Remove Client Relationships Remove Decision-making Remove Digitalization
article thumbnail

Selling challenges in professional services: Sales processes and skills

Red Star Kim

Protectionism – Some fee-earners could be insecure and defensive about sharing client information and relationships. The culture and rewards systems sometimes worked against integrated client teams. Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking.

article thumbnail

Sales Targeting Toolbox for Professional Services Firms

Red Star Kim

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. Capacity planning – Research suggests that humans can probably manage a maximum 150 to 250 close relationships.

article thumbnail

Key Account Manager vs Sales Manager: Navigating the World of Digital Key Account Management

DemandFarm

While we examine these, let’s also look at how each role can benefit from Digital Key Account Management. Key Account Managers can, in turn, provide insights on maintaining long-term client relationships, personalizing solutions, and handling complex client issues.

article thumbnail

How can agencies make client relationships more profitable?, with Chris Merrington

Account Management Skills

In this episode we talk about making client relationships more profitable. We covered so many different areas including: What clients really value and how to talk the client language. Why you need to establish and nurture senior client relationships. Welcome to Episode 53. And it’s so practical.

article thumbnail

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum

Red Star Kim

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.

article thumbnail

Effective Account Management Strategies

Arpedio

It’s the backbone that sustains client relationships, fosters loyalty, and ultimately drives growth. In this digital age where competition is fierce and customer expectations are soaring, the need for robust account management strategies has never been more pronounced.

article thumbnail

How to Boost Sales Productivity with Account Planning

Upland

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.