Account marketing and Book - Strategic Accounts Today

Best Practices for SaaS Companies and Vendors with Nigel Cullington of Upland Software

Upland

SEPTEMBER 21, 2023

Nigel Cullington, VP of Marketing of Upland Software’s Sales Effectiveness Division, spoke with Alex Gluz on the Revenue Engine Podcast about the vital lessons outlined from real life sellers in his recent book, Not Just Another Vendor. They ask themselves, “is there truly an opportunity here? Can we compete and win that deal?

Software

Software Software Account Planning Account marketing

Account Planning Best Practices with Nigel Cullington’s Expertise

Upland

SEPTEMBER 21, 2023

Nigel Cullington, VP of Marketing of Upland Software’s Sales Effectiveness Division, spoke with Alex Gluz on the Revenue Engine Podcast about the vital lessons outlined from real life sellers in his recent book, Not Just Another Vendor. They ask themselves, “is there truly an opportunity here? Can we compete and win that deal?

Account Planning

Account Planning Account marketing Innovation Marketing

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

Red Star Kim

JUNE 15, 2023

64% KAM/ABM processes for the firm 36% KAM/ABM processes for specific clients Where do you see your main KAM role at present?

Key Account Management

Key Account Management Account Management Management Client Relationships

Hooks, Headlines and Hard-Wired Words: 11 ideas for better writing

Red Star Kim

OCTOBER 17, 2022

This struck me – written beautifully by a corporate lawyer: “As any networker would confess, a withering look from a sought-after business contact can feel like a stab in the heart and make self-doubt resurface like worms on a rainy day” Book review – Great networking by Alisa Grafton (kimtasso.com). This leverages the recency effect.

Remote Working

Remote Working Communication Internet Decision-making

Referrer Management – Capacity and Capability

Red Star Kim

OCTOBER 16, 2023

Book review: The Management Shift by Vlatka Hlupic (kimtasso.com) Change management book – Switch (Chip & Dan Heath) (kimtasso.com) Education and internal communications People experience anxiety and fear when they are uncertain. Some noted that often – for both internal and external referrals – they were called in too late.

Management

Management Emotional Intelligence Onboarding Communication

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

Red Star Kim

FEBRUARY 14, 2023

(kimtasso.com) Excellent 12% (2) Good 47% (8) OK 41% (7) Which consulting skill do you most need to develop EQ/emotional intelligence 0% An introduction to emotional intelligence (EQ) and empathy (Video) (kimtasso.com) Research on leadership and emotional intelligence (EQ) (kimtasso.com) Book review – Emotional Intelligence 2.0

Emotional Intelligence

Emotional Intelligence Marketing Stakeholders Communication

Implementing Account-Based Selling in Your Sales Process

Arpedio

FEBRUARY 26, 2024

Tailor your communication strategy based on the preferences of each account, ensuring a seamless and integrated experience. Book demo Implementing Account-Based Selling in Your Sales Process To effectively implement ABS , several key strategies must be employed.

Advertising

Advertising Sales CRM Media

PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback

Red Star Kim

NOVEMBER 18, 2022

Having met Vlatka Hlupic, author of “ The Management Shift” (see Book review: The Management Shift by Vlatka Hlupic (kimtasso.com) , I was looking forward to hearing her keynote speech on transforming culture. And many are looking forward to her book launch in March 2023. Deploy MarTech.

Value Proposition

Value Proposition Procurement Innovation Leadership

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

Red Star Kim

DECEMBER 18, 2023

31% Firm overall 23% Sectors 8% Department/service line/practice group 15% Territory 8% Individual fee earners 15% Something else Related “Be more strategic” Links Book review: The Strategy Book by Max McKeown (kimtasso.com) November 2023 Being more strategic – Case studies and insights (Ireland May 2023) (kimtasso.com) June 2023 Managing (..)

Marketing

Marketing Strategic Thinking Artificial Intelligence Stakeholders

Referrer and Intermediary Management – Silos, Targets and Culture

Red Star Kim

FEBRUARY 9, 2023

Another firm mentioned that they operated a series of book clubs where people from different departments came together regularly. This supported mutual knowledge of their professional work.

Management

Management Emotional Intelligence Cybersecurity CRM

Be more strategic – A metaphor: Analyse, join and align the dots

Red Star Kim

MARCH 6, 2023

Black Swan thinking (unknown unknowns) may help here: Be more strategic – Strategy in a post-Covid19 world (kimtasso.com) All strategies and plans should contain a risk analysis and the most common risks to consider were thought to be: Internal Financial risks Cybersecurity (technology risks) Loss of key people (directors/staff and clients) Innovation (..)

