2024 2.40% 34% see an increase for 2024, 59% see it staying the same and 6% see a decrease.

Marketing 130

Marketing Leadership Profitability Digitalization 130

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

Red Star Kim

JUNE 16, 2022

This prompted a host of discussions on engagement, internal communication, stakeholder buy-in, organisational culture and changing behaviour. This linked into various conversations on promoting internal referrals (cross-selling) through a variety of internal communications, internal marketing, training and monitoring methods.

Management 130

Management Key Account Management Digitalization Communication 130

Account Manager Tips

AUGUST 4, 2022

B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. Account Manager Tips · 1. As a key account manager, you get things done through influence, not power. Why this book?

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Red Star Kim

DECEMBER 5, 2023

Four themes in the art of selling – Integrating marketing and sales (kimtasso.com) A creative exercise on engagement generated some interesting metaphors – for example, a brick wall suggesting a lack of communication, a carrot considering motivation and a Leonardo di Caprio shrug suggesting indifference.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Showpad

OCTOBER 9, 2020

This post will recap TRANSFORM 2020 keynotes, breakouts and sessions and give you some new ideas about sales enablement you can put into practice right now. Your salespeople, marketers, account managers, professional services specialists and customer success coaches all need to be able to deliver the best buyer experience.

Co-Creation 40

Co-Creation Healthcare B2B Customer Knowledge 40

Red Star Kim

SEPTEMBER 8, 2023

Differential pricing is rarely discussed in professional services although it is often implicit in key account management. Procurement and pricing Increasingly for global or public sector clients, procurement will have a major role in managing panels, framework agreements and tenders.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

ClearPoint Strategy

DECEMBER 29, 2020

The actionable steps learned to create a strategic plan and invaluable relationships formed will benefit participating communities long into the future. One of those steps is Investment in Community. The post Investment in Community: 2020 Strategy and Performance Management Cohort Recap appeared first on ClearPoint Strategy.

Government 40

Government Management Customer Success Organization 40

Red Star Kim

APRIL 17, 2023

Half the delegates had a KAM (Key Account Management) programme at their firm. Social media was used by all firms but to varying degrees – there was less activity in sharing joint content and endorsements/recommendations than other methods.

Management 130

Management Manufacturing Client Relationships Facilitation 130

Red Star Kim

DECEMBER 2, 2022

Minimise meetings – Find alternative ways to communicate and/or ensure meetings are kept short by producing papers in advance and showing what decisions are required in meetings. Help cross-pollinate ideas between teams with internal communication. Communicate aims and outcomes. spray and pray” communications).

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Hubspot Sales

APRIL 27, 2023

That's how much SaaS, as a global industry, is projected to be worth by 2026 — nearly double how much it was worth in 2020 ($158 billion). When an SDR has vetted a prospect, they'll pass the potential lead to Account Executives (AEs). The average annual salary for an Account Executive is $59,630 , and it can get as high as $110,000.

Sales 109

Sales Account Management Communication Sales Management 109

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Find out the average salaries for key account managers in Australia, India, the United Kingdom and the United States and what the job is REALLY like before you decide if it's for you. Find out how much money key account managers REALLY make! Click to Tweet.

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Showpad

FEBRUARY 9, 2024

Sales, marketing, and account management teams must demonstrate a deep understanding of a buyer’s unique business needs by tailoring information to build trust and add value. In fact, sellers spend an average of 11 hours per month looking for and modifying content for buyers (Forrester Q4 2020 Global Sales Enablement Survey).

Account Management 52

Account Management Decision-making B2B Marketing 52

Red Star Kim

JANUARY 16, 2023

Improving/establishing account management. Improving project management on client engagements. in 2020, -1.3% There also appears to be a focus on marketing communications whilst personal selling and relationship management are not on the list. Obtaining feedback from clients. Firms anticipate an average 8.5%

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

ProlifIQ

JANUARY 7, 2022

As Slack accelerates how we communicate, Salesforce ISV Partners need ways to help their customers capitalize on these new efficiencies. Founded by experts in the CRM space in early 2020, Centro aims to bring the structured nature of Salesforce to the conversational space of Slack, all while bringing customers’ communications together.

Account Planning 52

Account Planning Innovation Account Management Communication 52

Hubspot Sales

APRIL 5, 2023

Beginner to Mid-Level Careers in Sales Here are some of the beginner to mid-level positions in sales: Sales development representatives (SDRs) must have strong communication skills, as they are responsible for bringing in qualified leads. The average salary for an account manager is roughly $53,000 a year. billion by 2025.

Software 118

Software Software Sales Meetings 118

Mike Kunkle

JUNE 12, 2022

I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. In 2020, I applauded them for trying hard not to send people out into the record masses of the unemployed. Many of the ones I receive are examples of horrid grammar and communication.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

AUGUST 17, 2020

Cross-functional communication skills — Account development managers work closely with colleagues in sales, finance, and customer support organizations. They must be able to manage cross-functional partnerships and be able to communicate effectively with individuals from other organizations.

