Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. And we can ask questions Why are questions so important? Questioning skills) (kimtasso.com).

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. Used for building lists with over 300 search criteria.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

JANUARY 16, 2023

75% were from the UK, 14% Australia, 3% Ireland, 3% Canada and 5% from the rest of the world. 56% represented law firms, 18% accountancy firms, 9% property and construction firms, 5% management consultancy, 5% intellectual property and 8% other. 34% Financial health of clients. I’ve added my reflections.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Red Star Kim

DECEMBER 5, 2023

It was on budget day so those from accountancy and tax practices had a lot going on. For events , one delegate asked about LinkedIn Events | LinkedIn Marketing Solutions and whether others experienced problems with bots and a lack of control over who registers. Others asked about platforms for event invitations.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

APRIL 12, 2023

With a full house of marketing and business development executives from legal and accountancy firms across the UK it was an interactive, valuable and fun day (Thank you delegates for your spirited engagement and thanks to Morag Campbell for your superb technical hosting!). In my first week, the week before Christmas, I worked on four pitches.

Media 130

Media Marketing B2C Stakeholders 130

Account Manager Tips

JUNE 29, 2021

How a capture strategy helps avoid competitive bidding Is your client due for renewal? Avoid a bidding war and follow these 10 capture strategy tips to keep your client long before they think of going to RFP. Add value on a regular basis and show your client the benefits of your partnership well in advance of the renewal.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Nutshell

MAY 11, 2023

Whether you’re an agent or broker working in residential, commercial, or industrial property real estate, you need to stay on top of your client’s needs, respond quickly, and anticipate trends. To succeed, you need the tools to help you increase efficiency and stay on top of your leads so you can close more deals.

CRM 134

CRM Client Relationships Communication Software 134

Account Manager Tips

AUGUST 9, 2022

It's not easy to convince your client to buy your services. You've answered every question, jumped every hurdle and the deal is in sight. And then your client says, "Let me think about it." How do you get your client to move forward when the deal stalls? you can submit your own question for me to answer.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 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. Time Management.

Account Management 98

Account Management Management Communication Negotiation 98

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. So we should ask people about their perceptions on what they would like.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Nutshell

MAY 11, 2023

And if you also rely on accounting software to manage incoming and outgoing payments, there are a lot of hidden benefits to integrating it with your CRM. Let’s take a look at why you need to get your CRM talking to your accounting software and some of the best CRMs that integrate with QuickBooks and QuickBooks Online.

CRM 159

CRM Software Software Management 159

Hubspot Sales

SEPTEMBER 16, 2020

If you ask most executives if they have a sales process , they’ll immediately say yes. But when you ask them to describe their sales process, their descriptions vary wildly. To others still, it means a key account plan. Incorporating defined processes can make it easier to measure, manage, and coach salespeople.

Account Management 127

Account Management Sales Account Planning CRM 127

Hubspot Sales

APRIL 4, 2023

When people think of consulting interviews, they immediately think of case study questions. You know the ones: you're given a hypothetical problem and asked to analyze the situation and recommend a solution. You also need to answer behavioral questions that assess your experience, skills, and fit for the job.

Supply Chain 100

Supply Chain Leadership Construction Artificial Intelligence 100

Hubspot Sales

APRIL 27, 2023

You can start in SaaS sales as an SDR and with enough experience, you'll be able to work in roles like account executive, sales manager, and even vice president of sales. Because most SaaS products are subscription-based and allow for recurring revenue, this business model is becoming the go-to for many businesses — new and old.

Sales 107

Sales Account Management Communication Sales Management 107

Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. You'll secure early wins, build credibility quickly and earn the confidence of your clients, your colleagues and your boss. A 30 60 90 day success plan is essential to help transition from your old job to your new one.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Account Manager Tips

JUNE 23, 2020

Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management. These guiding principles have served Phil well and I know they will help you find success as a key account manager. The Tenets of Account Management.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Brooks Group

OCTOBER 11, 2023

After you choose the date and venue, your next question may be who you should ask to deliver the keynote—and what you want them to talk about. Step 1: Ask Your Sales Team The ultimate goal of a sales kickoff is to improve sales performance. Planning your sales kickoff or national sales meeting?

Sales 92

Sales Sales Training Meetings Media 92

Brooks Group

DECEMBER 20, 2023

As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics. In a landscape where intuition must be complemented by concrete evidence, sales metrics empower managers to make informed choices.

Sales 93

Sales Decision-making Sales Training Sales Management 93

Jermaine Edwards

SEPTEMBER 24, 2020

The question I challenge myself, my team and customers with is… Is your hard work giving you the highest and best reward for what you are putting in? This is a good time to ask hard but necessary questions. There will always be huge top-line pressures for revenue results as a customer leader. The hard reality.