Strategic Thinking

Strategic Thinking Cybersecurity Digitalization Stakeholders

Key takeaways from SAMA’s Annual Conference

Arpedio

MAY 30, 2022

Companies need to ensure alignment between sales and marketing for their key and strategic accounts. Marketing supports messaging, digital advertising, and critical signals that informs the SAM. Or re-read a book? Ready to start taking advantage of sales enablement technologies like account-based selling?

Digital Transformation

Digital Transformation Account Management B2B Advertising

Referrer management – Grading, Research, Discipline, Storytelling and Leveraging your exemplars

Red Star Kim

APRIL 17, 2023

Leverage your exemplars to promote good habits I shared a number of stories about how firms can leverage the expertise and experience of their best (exemplar) business developers: Facilitating regular “Talking to Bob” dinners at a property business where junior, intermediate and senior fee-earners could listen to stories about how he managed to identify, (..)

Management

Management Manufacturing Client Relationships Facilitation

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

Red Star Kim

DECEMBER 5, 2023

I’m going to ask about how my firm does this – particularly with regard to measuring client satisfaction” Client satisfaction benchmarks – How do you measure up?

CRM

CRM Marketing Interpersonal Skills Client Relationships

Marketing technology system review – Informanagement integrated content and distribution system for accountancy and legal firms

Red Star Kim

FEBRUARY 22, 2023

Related articles The growth of MarTech in professional services – an overview (kimtasso.com) Marketing technology system review – Clean contact data with Cirrom (kimtasso.com) relationship management automation in professional services firms (kimtasso.com) Vuture Marketing Information Systems (MkIS) in the professions (kimtasso.com) Book review: (..)

Marketing

Marketing Media Communication Digitalization

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

Red Star Kim

DECEMBER 2, 2022

Crazy busy – Book review – Dealing with stress (kimtasso.com). There are resources on resilience : Building Resilience – Regulation, Reframing, Relationships and Reflection (kimtasso.com). 10 tips to increase your resilience – Kim Tasso. Resources to help you deal with difficult interactions (kimtasso.com).

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

Traditional marketing models (e.g. Increasingly, we are working with a P2P (Person-to-Person) model. RACE by Dave Chaffey) focus on customer acquisition (Reach, Act, Convert, Engage).

Media

Media Marketing B2C Stakeholders

Future Marketing/BD Manager – Build resilience to avoid being overwhelmed

Red Star Kim

MARCH 7, 2023

There are tips on time management: 35 tips to improve Time Management for busy professionals (kimtasso.com) and how to release time become a more proactive Marketing and Business Development Executive (kimtasso.com).

Marketing

Marketing Management Emotional Intelligence Leadership

The 21 Best Business Strategy Blogs

CMOE

MARCH 6, 2023

The blog provides business resources broken down into six categories: Articles: The latest articles that cover a wide range of topics, including management, people and culture, engineering, design, and PR and marketing Collections: Articles that are organized into topical sections (e.g.,

Finance

Finance e-Learning Innovation Leadership

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

Red Star Kim

JUNE 27, 2023

Successful examples included: cactus plants, Lego figures, hats, hygiene products, card decks, device chargers and books. During Covid there was an increase in sending items such as drinks and food to engage clients during online events. However, there were concerns now that any such items must be sensitive to climate concerns (ESG).

Leadership

Leadership Management Stakeholders Communication

Legal marketing case studies – Law firm media relations and integrated campaigns (Kysen)

Red Star Kim

DECEMBER 19, 2023

The campaign was part of an exciting project 7BR announced in 2022. The campaign was part of an exciting project 7BR announced in 2022.

Media

Media Insurance Marketing Emotional Intelligence

Strategic Accounts Today

Best Practices for SaaS Companies and Vendors with Nigel Cullington of Upland Software

Account Planning Best Practices with Nigel Cullington’s Expertise

Trending Sources

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

Hooks, Headlines and Hard-Wired Words: 11 ideas for better writing

Referrer Management – Capacity and Capability

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

Implementing Account-Based Selling in Your Sales Process

PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback

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

Referrer and Intermediary Management – Silos, Targets and Culture

Be more strategic – A metaphor: Analyse, join and align the dots

Key takeaways from SAMA’s Annual Conference

Referrer management – Grading, Research, Discipline, Storytelling and Leveraging your exemplars

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

Marketing technology system review – Informanagement integrated content and distribution system for accountancy and legal firms

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

Future Marketing/BD Manager – Build resilience to avoid being overwhelmed

The 21 Best Business Strategy Blogs

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

Legal marketing case studies – Law firm media relations and integrated campaigns (Kysen)

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