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. Discover fifteen things you should stop doing and what to start doing instead. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Upland

JANUARY 26, 2023

And because the human touch is so important, so is account-based selling. What is Account-Based Selling? If B2B sales is your domain, you may have already heard about account-based selling (ABS). Large B2B sales deals are not done one-on-one. How many buyers exactly are involved in complex B2B sales?

Account Planning 195

Account Planning B2B Decision-making Acquisition 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. And fee-earner personal networking strategies which could be described as “cast the net wide and see what we capture”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Account Manager Tips

APRIL 2, 2021

The best sales podcasts key account managers should listen to Are you a key account manager? If you answered yes to any of these questions, then read on for my list of three of the best sales podcasts around, including one that might surprise you. What's left to sell? Do you sell? Do you listen to podcasts?

Key Account Management 234

Key Account Management Account Management Procurement Management 234

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

Upland

OCTOBER 21, 2022

Account planning has never been so necessary – or so challenging – to get right. When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . But what exactly is account planning, and why is it so important in 2023? .

Account Planning 195

Account Planning Leadership Software Software 195

Account Manager Tips

OCTOBER 16, 2021

Top 10 LinkedIn Hashtags Every Key Account Manager Should Follow Now You may not know it, but LinkedIn hashtags are an excellent tool for staying up-to-date in your industry, finding relevant and useful information, and expanding your network. Here are ten hashtags that will help you thrive as a key account manager.

Key Account Management 244

Key Account Management Account Management Management Media 244

Red Star Kim

AUGUST 24, 2023

He has also been a management consultant, a marketing director and a financial journalist. I invited him once to facilitate a junior professionals’ networking event for an accountancy practice – where he talked about one of his other books “All you need to know about the City” (latest version updated in 2022).

Finance 130

Finance Government Profitability Banking 130

Upland

OCTOBER 17, 2023

We’ll explore how AI can be a relationship seller’s best tool to automate the mundane so you can focus on more important things… like building relationships with your prospects. What is sales enablement AI? It frees them up to do what they do best—sell, sell, sell. AI and humans—working together—can do more.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Red Star Kim

NOVEMBER 1, 2023

Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges. What is surprising is that despite having demanding sales roles for new and existing clients, many professional services marketers have received little formal sales training.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Account Manager Tips

MARCH 23, 2021

Your biggest customers are not your best customers. Often they're your worst. So if your biggest customers are not your best, then who are? To identify key accounts with true growth potential, you must dig deeper. Your biggest accounts are not always your best accounts.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

Mike Kunkle

OCTOBER 8, 2023

In this article, I’ll explore how these components intersect and show how their integration can transform your business. I often say that having guidance on how to determine what’s right for you is much more valuable than being told what to do. Revenue is an accounting term, and you can’t enable it.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Account Manager Tips

JULY 22, 2022

If you think your job is harder than it should be. 25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Table of Contents. you're right.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Red Star Kim

SEPTEMBER 6, 2022

I haven’t reviewed a book on the topic of internal communication and yet it’s a vital element of marketing, branding, organisational culture, change management and leadership. This contemporary book (published in 2021) is just 200 pages and is subtitled “Streamline your corporate communication to drive efficiency and engagement”.

Communication 130

Communication Facilitation Leadership Stakeholders 130

Red Star Kim

SEPTEMBER 26, 2023

M&BD team structures are not created in isolation – they support the firm’s business strategy which is designed with the external environment and firm’s resources in mind. Other factors to take into account: Organisational culture (centralised or decentralised?) In this case, account managers liaise with the fee-earners.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Envisio

JANUARY 24, 2024

Books change your mind.” At Envisio, we believe in the transformative power of reading … which is why we’ve gathered together a list of the best strategy books! Reflecting on the success of our previous recommended reads of the best strategy books to read in 2022 , such as W. Books are reflection.

Government 105

Government Leadership Innovation Decision-making 105

Red Star Kim

OCTOBER 13, 2023

At the 28 th PM Forum Annual Conference in September I (in my capacity as Head of Training and Learning Transfer of the Managing Partners’ Forum and PM Forum), co-presented breakout sessions with Julie McConnell of international law firm White & Case. Although it does provide indepth knowledge of legal services.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Red Star Kim

DECEMBER 18, 2023

The workshop covered strategic thinking, business strategy and marketing and business development (MBD) strategy. Top-down or Bottom-Up Strategy? The complexity of professional services firms adds to the strategy challenge. The complexity of professional services firms adds to the strategy challenge.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Account Manager Tips

MARCH 3, 2021

Throughout her career, what interested Ronni most was to help her customers get better results faster. Customer success management vs. key account management People often get confused between the two roles, and there are parallels and intersections between them. Key Account Management Concepts.

Customer Success 200

Customer Success Key Account Management Account Management Management 200

DemandFarm

APRIL 8, 2024

If you’re part of a B2B sales team, chances are that ABS as a strategy is on your radar. Account Based Selling (ABS) burst into the spotlight in the mid 2010s and has been steadily gaining traction as the go-to approach among B2B sales organizations. Who wouldn’t want to unlock the full potential of their key accounts?

