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Sales

Implementing Account-Based Selling in Your Sales Process

Arpedio

FEBRUARY 26, 2024

If you find yourself in a competitive business landscape, then you probably also know that sales teams are constantly on the lookout for innovative strategies to enhance their effectiveness and drive revenue growth. A strategy that has gained significant traction in recent years is Account-Based Selling (ABS).

Advertising

Advertising Sales CRM Media

Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing

Red Star Kim

DECEMBER 18, 2023

From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. Professional service firms are usually a collection of disparate and self-governing business units focusing on different markets and services.

Marketing

Marketing Strategic Thinking Artificial Intelligence Stakeholders

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Trending Sources

Upland

5 ways to tell when you should use lead generation or sales prospecting

PandaDoc

JUNE 21, 2021

Like it or not, your business needs a lead generation strategy and a sales prospecting process. You’ll also know why you need a strong sales prospecting process and exactly how that will benefit your business. It’s not so much knowing about sales prospecting vs lead generation, as knowing how and when to prioritize one or the other.

Sales

Sales Decision-making Small Business Meetings

Campaigns, thought leadership and project management – Early engagement, scoping and risk management

Red Star Kim

JUNE 27, 2023

31% Objectives 19% Clarity on markets and services 25% Planning and execution 25% Effectiveness Having seen the definition of thought leadership, do you think your campaigns are mostly: 38% Communications campaigns 63% Thought leadership campaigns Are your campaigns integrated with your sales/relationship management plans?

Leadership

Leadership Management Stakeholders Communication

Referrer Management – Capacity and Capability

Red Star Kim

OCTOBER 16, 2023

And the problem was compounded with extraordinarily long lead times for sales through complex decision-making processes in professional services. Some looked to LinkedIn’s Sales Navigator to drive data and process. Another area for discussion was sales training and sales process management.

Management

Management Emotional Intelligence Onboarding Communication

Key takeaways from SAMA’s Annual Conference

Arpedio

MAY 30, 2022

Back to blog. Not sure what it means to be a journey orchestrator in Account Management? Last week more than 500 Strategic Account Managers (SAMs) and leaders of SAM programs gathered in New Orleans for the annual Strategic Account Management Association (SAMA) conference. Key takeaways from SAMA’s Annual Conference. ?

Digital Transformation

Digital Transformation Account Management B2B Advertising

The Top Marketing Trends for 2023: AI Captures the Most Mindshare, but Marketers Have More on Their Plates

Strategic Communications

OCTOBER 3, 2023

Among the types of content that can be created by AI are emails; social media or blog posts; scripts for videos, presentations, podcasts, and ad campaigns; product descriptions; static and video imagery for use in online stores, social media channels, and printed marketing materials; and visual branding materials like logos.

Marketing

Marketing Advertising Co-Creation Digitalization

Proactive marketing and business development executives – CRM, internal engagement and career insights

Red Star Kim

DECEMBER 5, 2023

Sometimes marketing and sales system are not integrated. And there was the added complication of long sales cycles. 0% Yes 50% No – self-taught/experience 50% No – unfamiliar with sales/selling concepts Where is most of your time spent? 5% Never 89% Occasionally 5% Often Have you had formal training in selling?

CRM

CRM Marketing Interpersonal Skills Client Relationships

Release time to become a more proactive Marketing and Business Development Executive (November 2022)

Red Star Kim

DECEMBER 2, 2022

I think continuous learning (articles, blogs, podcasts) both marketing and legal will benefit my confidence and in turn help me to be a better advisor to the lawyers. No – unfamiliar with sales/selling concepts. Marketing/BD planning. Skills we need to achieve buy in are persuasion skills and influential skills.

Marketing

Marketing Communication Meetings Strategic Thinking

The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media

Red Star Kim

APRIL 12, 2023

The situation is further complicated by the fact that different B2B services might have significantly different client journeys and sales cycles and thus strategies. Furthermore, many transactional services are often promoted through third party referrers and intermediaries – another form of B2B.

Media

Media Marketing B2C Stakeholders

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum

Red Star Kim

JUNE 15, 2023

My KAM/relationship management experience (0=low, 10=expert): 0% 18% 18% 9% 9% 9% 18% 18% 0% 0% Have you had formal sales training?

Key Account Management

Key Account Management Account Management Management Client Relationships

Referrer and Intermediary Management – Silos, Targets and Culture

Red Star Kim

FEBRUARY 9, 2023

And explored various sales methodologies. Referrers and events Organising and attending events were an integral part of marketing and business development activities to create and strengthen relationship with referrers. We considered the power of curiosity What is curiosity and why is it important in business relationships?

Management

Management Emotional Intelligence Cybersecurity CRM

Legal marketing case study – Thought leadership campaigns at Howard Kennedy (relationship breakdown and business agility)

Red Star Kim

NOVEMBER 7, 2022

It covered companies across many sectors including media/marketing/advertising, hospitality & leisure, construction, retail, financial services/accountancy and real estate. Accountancy marketing case study – MHA (kimtasso.com) June 2021.

Leadership

Leadership Marketing Financial Services Construction

Coaching and Consulting skills – Limiting beliefs, approaches to helping and marketing consultancy

Red Star Kim

FEBRUARY 14, 2023

Combined solution to a consulting scenario After break out groups, a combined solution for exploration and interventions covered: Before any meetings: Obtain information and research on the aims, issues and options identified Consider completing a marketing audit Marketing basics – Marketing audits with onions and pestles (kimtasso.com) External environment (..)

Emotional Intelligence

Emotional Intelligence Marketing Stakeholders Communication

Implementing Account-Based Selling in Your Sales Process

Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing

Trending Sources

5 ways to tell when you should use lead generation or sales prospecting

Campaigns, thought leadership and project management – Early engagement, scoping and risk management

Referrer Management – Capacity and Capability

Key takeaways from SAMA’s Annual Conference

The Top Marketing Trends for 2023: AI Captures the Most Mindshare, but Marketers Have More on Their Plates

Proactive marketing and business development executives – CRM, internal engagement and career insights

Release time to become a more proactive Marketing and Business Development Executive (November 2022)

The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum

Referrer and Intermediary Management – Silos, Targets and Culture

Legal marketing case study – Thought leadership campaigns at Howard Kennedy (relationship breakdown and business agility)

Coaching and Consulting skills – Limiting beliefs, approaches to helping and marketing consultancy

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