Upland

MAY 4, 2023

Honest Abe knew the value of not launching head-first into something without a considered plan of attack. How are sales teams meant to grow revenue in key accounts without a well-thought-out account planning strategy ? After all, account planning is an ongoing, iterative process. Not necessarily.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Red Star Kim

DECEMBER 14, 2022

Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution. Be more strategic. Increase your strategic contribution. Two themes emerged at the end of the day in the takeaways – manage your personal brand and increase your strategic contribution: Manage my personal brand. Competitors.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Red Star Kim

FEBRUARY 16, 2023

I am constantly looking out for new material and best practice to incorporate into my strategy workshops. Occasionally, I summarise the key ideas – so here are some items that caught my eye recently – Strategy case studies and more matrices. Dates for future strategy sessions at PM Forum.

Value Proposition 130

Value Proposition Government Facilitation Profitability 130

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? The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

DECEMBER 12, 2023

In early December (and despite the train strike), we gathered at the offices of London | Simmons & Simmons (simmons-simmons.com) for a workshop on “Future Marketing and Business Development Manager”. Future Marketing and Business Development Manager: Connections, Collaboration, Context, Creativity, Cause and Continuous learning.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Mike Kunkle

NOVEMBER 26, 2022

I want to be clear that while the The Building Blocks of Sales Enablement framework is my content, and while I will be involved in this learning experience as an advisor for ongoing course content and as a Building Blocks Mentor in the coaching sessions, this course is “ Powered by FFWD “ (Felix’s company).

Sales 200

Sales Leadership Transportation Sales Training 200

Mike Kunkle

NOVEMBER 23, 2023

This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.

Sales 258

Sales Finance Decision-making Profitability 258

Mike Kunkle

AUGUST 8, 2023

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. Fragmented customer experiences, misaligned strategies, increased friction for customers, and unfulfilled revenue potential. This is a definite growth killer. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

KAM With Passion

JUNE 20, 2021

Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. A crucial tool to help you build your KAM Training path is the KAM Individual Competencies Reference Framework. KAM-relevant business competencies. Defining Skills & Competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. So here are ideas on how to engage fee-earners in the M&BD planning process. The company might submit a brief.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Red Star Kim

JANUARY 28, 2024

The secret of change is to focus all of your energy, not on fighting the old, but on building the new” Socrates Emotional intelligence and change Emotions during change Convincing people of the rational need for change – making the business case – is relatively easy. And to adjust the plan to reflect employees’ concerns and views.

Emotional Intelligence 130

Emotional Intelligence Leadership Management Facilitation 130

PandaDoc

SEPTEMBER 2, 2020

This is understandable when you consider that data shared in the Harvard Business Review suggests that 90% of decision makers won’t respond to cold calls, according to Sales Leadership Forum. We’ve reached out to influencers and compiled a list of the industry’s leading blogs below. Adaptive Business Blog. Sales Gravy.

Sales Management 98

Sales Management Management Sales Publishing 98

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

JULY 11, 2022

This is a summary (and an additional learning resource for delegates) of last week’s M&BD planning workshop through the PM Forum. Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure. Engage fee-earners in the M&BD planning process. Everyone is so busy.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Red Star Kim

FEBRUARY 28, 2023

Both to maintain service levels and underpin growth strategies. Both to maintain service levels and underpin growth strategies. Having confident leadership with a strong vision, backed up with a robust business plan and strategy and evidence of progress was attractive to potential recruits.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Brooks Group

MARCH 25, 2024

Proven Strategies for Sales Results In today’s competitive selling environment, having a consistent, repeatable sales process is critical for driving revenue growth. It led to 2023 being a record year for us—20% above plan.” Only 69% of underperforming teams follow their sales process. Matthew Thiel, President, AUMA Actuators Inc.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Clarity Engagement Solutions

MAY 10, 2022

The 4 Zones™ of Customer Engagement is a practical, coachable, and repeatable framework training delivered by Clarity that combines the setting of everyday language and industry-leading best practices. It allows a tailored approach for each Business Unit & Account type. ? Access strategy & impact statement.

Account Management 91

Account Management Healthcare Stakeholders Decision-making 91

Red Star Kim

MAY 11, 2023

The course also offers a helpful brand creation plan and a brand plan template (brand essence, brand assets, brand protection and brand strategy). It’s interesting to see how brand management has developed. These reviews might also be useful to professional service marketers who need an introduction to branding.

Management 130

Management Co-Creation Publishing Leadership 130

Red Star Kim

MARCH 24, 2023

It was a full house at the March workshop on “Practical and Professional Skills for Marketing and Business Development (M&BD) Assistants” although almost all delegates were from law firms across the UK. Roles, satisfaction and aspirations of Marketing and Business Development (M&BD) Assistants.

