Strategic Account Management Association

APRIL 5, 2021

the committee responsible for overseeing purchasing decisions), I met thousands of salespeople and strategic account managers through the years, and I would say that no more than 3 percent or so had bothered going through my company’s 10-K. I’ d never get through it, despite my and your good intentions!”. And it’s true.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Strategic Account Management Association

AUGUST 6, 2021

We needed a different sales strategy and go-to-market approach with regards to strategic and global key accounts, as our existing country-focused structure could not support, let alone scale, the required new concepts. By Shahaboddin Wahdatehagh, Sr. Director Global Account Management, Aramex. Garnering Executive and External Support.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Strategic Account Management Association

JULY 13, 2021

Organizations are already planning for this new- or next-normal hybrid model and have worked hard to elevate the needed skill sets of their commercial teams – especially strategic account managers. This is leading many companies to accelerate their strategic account management journeys and transformations.

Account Management 591

Account Management Innovation Co-Creation Organization 591

Red Star Kim

MARCH 6, 2023

At the start of March, there was an online PM Forum workshop on “Being more strategic ”. Delegates were from legal and accountancy firms with roles as varied as marketing, digital marketing, business development, PR and key accounts (executives, managers and a director). Here we collect and analyse the data – often from many sources.

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Strategic Account Management Association

OCTOBER 26, 2021

As a sequel, we would like to address the critical role of executive sponsorship, how it can impact the success of your strategic partnership when done well and, most importantly, best practices for doing so. When done right, strategic account sponsorship begs to have a very different definition.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

CMOE

JUNE 12, 2023

There is no shortage of small business blogs out there. The CMOE team is attempting to make the process easier by highlighting the 14 best blogs for small business owners. million jobs in the last 25 years, consistent learning and development are crucial to elevating your competitive advantage.

Small Business 52

Small Business Cybersecurity Finance Retail 52

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Mike Kunkle

MAY 30, 2023

See what I did there? Logic is our friend. As with most things, on the front lines of the real world, it’s a bell curve. It’s like the age-old nature versus nurture debate. Sometimes, that reality being what it is, we need to work in environments that are not ideal for what we do. This remains true. Now, get ready for some tough love.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Red Star Kim

JUNE 27, 2023

The key themes arising on campaigns, thought leadership and project management – Early engagement, scoping and risk management. Forward planning with scoping helps you anticipate where issues and delays might occur – it looks at the interdependencies and the critical path. And you build in amplification.

Leadership 130

Leadership Management Stakeholders Communication 130

Account Manager Tips

FEBRUARY 28, 2021

Source: Accenture Do you want to future proof your career? Accenture says to stay in demand you should improve these skills and add them to your account management skill set. Entrepreneurial Take risks. Key account management is a profession in demand. All this talk about the digital economy. I sure was. But fear not.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

Red Star Kim

DECEMBER 18, 2023

In early December we welcomed 15 delegates to a PM Forum “Be more strategic” workshop. The workshop covered strategic thinking, business strategy and marketing and business development (MBD) strategy. See also integrated-business-planning-oct12.pdf The delegate aims, views and key takeaways are shown below.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. The Scenario Your employer, AirCo Solutions, sells high-quality air filtration systems commercially. ” Let’s dig in, with a simulated scenario.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Strategic Account Management Association

SEPTEMBER 22, 2020

As a strategic account manager (SAM), you know how important it is to speak your customers’ language and see the world through your customers’ eyes. And Amazon, Apple and Google each announced ambitious plans to improve health care efficiency. If you like this piece, please register for the Oct. health care dynamics.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

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. There were many reasons for this.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Upland

AUGUST 29, 2023

It helps you effectively engage and convert your audience into loyal customers. It is important to note that in this phase, your audience may know about their problem and have a general idea of what the solution must entail. In essence, the final decision is made on whether your product or solution meets their needs.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Clarity Engagement Solutions

JANUARY 6, 2021

We hate losing so much we are even prepared to take risks to avoid it. Despite all these challenges, many companies have not shifted their tactical approach to a strategic one with their customers. We discussed this step in our previous blog. We will cover this step in detail in this blog. . . Get everyone on the bus.

Healthcare 91

Healthcare Stakeholders Digitalization Leadership 91

Red Star Kim

AUGUST 11, 2022

Relationship to strategic planning – which establishes a vision. Relationship to project management – complementary yet distinct disciplines – with integration across roles and responsibilities, methodology and plan, tools and resources, objectives and outcomes and risks. Conduct change risks assessment.

Management 130

Management Stakeholders Digital Transformation e-Learning 130

Planview

JANUARY 17, 2024

In this blog post, we’ll uncover why dedicating resources to tackle WIP and bottleneck resolution can lead to long-term time and resource savings. Effective WIP management requires a balance between regulatory compliance, risk mitigation, and operational efficiency. Risk Assessment Integrate risk assessment into WIP management.

