Red Star Kim

APRIL 12, 2023

With a full house of marketing and business development executives from legal and accountancy firms across the UK it was an interactive, valuable and fun day (Thank you delegates for your spirited engagement and thanks to Morag Campbell for your superb technical hosting!). Do you feel there is a lot of crossover between them?”

Media 130

Media Marketing B2C Stakeholders 130

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. And, finally, Nigel highlights the rise of the revenue team. It’s unclear how companies will bring on AI.

Account Planning 195

Account Planning Account marketing Innovation Marketing 195

SBI Growth

DECEMBER 17, 2016

Today’s topic is how to execute Account Based Marketing. While B2B account marketing has been around for years, we discuss the modern techniques required for success. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to.

Marketing 78

Marketing Account marketing B2B 78

Cosawi

SEPTEMBER 20, 2023

How to integrate marketing into your SAM journey for accelerated impact” We know that Strategic Account Management is a team’s sport, yet marketing is often missing at the Strategic Account table.

Account Management 52

Account Management Account marketing Marketing Management 52

SBI Growth

MAY 1, 2013

How do you know it’s time to restructure your marketing organization ? We also never thought that Marketing’s technology spend could outpace the IT spend. She inherited a legacy B2B marketing team, no marketing automation or lead generation program. Sales leadership continues to hammer marketing for support.

Marketing 118

Marketing Account marketing Leadership Sales Leadership 118

SBI Growth

OCTOBER 1, 2013

The Holy Grail of 2014 Planning: Marketing Contribution as a % of Total Revenue. 2013 is the last year executives accepted activity-level results from marketing. Expectations of marketing accountability have increased to the level expected of sales performance. Executive marketing leaders need to push the debris aside.

B2B 132

B2B Marketing Leadership Acquisition 132

Red Star Kim

NOVEMBER 7, 2022

I keep an eye out for examples of great marketing campaigns by professional service firms as I use case studies in my training workshops. So here’s a legal marketing case study – Thought leadership campaigns at Howard Kennedy (relationship breakdown and business agility). Relationship breakdown and the workplace.

Leadership 26

Leadership Marketing Financial Services Construction 26

Red Star Kim

MARCH 6, 2023

Delegates were from legal and accountancy firms with roles as varied as marketing, digital marketing, business development, PR and key accounts (executives, managers and a director). Many use a situational analysis or marketing audit. And we analyse the analytics from our digital marketing performance.

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Red Star Kim

NOVEMBER 17, 2023

At training workshops, people often ask me for case studies of successful marketing and business development strategies and campaigns at professional services firms. Here I summarise brand, referrals, research, key account management (KAM) and new service development case studies. Some competitors enjoyed 2.5

Marketing 130

Marketing Key Account Management Innovation Account Management 130

Red Star Kim

OCTOBER 16, 2023

10 reasons why (kimtasso.com) Marketing planning in a nutshell – simple and complex plans (kimtasso.com) Data and systems It was good to have a sprinkling of IT geeks (their label not mine!) Most commented on the data challenges of referrer management – although accountants using PracticePortal were happy with their CRM.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Arpedio

FEBRUARY 26, 2024

Understanding Account-Based Selling ABS is a strategic framework that aligns sales and marketing efforts to target and engage high-value accounts. Collaboration between Sales and Marketing Foster close collaboration between your sales and marketing teams to ensure a unified approach.

Advertising 52

Advertising Sales CRM Media 52

Red Star Kim

JUNE 15, 2023

IBISWorld – Industry Market Research, Reports, & Statistics Mintel – UK Sector and industry consumer reports from £1500 UK Archives | Mintel Store Nexis – Licensed news and media information, company data, regulatory and legal information, and market & industry reports.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

FEBRUARY 22, 2023

So here’s a quick marketing technology system review – Informanagement integrated content and distribution system for accountancy and legal firms. And is targeted at smaller law and accountancy firms who need to supplement their limited marketing and business development resources.

Marketing 26

Marketing Media Communication Digitalization 26

Red Star Kim

NOVEMBER 18, 2022

Their use of the Rooney vs. Vardy case (Wagatha Christie) when commenting on the relationship between HR and marketing raised some eyebrows. Sam Taylor of Kingsley Napley and Simon Marshall of TBD Marketing ran a session on how (not) to deploy marketing technology. Professional Marketing Conference 2017 (kimtasso.com).

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

SBI Growth

FEBRUARY 14, 2017

Today’s show demonstrates how to replace leads with opportunities for the sales team through Account Based Marketing. While B2B account marketing has been around for years, we discuss the modern techniques required for success. To follow-along, download our 10th annual workbook, How to Make.

Account marketing 54

Account marketing B2B Sales Marketing 54

SBI Growth

MARCH 23, 2018

Perhaps you are familiar with the photo of the former CEO of Nokia sobbing with his leadership team as his company was sold to Microsoft for parts. The now infamous headline: “we didn’t do anything wrong.” Well, yes Steve –.

Marketing 63

Marketing Leadership Client Relationships Account marketing 63

ProlifIQ

MARCH 30, 2023

Let’s dive into the different parts of a good key account planning process: Business Overview Strategic account planning needs a comprehensive account overview. How does the company go to market? Key account management resources are conserved due to better processes. Who are their competitors?

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

Red Star Kim

FEBRUARY 9, 2023

It was noted that often marketing and business development (M&BD) professionals in firms see things from a birds-eye view and are able to help individuals see opportunities for other teams within their clients. Cross-pollination could be achieved by having people attend meetings for different departments. Video) (kimtasso.com).