Account Development 95

Account Development Management Advertising Profitability 95

Cosawi

FEBRUARY 27, 2023

Today, as advisors in the strategic account management space, we are surprised and disheartened to see that marketing is often not only missing at the strategic account team table but also working from an inside-out products focus, rather than an outside-in customer focus. But this is only the starting point.

Marketing 52

Marketing Suppliers Investors Account Planning 52

SmartKarrot

APRIL 13, 2020

Growing at the same pace, a report from BetterCloud had anticipated that 73% of the organizations will have all SaaS apps by 2020. In this blog we’ll talk about SaaS business and top 50 SaaS companies in 2020. 69% of enterprise companies say that majority of the apps will be SaaS by 2020. And the result is visible!

Software 19

Software Software Acquisition Innovation 19

Jermaine Edwards

APRIL 16, 2020

On March 1st, 2020 the world was hit with a global pandemic that literally transformed the way every business viewed themselves, their markets and their own position within them almost overnight. This is arguably a term that can be used to describe many times in history, but none more relevant than in 2020. The New Normal.

Computers and Electronics 130

Computers and Electronics Supply Chain Telecommunications Financial Services 130

SalesGlobe

AUGUST 30, 2023

B2B sales are quickly gaining traction as companies selling and buying products and services were forced to adapt to this change quickly during the global pandemic of 2020. On top of that, learning how to communicate virtually and face-to-face in a way that’s effective and engaging is a must.

Organization 52

Organization Sales B2C Decision-making 52

Arpedio

DECEMBER 3, 2021

At the time, it was the first project of SCV ever done in the company – SCV was launched in July 2020, and we started the project in January 2021. It helps the contact centers to improve their work and performance, but it can also help the communication with customers in Sales, purchasing, etc. Start free trial. Contact us.

B2B 52

B2B Account Management Innovation Internet 52

Arpedio

DECEMBER 3, 2021

At the time, it was the first project of SCV ever done in the company – SCV was launched in July 2020, and we started the project in January 2021. It helps the contact centers to improve their work and performance, but it can also help the communication with customers in Sales, purchasing, etc. Start free trial. Contact us.

B2B 52

B2B Account Management Innovation Internet 52

Arpedio

DECEMBER 3, 2021

At the time, it was the first project of SCV ever done in the company – SCV was launched in July 2020, and we started the project in January 2021. It helps the contact centers to improve their work and performance, but it can also help the communication with customers in Sales, purchasing, etc. Start free trial. Contact us.

B2B 52

B2B Account Management Innovation Internet 52

Revegy

MARCH 25, 2020

Too often, the value the customer wants isn’t relayed to the account support team. may be communicated. Sales Leaders and Account Management must work closely with Customer Success partners to the continual development of business value for each customer. At best, the specifications, features, requirements, etc.

Supply Chain 49

Supply Chain Account Management Suppliers Publishing 49

Jermaine Edwards

APRIL 3, 2020

Many organisations saw this in 2008, 2011 and now 2020. Four – Communicate the change. Communication is critical. It is the one element that exists consistently in every recorded failure with organisations that do not recover from a crisis or even simply manage it ineffectively. 90% of the time they say….

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Miller Heiman Group

DECEMBER 30, 2019

2020 starts tomorrow—and that’s got us feeling reflective. 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.

Sales 49

Sales Stakeholders Sales Management Facilitation 49

KAMCast

APRIL 1, 2021

How have you adapted your communications styles and contact frequencies to adapt to the situation? Let’s face it, for most Key Account Managers, one of the things that keeps us going in our work, is the person-to-person interaction that we get when partnering with important customers.

Key Account Management 52

Key Account Management Client Relationships Account Management Future of Work 52

Red Star Kim

SEPTEMBER 26, 2023

Process integration – Some firms separate out marketing, communications and sales functions – usually the larger firms where more specialisation is required. increasingly M&BD professionals play a part on the front line of client contact for example, as account managers) Client concentration? Role in direct client contact?

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Account managers are able to make intentional connections by using relationship mapping tools that map key stakeholders and their influence on the buying decisions at their organization.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

SalesGlobe

APRIL 19, 2022

2021 was a record year for global M&A activity, with more than $5 trillion in global volume[1], agreeably a most remarkable rebound from 2020 activity. Communications That Come Too Late. There Is No Sales Communications Campaign. It’s not a coincidence that we are beginning and ending with communications.

Acquisition 52

Acquisition Sales Decision-making Communication 52

Red Star Kim

MARCH 16, 2023

While we discussed various tools and methods to promote cross-selling and referral management, a key theme emerged around changing culture. This included improving internal communication and collaboration as well as motivation to devote time to internal and external referrals: cultivate a cross-selling culture. Another cultural shift.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

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