Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Why are segmentation and targeting critical to marketing and business development success?

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

MARCH 4, 2024

Many people have suffered at the hands of a line manager who wants to know in detail what is happening and to control everything. But there are potentially several reasons for this behaviour – some to do with your manager, and some to do with you. So what do you do when your boss is a micro-managing control freak?

Management 147

Management Communication Leadership Digitalization 147

Red Star Kim

MARCH 16, 2023

We were joined by delegates from legal, accountancy and consultancy firms for PM Forum’s “Cross-selling and referrer management accelerator” workshop earlier in March. While we discussed various tools and methods to promote cross-selling and referral management, a key theme emerged around changing culture.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

PandaDoc

APRIL 8, 2024

A deal desk introduces a new approach to managing deals. This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. Their cross-functional expertise enables them to create proposals tailored to customers’ needs. Let’s get to it!

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Red Star Kim

JUNE 7, 2023

We considered strategic thinking, business strategy and marketing and business development strategy. And then to consider how marketing and business development could add most value in their achievement. Thanks to Pinsent Masons Ireland for hosting in their fabulous offices on a former studio site.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Red Star Kim

DECEMBER 2, 2022

It was a full house at November’s PM Forum workshop for Proactive Marketing and Business Development Executives. Many management teams I speak to express a desire for their M&BD Execs to be more proactive – which takes time, tact and the confidence to think ahead and adopt a more advisory approach. What stops us being proactive?

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Arpedio

OCTOBER 24, 2023

SWOT analysis: A comprehensive guide and template Account Management Software ← Back to blog In this comprehensive guide, we’ll delve deep into the world of SWOT analysis. Discover how to leverage your strengths, mitigate your weaknesses, seize opportunities, and defend against threats. Let’s dive in.

Decision-making 52

Decision-making Account Management Prioritization Software 52

Red Star Kim

SEPTEMBER 8, 2023

As well as marketing and business development executives and managers there were also those in specialist pricing and bid roles. My intention, when I created this workshop a few years ago, was two-fold. A key question was “How does it compare to other accountancy practices?”. Why commerciality for M&BD?

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Arpedio

NOVEMBER 22, 2023

Unlock Business Potential with Effective Stakeholder Mapping Improve your critical stakeholder relationships ← Back to blog As businesses strive to achieve growth and success, many overlook the untapped potential of effective stakeholder mapping. We will also highlight the tools and techniques available for stakeholder mapping.

Stakeholders 52

Stakeholders Decision-making Innovation Business Growth 52

Planview

APRIL 24, 2024

Whether because of changing priorities, miscommunication among teams, or other blockers, the hidden cost of waste can significantly impact productivity and bottom lines. Without clear visibility into these areas, it becomes increasingly difficult to prioritize tasks effectively, ensuring that outcomes align with top business priorities.

Software 52

Software Software Prioritization Communication 52

Red Star Kim

NOVEMBER 24, 2023

The theme of the 28 th conference this year was “ Harness the power within your firm – creating stellar marketing for the future”. The theme of the 28 th conference this year was “ Harness the power within your firm – creating stellar marketing for the future”. Maximise impact in our firms? Keep up with the pace of change? (it

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

MDI Training

JULY 26, 2023

In this blog post, you will learn about the areas where this technology is particularly suitable and what you, as a leader, need to pay special attention to. In this blog post, you will learn about the areas where this technology is particularly suitable and what you, as a leader, need to pay special attention to.

Artificial Intelligence 98

Artificial Intelligence Digital Transformation Leadership Digitalization 98

ProlifIQ

JUNE 21, 2023

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. One such strategy that has proven to deliver impressive returns is account planning. What is an Account Plan?

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships.

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

MDI Training

MARCH 4, 2024

Beyond the Horizon: GenAI and Ethical Leadership In this blog post, keynote speaker Bailey Parnell gives us a few snippets of her exciting keynote speech at our upcoming Leadership Horizon event. We will explore how AI can revolutionize productivity and performance, but also how this does not need to be at the expense of wellbeing.

Leadership 59

Leadership Digital Transformation Co-Creation Artificial Intelligence 59

Arpedio

MARCH 13, 2024

In today’s competitive business landscape, having a well-defined and meticulously executed Go-to-Market (GTM) strategy is essential for success. It’s about creating a roadmap that guides every aspect of bringing a product to market, from development to sales and beyond.

Value Proposition 52

Value Proposition Marketing Media Retail 52

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. How complex is a complex sale situation? In another post, I have introduced 3 complementary capabilities organisations need in a B2B world and presented them as a pyramid. The series of posts on Complex Sales is about the bottom of the pyramid.

Procurement 130

Procurement Stakeholders CRM Government 130

Arpedio

APRIL 13, 2023

Stakeholder Management: A Must Read Guide ← Back to blog Stakeholder management refers to the process of identifying, understanding, and engaging with individuals or groups who have a stake or interest in a project, initiative, or organization. What is Stakeholder Management? Why is Stakeholder Management Important?

Stakeholders 52

Stakeholders Management Shareholders Suppliers 52

Mike Kunkle

JUNE 12, 2022

While I personally believe this is a time when well-managed, profitable firms should double-down on investing in their employees to gain competitive advantage in difficult times (I wrote about this recently on LinkedIn, as well ), I know that may not be possible for everyone. This is a post I never wanted to write. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

AchieveIt

MARCH 22, 2023

Corporate strategic planning is essential to businesses and one of the basics of a business plan. The process requires careful evaluation and analysis to garner the best business results. In This Article What Is Corporate Strategic Planning?

