KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. 3 Types of KAM-relevant Competencies. Defining Skills & Competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Mike Kunkle

FEBRUARY 5, 2023

Perplexing Inaction, Despite Compelling Evidence This repeated finding by CSO Insights (and other sales researchers – see this and this as just two examples) should have made a splash for the sales profession that was bigger than dropping a six-ton wrecking ball into a backyard swimming pool.

B2B 198

B2B Sales Decision-making Negotiation 198

Hubspot Sales

DECEMBER 23, 2021

Here, we'll take a closer look at cross-selling and upselling, go over the difference between the two, take a look at how to do both, and see some examples of what they look like in practice. Cross-Selling Example. Upselling Example. Below are our best practices to learn how to cross-sell and upsell as a CSM: 1.

eCommerce 141

eCommerce Software Software Customer Success 141

Account Manager Tips

SEPTEMBER 15, 2022

Why key account managers need a personal brand Why I started to build my personal brand Step 1: Figure out your personal brand Step 2: Create a personal branding plan Step 3: Become a student of personal branding Join the Personal Branding Playbook In other news Quote of the week. Director of Account Management, Conduent.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. So build knowledge of and adapt to different personalities, genders, cultures and generations.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

APRIL 12, 2023

It’s great that people have a vested interest but it can be hard to manage and get a final sign off”. For example, Solicitors must act with honesty and integrity at all times. One of the polls revealed that 83% (15 delegates) had occasional difficulties in relationships with fee-earners and 17% (3 delegates) said they often did.

Media 130

Media Marketing B2C Stakeholders 130

Mike Kunkle

AUGUST 8, 2023

It’s how we can break down the walls that hinder communication and cooperation between departments, to foster a shared vision, common goals, and open channels for knowledge exchange. I call these departments “The Bricks in the Wall” (with a nod to Pink Floyd), and you can see some examples in the image below.

Sales 188

Sales Prioritization Innovation Leadership 188

Strategic Communications

APRIL 25, 2024

I was looking for examples of companies with employee resource groups (ERGs) specifically focused on older demographics—Baby Boomers and beyond. The examples I provided in my previous response were hypothetical and not based on specific knowledge of existing ERGs.” It’s happened to me.

e-Learning 64

e-Learning Communication Decision-making Marketing 64

Brooks Group

FEBRUARY 1, 2024

But actually getting new salespeople performing at their highest potential is easier said than done, with one in three salespeople lacking proficiency in about a dozen skills by the time sales onboarding is complete, according to the research from The Sales Management Association.

Onboarding 76

Onboarding Sales Sales Training Communication 76

MDI Training

JUNE 26, 2023

Sustainable leadership is the collaboration of multiple individuals striving to provide the best possible professional future for future generations. This means, then, that in a sustainable management style, strong thought is given to the future generation of workers.

Digital Transformation 98

Digital Transformation Leadership Transportation Digitalization 98

MDI Training

NOVEMBER 14, 2023

2 current participant questions as an example: “Can the DISG typology of the sender be recognized by the wording of an email?” For the transfer phase , participants are given the task of performing a role play, for example, to consolidate what they have learned. ChatGPT4 if I am not sure as the main trainer.

Leadership 105

Leadership Artificial Intelligence Digital Transformation Digitalization 105

Red Star Kim

SEPTEMBER 5, 2023

The ideas are relevant whether you are working with knowledge transfer (e.g. on product knowledge), skills or operational training or promoting attitude or behaviour change. The author explores non-associative, associative (with rewards and punishment) and cognitive learning ( where we acquire knowledge ).

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

PandaDoc

MARCH 29, 2024

A deal desk streamlines deal management and enhances win rates — if the process flow is set up correctly. Each team member’s position in the deal desk is clearly defined: responsibilities, types of deals they manage, roles in the sales process, etc. What is the deal desk process?

Negotiation 52

Negotiation Stakeholders Profitability Government 52

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. Another cultural shift.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 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. Take time to scope Scoping is a key aspect of project management.

Leadership 130

Leadership Management Stakeholders Communication 130

Red Star Kim

DECEMBER 2, 2022

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. This type of conversation is itself an example of being proactive. So we should ask people about their perceptions on what they would like.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Account Manager Tips

AUGUST 24, 2022

For example I shared a zoom recording with a client the other day and the link had 139 characters and took up two lines of my email. I can also customise the address to something memorable which is useful for links I share a lot (for example The KAM Club is bit.ly/thekamclub Table of Contents. Table of Contents. I used the bit.ly

Digitalization 130

Digitalization Key Account Management CRM Management 130

Hubspot Sales

APRIL 7, 2023

In this blog post, we'll cover the following: What is a digital product? How to sell digital products 10 best digital products to sell There are a number of reasons why selling digital products is advantageous for businesses. For example, let’s say you have a print magazine. How can your business sell digital products?

Digitalization 111

Digitalization Computers and Electronics Media Brainstorming 111

Showpad

NOVEMBER 16, 2021

We’re about a $3 billion organization with six business units. The way we look at marketing as a partner to sales is to help drive the knowledge base into the customer’s hands—as well as increasing our brand awareness. . This means a lot of our customer knowledge sits with agents and dealers, creating a gap back to the company.

Digital Transformation 98

Digital Transformation Digitalization Marketing Sales Environment 98

Red Star Kim

OCTOBER 19, 2023

We explored the fundamentals of relationships, managing inbound calls and planning outbound calls. You need to have a deep knowledge of all the different issues clients may have and examples and stories of how your firm has helped people in similar situations. This article supplements the learning resources from the session.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

OnStrategyHQ

APRIL 24, 2023

We’ve compiled an complete guide that includes an overview on what is a KPI, the benefits of good indicators, and list of KPI examples [organized by department and industry] for your reference as you begin developing your organization’s key performance indicators. So that’s an example. We can help! What are KPIs?

