Mike Kunkle

DECEMBER 21, 2023

Introduction I’ve published newsletters and blog posts recently about overhauls and full-fledged transformations, but today, I want to talk about some minor tweaks that can deliver significant improvements in sales force performance. They just need to be done and executed well. Research them. Create a Customer Advisory Board.

Sales 289

Sales Decision-making Value Proposition Sales Training 289

Account Manager Tips

FEBRUARY 28, 2021

What skills do key account managers need? Key account management is a profession in demand. What are the top skills companies are looking for and how do you get good at them? Key Account Managers are in demand by companies now more than ever. Customer Success Manager #7.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

Upland

MAY 4, 2023

How are sales teams meant to grow revenue in key accounts without a well-thought-out account planning strategy ? Do they need an account planning template in order to properly “attack” the revenue waiting within potential accounts? After all, account planning is an ongoing, iterative process.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

PandaDoc

SEPTEMBER 2, 2020

We’ve reached out to influencers and compiled a list of the industry’s leading blogs below. What to check out: The Remote Sales Playbook: 30+ Resources to Help Sell From Anywhere. Adaptive Business Blog. What to check out: Three Ways Servant Leaders are Building Successful Sales Teams. Connect2Sell.

Sales Management 98

Sales Management Management Sales Publishing 98

Upland

OCTOBER 17, 2023

What is sales enablement AI? It frees them up to do what they do best—sell, sell, sell. A team to know what parts of AI are worth using. Educate your leads using AI-generated content for product descriptions, blogs, and sales decks. How does AI help sales teams with account-based selling? Here’s how.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Account Manager Tips

SEPTEMBER 7, 2022

More and more companies expect their key account managers to be thought leaders. Why key account managers need a personal brand I've been collecting job descriptions for years. Even though I may not want a new job right now, I like to know what the market is looking for. Here's how. Table of Contents.

Key Account Management 130

Key Account Management Account Management Management Media 130

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

Upland

JUNE 14, 2023

What are the top challenges facing chief revenue officers and sales leaders in 2023? And how can account planning help? In this article, we’ll dive deeper into each of these areas to uncover what chief revenue officers can do to address some of their most pressing issues, and how an effective account planning practice can help.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Supply Chain 195

Red Star Kim

JUNE 15, 2023

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. Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. 200,000 companies with turnover or shareholder funds over £1.5m

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Showpad

JUNE 20, 2022

To contend with the large, complex buying journeys that are common in the world of enterprise sales, they use account-based marketing (ABM). . These custom Pages provide highly visual, engaging experiences featuring the information and benefits that most concern them as well as ABM accounts. Oh, that’s all vendors, too.

Stakeholders 98

Stakeholders Retail Sales Leadership Onboarding 98

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. What is your KAM Competencies Reference F ramework? Defining Skills & Competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Red Star Kim

NOVEMBER 17, 2023

Both to support their competitor analysis and to see what good strategies and campaigns look like. Here I summarise brand, referrals, research, key account management (KAM) and new service development case studies. Case studies: Marketing and Business Development at law and accounting firms.

Marketing 130

Marketing Key Account Management Innovation Account Management 130

Mike Kunkle

AUGUST 30, 2023

Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. This has caused some in the profession to almost lobby against being held accountable, citing that there is only so much they can do. It’s a classic case of influence without authority.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Red Star Kim

NOVEMBER 1, 2023

Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges. What is surprising is that despite having demanding sales roles for new and existing clients, many professional services marketers have received little formal sales training.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Account Manager Tips

NOVEMBER 16, 2022

The key to a healthy, mutually beneficial relationship with clients is simple: stay in touch. Use project management tools 9. Too many clients, not enough time Key account managers have a lot of clients. Share the load You don't have to be the only one in your organization communicating with key stakeholders.

Key Account Management 130

Key Account Management Account Management Procurement Communication 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. The delegate aims, poll results and key takeaways are shown below.

Leadership 130

Leadership Management Stakeholders Communication 130

Hubspot Sales

MAY 25, 2018

Entrepreneur Blog. Seth Godin's Blog. Gary Vaynerchuk's Blog. Kabbage Small Business Blog. Whether you’re ready to stop dreaming and start doing, or still in the planning stage of turning your ideas into a full-time job, these blogs for entrepreneurs are the right place to start. Blogs for Entrepreneurs.

Small Business 99

Small Business Finance Investors Banking 99

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. You can be sure that customers immediately see a difference between suppliers who genuinely do their best to help and those who try to sell no matter what. Business Reviews in an Account Management context.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Account Manager Tips

OCTOBER 18, 2022

4 magic words to say to every client After I've said the magic words, then what? What do I do with the information? Workshop: What to do when your client doesn't give a crap Worth a click Quote of the week. What are your priorities? After I've said the magic words, then what? What do I do with the information?

Key Account Management 130

Key Account Management Suppliers Account Management Construction 130

Account Manager Tips

OCTOBER 12, 2022

Sit down, take stock and say these four words to your clients to understand what they need from you right now. 4 magic words to say to every client After I've said the magic words, then what? What do I do with the information? Workshop: What to do when your client doesn't give a crap Worth a click Quote of the week.

