Red Star Kim

FEBRUARY 8, 2024

Why are segmentation and targeting critical to marketing and business development success? But when we look at business development, sales and relationship management competency frameworks for fee-earners (as opposed to professional sales people) there is less clarity. Essentially a focus on the most profitable clients.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

SmartKarrot

OCTOBER 20, 2020

With the evolution of product-based SaaS companies, customer success has taken an upsurge as a new business function. When it comes to the difference between customer success manager vs account manager, most of the companies mistake account manager as a traditional form of CSM.

Account Management 10

Account Management Customer Success Management Negotiation 10

Hubspot Sales

APRIL 27, 2021

As the name suggests, the hunter salesperson goes out and hunts for new opportunities, prospects, and accounts. People with this persona will do well as account executives, field representatives, or business development managers. Their client-first mindset greatly influences and increases customer retention and loyalty.

Sales 125

Sales Client Relationships Profitability Account Management 125

Arpedio

DECEMBER 14, 2023

Maximize Your Team with Sales Enablement Tools Explore the ARPEDIO platform ← Back to blog Table of Contents In the ever-evolving world of sales, staying ahead of the curve is key to success. Customization: Platforms that allow customization align with your company’s goals and branding.

Sales 52

Sales Software Software Account Planning 52

PandaDoc

APRIL 17, 2024

Calculating ACV can deliver many benefits , from increased customer retention to better forecasting. The former tracks revenue from individual customers, whereas ARR looks at total revenue. ACV and ARR are essential KPIs for tracking the success of subscription-based companies. It shows which customers are the most lucrative.

Sales 52

Sales Internet Profitability CRM 52

Arpedio

SEPTEMBER 25, 2023

Key account management vs. traditional sales ← Back to blog The game of sales and customer relations has changed – staying competitive is no longer just about making the sale; it’s about nurturing valuable, long-lasting relationships with your top-tier clients.

Key Account Management 52

Key Account Management Account Management Management Sales 52

Planview

JANUARY 30, 2024

The consequences reach everyone in the company’s orbit, from employees and executives to stakeholders and customers. Pulling from the survey responses of 600 executives, the report uncovers five areas of concern — alignment, accountability, resources, agility, and culture — and a recommended action for each area.

Stakeholders 52

Stakeholders Prioritization Government Leadership 52

Arpedio

MAY 10, 2023

Why Key Account Management is Essential for Business Success ← Back to blog In today’s fast-paced business world, simply acquiring new customers isn’t enough – you need to keep them coming back for more. That’s where Key Account Management (KAM) comes in. What is Key Account Management?

Key Account Management 52

Key Account Management Account Management Management Profitability 52

Nutshell

FEBRUARY 20, 2024

Inbound marketing is an approach to marketing that focuses on attracting potential customers by providing valuable, relevant content rather than interrupting their experience with traditional advertising strategies. Inbound marketing takes a more targeted approach. In fact, you don’t have to choose one or the other.

Marketing 77

Marketing e-Learning Media CRM 77

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. These powerful tools offer a centralized platform that simplifies a wide range of tasks.

Account Management 52

Account Management Software Software Management 52

Hubspot Sales

NOVEMBER 28, 2023

He encourages sales professionals to sell based on the outcomes vs. the features. Poor Customer Experiences If your customer hasn’t had a top-notch experience with your brand and company throughout the customer journey, sales can be left with a more challenging task when closing a deal. Know your customer.

Negotiation 100

Negotiation Sales Leadership CRM 100

Red Star Kim

JANUARY 28, 2024

Last week I was excited to lead an MBL session on “Tackling Change Management – A Workshop for Professional Firms”. We welcomed delegates from legal, accountancy and financial services firms. Leadership, emotional intelligence and teams in change management. Leading change We considered how to lead change.

