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. The OnePlace legal client relationship management system was acquired by InTapp in 2019. OnePlace/Intapp Another delegate mentioned he liked using this system.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Upland

JANUARY 29, 2024

Sales productivity becomes even more difficult for complex B2B accounts with large buying groups and multiple divisions involved in the decision-making process. This targeted approach makes successful sales and better relationships more likely.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Zendesk

FEBRUARY 3, 2023

Common customer expectations for the digital banking experience Customers expect an excellent customer experience regardless of industry. To wow and retain customers, banks will need to keep up with the kinds of fast, personalized, and seamless digital experiences that consumers’ favorite businesses are already providing. Deloitte 5.

Banking 52

Banking Customer Experience Digitalization Financial Services 52

DemandFarm

MAY 9, 2024

Your day-to-day involves navigating complex client organizations, each with its own layered hierarchy and network of decision-makers. Keeping track of who influences which decisions and understanding the power dynamics within these organizations. Imagine you’re a key account manager at a multinational corporation.

Key Account Management 52

Key Account Management Account Management CRM Client Relationships 52

DemandFarm

JULY 26, 2023

Quality over Quantity: How Focusing on a Select Few Accounts Can Drive Greater Success in Digital Key Account Management As digital Key Account Management grows in relevance, many organizations find themselves confounded by the question of whether obtaining new customers is more important than retaining existing key clients.

Key Account Management 40

Key Account Management Account Management Digitalization Management 40

Account Manager Tips

OCTOBER 11, 2021

You need to take charge, make decisions and set goals for your customers so they can achieve success. What changes should we make? How do we make changes? Not focused on the customer The biggest mistake you can make with clients is to put your needs first. Putting out fires instead of preventing them.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Arpedio

JANUARY 5, 2024

In the competitive world of sales, the art of relationship management is a pivotal factor that drives success. Effective relationship management in sales is not just about making connections; it’s about building and maintaining long-term partnerships that benefit both parties.

Management 52

Management Emotional Intelligence Client Relationships Sales 52

Red Star Kim

NOVEMBER 8, 2022

So, it seemed appropriate to revisit the topic in the light of recent developments – the return to office working, the accelerating digital revolution, the escalating war for talent and the myriad other challenges facing the profession – all of which place huge demands on leaders. Whether digitally or in person. Digital body language.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100

Account Manager Tips

SEPTEMBER 7, 2022

Does the return on investment provide significant benefits to make them worth pursuing? Instead, adapt your value proposition to each client to become truly unique to them. Sadly, letter writing seems to be a lost art in the digital age we live in. Developing Knowledge-Based Client Relationships. Which is a shame.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

Red Star Kim

SEPTEMBER 5, 2023

Neuroplasticity There’s a detailed section on brain basics (including explanations on neurons, neurotransmitters and brainwaves) for those who are unfamiliar with neuroscience which you’ll need to make sense of the later content of the book. And guidance on making best use of digital training technologies.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Account Management Skills

MARCH 20, 2023

We talk about: – how the roles and the skill sets are different – how they work together on projects and retainers – how they manage the client relationship – what friction points can occur and how they overcome them – their advice for agencies thinking of moving to an AM/PM model.

Digitalization 52

Digitalization Account Management Decision-making Management 52

Red Star Kim

JUNE 16, 2022

Alongside generating new business directly from clients and developing existing client relationships, referrer management was seen as vital to generate revenue and profit – particularly for those reliant on commercial transactions in B2B and consumer clients in B2C. So how do we get them back out there?

Management 130

Management Key Account Management Digitalization Communication 130

Account Manager Tips

AUGUST 31, 2022

Does the return on investment provide significant benefits to make them worth pursuing? Explain to your client how your solution positively impacts (1) departmental (2) business unit (3) corporate factors? It’ll improve visibility of your differentiated value with decision-makers and help you get things done. What are the risks?

