Red Star Kim

JUNE 1, 2023

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. There is more information on branding theory Book review – Managing Brands (kimtasso.com). A key theme that often arises in pitching is how to differentiate.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Cosawi

JULY 14, 2021

We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). One of her focus areas is maximizing Account-Based Marketing (ABM) capabilities to enable KAM and make patient-centricity a reality. In-depth Key Account understanding through specific stakeholder journey mapping.

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

Sales Outcomes

MARCH 15, 2021

McKinsey & Company recently published insight from a survey of 3,600 B2B decision-makers in 11 countries and 12 sectors. For example, today’s Inside Sales teams might serve small businesses, field (geographic) sales to medium firms, and enterprise sales for large and global accounts.

B2B 40

B2B Logistics Sales Global Accounts 40

Cosawi

DECEMBER 28, 2021

We too often confuse strategic account sponsorship with corporate project sponsorship, where sponsorship is a way to escalate issues or decision-making when in need. When done right, strategic account sponsorship begs to have a very different definition. This name implies buy-in from the executive and the “be-in” mindset.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Account Management Skills

APRIL 13, 2021

I think there are loads of tips here for account managers who are dealing with their clients. Before I ask you to fill in a few of the gaps, listening is the most important skill for any account manager and I’ve been wanting to get an expert in the field of listening. That’s the goal, or crux of listening.

Account Management 52

Account Management Management Communication Brainstorming 52