Red Star Kim

SEPTEMBER 26, 2022

Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”. What motivates them? What are their challenges?

Digitalization 147

Digitalization Media Marketing Communication 147

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. So here are ideas on how to engage fee-earners in the M&BD planning process.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Red Star Kim

APRIL 12, 2023

Just before Easter I spent a day facilitating the popular PM Forum training workshop “The Proactive M&BD Executive”. As an additional learning resource for delegates, I review the key themes of The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media.

Media 130

Media Marketing B2C Stakeholders 130

Red Star Kim

AUGUST 7, 2023

Towards the end of June I attended a PM Forum London Committee event on “Harnessing the power of your people”. As well as addressing a number of internal communications and engagement, cultural and brand ambassador issues there was a focus on the importance of alumni programmes.

Communication 130

Communication Management Value Proposition Stakeholders 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.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Xant

APRIL 15, 2021

As teams moved out of the office, they learned quickly how to stay aligned and hit their targets without face-to-face interactions. As a result, many sales technologies saw rapid growth, and sales teams shifted their priorities and strategies. Lead Quality and Account-Focused Strategies Dominate.

Sales 110

Sales Decision-making Organization Innovation 110

Clarity Engagement Solutions

FEBRUARY 12, 2021

In 2020 most pharmaceutical companies continued their strategic planning as if by 2021 everything would be back to normal. We are changing our habits and your healthcare stakeholders aren’t any different. The question is: are your plans up to date? Preventing cut through and the opportunity to develop trust and engagement.

Healthcare 91

Healthcare Co-Creation Stakeholders Digitalization 91

AchieveIt

FEBRUARY 20, 2024

Employee motivation plays a central role in Strategy Implementation. When team members are engaged and enthusiastic, they are more likely to contribute effectively and propel strategic goals forward. And that influence is impactful, as a 2020 Gallup report shows. There’s no quick solution to transforming attitudes.

Leadership 52

Leadership Brainstorming Prioritization Communication 52

Red Star Kim

JANUARY 26, 2024

Delegates from law (including the Crown Prosecution Service) and finance firms joined a workshop on “Boost Your Confidence at Work – A toolbox for professionals”. They held various roles including: head of department, partner, trainee solicitor, paralegal, legal executive, business development, recruitment and technical writing.

Meetings 130

Meetings Digitalization Communication Management 130

Clarity Engagement Solutions

FEBRUARY 12, 2021

Have you found that your 2021 strategies for engaging with your customers aren’t working as expected? In 2020 most pharmaceutical companies had to shift strategies to reach their customers via multi-channel, digital platforms, with hope that by 2021, everything would be back to normal.

Healthcare 91

Healthcare Co-Creation Stakeholders Digitalization 91

AchieveIt

NOVEMBER 9, 2023

Strategy leaders enter a critical phase every fourth quarter as one year winds down and another one approaches. We sat down with Joe Krause , Vice President of Customer Engagement at AchieveIt, to gather expert advice on effective preparation for 2024. 2020, 2021, and 2022 were characterized by uncertainty.

Facilitation 52

Facilitation Stakeholders Government Leadership 52

Mercuri International

JUNE 10, 2020

It’s no surprise that sales strategies are having to pivot to meet the changing demands and context of the current market. 2020 is presenting a perfect storm when it comes to rapid market change – copywriters are struggling to come up with synonyms for the word ‘unprecedented’. Go for the no”. John Greathouse. No train, no gain.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

Hubspot Sales

DECEMBER 15, 2020

How did your leadership priorities change in 2020? If you started paying more attention to the sales enablement needs of your organization, you’re not alone. Crayon defines sales enablement as providing our account executives with the resources and content they need to win more deals. We love call recordings.