Key Account Management 130

Key Account Management Suppliers Account Management Management 130

Red Star Kim

AUGUST 31, 2023

Moore Kingston Smith (accountants) – Real estate thought leadership This campaign comprises a series of seven opinion articles (“The state of the global real estate industry”) exploring investment opportunities in UK real estate sharing economic data (inflation and global growth forecasts). trillion by 2031”.

Marketing 130

Marketing Leadership Government Logistics 130

Brooks Group

MARCH 6, 2024

Most organizations track a few key performance indicators (KPIs) such as win rates, quota attainment, and revenue growth. Effective performance management requires establishing KPIs, metrics, and performance tracking systems to monitor individual and team performance, identify areas for improvement, and drive accountability.

Organization 84

Organization Account Management Sales Sales Training 84

Mike Kunkle

AUGUST 8, 2023

Let’s dive into the key barriers that often hinder sales leaders from reaching the full potential for their sales forces and explore strategies to break through these limitations. And use what you learn to develop and implement strategies and tactical plans to foster replicable, repeatable, scalable, and predictable results.

Sales 188

Sales Prioritization Innovation Leadership 188

KAM With Passion

OCTOBER 7, 2020

The terms Account Management (AM) and Key Account Management (KAM) appear in a lot of business conversations and articles. First, what people mean with each of them can vary tremendously which leads to misunderstandings. Account Management: A necessity for all organisations.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

KAM With Passion

MAY 27, 2021

When starting a new KAM/GAM Programme or revamping an existing one, Training is a topic that immediately draws attention as it is a key instrument to allow an organisation to execute on its KAM Strategy. Train the key people chartered to design the KAM Initiative (KAM Programme Director/Manager and team).

Key Account Management 130

Key Account Management Global Accounts Account Management Management 130

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.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Red Star Kim

SEPTEMBER 26, 2023

Support the go-to-market strategy – The M&BD team structure must support market sectors, products/service lines (typically in a matrix of both), international scope and key strategic themes that the firm prioritises. Other factors to take into account: Organisational culture (centralised or decentralised?)

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Red Star Kim

SEPTEMBER 29, 2023

The Managing Partners’ Forum (mpfglobal.com) holds quarterly meetings of its Advisory Board where senior leaders discuss issues pertinent to the professional services sector. ONS statistics indicate that it accounts for 11% of economic output. A guest speaker is usually invited. Only 20% are members of the Forum.

Meetings 130

Meetings Government Management Finance 130

Red Star Kim

SEPTEMBER 8, 2023

This week’s PM Forum training workshop “Commerciality: Finance, Pricing, Innovation and Research” was attended by delegates from law, accountancy and insolvency firms. As well as marketing and business development executives and managers there were also those in specialist pricing and bid roles. and “What next?”

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Red Star Kim

JANUARY 5, 2023

I’ve summarised some of the main “back to basics” themes emerging from discussions: Referrer Management Strategies – Rationale and Challenges. Rationale – Key reasons to develop referrer management strategies . For some services, referrer management is the only effective strategy. . Observe the Pareto principle.

Management 130

Management Media Key Account Management Communication 130

Arpedio

JANUARY 9, 2024

Elevating Account Management Through Metrics and KPIs Explore ARPEDIO's Account Management Software ← Back to blog As companies strive to build lasting relationships with their clients, the need for effective Account Management strategies and tools becomes paramount. Let's talk!

Account Management 52

Account Management Management Client Relationships Account Planning 52

Brooks Group

DECEMBER 1, 2023

Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish account management KPIs to measure performance and effectiveness. Watch the video below to learn more.

Account Management 93

Account Management Management Account Planning Sales Training 93

Red Star Kim

OCTOBER 16, 2023

This article is a summary of the conversation and key takeaways from a workshop in London for MBL. Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Clarity Engagement Solutions

MAY 10, 2022

It encompasses validated best practices from both within a company and across the industry, to ensure commercial organizations put their “best foot forward” when engaging with key account stakeholders. Some of Our Latest Blogs. The post What are the 4 Zones™ of Customer Engagement? DID We Pique Your Interest?

Account Management 91

Account Management Stakeholders B2B Management 91

Nutshell

FEBRUARY 20, 2024

What if instead of going out and finding leads, you could get leads to come to you? Keep reading to learn about what inbound marketing is, how it can benefit your business, and the steps to take to launch your inbound marketing strategy. Table of Contents What is inbound marketing? How does inbound marketing work?

Marketing 77

Marketing e-Learning Media CRM 77

DemandFarm

APRIL 8, 2024

Account Based Selling (ABS) burst into the spotlight in the mid 2010s and has been steadily gaining traction as the go-to approach among B2B sales organizations. Who wouldn’t want to unlock the full potential of their key accounts? The best account managers , however, have a secret sauce that differentiates them from the others.

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

Red Star Kim

AUGUST 24, 2023

He has also been a management consultant, a marketing director and a financial journalist. I invited him once to facilitate a junior professionals’ networking event for an accountancy practice – where he talked about one of his other books “All you need to know about the City” (latest version updated in 2022).

Finance 130

Finance Government Profitability Banking 130