Red Star Kim

JUNE 15, 2023

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Key Account Management (KAM) – Research companies Larger firms may have access to research and knowledge specialists. Others may find that the M&BD team is responsible for research.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

SEPTEMBER 26, 2023

I presented a methodology to design marketing and BD team structures in November 2015. Some of the points raised then remain the same, whilst new market conditions bring additional components into the equation. Expectations of M&BD (reactive service or proactive advisers?) From within or beyond professional services?)

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Upland

AUGUST 29, 2023

It drives individuals and organizations to explore, evaluate, and invest in a product or service. As a result, harnessing it is essential in today’s competitive market – more so than ever before. They may be looking to solve a specific problem or browsing through the available solutions.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

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

Upland

NOVEMBER 27, 2023

They aren’t in the market for products or services. The product or service you’re selling is the method or tool they will use to get there. You want to inspire the prospect to act by showing them what your solution will be able to do for them. Why do you need to know your customer? They aren’t buying just to buy.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Upland

JULY 3, 2023

In this article, we will delve into the realm of how Altify and Chat GPT can empower sellers and customer success teams by streamlining research on personas and industries, optimizing discovery and qualification, mastering sales methodologies, harnessing competitive intelligence, and facilitating effective summarization of calls and actions.

Facilitation 195

Facilitation Customer Success Innovation Customer Experience 195

Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. Differentiation is a critical aspect of professional services marketing and is no different in personal brands.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Hubspot Sales

JANUARY 30, 2024

Salespeople say that a change in the sales field that has had the biggest impact on their role is that selling has become more focused on presenting a solution than pitching a product or service. They prefer to gather information themselves before speaking to a human when researching a brand or product. Why the change?

Virtual Selling 88

Virtual Selling Media Sales Decision-making 88

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Red Star Kim

JUNE 1, 2023

There are other ways to differentiate such as through innovation, relationship and service excellence, new product and service development and new delivery platforms. This may take place on a periodic basis – for example, in support of your marketing planning cycle. Some can be expensive and/or require subscription basis.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Red Star Kim

JUNE 7, 2023

We considered strategic thinking, business strategy and marketing and business development strategy. So there should be something for everyone – a summary of the workshop discussions, examples of notable UK and Irish professional service firm strategies and some strategy insights. Strategic change takes time and energy.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Zendesk

JANUARY 29, 2024

Every year, Gartner evaluates vendors in the customer service and support space. The Gartner Magic Quadrant for the Customer Engagement Center (CEC) and accompanying Critical Capabilities report provides valuable information for business leaders looking for technology solutions that best meet their current and long-term needs.

CRM 52

CRM Publishing Software Software 52

Hubspot Sales

MARCH 18, 2024

Research shows there is a weapon you can use to increase your sales performance — a sales strategy that's effective no matter where you work or what you sell. According to a study from two Stanford Graduate School of Business researchers , highlighting the experience someone will have with your product is key.

Advertising 103

Advertising Sales Marketing 103

Brooks Group

APRIL 9, 2024

Their choices directly shape the direction of the procurement process and determine which solutions are selected. Department heads: Leaders of specific departments or teams who are accountable for the success of the purchased solution in their areas. They play a crucial role in securing buy-in and consensus among stakeholders.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Mike Kunkle

OCTOBER 2, 2022

It’s about deeply understanding their situation and desired outcomes, ensuring need and solution alignment, and working to produce the desired outcomes, from the buyers’ perspective. It’s targeting (markets, personas, problems). They look for need and solution alignment. They are consultative.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Hubspot Sales

APRIL 1, 2024

It means sales and go-to-market motions are going to have to evolve. Marketing is going to have to evolve, too, but that's a whole other topic.) We all know buyer research is changing. You have to do your research to identify potential prospects. What It Means for Sales Reps So, what exactly does that mean for you?

CRM 80

CRM Sales Environment Leadership B2B 80

Red Star Kim

DECEMBER 19, 2023

I keep an eye out for case studies in professional services marketing and share them at workshops. Legal marketing case studies – Law firm media relations and integrated campaigns (Kysen). After a brainstorm between Kysen and the firm’s director of marketing and BD a campaign was created entitled “Let’s talk about it”.

Media 130

Media Insurance Marketing Emotional Intelligence 130

Mike Kunkle

MARCH 31, 2023

Here are two examples of customer lifecycles and the corresponding sales processes, for a consultative process with an implemented solution, and a transactional process with a flow of purchase, stock, use or resell, and restock. The corresponding buying process stage might be Identify Possible Solutions.) See the image below.)

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Hubspot Sales

NOVEMBER 20, 2023

Industry Research You can’t sell if you’re not an expert on something. Instead of losing dozens of hours mastering new topics, you can use AI to perform sales-focused industry research. Using AI to generate lists of associations, companies, and national, local, and annual events can cut your research in half.