Marketing 130

Marketing Digitalization Communication Media 130

Red Star Kim

JUNE 15, 2023

We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation). Business Information and Database Provider UK | DataGardener Dun & Bradstreet – 400 million businesses from around the globe.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Arpedio

APRIL 11, 2024

In this blog post, we’ll explore the transformative potential of AI in sales, highlighting its importance and the myriad benefits it offers to businesses seeking to stay competitive in today’s digital era. AI for sales represents a paradigm shift in how businesses approach customer acquisition and relationship management.

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Strategic Account Management Association

AUGUST 10, 2021

The most common MBOs for SAMs measure leading indicators : account planning (77% of plans) and activity-based metrics like collaborative meetings (75%). These are followed by goal attainment, growth and sustenance, and business expansion. About the Report. Want to know if you qualify for a free report? Email Joel Schaafsma.).

Artificial Intelligence 104

Artificial Intelligence Healthcare Account Management Account Planning 104

Red Star Kim

DECEMBER 2, 2022

It was a full house at November’s PM Forum workshop for Proactive Marketing and Business Development Executives. Release time to become a more proactive Marketing and Business Development Executive. Crazy busy – Book review – Dealing with stress (kimtasso.com). What stops us being proactive?

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

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

AchieveIt

DECEMBER 6, 2023

Even a million-dollar idea cannot become successful without an iron-clad strategy — that’s why objectives should stand above ideas. Daniel Goldstein , Director of Strategy and Operations at Array , has led a career spanning roles across the strategy space. From cross-industry consulting with Accenture, Daniel found his niche.

Prioritization 52

Prioritization Profitability Decision-making Organization 52

Arpedio

MARCH 8, 2024

Effective Business Relationship Management Strategies Explore the ARPEDIO platform ← Back to blog Table of Contents In today’s dynamic business landscape, the capacity for relationship building and partnership development is more than a nicety—it’s a sturdy keystone of enduring organizational success.

Management 52

Management Stakeholders Facilitation Innovation 52

Red Star Kim

NOVEMBER 2, 2022

And we used two of their planned change projects to consider the issues and to test out and apply the various techniques. At the end of the session, they had developed two project plans for implementation. And the delegates developed two tailor-made frameworks for future use in their planned change management projects.

Communication 130

Communication Management Stakeholders Emotional Intelligence 130

Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. Build personal brand We did some exercises on identifying words that encapsulate our personal branding.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

AchieveIt

MARCH 22, 2023

Corporate strategic planning is essential to businesses and one of the basics of a business plan. However, setting strategic goals is more complex than writing them down during a board meeting. The process requires careful evaluation and analysis to garner the best business results.

Software 52

Software Software Communication Organization 52

Showpad

JUNE 9, 2020

Driving sales enablement impact requires the right set-up: strategic, formal and charter-based. The more strategic and formal sales enablement is set up, the better the results you can achieve. The more strategic and formal sales enablement is set up, the better the results you can achieve. It depends. Context matters.

Sales 121

Sales Sales Management Organization Government 121

Red Star Kim

FEBRUARY 15, 2024

MBD executives, advisors, managers, client services executives and BDMs from law firms, economics and management consultancies joined a PM Forum workshop on “Coaching and Consulting Skills for Marketing and Business Development”. We tackled delegate questions as well as coaching and consulting scenarios along the way.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

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. Second, I observed that often in professional services marketing and business development we have minimal involvement in research, innovation, product development and pricing. Why commerciality for M&BD?

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Red Star Kim

MARCH 16, 2023

This book looks at the strategic impact of internal communications Book review: Influential Internal Communication by Jenni Field (kimtasso.com). 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.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 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. Join us on a journey that unravels the art of strategic decision-making, one SWOT quadrant at a time. Table of Contents What is a SWOT analysis? Let’s dive in.

Decision-making 52

Decision-making Account Management Prioritization Software 52

KAM With Passion

NOVEMBER 11, 2020

What is true in the private life is true in business as well, especially between a supplier and their customers. As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers. Business Reviews: classics never die.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

AchieveIt

NOVEMBER 8, 2023

And can it help in strategic planning at the operational level? Alanna shares her valuable skills and experiences that have helped her drive innovation, emphasizing the importance of diverse learning approaches, embracing experimentation, and the strategic design and execution of initiatives along the way.

Innovation 52

Innovation Small Business Stakeholders Leadership 52

DemandFarm

MAY 12, 2023

In the competitive landscape of international business, there was a company called WorldWideTech. This approach offered a comprehensive framework that would help WorldWideTech tackle its challenges head-on and achieve its growth objectives. However, the path to success was proving to be more challenging than anticipated.

Global Accounts 52

Global Accounts Account Management Management Logistics 52