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The Future of SAM – Revisited

Strategic Account Management Association

This blog post is based on a keynote presentation from the 2021 SAMA Annual Conference. Panelists’ remarks have been paraphrased for this blog post. . She also works on sales effectiveness and has recently done some innovative work around omni-channel excellence. The future is now. See results in Figure 2. Figure 2.

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Rethinking Enablement for the Future: The Power of Commercial Effectiveness Integration

Mike Kunkle

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

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Unleashing Growth: Overcoming 7 Common Barriers to Sales Transformation

Mike Kunkle

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 188
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Sales Targeting Toolbox for Professional Services Firms

Red Star Kim

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. The second question is “ Where will we play?”.

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

Red Star Kim

We looked at case studies from professional services firms. From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. Top-down or Bottom-Up Strategy? See also integrated-business-planning-oct12.pdf

Marketing 130
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How to engage fee-earners in the M&BD planning process?

Red Star Kim

In professional services we need the engagement, buy-in and time of fee-earners because they are fundamental to preparing content, interacting with prospects and converting leads into clients. It’s rare to have a sales team in professional services as they do in other sectors. Accept that they may have a point.

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CRM Lead Management Tips

Insightly

Unsurprisingly, CRM, or Customer Relationship Management , is the foundation of any successful sales and marketing strategy. In this blog post, we’ll delve into the fundamentals of CRM and lead management, explore their importance, and provide actionable tips for effective CRM lead management. What is a CRM?

CRM 52