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Red Star Kim

OCTOBER 17, 2022

Marketers from law, accountancy, engineering and property firms joined a PM Forum workshop to share ideas on how to improve our writing. Digital marketers will tell you that the first two words are the most important. From the offices of our hosts (Thank you firm Boodle Hatfield!) Video) (kimtasso.com).

Remote Working 130

Remote Working Communication Internet Decision-making 130

Flevy

MARCH 20, 2024

Enhanced Decision-Making : Augmented intelligence can provide deeper insights into business operations, customer behavior, and market trends, enabling more informed decision-making. External Focus : This pathway explores monetization opportunities outside the organization.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Red Star Kim

MARCH 7, 2023

A key theme arising at the March PM Forum “ Future Marketing/Business Development Manager” (with delegates from legal, accountancy and consultancy firms) was about being overwhelmed. There were conversations about overwhelmed marketing/BD managers, overwhelmed M&BD teams and overwhelmed fee-earners.

Marketing 130

Marketing Management Emotional Intelligence Leadership 130

PandaDoc

JUNE 21, 2021

Although a prospect may not have directly expressed an interest in your business specifically, you know they are in the market for a product like yours. Targeting your marketing efforts towards this group gives you a much better chance of first generating quality leads and, ultimately, conversion. Marketing is a form of lead gen.

Sales 98

Sales Decision-making Small Business Meetings 98

Arpedio

MAY 30, 2022

Here’s what you need to be aware of right now if you are operating within Strategic Account Management and Account Based Selling : SAMA Conference Attendee Takeaways. McKinsey (see graphic below) investigated thirty go-to-market channels (e.g., Takeaway #1 - SAMs are “Journey Orchestrators”. Takeaway #2 - We are Storytellers.

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

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. There was also discussion about the use of grading criteria for individual attributes such as seniority, influence, sponsorship and loyalty.

Management 130

Management Manufacturing Client Relationships Facilitation 130

SBI Growth

OCTOBER 26, 2016

SBI recently spoke with Gahan Richardson, the Vice President of Corporate Marketing at Cypress Semiconductor. Gahan and I discussed his approach to Account Based Marketing (ABM) and how he uses it to set his sales team up for success. Cypress Semiconductor is.

Marketing 123

Marketing Sales Account marketing B2B 123

Strategic Communications

OCTOBER 3, 2023

When it comes to trend spotting in the marketing space, there’s a bright, shiny thing in the room: artificial intelligence. AI is clearly top of mind for marketers. When it comes to AI, the generative variety (like ChatGPT) is by far the leading trend impacting marketing.

Marketing 80

Marketing Advertising Co-Creation Digitalization 80

Hubspot Sales

MARCH 18, 2019

Obviously, you still want to provide excellent customer service and support to promote word-of-mouth marketing and high retention rates.). The above rule has an exception: If you can get your foot in the door of the prospect's company and then grow the account by selling to other departments, offices, subsidiaries, etc.,

Key Account Management 128

Key Account Management Account Management Management Account Strategy 128

Red Star Kim

AUGUST 31, 2023

To support my training courses and workshops, I keep an eye out for interesting marketing and business development case studies. Today I summarise professional services marketing/BD case studies – Moore Kingston Smith, Mazars, Fladgate, Travers Smith, Mills & Reeve. Investment in the global real estate market was nearly $11.5

Marketing 130

Marketing Leadership Government Logistics 130

SBI Growth

AUGUST 14, 2018

Now you’re tasked to take over a function that once belonged to marketing. Your organization has veered into a content driven account. Getting Ahead in Your Sales Enablement Role. You’ve just been promoted to be the new Head of Sales Enablement.

Account Management 59

Account Management Management Sales Marketing 59

Upland

APRIL 5, 2023

This includes, primarily, people in marketing, sales, and customer success teams. Today, marketing and sales are closely joined together in the best sales organizations, working together on account plans, and working towards a clearly defined ideal customer profile in select markets, treating each account as a market of one.

Account Planning 195

Account Planning Customer Success B2B Decision-making 195

Hubspot Sales

OCTOBER 16, 2017

On the other hand, this structure doesn’t take into account market penetration or quantity of opportunities. Perhaps you’re trying to build market share or attract the top 20 logos in your industry. You combine market data with your revenue targets to figure out what your team needs to bring in.

Sales 133

Sales Profitability Account Management Decision-making 133

Red Star Kim

DECEMBER 19, 2023

I keep an eye out for case studies in professional services marketing and share them at workshops. Legal marketing case studies – Law firm media relations and integrated campaigns (Kysen). After a brainstorm between Kysen and the firm’s director of marketing and BD a campaign was created entitled “Let’s talk about it”.

Media 130

Media Insurance Marketing Emotional Intelligence 130

Red Star Kim

JUNE 27, 2023

At the recent PM Forum online workshop on campaigns, thought leadership and project management there were 17 delegates from legal, accountancy and insolvency firms located in London, Belfast, Sutton Coldfield, Manchester, Newcastle, Cambridge and Dubai. Describe what is involved in campaign development and the sequence of events.

Leadership 130

Leadership Management Stakeholders Communication 130

CMOE

MARCH 6, 2023

strategy + business (s+b) Whether it be topics centered around operations, marketing, or human capital, strategy + business aims to “illuminate the complex choices that leaders face….and Knowledge at Wharton covers an array of subjects, such as finance and accounting, marketing, and analytics.

Finance 98

Finance e-Learning Innovation Leadership 98

Insightly

AUGUST 3, 2022

In recent years, monday.com has surged to the front of the pack regarding online work management tools, especially for robust teams of marketers, developers, designers and salespeople. Even with an excellent marketing department, qualifying the leads who land on the salespeople’s desks is still a challenge. .

CRM 52

CRM Small Business Marketing Decision-making 52