Sales 127

Sales Leadership Sales Management Decision-making 127

Clarity Engagement Solutions

DECEMBER 1, 2020

Around the world, Systems, hospitals and primary care centers are no longer accepting calls from pharm a field teams. In response to this challenge, many brand teams chose to amp up their digital efforts. With this in mind: If 2020 is a lost year, repeating the same strategy for 2021 doesn’t look like the key to success.

Healthcare 91

Healthcare Stakeholders Digitalization Organization 91

Clarity Engagement Solutions

DECEMBER 1, 2020

Around the world, Systems, hospitals and primary care centers are no longer accepting calls from pharm a field teams. In response to this challenge, many brand teams chose to amp up their digital efforts. With this in mind: If 2020 is a lost year, repeating the same strategy for 2021 doesn’t look like the key to success.

Healthcare 91

Healthcare Stakeholders Digitalization Organization 91

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know. The ability to share information with other leaders, or to ask "how are you managing?"

Sales Leadership 142

Sales Leadership Leadership B2B Sales 142

Mike Kunkle

JUNE 12, 2022

I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Strategy First. Brainstorm creative options with team members.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Zendesk

SEPTEMBER 23, 2021

If a phase of your funnel has bottlenecks—such as too few leads coming in—your company is likely spending more than average to move more leads through to the next stage. Track acquisition costs by funnel stage to gauge what parts of your sales process have room for improvement. What is customer acquisition cost (CAC)?

Acquisition 97

Acquisition Supply Chain Advertising Digitalization 97

Xant

APRIL 15, 2021

As teams moved out of the office, they learned quickly how to stay aligned and hit their targets without face-to-face interactions. As a result, many sales technologies saw rapid growth, and sales teams shifted their priorities and strategies. Lead Quality and Account-Focused Strategies Dominate.

Sales 52

Sales Decision-making Organization Innovation 52

Planview

SEPTEMBER 20, 2023

Here is a brief look into this year’s winners: Chevron Nicolas Cooper, Portfolio Strategy Senior Analyst Chevron’s Environmental Management Company (EMC) manages remediation and asset retirement obligations for over 650 sites across the United States.

Energy and Utilities 59

Energy and Utilities Banking Supply Chain Government 59

Hubspot Sales

AUGUST 10, 2020

Well, the answer to that question largely depends on what your definition of success is. If you’re brand new to sales, don’t worry about not having a solid foundation just yet, but make sure it is a top priority on your development plan to support your career growth. What does it really take to be successful in sales?

Sales 142

Sales Negotiation Communication Leadership 142

Hubspot Sales

MAY 7, 2020

In 2020, salespeople need to change the way they approach prospecting. First, work your inbound leads. Let your marketing team work the top of the funnel. You don’t have to call all the leads who are just looking for information or education — those leads need to be nurtured, and Marketing is the right team to do it.

Cybersecurity 127

Cybersecurity Value Proposition Decision-making Stakeholders 127

Hubspot Sales

NOVEMBER 2, 2020

Because of the constantly changing sales landscape, sales leaders and reps found themselves needing to make quick decisions about their strategies and how they approached customer-facing conversations. To do this, many brands looked to data to help them make tough calls and build new strategies. Focus on the right sales metrics.

Sales Analytics 135

Sales Analytics Sales Decision-making Emotional Intelligence 135

Hubspot Sales

OCTOBER 28, 2020

How has your sales leadership style changed this year? If you’re still leading the same way you have been for years, now is the perfect time to adapt your leadership style to better meet the needs of your organization during challenging times. It’s time to rewrite the sales leadership rulebook.

Prioritization 102

Prioritization Leadership Sales Sales Leadership 102

Hubspot Sales

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. That's how much SaaS, as a global industry, is projected to be worth by 2026 — nearly double how much it was worth in 2020 ($158 billion). occupations. A valuable network.

Sales 105

Sales Account Management Communication Sales Management 105

Zendesk

JULY 21, 2021

And the reality is that the future of how teams collaborate, communicate, and connect is still very much in flux. How do they engage employees and keep teams connected, now and in the future? It’s a simple equation: investments in your HR teams are direct investments in your people and your business.