Software 52

Software Software Communication Organization 52

Apptivo

JULY 3, 2021

Inventory is an essential component for the smart functioning of any business. An organized inventory management model can pave way for the increased lifetime value of your customers by ensuring timely delivery of products without any disruptions. Inventory management is not a simplified task. What Is Inventory Management?

Supply Chain 84

Supply Chain Management Suppliers Software 84

Apptivo

NOVEMBER 10, 2023

Mеaning of Salеs Analysis 2. Why is Salеs Analysis Important? Ways to Conduct a Salеs Analysis 4. Typеs of Salеs Analysis 5. Bеnеfits of Salеs Pipеlinе Analysis 6. What is a Salеs Analysis Rеport? How to Usе Salеs Analysis Data? Why is Salеs Analysis Important?

CRM 52

CRM Decision-making Acquisition Facilitation 52

DemandFarm

APRIL 28, 2023

The rapid shift is causing businesses to rethink their approach to sales enablement, and one game-changing technology is leading the charge: artificial intelligence. The rapid shift is causing businesses to rethink their approach to sales enablement, and one game-changing technology is leading the charge: artificial intelligence.

Artificial Intelligence 52

Artificial Intelligence Key Account Management Decision-making Account Management 52

AchieveIt

NOVEMBER 1, 2023

There are more than 30 million small businesses in the U.S. If I asked you to divide these companies into categories based on annual revenue, how many would fall into the $1-10 million revenue tier? How about $10-50 million or above $50 million? These businesses comprise only about 4% of those in the U.S.

Energy and Utilities 52

Energy and Utilities Decision-making Innovation Business Planning 52

Arpedio

OCTOBER 17, 2023

Account management software tools Account Management Software ← Back to blog Account management software solutions have transformed the way businesses handle their account planning and client interactions. This is where account management software solutions come into play as a transformative tool.

Account Management 52

Account Management Software Software Management 52

Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Here are some of the highlights mentioned by the delegates: Pitch points from a pitching and tendering training workshop.

Government 130

Government Innovation Meetings Finance 130

MDI Training

JULY 26, 2023

In this blog post, you will learn about the areas where this technology is particularly suitable and what you, as a leader, should pay special attention to. In this blog post, you will learn about the areas where this technology is particularly suitable and what you, as a leader, should pay special attention to.

Artificial Intelligence 52

Artificial Intelligence Digital Transformation Leadership Digitalization 52

Shapecast

AUGUST 7, 2020

As we start to recover and survey the impact that lock down has caused, most of us are focused on planning what next. This article outlines some methodical steps we can take to analyse, rank and coordinate a structured approach to aid in the pursuit of strategic opportunity management alongside an existing portfolio of work.

Management 52

Management Suppliers Stakeholders Digital Transformation 52

Apptivo

AUGUST 17, 2023

How to Make the Most of AI in CRM 2. Ways to use AI in Customer Relationship Management(CRM) 5. Does Your Business Need CRM With AI? In finance, AI systems are analyzing data at breakneck speeds, making trading choices, and optimizing risk management measures.

Artificial Intelligence 52

Artificial Intelligence CRM Healthcare Manufacturing 52

Nutshell

DECEMBER 7, 2023

From customer service and data analysis to research and writing, there are plenty of tools to help streamline the process. This page will break down AI chatbots in detail to help you understand your options and find the best fit for your business. Depending on how you want to use them, you can find a tool best suited to your needs.

Artificial Intelligence 54

Artificial Intelligence Marketing CRM Banking 54

Chally

APRIL 1, 2021

Welcome to Part 3 of our blog series focused on hiring and retaining salespeople in the post-pandemic world. The opportunities for business development in 2021 appear to be excellent. vi] Businesses are starting to invest to meet increasing demand [vii]. Likewise, Goldman Sachs predicts super-charged economic growth of 6.8%

Onboarding 52

Onboarding Sales Environment Banking Retail 52

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis.

Software 52

Software Software Management Sales 52

Strategic Communications

JULY 27, 2023

Companies clearly need to generate a constant flow of high-quality, relevant, current content, but continually creating and updating content can take a toll and drive up costs. If, for example, a company has consistently published two blog posts a week for the past two years, that’s 208 blog posts. Probably not many.

Marketing 52

Marketing Publishing Media Energy and Utilities 52

Arpedio

JANUARY 17, 2023

Back to blog. Cross-selling and upselling are sales techniques aiming to optimize revenue by increasing the amount a customer spends with your business. Keep reading and find out what cross-selling and upselling are, why they are important, and how to cross-sell and how to upsell in the most efficient way.

Profitability 52

Profitability B2B Account Management Decision-making 52

PandaDoc

MAY 26, 2022

It’s a vital question that all business owners, entrepreneurs, and marketers should be asking themselves on a regular basis. Without a clear and documented plan to help your sales team position your products and services directly to buyers, the risk of misinterpretation, miscommunication, and costly errors increases dramatically.

Sales 52

Sales Business Planning Acquisition Small Business 52