Mike Kunkle

MAY 30, 2023

It requires a wide range of knowledge, skills, capabilities, practices, and mindsets, as well as mental toughness, emotional maturity, and, often, the ability to influence without authority. It’s organizational behavioral change management, for sure, and requires both smart and hard work. This remains true.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Find out the average salaries for key account managers in Australia, India, the United Kingdom and the United States and what the job is REALLY like before you decide if it's for you. You'll learn in-demand and transferable skills you can take anywhere. Conclusion.

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Red Star Kim

JANUARY 16, 2023

56% represented law firms, 18% accountancy firms, 9% property and construction firms, 5% management consultancy, 5% intellectual property and 8% other. 56% represented law firms, 18% accountancy firms, 9% property and construction firms, 5% management consultancy, 5% intellectual property and 8% other. Survey respondents.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

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. This post adds to the learning resources from the session. Set SMART goals. amongst us.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Upland

NOVEMBER 27, 2023

A goal might be to… Grow revenue by 10% over the next six quarters Increase net new customers to 3,000 in 24 months Expand market share from 30% to 50% in the next five years. One of the most important things in our go-to-market strategy is understanding pressures. They aren’t in the market for products or services.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Account Manager Tips

AUGUST 17, 2022

We all have to negotiate with our clients sooner or later, but for lots of reasons, most of us avoid it if we can. Anchoring is a simple tactic that can help you gain control of the negotiation and give you a bargaining advantage too. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Learn more.

Negotiation 130

Negotiation Key Account Management Account Management Decision-making 130

Red Star Kim

JANUARY 23, 2023

January 2023 | COUNSEL | The Magazine of the Bar of England and Wales (counselmagazine.co.uk) Soft skills for tough barristers (Reflection, Self-Coaching, Change, EQ, Awareness, Goal-setting, Communications). In this article we look at the evidence on soft skills and some practical tips on improving yours now. And by when?

Emotional Intelligence 130

Emotional Intelligence Communication Digitalization Publishing 130

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. What do you think is most important for a M&BD assistant? How do you measure up?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Has no plan Which clients need an account plan? Where are we?

Account Management 246

Account Management Key Account Management Management Suppliers 246

Upland

JUNE 1, 2023

When focusing on driving revenue, it’s important to take a holistic view of the account. Leveraging account planning can be the best way to unlock the full effect of your land and expand strategy. Landing new business is essential for growth. But new business isn’t the only key area of focus for leaders looking to bolster revenue.

Account Planning 195

Account Planning Sales Customer Knowledge Account Management 195

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

KAM With Passion

MAY 27, 2021

This post is the first of a series of three dedicated to how to set-up an adequate KAM skills development system which supports the initial kick-off and the further development of a KAM initiative. Train the key people chartered to design the KAM Initiative (KAM Programme Director/Manager and team).

Key Account Management 130

Key Account Management Global Accounts Account Management Management 130

Red Star Kim

DECEMBER 2, 2022

Delegates were from large and medium sized legal, intellectual property, accountancy, actuarial, pension and consultancy firms – from the UK but also from the Channel Islands and Portugal – with some supporting up to 12 jurisdictions. Thanks to all the delegates for their enthusiastic participation and for the support of Morag Campbell.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

FEBRUARY 9, 2023

There were architects, bankers, accountants, forensic investigators, insolvency practitioners, lawyers, pension advisers and tax experts who had a range of areas of expertise including bloodstock, housing associations and commercial property. Here are the highlights on Referrer and Intermediary Management – Silos, Targets and Culture.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Red Star Kim

DECEMBER 5, 2023

It was on budget day so those from accountancy and tax practices had a lot going on. The firm’s culture, business development processes, adoption by fee-earners and support staff and the quality of the data are key success factors. Proactive marketing and business development executives – CRM, internal engagement and career insights.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Account Management Skills

JANUARY 21, 2022

What’s the most useful skill you need in your Account Manager role and how much formal training have you received? This was the question I posted in a LinkedIn Account Manager Group. Top 10 Skills and Expertise You Need As Account Manager. By far the most mentioned skill.

Account Management 98

Account Management Management Communication Negotiation 98

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Transitioning into a leadership role requires a whole new set of skills and strategies. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions.

Sales Management 93

Sales Management Management Energy and Utilities Emotional Intelligence 93

Mike Kunkle

AUGUST 27, 2019

Learning: Learning is the act of acquiring new knowledge and skills. Training: Training is job-related learning about what, why, and how (and maybe when and where) to do something (or multiple things), to be successful in a specific role. Sales onboarding for new sales reps and new or promoted sales managers.

Sales 130

Sales Onboarding Leadership Sales Training 130

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Red Star Kim

MAY 22, 2023

I’m often asked to provide training in conversation skills. Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. So I’ve selected three books – depending on whether you are a beginner or a pro and whether you are in the UK or the USA.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

Account Manager Tips

JUNE 29, 2021

Avoid a bidding war and follow these 10 capture strategy tips to keep your client long before they think of going to RFP. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Develop the right relationships with the right people. Create sustained value.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Red Star Kim

JUNE 20, 2022

So here is a book review of Coaching skills: A handbook by Jenny Rogers. I’ve coached a lot of people since then – both the most senior leaders as well as younger, aspiring professionals in the legal, accountancy and property sectors. It was first published in 2004 and this second edition is from 2008. About the author.

