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

NOVEMBER 7, 2022

It covered companies across many sectors including media/marketing/advertising, hospitality & leisure, construction, retail, financial services/accountancy and real estate. Accountancy marketing case study – MHA (kimtasso.com) June 2021.

Leadership 26

Leadership Marketing Financial Services Construction 26

PandaDoc

JUNE 21, 2021

Like it or not, your business needs a lead generation strategy and a sales prospecting process. You’ll also know why you need a strong sales prospecting process and exactly how that will benefit your business. It’s not so much knowing about sales prospecting vs lead generation, as knowing how and when to prioritize one or the other.

Sales 98

Sales Decision-making Small Business Meetings 98

Hubspot Sales

MARCH 18, 2019

As professional services firm BTS points out , key account programs often lead to increased costs and lower margins. But if you use the right key account strategy, you'll reap greater sales volume and long-lasting strategic relationships. The Benefits of Key Account Management. Key Account Management Strategy.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

QYMATIX

MAY 27, 2024

B2B wholesalers in many sectors, such as electrical wholesalers, industrial supplies and component retailers, now benefit from modern predictive sales software. The B2B wholesale market is a fast-moving market characterised by intense competition and constant change. Which sales employee, however experienced, can calculate that?

B2B 52

B2B Artificial Intelligence Manufacturing Sales 52

Nutshell

SEPTEMBER 30, 2024

Although typically thought of as a sales tool, CRMs can play an important role in marketing as well. Plus, integrating your sales and marketing platforms and combining your data helps you enhance the entire user experience and make your sales and marketing processes more efficient.

CRM 113

CRM Advertising Internet Software 113

Cosawi

JANUARY 29, 2024

In the work we do, we find fascinating to see that Marketing as a function is often missing at the strategic account table. In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Arpedio

FEBRUARY 26, 2024

If you find yourself in a competitive business landscape, then you probably also know that sales teams are constantly on the lookout for innovative strategies to enhance their effectiveness and drive revenue growth. A strategy that has gained significant traction in recent years is Account-Based Selling (ABS).

Advertising 52

Advertising Sales CRM Media 52

Red Star Kim

OCTOBER 16, 2023

And the problem was compounded with extraordinarily long lead times for sales through complex decision-making processes in professional services. Some looked to LinkedIn’s Sales Navigator to drive data and process. Another area for discussion was sales training and sales process management.

Management 130

Management Onboarding Emotional Intelligence Communication 130

ProlifIQ

MARCH 30, 2023

Account Planning Template for B2B Sales Teams You can steal the key account plan template we use with customers here. We’ll cover each part including: Business Overview Objectives & goals Relationship Mapping White Space (Expansion) Action Introduction: What is Account Planning? What are the next steps?

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

Cosawi

JANUARY 24, 2025

. “ Customer-Led and Team-Enabled ABM ” represents a paradigm shift where Marketing is seamlessly integrated with KAM teams to deliver tailored solutions, enhance engagement, and drive value for strategic accounts. Key Actions Define account roles clearly: Dedicated account marketing roles ensure focus and alignment.

Co-Creation 40

Co-Creation Marketing Key Account Management Value Proposition 40

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

SBI Growth

AUGUST 14, 2018

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

Account Management 59

Account Management Management Sales Marketing 59

Red Star Kim

JUNE 15, 2023

My KAM/relationship management experience (0=low, 10=expert): 0% 18% 18% 9% 9% 9% 18% 18% 0% 0% Have you had formal sales training?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

DECEMBER 5, 2023

Sometimes marketing and sales system are not integrated. And there was the added complication of long sales cycles. 0% Yes 50% No – self-taught/experience 50% No – unfamiliar with sales/selling concepts Where is most of your time spent? 5% Never 89% Occasionally 5% Often Have you had formal training in selling?

CRM 100

CRM Marketing Interpersonal Skills Client Relationships 100

Red Star Kim

FEBRUARY 9, 2023

And explored various sales methodologies. Referrers and events Organising and attending events were an integral part of marketing and business development activities to create and strengthen relationship with referrers. We considered the power of curiosity What is curiosity and why is it important in business relationships?

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Red Star Kim

JUNE 27, 2023

31% Objectives 19% Clarity on markets and services 25% Planning and execution 25% Effectiveness Having seen the definition of thought leadership, do you think your campaigns are mostly: 38% Communications campaigns 63% Thought leadership campaigns Are your campaigns integrated with your sales/relationship management plans?

Leadership 130

Leadership Management Stakeholders Communication 130

LinkedFusion

AUGUST 27, 2023

Account-based marketing is a marketing tactic that is sales-oriented. Generally, marketing strategies generate leads, and then sales teams try to convert them. But the same is not the case with account-based marketing. The holy grail is scaling your personalized ABM campaigns.

Marketing 52

Marketing B2B Client Relationships Organization 52

LinkedFusion

AUGUST 27, 2023

Account-based marketing is a marketing tactic that is sales-oriented. Generally, marketing strategies generate leads, and then sales teams try to convert them. But the same is not the case with account-based marketing. The holy grail is scaling your personalized ABM campaigns.

Marketing 52

Marketing B2B Client Relationships Organization 52

Strategic Communications

OCTOBER 3, 2023

SOCIAL ADVERTISING During the pandemic, shopping became more virtual, with social media platforms emerging as an increasingly popular shopping outlet, notes Paige Arnof-Fenn, founder and CEO of Mavens & Moguls, a global strategic marketing consulting firm. TikTok has product links too.”

Marketing 80

Marketing Advertising Co-Creation Media 80

Arpedio

MAY 30, 2022

But what happens when that many sales leaders gather in New Orleans? McKinsey (see graphic below) investigated thirty go-to-market channels (e.g., digital advertising, social media, email, phone, in-person) and found that a multi-channel approach increased sales effectiveness by 10% from 2020 to 2021. Share on facebook.

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

Red Star Kim

FEBRUARY 14, 2023

Combined solution to a consulting scenario After break out groups, a combined solution for exploration and interventions covered: Before any meetings: Obtain information and research on the aims, issues and options identified Consider completing a marketing audit Marketing basics – Marketing audits with onions and pestles (kimtasso.com) External environment (..)

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

DECEMBER 2, 2022

No – unfamiliar with sales/selling concepts. Marketing/BD planning. Occasionally. All the time. Poll: Have you had formal training in selling? No – self taught/experience. 39% (7). . Poll: Where is most of your time spent? Awareness raising. Lead generation. Winning new business. 11% (2).

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Insightly

AUGUST 3, 2022

In recent years, monday.com has surged to the front of the pack regarding online work management tools, especially for robust teams of marketers, developers, designers and salespeople. monday.com is even expanding into the sales arena with seemingly attractive CRM features. . Why is Insightly the best monday.com alternative?

CRM 52

CRM Small Business Marketing Decision-making 52

Red Star Kim

APRIL 12, 2023

The situation is further complicated by the fact that different B2B services might have significantly different client journeys and sales cycles and thus strategies. Furthermore, many transactional services are often promoted through third party referrers and intermediaries – another form of B2B.

Media 100

Media Marketing B2C Stakeholders 100

Hubspot Sales

FEBRUARY 21, 2025

Two years ago, my sales pipeline was a mess leads ghosted after the first call, and I struggled to keep track of contacts with notes scattered across multiple tools. Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months.

Value Proposition 59

Value Proposition Stakeholders Decision-making Prioritization 59

Flevy

MARCH 20, 2024

Based on sales and downloads of the FlevyPro frameworks , here is what we found to be the top 10 Digital Transformation frameworks used by management consultants. 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