Red Star Kim

DECEMBER 5, 2023

Sometimes marketing and sales system are not integrated. And there was the added complication of long sales cycles. There were comments that it was unusual for people to be in the office so face time and in person meetings – where it is easier to develop rapport, trust and solid working relationships – were rare.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. It stopped using the OnePlace name in February 2023.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

OCTOBER 16, 2023

Others observed that too often there was a transactional rather than a relationship focus on the data. 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.

Management 130

Management Emotional Intelligence Onboarding Communication 130

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. PM Forum provides dedicated training courses on digital marketing – including social media and digital content production.

Media 130

Media Marketing B2C Stakeholders 130