Artificial Intelligence 95

Artificial Intelligence Decision-making Profitability Sales 95

Red Star Kim

DECEMBER 5, 2023

In November it was a full house for the PM Forum’s Proactive marketing and business development executive online workshop. Proactive marketing and business development executives – CRM, internal engagement and career insights. A variety of specialist (to professional services) and mainstream CRM systems were explored.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Arpedio

FEBRUARY 22, 2024

Enter value selling – a strategic mindset and approach that focuses on articulating and delivering the unique value proposition of a product or service to potential customers. By aligning your offerings with what matters most to your target audience, you can effectively communicate the value your product or service provides.

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Nutshell

AUGUST 28, 2023

Your steps may vary based on your industry and how thorough your process needs to be to secure leads, but in general, you’ll want to have strategies for each of these moments in the sales funnel: Prospecting Qualifying Developing rapport Presenting solutions Handling objections Closing the sale Following up 1.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Hubspot Sales

OCTOBER 9, 2023

Based on years of research and working directly with over 20,000 sales professionals around the world from companies in many industries, here are five business insights that can help you — as a sales professional — think differently about your prospects and engage in more business-oriented dialogues. Grow market share? Increase profit?

Shareholders 101

Shareholders Value Proposition Profitability Decision-making 101

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

Hubspot Sales

JANUARY 9, 2024

Door-to-door (D2D) sales involves knocking on people’s doors to advertise or sell products/services. For long-term success, Jim recommends you “Learn how to prepare, present, and provide great customer service. But they do leave enough space for prospects to tell them precisely what they need from a product/service.

Sales 98

Sales Decision-making Meetings Insurance 98

Red Star Kim

OCTOBER 16, 2023

Delegates included both partners and business development professionals (some with a banking background) from law firms (employment, criminal, disputes, offshore), accountancy practices (audit, forensic, insolvency and restructuring and financial services. And co-create a plan. Why do you need a business plan? amongst us.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

NOVEMBER 13, 2023

Private client management and marketing: Business plans, recruitment, assessments and automation. And 90% didn’t have a marketing plan for private client. There is also a post on emotional intelligence and leadership Research on leadership and emotional intelligence (EQ) (kimtasso.com). kimtasso.com). What results do you seek?

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Arpedio

FEBRUARY 5, 2024

It refers to the untapped market segments and opportunities that exist within a given industry. By recognizing and strategically exploiting whitespace, companies can expand their reach, increase their market share, and ultimately drive revenue growth. Uncovering untapped market segments is a key objective in whitespace exploration.

Acquisition 52

Acquisition Decision-making Sales Innovation 52

Arpedio

FEBRUARY 26, 2024

With customers becoming increasingly discerning and markets saturated with choices, sales teams are turning to more strategic methods to secure high-value clients and drive sustainable revenue growth. It involves in-depth research, personalized outreach, and tailored solutions to address the unique needs and challenges of each target account.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

CMOE

MARCH 6, 2023

Research shows that organizations that offer a learning culture, which can help build strategic skills, knowledge, and competencies, are 92% more likely to create original products and services. These solutions are intended to help them manage roadblocks as effectively and efficiently as possible.

Finance 98

Finance e-Learning Innovation Leadership 98

Arpedio

MARCH 26, 2024

It serves as the foundation for establishing strong customer relationships, understanding market dynamics, and ultimately closing deals that drive revenue growth. Customer Profiling: Conducting research to understand the needs, preferences, pain points, and buying behaviors of target customers. What is a Pre-Sales Strategy?

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Planview

APRIL 15, 2024

Dr. Rich Sonnenblick, Chief Data Scientist at Planview, warned against choosing solutions merely because they have AI in their title or seem on trend right now. If you decide to build it yourself, you face the initial cost of enabling the solution. Be very intentional about choosing use cases connected to pain points.

Prioritization 64

Prioritization Decision-making Digital Transformation Digitalization 64

PartnerTap

JANUARY 17, 2024

Many companies pointed to the general market conditions in 2023 or noted that buyers were taking longer to make purchasing decisions for their companies. Sales reps have less influence over buyers The modern business buyer has completely changed how they shortlist, evaluate, and buy products and services for their companies.

Procurement 59

Procurement Suppliers Sales B2B 59

Hubspot Sales

JUNE 6, 2022

Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. The 18 Best Places to Research Buyers Before Sales Conversations. Your Marketing Automation System. Various Blogs.

Sales 127

Sales Publishing Decision-making Media 127

Insightly

FEBRUARY 12, 2024

dollars on marketing and sales in the fiscal year 2023. I won’t bore you with the specifics, but Insighty’s marketing budget does not start with a ‘B.’ Software Reviews – CRM category Software Reviews is a division of Info Tech Research Group. Insightly vs. Salesforce can often feel like David vs. Goliath. billion U.S.

Software 52

Software Software CRM Small Business 52