Emotional Intelligence 130

Emotional Intelligence Leadership Management Facilitation 130

Arpedio

OCTOBER 10, 2023

Creating personalized content for Account-Based Selling ← Back to blog There’s no way around it. Account-Based Selling (ABS) has emerged as a powerful strategy. In this blog post, we’ll delve into the significance of personalization within ABS. This enhanced relevance goes a long way in building trust and credibility.

Decision-making 52

Decision-making Account Planning Marketing Stakeholders 52

Hubspot Sales

MAY 26, 2023

In this post, we’ll go over: What an outbound call is Outbound vs. inbound calls How to make effective calls Outbound vs. Inbound Calls Simply put, an outbound call is made by the call center representative to a prospect while an inbound call is made by a customer or prospect to the business or organization.

Emotional Intelligence 95

Emotional Intelligence Software Software Communication 95

OnStrategyHQ

APRIL 24, 2023

And before I talk about those four attributes, so I just want to say the reason they need to work well for you is because KPIs are the heartbeat of your performance management process. So number of new customers, that’s fine. So we want to achieve 1000 new customers by the end of the year. So what is it is it?

Profitability 105

Profitability Publishing CRM Insurance 105

Brooks Group

MARCH 28, 2024

Gone are the days when you could simply sell to a mid-level manager. The buyer sees it as a tactical product vs. something core to achieving their objectives. You can’t expand the account. Invest in developing your personal brand; showcase your industry expertise and track record of success. You face internal competition.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Arpedio

JULY 12, 2023

Account-Based Marketing (ABM) vs Account-Based Selling (ABS) ← Back to blog In the ever-evolving sales ecosystem, businesses are continuously embracing new approaches to stay ahead of the competition. An Introduction to Account-Based Marketing and Account-Based Selling 2. Table of Contents 1.

Marketing 52

Marketing Advertising Decision-making Communication 52

ProlifIQ

AUGUST 17, 2023

One such strategy gaining popularity among sales and customer success leaders is the “land and expand” approach. This method focuses on acquiring new customers while simultaneously nurturing existing accounts to drive expansion and increase company revenue.

Acquisition 52

Acquisition Stakeholders Customer Success Profitability 52

Brooks Group

MARCH 25, 2024

Research shows that sticking with a sales process correlates with success. The program teaches probing questioning skills to deeply understand customers’ needs and challenges up-front. The data backs this up. Sales teams that don’t follow their sales process find it difficult to meet sales goals.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

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. Can anything be moved to a self-service/e-commerce model?

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Planview

MAY 23, 2022

For services professionals today, there are many discussions centered around the differences between managed services vs professional services, as well as which one is the right fit for your organization. While managed services mainly work off-contract, handling an organization’s operational needs on an ongoing basis.

Management 52

Management Cybersecurity Profitability Digital Transformation 52

Red Star Kim

JULY 11, 2022

UK and offshore law firms, barristers’ chambers and accountancy firms were represented. Communication and education are required to manage expectations and promote enthusiasm and momentum. We also considered channel management strategies for referrer and referrals management. Prepare integrated campaigns.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Arpedio

OCTOBER 30, 2023

Account-Based Selling: A Deep Dive with Lee Levitt and Ulrik Monberg Explore the ARPEDIO platform ← Back to blog In the ever-evolving world of enterprise sales, strategies and tools are constantly refined to meet the dynamic needs of businesses. Contrast this with the dynamic nature of account-based selling.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52

Apptivo

JULY 4, 2023

Customer Lifetime Value (CLV) 1.7 Sales closed-won vs closed-lost opportunities 1.10 These metrics not only fuel the sales team’s success, but also hold them accountable for their actions. Here are key sales KPIs that will energize any company and lead it to extraordinary success. 10 Sales KPIs 1.1

Sales 52

Sales Profitability Sales Management Sales Training 52

Red Star Kim

SEPTEMBER 5, 2023

And, of course, Carol Dweck’s work on growth vs fixed mindsets. I have also provided off-the-shelf and custom training programmes for both public courses and inhouse for firms of lawyers, accountants, surveyors and consultants for decades. And how these need to be considered in learning environments.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Brooks Group

DECEMBER 20, 2023

As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics. In a landscape where intuition must be complemented by concrete evidence, sales metrics empower managers to make informed choices.