Profitability 105

Profitability Publishing CRM Insurance 105

Red Star Kim

OCTOBER 10, 2023

Incorporating new learning into your work is one way to retain knowledge. When your employees want to learn a new skill, they typically don’t Google it or refer to your learning management system (LMS) first; 55% of them ask a colleague. However, skills-based talent management and learning analytics have been trending upward.

Artificial Intelligence 130

Artificial Intelligence Emotional Intelligence Decision-making Digitalization 130

Hubspot Sales

MARCH 16, 2023

In this post, we'll provide our best account executive interview questions to help you land your next interview — and get closer to that offer letter. Education and Experience Questions To better gauge your relevant knowledge, hiring managers ask about your education and previous work experience. Why do you want this role?

Negotiation 98

Negotiation Prioritization Media CRM 98

Red Star Kim

JANUARY 26, 2024

Delegates asked lots of questions – and shared their knowledge and ideas generously. We discussed cognitive distortions and how to manage them. And learned that the most effective people manage to balance a positive view of the future with a realistic grasp of the potential obstacles. What impacts our confidence?

Meetings 130

Meetings Digitalization Communication Management 130

Brooks Group

FEBRUARY 27, 2024

For example, you could put Lee and Levi’s in the same category of durable, affordable, classic jeans. Your sales professionals can differentiate themselves with advice and strategic support that is more sophisticated, helpful, and knowledgeable than your competition. You reward them for being excellent customers.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

MDI Training

MARCH 22, 2022

This could be in the form of a “lunch fix,” for example, where you meet at the office on a specific day of the week to eat lunch together. In addition, it is legitimate to ask your employees personally what their ideas are and how they think cooperation can best be strengthened. Strengthen community in business meetings.

Leadership 98

Leadership e-Learning Digitalization Digital Transformation 98

Hubspot Sales

JUNE 9, 2023

Sales managers can earn a median salary of $127,490. 7 Expert Tips to Get a Sales Job Without a Degree To help you get into the world of sales and start earning the above attractive salaries, we reached out to industry sales leaders to share their best advice. He was a restaurant general manager for 8+ years who transitioned to sales.

Sales 108

Sales Insurance Decision-making Transportation 108

Red Star Kim

APRIL 11, 2023

For example, with numerous negative press stories concerning the effectiveness of audits at prominent UK businesses, the reputation of accountants, in particular, has taken a dip. Expert consultants: Expert consultants with specialized knowledge and experience in a particular area of law can provide valuable insights and research assistance.

Government 130

Government Innovation Meetings Finance 130

LinkedFusion

SEPTEMBER 3, 2023

If you’re not doing it correctly, you could not be grabbing the hiring manager’s attention. In this blog post, I’ll outline the significance of your LinkedIn title and how to completely optimize it to make a great first impression. So, why should you create the best headline for LinkedIn as a sales professional?

Value Proposition 52

Value Proposition Marketing Profitability Digitalization 52

Red Star Kim

NOVEMBER 9, 2023

Each section has the same structure: a description, strategic examples, strategy ratings, objectives, context, challenges, success measures, strategists’ checklist and related ideas. The examples are mostly products so it’s not ideal for professional services. What are senior managers scared of?

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Mike Kunkle

JULY 2, 2022

According to Paul Krajewski’s blog , where he tracks the profession, there were 15,000 LinkedIn users with “sales enablement” in their job title, as of June 17, 2022. Supporting effective sales coaching and sales management. How I Define Sales Enablement. So, what is sales enablement? Sales technology and tools.

Sales 130

Sales Sales Training Leadership Decision-making 130

Brooks Group

OCTOBER 18, 2023

Unfortunately, many sales leaders may be aware that their managers need to spend more time coaching, but formal programs tend to be poorly executed or non-existent. Just 42% say sales managers at their organization are actually held accountable for providing good coaching. Structure feedback. Focus on specifics.

Sales Management 78

Sales Management Management Sales Meetings 78

DemandFarm

MAY 2, 2024

Effective relationship management transcends mere customer satisfaction—it’s a strategic endeavour that involves nurturing deep connections that foster loyalty, satisfaction, and mutual growth. The global Customer Relationship Management market is projected to grow from $71.06 What Is Relationship Management with an Example?

Management 40

Management Banking CRM Profitability 40

Openview

MAY 22, 2018

And to top it all off, there is an even greater foe – the leaking of your valuable sales knowledge. Sales Knowledge Management to the rescue! Knowledge Management vs. Content Management. Traditional Knowledge and Content Management systems have one major difference. Efficiency.

Management 71

Management Sales Brainstorming Organization 71

QYMATIX

NOVEMBER 8, 2022

For example, through superfluous contact attempts, customers who leave the company, or unrealized price potential. This fact provides a terrific example of the distinction between effectiveness and efficiency. I am convinced that most people reading this blog post would claim to know the difference between effectiveness and efficiency.

B2B 52

B2B Artificial Intelligence Sales Software 52

Brooks Group

NOVEMBER 14, 2023

This post walks you through the four pitfalls of sales strategy and provides best practices to avoid them. 3 Best Practices for Success 1. For example, organizations that shift from account management to a prospecting mindset must validate that incentives are designed to drive new business growth.

Supply Chain 52

Supply Chain Sales Sales Training Meetings 52

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. Here's an example: Stage 1 : Target and Qualify. Stage 3 : Access and Develop Solution. Some examples in Stage two would be: What business problem is the customer trying to solve? Stage 3: Access and Develop Solution.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108