Cosawi

JANUARY 29, 2024

When Marketing is integrated at the start of the journey, you can see an acceleration of impact as marketing can bring so much when their ways of working traditionally inside out can be turned to an outside in mindset, starting with the customer pain points and most important preoccupations.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

SBI Growth

OCTOBER 1, 2013

This can be difficult to calculate the true marketing contribution. Sales and marketing leadership need to approach this with a partnering mindset. Sales resources can’t cover every account. Marketing should drive awareness and cultivate early stage interest.

B2B 132

B2B Marketing Leadership Acquisition 132

SBI Growth

FEBRUARY 14, 2017

Today’s show demonstrates how to replace leads with opportunities for the sales team through Account Based Marketing. While B2B account marketing has been around for years, we discuss the modern techniques required for success. To follow-along, download our 10th annual workbook, How to Make.

Account marketing 54

Account marketing B2B Sales Marketing 54

Red Star Kim

DECEMBER 19, 2023

The campaign was part of an exciting project 7BR announced in 2022.

Media 130

Media Insurance Marketing Emotional Intelligence 130

Cosawi

SEPTEMBER 20, 2023

How to integrate marketing into your SAM journey for accelerated impact” We know that Strategic Account Management is a team’s sport, yet marketing is often missing at the Strategic Account table. A business transformation that created acceleration and cohesion of their customer centric approach.

Account Management 52

Account Management Account marketing Marketing Management 52

Nutshell

SEPTEMBER 30, 2024

This allows for better personalization and more effective data-based marketing strategies. These tools provide insights on overall user behavior rather than interactions with specific users or accounts. These tools ensure consistent communication across channels and free up time for more strategic activities.

CRM 112

CRM Advertising Internet Software 112

Hubspot Sales

MARCH 18, 2019

Use LinkedIn (either the free version or LinkedIn Navigator) to monitor changes in your account's market and industry, strategic shifts, hiring and firing decisions, and more. Implement an email tracking and notifications tool to know exactly when your recipients open your emails and click any links.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

Hubspot Sales

OCTOBER 16, 2017

On the other hand, this structure doesn’t take into account market penetration or quantity of opportunities. In addition, you don’t have to set a quota: You can set benchmarks or recommendations, but ultimately, you’re only compensating salespeople on what they sell.

Sales 145

Sales Profitability Account Management Decision-making 145

CMOE

MARCH 6, 2023

Knowledge at Wharton covers an array of subjects, such as finance and accounting, marketing, and analytics. Knowledge at Wharton Knowledge at Wharton is an online business analysis journal run by the Wharton School at the University of Pennsylvania. Its goal is to share Wharton’s faculty research of current business trends.

Finance 98

Finance e-Learning Innovation Leadership 98

Red Star Kim

JUNE 27, 2023

20% Lack of fee-earner engagement 20% Lack of M&BD time/resource 20% Integration with other aims/projects/campaigns 13% Culture (politics, lack of rewards) 7% Lack of senior support 7% Unclear or unrealistic aims/expectations 7% Scope creep 7% Poor internal communications/silo mentality Related campaigns, thought leadership and project management (..)

Leadership 130

Leadership Management Stakeholders Communication 130

ProlifIQ

MARCH 30, 2023

Answer: A key account plan template provides guardrails and guidance so that your team collects, stores, and collaborates on the most important information about a key account.

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

QYMATIX

MAY 27, 2024

AI can automatically and effortlessly take into account market dynamics and customer behaviour. Customer churn You are never alone on the market. Loyal customers are willing to bear their investment in stock and stock management. But not much more, otherwise there would be a strong incentive to look elsewhere for low prices.

B2B 52

B2B Artificial Intelligence Manufacturing Sales 52

PandaDoc

JUNE 21, 2021

Building databases, asking friends and family, and creating social media accounts. Marketing is a form of lead gen. You might choose to update your content marketing strategy to capture more leads. Once a week? What do you think? When you launch a business, lead generation is almost all you do.

Sales 98

Sales Decision-making Small Business Meetings 98

Arpedio

FEBRUARY 26, 2024

Integrate these insights into your CRM system ( ARPEDIO has a seamless integration with Salesforce ) to ensure that your sales and marketing teams have access to relevant data when engaging with accounts. Use automation tools to send targeted emails, segment your audience, and track campaign performance.

Advertising 52

Advertising Sales CRM Media 52

Red Star Kim

DECEMBER 18, 2023

The workshop covered strategic thinking, business strategy and marketing and business development (MBD) strategy. From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing.

Marketing 130

Marketing Strategic Thinking Stakeholders 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.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

AUGUST 31, 2023

To support my training courses and workshops, I keep an eye out for interesting marketing and business development case studies. Today I summarise professional services marketing/BD case studies – Moore Kingston Smith, Mazars, Fladgate, Travers Smith, Mills & Reeve.

