Account Manager Tips

APRIL 11, 2022

The business of expertise How to ask a client for a referral What I'm reading Addicted to tabs? How to ask a client for a referral Client referrals are a cheap way to attract qualified leads that are a good fit for your business. Here's how to get a "Yes" when you ask + Decide who to ask.

Account Management 130

Account Management Key Account Management Client Relationships Innovation 130

Red Star Kim

JUNE 16, 2022

The MBL workshop on Referrer and Intermediary Management earlier this week combined those in front-line fee-earning roles (e.g. The Wild West, Cher and Covid – Reflections from a Referrer Management workshop. A key delegate challenge was how to promote the adoption of a client-focused (and referrer-focused) philosophy across the firm.

Management 130

Management Key Account Management Digitalization Communication 130

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 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. Here is a summary of the sales targeting toolbox for professional services firms.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Nutshell

MARCH 25, 2024

And you wouldn’t be alone—this is how many businesses introduce their clients to their products and services. And you wouldn’t be alone—this is how many businesses introduce their clients to their products and services. Through this process, your clients will learn more about the features on offer and how to use them.

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127

Brooks Group

APRIL 10, 2024

Here’s how sales teams can improve their prospecting efforts. How to Define a Qualified Prospect Before you can begin to think about prospecting and lead generation, you’ve got to understand what a qualified prospect looks like. This will ensure you’re not wasting your time on unqualified leads. Here are some to focus on.

Sales 87

Sales Media B2B Publishing 87

Red Star Kim

APRIL 17, 2023

Last week I facilitated MBL’s full day training session on “Developing more work from referrers and intermediaries”. The main takeaways for the delegates can be summarised with the following themes: Referrer management – Grading, Research, Discipline, Storytelling and Leveraging your exemplars. Colour coding was popular (e.g.

Management 130

Management Manufacturing Client Relationships Facilitation 130

Red Star Kim

NOVEMBER 13, 2023

We spent some time on mission and value statements (looking at examples from other private client teams) – and how they are formed through analysis and discussion with stakeholders. Business planning Surprisingly, none of the delegates’ firms had a business plan to drive the growth of the private client team.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Brooks Group

APRIL 25, 2024

Your customer service team and your sales team both serve the same purpose: to support customers and improve the bottom line. Benefits of Long-Lasting Customer Relationships In today’s highly competitive business environment, the success of a company often hinges on how well its customer-facing teams—sales and customer service—cooperate.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Hubspot Sales

DECEMBER 6, 2022

And how can it help you close more deals? Here, you'll learn how to successfully work with your business ecosystem at every stage of the sales process — from prospecting to customer onboarding. Exchange referrals with your ecosystem. Ask partners to influence your deals. Sales teams are always looking for an edge.

Onboarding 99

Onboarding Decision-making Organization CRM 99

Red Star Kim

OCTOBER 24, 2022

There were equal numbers of delegates from law and accountancy firms who had various roles: business development, pitching, key client management, cross-selling and external referrer programmes. This varies across the size and nature of clients, the number of buyers and type of service. The session comprised three modules (1.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Red Star Kim

JUNE 1, 2023

A key theme that often arises in pitching is how to differentiate. Whilst there are many ways to differentiate (see below) it does imply that you will consider – from the client’s perspective – how your firm’s offering or value proposition is different from the competitors.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. Rainmaking best practice in professional services firms (Selling behaviours).

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Brooks Group

DECEMBER 1, 2023

This Strategic Account Management Training Program will teach your salespeople how to build strategic account plans to organize, manage, and grow their key accounts. This Strategic Account Management Training Program will teach your salespeople how to build strategic account plans to organize, manage, and grow their key accounts.

Account Management 93

Account Management Management Account Planning Sales Training 93

Red Star Kim

MARCH 24, 2023

The discussions and polls (see below) provided interesting insights into the roles and aspirations of those entering professional services marketing. No typical M&BD assistant role M&BD assistants are at the entry point of a career in professional services marketing. Dates for future sessions are shown at PM Forum.

Marketing 130

Marketing Digitalization Communication Media 130

Nutshell

MARCH 28, 2024

Consulting firms need a great sales pipeline to attract leads and close deals, as well as generate recurring revenue from clients and referrals. Some questions you can ask to create a sales pipeline that works for your consulting firm include: What is the sales process that your business already follows? How many stages do you need?

Management 71

Management CRM Sales Negotiation 71

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. The company might submit a brief.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Account Management Skills

DECEMBER 8, 2023

Often it’s because they haven’t asked the right questions. Or they’ve asked some of the right questions but didn’t have the confidence to probe deeper in their questioning. What are the key benefits (to the client) of an account manager asking great questions?: You can listen to this short episode here.

Account Management 52

Account Management Management Account Growth Client Relationships 52

Hubspot Sales

DECEMBER 13, 2023

You'll provide a brief overview of your product or service and try to gain their interest. Questions you should ask during this type of sales call: “Can you briefly describe your company and its core business?” “Can How do you envision measuring success or ROI if we were to work together?”