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

Red Star Kim

SEPTEMBER 6, 2022

Structure to make your point. Amongst the missing skills of managers the author lists – making time for the team, if you don’t know ask for help, be accountable and make others accountable. Focus on your home market (multinationals have got to make community work). And there’s a nod to communications theory.

Communication 130

Communication Facilitation Leadership Stakeholders 130

Red Star Kim

FEBRUARY 28, 2023

Some were concerned with the challenge of making flexible working align with client expectations for face-to-face contact and service delivery. We explored lots of ideas around segmentation, market mapping, emerging private client niches and the creation and use of personas.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Insightly

SEPTEMBER 19, 2023

Companies can use modern CRM systems to identify trends in customer behavior that could inform product development decisions or reveal opportunities for market expansion. Accessible and up-to-date data allows healthcare providers to make informed decisions and provide quality care efficiently.

CRM 52

CRM Insurance Healthcare Manufacturing 52

Insightly

SEPTEMBER 19, 2023

Companies can use modern CRM systems to identify trends in customer behavior that could inform product development decisions or reveal opportunities for market expansion. Accessible and up-to-date data allows healthcare providers to make informed decisions and provide quality care efficiently.

CRM 52

CRM Insurance Healthcare Manufacturing 52

Red Star Kim

APRIL 12, 2023

However, the digital revolution reduced the distinction between B2C (Business to Consumer) and B2B marketing with increasing use of digital marketing throughout the professional services client journey. Another aspect of the culture shock is that in professional services we refer to clients rather than customers.

Media 130

Media Marketing B2C Stakeholders 130

Red Star Kim

OCTOBER 16, 2023

Others observed that too often there was a transactional rather than a relationship focus on the data. And the problem was compounded with extraordinarily long lead times for sales through complex decision-making processes in professional services. This had been exacerbated by Covid and working from home practices.

Management 130

Management Emotional Intelligence Onboarding Communication 130

LinkedFusion

JUNE 5, 2023

Some of the methods followed by businesses are digital marketing, live events, webinars and more. At times the decision of customers in ABM is influenced by a group of individuals within the company. What are the characteristics of the decision-makers? Moreover, keep investing in clients to churn a significant customer base.

B2B 52

B2B Marketing Decision-making Client Relationships 52

Insightly

JANUARY 10, 2023

Creativity and the quality of your ideas will help your agency attract the right prospects but at the end of the day, how you manage your client relationships will determine the success of your business. The more clients you have to juggle, the more problematic this becomes.

CRM 52

CRM Client Relationships Communication Digitalization 52

ACT

AUGUST 24, 2022

No matter what size your business is, chances are you can benefit from better efficiency through marketing and workflow automation as well as easy access to all of your client information in one place. Forrester Research reports that financial advisors can improve prospect-to-client conversion rates by up to 300% when they use CRM.

CRM 52

CRM Financial Services Client Relationships Media 52

Arpedio

AUGUST 24, 2022

With that being said, there are countless types of plans and strategies that one can use in order to obtain marketing efforts or uphold client relationships. In order to understand these strategies and make full use of them, a strategic account plan may come in handy. What Should a Key Account Plan Include?

Account Planning 52

Account Planning Account Development Management Account Management 52

Arpedio

JUNE 2, 2023

How to Ignite Success With Account Plans ← Back to blog Say hello to Account Plans, the secret sauce that transforms ordinary sales strategies into extraordinary journeys of client engagement and revenue growth. So, buckle up and get ready to harness the power of strategic focus, deep relationships, and revenue-boosting strategies!

Account Planning 52

Account Planning Account Management Client Relationships Stakeholders 52

Nutshell

MAY 21, 2024

With the right risk management software, you can keep track of risk and access sophisticated analytics and reporting features that give you in-depth insight into risk exposure and help you make better data-driven decisions. You can use this software to optimize savings and investment strategies and make better trading decisions.