Sales 92

Sales Decision-making Sales Training Sales Management 92

Planview

AUGUST 16, 2022

A connected services organization is one in which systems, data, work, people, and customers are integrated and aligned, in order to establish a critical link in the organizational chain that joins customer and solution value. Optimized Resource Management. Enhanced Customer Experiences. Improved Revenue.

Organization 52

Organization Digital Transformation Profitability Customer Experience 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. Performance – GenAI can optimize production lines by predicting maintenance needs and streamlining supply chain management.

Leadership 59

Leadership Digital Transformation Co-Creation Artificial Intelligence 59

PandaDoc

APRIL 3, 2023

Closing more sales makes for a more successful business, but how can you figure out what kinds of sales suit your company best? We’ll explore inside vs. outside sales to show you what both entail and which kinds of companies need either one. This means the inside sales process relies on digital communication, as well as phone calls.

Sales 52

Sales Decision-making Client Relationships Software 52

PandaDoc

DECEMBER 19, 2022

And poorly managed prospecting lists will result in seller fatigue. In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work. Sales leads vs. prospects vs. customers.

B2B 98

B2B Sales Decision-making Publishing 98

Insightly

MARCH 13, 2023

Should you build a custom CRM , customize a general app to act like a CRM, or buy a customizable CRM? We’ll explore those options in this blog post. Customer Relationship Management (CRM) software is an ideal tool for tracking, organizing, and analyzing customer data.

CRM 52

CRM Software Software Insurance 52

PandaDoc

NOVEMBER 2, 2022

Cold email strategies are one of the many tools in the toolbox of successful marketers, but arguably among the hardest to execute well. Sales teams can successfully use cold emails to support other sales strategies and boost their performance, especially when they use the right software tools to manage leads and customer relationships.

Computers and Electronics 97

Computers and Electronics Negotiation CRM Software 97

Showpad

JUNE 27, 2022

As we wrote on the Showpad blog a while back, “Today, sales interactions run the gamut from cold calls to email outreach, video conferencing, product demonstrations, and, when safe, face-to-face meetings with prospective clients. Data: Here’s where customization kicks in. Simple enough, right? Not really, if you think about it.

Sales 52

Sales Decision-making Sales Training Account Management 52

Showpad

DECEMBER 23, 2019

The average Sales rep relies on support from the account management, customer service, and Marketing teams. As such, it’s counterproductive for there to ever be a “ Sales enablement vs. Marketing ” dynamic, even though the departments are often full of competitive personalities. Disparate Yet Similar.

Marketing 78

Marketing Sales Value Proposition Onboarding 78

Showpad

MARCH 3, 2020

Sales reps need support to drive growth and increase likelihood of success, whether they’re going through initial onboarding, working through the buyer’s journey or collaborating with marketing. First and foremost, both closely partner with sales managers to support reps through every touch point of the sales cycle.

Logistics 100

Logistics Sales Onboarding CRM 100

Insightly

JULY 25, 2023

In fact, I think creating an ideal customer profile (ICP) for your business is a perfect place to start. What is an ideal customer profile? An ideal customer profile (ICP) is a comprehensive, documented profile of your company’s perfect customer. Why use an ideal customer profile? What is an ideal customer?

Manufacturing 52

Manufacturing B2C Decision-making B2B 52

Strategic Communications

OCTOBER 3, 2023

For marketers, the clearest use case is content generation, with great potential to create hyper-personalized, hyper-targeted marketing messages based on customer behavior, personas, and buying histories, along with other data available from internal and external sources. So what exactly are catalytic experiences?

Marketing 80

Marketing Advertising Co-Creation Digitalization 80