Key Account Management 130

Key Account Management Manufacturing Meetings Management 130

Hubspot Sales

NOVEMBER 28, 2023

While marketing compiles success stories, sales teams provide real anecdotes and feedback from clients, which makes the case study more authentic and compelling. Marketing and sales teams rely heavily on one another to drive business. Table of Contents How can Sales and Marketing collaborate? But relying on this alone misses the mark.

Marketing 103

Marketing Sales Decision-making Prioritization 103

Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Brooks Group

FEBRUARY 28, 2023

Sales team management software is being used widely by many companies to boost their revenues. What Is Sales Management? A sales management process involves working together towards a common goal to increase profit and revenue targets by implementing strategies to help the sales team hit set targets.

Software 52

Software Software Management Sales 52

Brooks Group

OCTOBER 18, 2023

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. 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.

Sales Management 79

Sales Management Management Sales Meetings 79

Mike Kunkle

MAY 11, 2022

It’s a term that means different things to different people. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. Business Acumen. Solution Acumen.

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

Revenue Storm

APRIL 12, 2022

Whether your market is taking over large, established strategic accounts, conquering a new vertical market that needs to be developed, or leading business development to find and close new accounts, your “speed to revenue” will now depend on how you plan and execute the first 60 days. What client case studies can you leverage?

Sales 78

Sales Value Proposition Decision-making CRM 78

DemandFarm

APRIL 26, 2023

Key Account Management (KAM) focuses on building long-term relationships, and aims to improve customer satisfaction – especially in a B2B scenario. A key account manager’s primary responsibility is ensuring that the needs of key clients are met, and that they remain satisfied with the company’s products and services.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Mike Kunkle

JUNE 12, 2022

While I personally believe this is a time when well-managed, profitable firms should double-down on investing in their employees to gain competitive advantage in difficult times (I wrote about this recently on LinkedIn, as well ), I know that may not be possible for everyone. This is a post I never wanted to write. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Brooks Group

MARCH 28, 2024

Gone are the days when you could simply sell to a mid-level manager. Why is selling to the C-suite so critical? As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Senior decision maker titles also vary by industry.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Red Star Kim

NOVEMBER 8, 2022

This lack of listening caused a plethora of problems for those trying to build empathy and trust in order to create client relationships and sell legal services. New soft skills for remote working. The shift to remote working during lockdown drove the need to develop several new soft skills. Listening is now the new superpower.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100

Brooks Group

JULY 13, 2022

The salesperson has to ask questions to uncover those customer needs and wants. . As you talk about the challenges your customer is facing and the general value your product offers, be sure to ask questions that dive deeper to uncover the unique wants of the customer in front of you. A need is rational.

Energy and Utilities 73

Energy and Utilities Decision-making Sales Training Profitability 73

Hubspot Sales

JUNE 9, 2023

Working as a salesperson makes you accountable for identifying , qualifying , closing , maintaining , and growing new and existing business opportunities. Working as a salesperson makes you accountable for identifying , qualifying , closing , maintaining , and growing new and existing business opportunities. Be a voracious learner.

Sales 105

Sales Insurance Decision-making Transportation 105

OnStrategyHQ

DECEMBER 15, 2023

AI is at the top of everyone’s mind lately, and for good reason. Rather than asking, “What is AI going to do for us? Rather than asking, “What is AI going to do for us?” ” instead, ask, “How and when will AI change our organizations, and what does that mean?” It’s everywhere!

Government 52

Government Artificial Intelligence Innovation Organization 52

Arpedio

JUNE 17, 2022

And as a little bonus treat, Scott actually came up with a sixth key ingredient , which sparked after talking to ARPEDIO’s Account Manager, Max Opp. And as a little bonus treat, Scott actually came up with a sixth key ingredient , which sparked after talking to ARPEDIO’s Account Manager, Max Opp. Back to blog.

Account Management 52

Account Management B2B Decision-making Innovation 52

Hubspot Sales

OCTOBER 1, 2021

If you’re asking yourself these questions, you’re in the right place. That can be tough to stay on top of, but it certainly doesn’t have to be. The lead management system is trusted by 20k+ agents who use the tool to automatically distribute and follow up with leads from over 200 different sources.

CRM 110

CRM Software Software Finance 110

Account Manager Tips

JUNE 18, 2021

How to prove your expertise on LinkedIn LinkedIn is the best place to reach a professional network of prospects, clients and recruiters. Follow these top tips to demonstrate your skills on LinkedIn, build strong connections, and convert prospects into clients. But first, you need to optimize your LinkedIn profile.

Key Account Management 130

Key Account Management Publishing Account Management Media 130

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. Sales Coaching Examples​ 5. Table of Contents 1.

Sales 52

Sales Account Management Stakeholders CRM 52