Financial Services 59

Financial Services Management Prioritization Facilitation 59

Clarity Engagement Solutions

JANUARY 6, 2021

We hate losing so much we are even prepared to take risks to avoid it. We discussed this step in our previous blog. We will cover this step in detail in this blog. . . Get a plan ready for getting access to customers in 2021 that really works . We will discuss in detail about this step in our next blog.

Healthcare 91

Healthcare Stakeholders Digitalization Management 91

Planview

APRIL 24, 2024

In this blog, we’ll delve into the intricacies of calculating the hidden cost of waste in software development and explore strategies to mitigate its impact, ultimately leading to a more streamlined and outcome-driven development process.

Software 52

Software Software Prioritization Communication 52

Planview

FEBRUARY 14, 2024

In this blog post, we’ll delve into how to maximize value within the first 12 months of using a value stream management (VSM) solution. In this blog post, we’ll delve into how to maximize value within the first 12 months of using a value stream management (VSM) solution.

Management 64

Management Organization Stakeholders Onboarding 64

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”. Training – PM Forum. It was an energetic and exciting day where everyone took away different ideas and actions. And in external agencies.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Red Star Kim

FEBRUARY 8, 2024

And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below. I’ve summarised the key points here as a supplementary learning resource for the delegates. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Envisio

SEPTEMBER 5, 2023

Fall is coming, and you know what that means … kids are going back to school, temperatures are going to drop, and that means there are going to be surges of COVID-19, the flu, the cold, and all manner of other public health risks. The City of Bayview, Texas, is approaching their community health using strategic planning software.

Transportation 52

Transportation Healthcare Government Decision-making 52

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

Brooks Group

APRIL 9, 2024

Key decision makers often include: C-Suite executives : High-level executives such as CEOs, CFOs, or CTOs who oversee strategic decision-making within the organization. Decision Sponsors Decision sponsors are advocates for your solution within the buying committee, championing its merits and benefits to their peers and superiors.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

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). At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

JANUARY 5, 2023

To ensure this activity is co-ordinated and focused a referrer management strategy and plan will help focus and co-ordinate efforts and spread the load across a team. . Reduce risk. This can protect against your firm being pigeon-holed for particular types of clients or work. . The delegate poll results are shown below.

Management 130

Management Media Key Account Management Communication 130

Red Star Kim

AUGUST 31, 2023

Capsticks (lawyers) – Four pillars of strategy The three-office firm’s third five-year plan was presented during a “Quarterly tea break” to over 600 staff (74 partners). The four pillars for strategic growth: Smart growth that’s good for business A Local Government team was formed in June 2023. trillion by 2031”. trillion by 2031”.

Marketing 130

Marketing Leadership Government Logistics 130

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 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

DECEMBER 2, 2022

We can see how more senior members of the M&BD team allocate more time for being proactive – often by focusing on future goals and projects and investing time in analysis, research and planning. 10 tips to increase your resilience – Kim Tasso. Soft skills – Boost your self-confidence and confidence (Video) (kimtasso.com).

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

JUNE 7, 2023

I was delighted to return to Dublin to lead an in person training workshop for PM Forum Ireland on “ Being more strategic” with delegates from law, accountancy and consultancy firms. We considered strategic thinking, business strategy and marketing and business development strategy. Strategic change takes time and energy.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

OnStrategyHQ

DECEMBER 21, 2023

A gap analysis examines the key gaps in your organization’s current state – like capability , resources , or talent – that you need to overcome to achieve your desired future state. Your strategic plan is like a flight of stairs. Assess organizational performance or employee skills and training.

Software 52

Software Software Construction Organization 52

Strategic Communications

JUNE 16, 2023

To maximize the reach and visibility of your content, it’s essential to understand and use hashtags effectively. Here we take a look at the fundamentals of hashtags, how they function on popular social media channels, and provide best practices for using them to enhance your social media strategy.

Media 78

Media Digitalization B2B Facilitation 78

AchieveIt

NOVEMBER 1, 2023

The secret often lies in strategic planning. And while, yes, strategic plans contain tasks, without goals, objectives and strategies to provide context, the tasks are meaningless. A strategic plan without measurable objectives is no strategic plan at all.

Energy and Utilities 52

Energy and Utilities Decision-making Innovation Business Planning 52

Revegy

SEPTEMBER 10, 2020

Part 2: Growing Your Strategic Account Footprint. In the second half of this blog series, we will use the four basic Cross-Sell/Up-Sell Whitespace Quadrants (as shown in the picture below) and breakdown the two most impactful areas of focus to drive revenue growth. Step 1 – Identify Your Current Situation. And it worked.

Value Proposition 72

Value Proposition Decision-making Stakeholders Organization 72