Negotiation 96

Negotiation Telecommunications Sales Software 96

Red Star Kim

DECEMBER 12, 2023

And those who wish to deliver a great service and generate more work. External clients – Then of course we need to build networks amongst potential clients, existing clients and referrers. External clients – Then of course we need to build networks amongst potential clients, existing clients and referrers.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Red Star Kim

DECEMBER 19, 2023

I keep an eye out for case studies in professional services marketing and share them at workshops. Bolt Burdon Kemp SA Law – Integrated employment law services multi-channel campaign SA Law was targeting small and medium sized enterprises (SME) clients in the competitive arena of employment law.

Media 130

Media Insurance Marketing Emotional Intelligence 130

ACT

JANUARY 30, 2024

How do you ensure your company doesn’t join the other 50 percent of SMBs that fail? Even if you don’t sell products or services online, use your website to showcase important information about your company. It could be finding skilled and passionate professionals for your company or ensuring regular cash flow with limited funds.

Small Business 52

Small Business Publishing Leadership Decision-making 52

Zendesk

JUNE 30, 2022

It clearly pays to retain your customers—but how, exactly, do you keep them coming back for more? It clearly pays to retain your customers—but how, exactly, do you keep them coming back for more? The key to customer retention and lifetime value is after-sales service. What is after-sales service? Pop the champagne!

Sales 98

Sales Decision-making B2C Profitability 98

Nutshell

AUGUST 28, 2023

In this guide to sales processes, we’ll discuss the most common sales process stages, how to develop and improve your process, how to overcome common challenges, and more. Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Hubspot Sales

MARCH 22, 2023

The success of many businesses hinges on how good their consultant is. In many instances, the success of a business professional is determined by how strong and effective their network is. Getting referrals , in particular, is an area where a good business network is absolutely necessary.

Decision-making 88

Decision-making Media Brainstorming Meetings 88

Account Manager Tips

FEBRUARY 28, 2021

What are the top skills companies are looking for and how do you get good at them? Key account management is a profession in demand. All this talk about the digital economy. jobs being gobbled up by new technology and millennials set to make up 75% of the workforce might have you worried. I sure was. But fear not. Customer Success Manager #7.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

Hubspot Sales

APRIL 1, 2024

Ask any salesperson if they get enough inbound leads. When salespeople rate their sales organizations on our site, we ask them to rate how they feel about inbound lead flow on a scale from 1–5. Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders.

CRM 80

CRM Sales Environment Leadership B2B 80

Red Star Kim

SEPTEMBER 29, 2023

The ambitious, enthusiastic and hard-working delegates considered how they could shine by focusing on their personal development and increasing their contribution to their firms. How do you measure up? How do you stand out from your peers? What do you think is most important for a M&BD assistant?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Red Star Kim

FEBRUARY 28, 2023

This post summarises some of the key themes emerging from the recent online MBL “How to manage and grow your private client practice” full day session . Both to maintain service levels and underpin growth strategies. Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Account Management Skills

DECEMBER 6, 2023

We kick off by asking why account managers need entrepreneurial skills and how this will grow the agency – and you can access it here. AND it also means they need to be set up for success by having the right support from agency to do it.

Account Management 52

Account Management Management Client Relationships Leadership 52

Red Star Kim

SEPTEMBER 5, 2023

The 2019 second edition of this book (subtitled “How to apply neuroscience and psychology for improved learning and training” ) provides fascinating insight and practical ideas to incorporate neuroscience into learning and development initiatives. And how these need to be considered in learning environments.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Hubspot Sales

JANUARY 30, 2023

Learning how to network effectively is one of the most important professional skills you need to master, regardless of your industry or expertise. In this post, you’ll learn why networking is important and how to network effectively based on your unique needs. Here’s how this works. You can receive mentorship.

Construction 87

Construction Media Communication Meetings 87

Strategic Communications

JUNE 7, 2023

Here we look at 10 tips on how to commit to constant prospecting as efficiently and effectively as possible. Tip 4: Ask for Referrals Leverage your existing network by asking for referrals from satisfied clients, colleagues, and industry contacts. I had to meet client needs and deadlines. Still, it must be done!

Leadership 52

Leadership Communication Negotiation Media 52

Zendesk

APRIL 18, 2022

While you’re not sharing your work with a professor these days, your sales reps need to know where and how leads had first contact with your company. More traditional lead sources include: Referrals. No matter how you’re generating leads, there are some important distinctions to grasp as well as best practices to follow.

Media 98

Media CRM B2C Energy and Utilities 98

Hubspot Sales

MARCH 5, 2018

My goal became to set up a by-referral only business. By that time, I had an ironclad referral process, and my business is still thriving today. When I talk to salespeople, however, I hear the same thing over and over: Referrals are very important, but their referral processes are weak or only moderately effective.

Meetings 107

Meetings Customer Success Sales 107

Red Star Kim

JUNE 15, 2023

One of the questions asked was what tools and systems are used by M&BD people to support research into sectors and client organisations. Case studies on how law firms use the information to support attorney discussions with clients. Others may find that the M&BD team is responsible for research. Used by many accounting firms.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

JANUARY 16, 2023

The benchmark provided a snapshot of the views of 112 marketing and business development (M&BD) leaders at professional service firms (PSF). Over 70% anticipate a downturn in the economy in 2023 compared to 2022, but respondents believe that professional services will be more resilient than other sectors. Develop new services.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130