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

KAM With Passion

NOVEMBER 11, 2020

What is true in the private life is true in business as well, especially between a supplier and their customers. You can be sure that customers immediately see a difference between suppliers who genuinely do their best to help and those who try to sell no matter what. Business Reviews in an Account Management context.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Account Manager Tips

NOVEMBER 24, 2022

Every month I share a selection of popular titles to help with your professional development as a key account manager. Great on the Job: What to Say, How to Say It. Seeing What Others Don't: The Remarkable Ways We Gain Insights Why this book? Great on the Job: What to Say, How to Say It. Table of Contents.

B2B 130

B2B Key Account Management Account Management Decision-making 130

Arpedio

NOVEMBER 29, 2023

December 2 What is the primary focus of ARPEDIO's Account Management solution? Enter draw #1 Account-Based Selling Platform Treat your colleagues to an early Christmas present Relationship Mapping & Org Chart Improve your critical stakeholder relationships.

Account Management 52

Account Management Account Planning Account Strategy Stakeholders 52

Red Star Kim

JANUARY 5, 2023

I’ve summarised some of the main “back to basics” themes emerging from discussions: Referrer Management Strategies – Rationale and Challenges. Even more so when a firm is relatively small and has limited financial and expertise resources to support robust M&BD strategies. Bring focus. Reduce risk. Avoid being pigeon-holed.

Management 130

Management Media Key Account Management Communication 130

Red Star Kim

FEBRUARY 1, 2024

At the end of January, I attended a PM Forum (with Icon and Managing Partners Forum ) webinar where Alastair Beddow | LinkedIn of Meridian West presented the latest international benchmark results. And Gen AI appears to dominate both management and MBD agendas. The list feels a little inward looking.

Marketing 130

Marketing Leadership Profitability Digitalization 130

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships. Let's talk!

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

Hubspot Sales

NOVEMBER 22, 2023

What's this magic tool? It's a CRM (or Customer Relationship Management Platform). Below we'll delve into why CRMs are an important sales tool, using data from our State of Sales Report, as well as how they can revolutionize your sales strategy. It's not that new or hard to access.

CRM 90

CRM Decision-making Sales B2C 90

Nutshell

MARCH 5, 2024

You’re probably already familiar with lead generation , where you draw people in and get them actively interested in whatever your business sells. But if you want to do it right, you need a strategy behind how you assign those leads. Table of Contents What is lead distribution? Why is lead distribution important?

CRM 77

CRM Software Software Prioritization 77

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? It's an app that makes it easy to revisit and learn from your eBook and article highlights. It syncs your Kindle highlights, reminds you to review the best parts with daily emails and helps you recall more and grow your knowledge.

Account Management 130

Account Management Key Account Management Client Relationships Innovation 130

PartnerTap

FEBRUARY 27, 2023

There’s only one way to consistently sell and win in this situation: lock arms with your best partners in every market, every region, and on every deal to sell more, faster. Going it alone isn’t a safe strategy for 2023. Focus on your best partners Not every partner is equal. Maybe it’s a joint customer that could be expanded.

Marketing 98

Marketing CRM Management Sales 98

The Center for Sales Strategy

AUGUST 5, 2020

Alternatively, 20% of what you do represents 80% of that activity’s outcome. Most of us know this rule, and we’re familiar with the labels – Key Accounts, Target Accounts, and Secondary Accounts – what we often fail to realize is the impact of what it’s like to lose a Key Account.

Management 119

Management Organization Sales Sales Management 119

OnStrategyHQ

DECEMBER 20, 2023

Free Strategic Planning Guide What is Strategic Planning? A great strategic plan defines where your organization is going, how you’ll win, who must do what, and how you’ll review and adapt your strategy development. Questions to Ask: Who is on your Planning Team?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

LinkedFusion

AUGUST 26, 2023

Looking to supercharge your sales and marketing game? Well, ever heard of the LinkedIn account-based marketing strategy? Imagine being able to turn more leads into actual customers without breaking a sweat or adding extra hours to your day. But here’s the kicker: you need to switch up your lead generation game.

Marketing 52

Marketing Decision-making Prioritization Sales 52

Hubspot Sales

OCTOBER 10, 2023

As subscription-model popularity grows, it's vital for organizations to implement the right billing software to effectively manage recurring revenue. In this blog post, we'll highlight the best subscription billing software on the market and help readers asking: What is subscription billing software?

Software 106

Software Software Banking Value Proposition 106

Red Star Kim

JUNE 1, 2023

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. There is more information on branding theory Book review – Managing Brands (kimtasso.com). A key theme that often arises in pitching is how to differentiate.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Flevy

JULY 6, 2022

Account-based Marketing (ABM) solutions are valuable to implement the ABM approach. By using the ABM approach , we can mechanize and trim down the protracted process of finding target accounts and minimize the effort, time, and cost involved in courting these prospective accounts. Account Intelligence.

Marketing 109

Marketing Account Management Facilitation CRM 109

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. Describe what is involved in campaign development and the sequence of events.

Leadership 130

Leadership Management Stakeholders Communication 130