Client Relationships 130

Client Relationships Facilitation Brainstorming Meetings 130

Red Star Kim

JULY 11, 2022

UK and offshore law firms, barristers’ chambers and accountancy firms were represented. Communication and education are required to manage expectations and promote enthusiasm and momentum. This is a summary (and an additional learning resource for delegates) of last week’s M&BD planning workshop through the PM Forum.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Account Manager Tips

AUGUST 9, 2022

For me, sales is most successful when you follow a process. Details at the end of this page ) The KAM CLUB You’re only seconds away from the essential training, advice and support you need for an exceptional career in key account management. You've answered every question, jumped every hurdle and the deal is in sight.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Hubspot Sales

JUNE 26, 2023

This outreach is typically done through cold calling, which is still considered one of the most effective sales tools. Managing Leads To successfully manage leads that have been identified or contacted, a lead generation specialist should be well-versed in maintaining an accurate CRM.

CRM 88

CRM Communication Account Management Leadership 88

Hubspot Sales

APRIL 11, 2023

If any of your top salespeople leave your company, you may fall behind. Below, we’ll explore the factors that lead salespeople to quit, the sales landscape in 2023, and how you can retain top talent. Below, we’ll explore the factors that lead salespeople to quit, the sales landscape in 2023, and how you can retain top talent.

Sales 114

Sales Brainstorming Leadership Insurance 114

Red Star Kim

JUNE 27, 2023

At the recent PM Forum online workshop on campaigns, thought leadership and project management there were 17 delegates from legal, accountancy and insolvency firms located in London, Belfast, Sutton Coldfield, Manchester, Newcastle, Cambridge and Dubai. The delegate aims, poll results and key takeaways are shown below.

Leadership 130

Leadership Management Stakeholders Communication 130

Planview

DECEMBER 8, 2021

The only problem may be that you’re getting little engagement from senior management, and they hold the keys to driving positive and enduring change in the organization. Senior leaders are a significant driver in the success rate of an Agile transformation. Read Next: The Agile Manager’s Handbook.

Government 111

Government Leadership Stakeholders Decision-making 111

Mike Kunkle

MAY 11, 2022

In my experience, the potential for improvement in most sales organizations is significant. Most business transformations include fine-tuning the sales force, but not all sales transformations require a full business transformation. Will an approach limited to sales force effectiveness (SFE) maximize that potential? SFE ACUMENS.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Brooks Group

SEPTEMBER 7, 2023

Before I accepted, I asked what type of development team would be building the new products critical for the unit’s success. The hiring manager said, “As soon as you get the orders, we can negotiate what type of development team you’ll have supporting you.” The same is true for implementing a new strategic account management plan.

Account Management 52

Account Management Management Account Planning Sales 52

Nutshell

MARCH 18, 2024

Customer relationship management (CRM) systems have become vital in managing customer data, creating effective sales processes, and boosting sales team efficiency. So, how do sales managers and their teams overcome this challenge? So, how do sales managers and their teams overcome this challenge?

CRM 71

CRM Software Software Decision-making 71

Xant

APRIL 15, 2021

One of the most positive outcomes from the past year was the swift adoption and embrace of technology for sales and marketing. We recently surveyed 450 top sales dev leaders to evaluate their teams and technologies and learn what’s changed in the sales development world. Lead Quality and Account-Focused Strategies Dominate.

Sales 110

Sales Decision-making Organization Innovation 110

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Insightly

JUNE 13, 2023

Set intentional career goals It’s tempting to obsess over advancing to a new title—a little signifier of success that you can show off on LinkedIn. Manage a large or small budget? Learn a new skill If you enter a team as a content writer, you may want to branch out into more of an SEO management role. Work remotely?

Marketing 98

Marketing Remote Working Decision-making Meetings 98

Brooks Group

OCTOBER 18, 2023

Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Unfortunately, many sales leaders may be aware that their managers need to spend more time coaching, but formal programs tend to be poorly executed or non-existent. Anticipate nerves.

Sales Management 79

Sales Management Management Sales Meetings 79

Hubspot Sales

JULY 12, 2021

But the perks of selling from home come with a host of challenges as well — one of the most pressing being keeping up with self-care. It can be a struggle to recharge, be productive, and get enough rest to stay at the top of your game as we transition to the "next normal.". Create a community that’s "digitally on-call.".

Sales 122

Sales Media Digitalization Remote Working 122

Brooks Group

JUNE 26, 2023

Your sales professionals may have the same job titles as teams at other companies —account executive, business development rep, sales manager—but have a diverse set of professional and personal experiences. It also should cover hard and soft selling skills such as cold calls, discovery calls, and objection handling.

Sales Training 52

Sales Training Sales Onboarding Profitability 52