Prioritization 85

Prioritization Remote Working Innovation Communication 85

Cosawi

FEBRUARY 27, 2023

The second article addressed the critical role of Executive Sponsor engagement and how it can impact the success and resilience of your strategic customer partnership when done well. Could one, or all, of your strategic customers feel this way about your company and you?

Marketing 52

Marketing Suppliers Investors Account Planning 52

ClearPoint Strategy

DECEMBER 18, 2020

This week, we hosted a virtual idea session, Engaging Your Team in Strategy Execution, to coincide with the release of our exciting new e-book, Making Strategy Everyone’s Job. Integrating Strategy with Other Processes. What challenges are you facing in executing your strategy across your organization?

e-Learning 40

e-Learning Leadership Decision-making Meetings 40

Hubspot Sales

AUGUST 21, 2023

You've started a new business, and your customer base is starting to expand. There's a whole world of untapped potential around you — prospects you know would benefit from your product or service. And the issues you're running into are less about your solution's soundness and more about how you can reach your potential base.

Value Proposition 98

Value Proposition Media Decision-making Communication 98

Showpad

JUNE 29, 2021

As more companies evolve from sales enablement to revenue enablement, we often use the more general term “enablement” to ensure that we acknowledge the current state of your enablement journey, whether you are taking your initial step into sales enablement or are evolving to a comprehensive revenue enablement initiative.

B2B 111

B2B Digital Transformation Decision-making Digitalization 111

Farland Group

SEPTEMBER 28, 2022

Q: Can you tell us a little about your experience? But I’m really interested in executive engagement, and I’ve written on that. Most recently, I’ve been getting into this idea of how you drive account-based growth with your most important customers—beyond marketing, and beyond executive engagement.

Co-Creation 52

Co-Creation Marketing Management Suppliers 52

ACT

MARCH 22, 2023

In 2020, the global startup economy created nearly $3 trillion in value. For example, if you or your employees spend time performing routine, repetitive tasks , such as data entry , you won’t have time to focus on more critical business aspects. This will affect your efficiency and take a toll on your revenue.

CRM 52

CRM Marketing Small Business Facilitation 52

Hubspot Sales

MAY 4, 2020

At the beginning of 2020, the average adult in the U.S spent over three and a half hours on their smartphone each day, with half of that time spent engaging on social media networks. With so many teams now focusing on inside sales, using strategies such as social selling to connect and win over customers are more important than ever.

Media 118

Media B2B Decision-making Financial Services 118

LinkedFusion

SEPTEMBER 3, 2023

It is not a hidden fact that optimizing your LinkedIn profile will result in more engagement with your prospect. And one of the most important parts of optimizing a LinkedIn profile is improving your headline. Your photo and headline both are the first thing that your prospect’s view.

Value Proposition 52

Value Proposition Marketing Profitability Digitalization 52

Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. These evaluators can be at any level and position within an organization, from team managers to CTOs. The gatekeeper is usually an executive assistant or associate of the decision-maker.

Stakeholders 113

Stakeholders Decision-making Sales B2B 113

Revegy

AUGUST 12, 2020

If you’re responsible for growing your company’s revenue, either through a sales or an account management role, the panic of deal slippage or limited revenue opportunities may feel unavoidable. To keep your goals on track and to uncover new opportunities, focus on establishing a customer-centric strategy.

Account Planning 69

Account Planning Account Management Stakeholders Client Development 69

CMOE

OCTOBER 20, 2021

percent turnover rate in 2020. When comparing the separation rates from 2016 to 2020, manufacturing turnover rates consistently increased year after year, rising from 27.2 This lack of training creates uncertainty for team members, forcing them to look elsewhere for more viable opportunities. According to the U.S. percent to 44.3

Manufacturing 52

Manufacturing Business Growth Decision-making Leadership 52