Financial Services 71

Financial Services Software Software Cybersecurity 71

Arpedio

JUNE 22, 2022

It can be a complex task, as large enterprises often involve multiple stakeholders in a buying decision. However, if you get it right, it offers you an invaluable overview of stakeholder ties, helping your key account management team navigate intricate relationships. What is Relationship Mapping? What is a Relationship Map?

Stakeholders 52

Stakeholders Decision-making Sales B2B 52

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? Whether you favor inside or outside sales can have a large effect on your sales proposals and goals, making it important to understand and consider both. Although, this isn’t always the case.

Sales 52

Sales Decision-making Client Relationships Software 52

Insightly

DECEMBER 23, 2021

CRM systems facilitate frictionless transitions from leads to prospects to customers by mapping customer relationships. A CRM solution is an essential part of your company’s digital transformation. How do you manage ongoing customer/client relationships? That way, you’ll know you’re making the right choice.

CRM 90

CRM Software Software Facilitation 90

Showpad

JANUARY 12, 2020

Automating and digitizing these processes can generate efficiency and effectiveness. But imagine if the rep never had to embark on the unproductive journey at all; that with a few clicks they could access that Sales enablement asset and every other piece of collateral within a single, unified digital ecosystem.

Software 69

Software Software Sales Onboarding 69

Arpedio

DECEMBER 19, 2023

From small startups to large enterprises, ABS has shown its potential to foster deeper client relationships, optimize resource allocation, and dramatically increase sales efficiency. This tailored approach requires a deep understanding of the core concepts that make ABS both unique and effective.

Decision-making 52

Decision-making Account Planning CRM Marketing 52

Arpedio

JANUARY 11, 2023

The practice involves managing relationships with customers and clients, and keeping them happy by making sure that their needs are met. You can say, it’s a post-sales role that focuses on nurturing the client relationships. Here are three quick steps to a good account management process: 1.

Account Management 52

Account Management Management Key Account Management B2B 52

Insightly

JANUARY 30, 2024

Integrations are vital to modern CRM systems as they enhance data management, improve efficiency, personalize customer experiences, support data-driven decisions, provide scalability, and foster collaboration. Scalability : Integrations can change and expand as your business grows, accommodating your evolving needs.

CRM 52

CRM e-Learning Facilitation Decision-making 52

Red Star Kim

APRIL 24, 2023

There have been many requests recently for inhouse training on telephone skills to support client service and selling both for fee-earners and support staff. Earlier in April I ran a public MBL “Pick up the phone – Client service and sales opportunities for professionals in the digital age” online training workshop.

Emotional Intelligence 26

Emotional Intelligence Financial Services Decision-making Digitalization 26

Deep Insight

NOVEMBER 29, 2021

There’s a lot of talk at law firms about client relationships. But for many clients these can still seem hollow words based on one-way relationships. Robert Millard and John O’Connor explore how firms that are trying to embrace true client centricity are setting themselves apart. But what keeps clients loyal?

Client Relationships 52

Client Relationships Leadership Decision-making Procurement 52

Showpad

FEBRUARY 3, 2020

Make it SMART. Whatever goals you come up with, strive to make them: Specific : This is the who, what, where, when, and how of the Sales enablement process. Measurable : Data is the lifeblood of strategic decision-making, and Sales enablement metrics are no different. Think of this as due diligence for goal-setting.

Sales 85

Sales Onboarding Decision-making Software 85

PandaDoc

MAY 24, 2023

They work on the front line and make sure that deals are closed on a regular basis and according to plan. In contrast, sales enablement managers are responsible for providing client-facing sales reps with everything they need to be successful. Next, what are the key personal qualities that make a good sales enablement manager?

Management 52

Management Sales Software Software 52

Zendesk

JUNE 30, 2022

Sales reps naturally focus their time on making sales—that’s kind of the point. If you were making bets at a casino in Las Vegas, it’s pretty clear which sale you’d bet on. Beyond the simple benefits of making additional sales, top-notch after-sales services: Enhance customer satisfaction rates. You have to put the work in.

Sales 98

Sales Decision-making B2C Profitability 98