Marketing 130

Marketing Leadership Government Logistics 130

Red Star Kim

JUNE 15, 2023

Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. 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.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

MARCH 7, 2023

A key theme arising at the March PM Forum “ Future Marketing/Business Development Manager” (with delegates from legal, accountancy and consultancy firms) was about being overwhelmed. There were conversations about overwhelmed marketing/BD managers, overwhelmed M&BD teams and overwhelmed fee-earners.

Marketing 130

Marketing Management Emotional Intelligence Leadership 130

Red Star Kim

MARCH 6, 2023

Delegates were from legal and accountancy firms with roles as varied as marketing, digital marketing, business development, PR and key accounts (executives, managers and a director). At the start of March, there was an online PM Forum workshop on “Being more strategic ”.

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Red Star Kim

FEBRUARY 22, 2023

One of my accountancy clients alerted me to a provider of content ( The content provider for accountancy firms – Informanagement ) which also provides legal content to small and medium firms in The Netherlands. It also provides content to law firms in The Netherlands and is about to extend the service to UK law firms.

Marketing 26

Marketing Media Communication Digitalization 26

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

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.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Red Star Kim

DECEMBER 2, 2022

It was a full house at November’s PM Forum workshop for Proactive Marketing and Business Development Executives. This article summarises the main themes that arose from the discussions and exercises and forms part of the day’s learning resources.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

NOVEMBER 18, 2022

This article was published in the latest edition of PM Forum Magazine. PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback. The event took place on September 29 th 2022.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

SBI Growth

OCTOBER 26, 2016

SBI recently spoke with Gahan Richardson, the Vice President of Corporate Marketing at Cypress Semiconductor. Gahan and I discussed his approach to Account Based Marketing (ABM) and how he uses it to set his sales team up for success. Cypress Semiconductor is.

Marketing 123

Marketing Sales Account marketing B2B 123

LinkedFusion

AUGUST 27, 2023

With the use of this method, sales, marketing, and management may be able to cross-sell and upsell to these customers more successfully. Strategic ABM comprises the creation of incredibly targeted account marketing strategies for a small group of high-value accounts—typically one to five.

Marketing 52

Marketing B2B Client Relationships Organization 52

Strategic Communications

OCTOBER 3, 2023

In the current economic climate, where acquiring new customers may be challenging, organizations are recognizing the importance of nurturing existing accounts.” “Selling to existing customers is often easier and more cost-effective due to the established trust, relationships, and knowledge of their needs.

Marketing 80

Marketing Advertising Co-Creation Media 80

Arpedio

MAY 30, 2022

Companies need to ensure alignment between sales and marketing for their key and strategic accounts. Marketing supports messaging, digital advertising, and critical signals that informs the SAM. However, now, to be competitive, companies need to go further than the sales process. Excerpt from the McKinsey 2021 B2B Pulse Survey.

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

Red Star Kim

APRIL 17, 2023

Delegates were from legal, accountancy and insolvency firms – both M&BD teams and fee-earners. Last week I facilitated MBL’s full day training session on “Developing more work from referrers and intermediaries”.

Management 100

Management Manufacturing Client Relationships Facilitation 100

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!).

Media 100

Media Marketing B2C Stakeholders 100

Insightly

AUGUST 3, 2022

While a CRM is invaluable to any size business, you’ll need additional tools to bolster your accounting, marketing, project management and other business operations. . As your business grows, you’ll eventually need access to more tools with more capabilities.

CRM 52

CRM Small Business Marketing Decision-making 52

SBI Growth

MARCH 23, 2018

Perhaps you are familiar with the photo of the former CEO of Nokia sobbing with his leadership team as his company was sold to Microsoft for parts. The now infamous headline: “we didn’t do anything wrong.” Well, yes Steve –.

Marketing 63

Marketing Leadership Client Relationships Account marketing 63

SBI Growth

AUGUST 14, 2018

Now you’re tasked to take over a function that once belonged to marketing. Your organization has veered into a content driven account. Getting Ahead in Your Sales Enablement Role. You’ve just been promoted to be the new Head of Sales Enablement.

Account Management 59

Account Management Management Sales Marketing 59

Flevy

MARCH 20, 2024

This framework is applicable across various organizational functions such as Finance, Accounting, Marketing, Customer Service, Compliance, and IT/MIS.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

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. It was on budget day so those from accountancy and tax practices had a lot going on. Proactive marketing and business development executives – CRM, internal engagement and career insights.

CRM 100

CRM Marketing Interpersonal Skills Client Relationships 100

Red Star Kim

OCTOBER 17, 2022

Marketers from law, accountancy, engineering and property firms joined a PM Forum workshop to share ideas on how to improve our writing. From the offices of our hosts (Thank you firm Boodle Hatfield!) we looked out at the iconic building (nicknames including The Vase, The Boomerang and The Beer Gut).

Remote Working 130

Remote Working Communication Internet Decision-making 130