Mercuri International

FEBRUARY 7, 2025

Investing in virtual selling training will ensure teams can maintain strong client relationships in a digital world. By investing in targeted training and building a culture of continuous learning, sales teams can thrive in an increasingly digital world.

Virtual Selling 52

Virtual Selling Client Relationships Digitalization Prioritization 52

Red Star Kim

NOVEMBER 1, 2023

Protectionism – Some fee-earners could be insecure and defensive about sharing client information and relationships. The culture and rewards systems sometimes worked against integrated client teams. Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Customer Think

MARCH 27, 2024

Complex payment processes can frustrate everyone involved – customers and businesses alike. But when we simplify payments and offer more flexible options, it’s a win-win. Smooth transactions aren’t just convenient; they’re a sign that we’re here to make things easier for our customers.

Client Relationships 52

Client Relationships Digitalization Marketing 52

Red Star Kim

FEBRUARY 6, 2023

Vuture – his first martech contribution in the digital marketing space – is a recognised and trusted system for many professional services firms. Data is the lifeblood of both traditional and digital marketing. Although HubSpot has suggested the figure is closer to 22% with data from 2013-14 Database Decay Simulation (hubspot.com) ).

Marketing 26

Marketing Artificial Intelligence CRM Digitalization 26

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. Capacity planning – Research suggests that humans can probably manage a maximum 150 to 250 close relationships.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Sales Gravy

JANUARY 8, 2024

This episode is a blend of practical advice, innovative techniques, and motivational insights that can transform your approach to sales and client relationships. This section of the podcast offers a goldmine of ideas for digital prospecting, including leveraging LinkedIn for networking and content distribution.

Innovation 104

Innovation Client Relationships Sales Digitalization 104

Account Manager Tips

OCTOBER 11, 2021

Send useful information that is valuable to your clients and stimulates conversation. Client relationships aren't built over email - so pick up the phone once in a while or setup a face-to-face meeting. Even if you use pen and paper for notes, consider moving them to a digital notetaking app. Avoid "checking in."

Account Management 246

Account Management Key Account Management Management Suppliers 246

Account Management Skills

JANUARY 11, 2022

In this episode we talk about making client relationships more profitable. We covered so many different areas including: What clients really value and how to talk the client language. Why you need to establish and nurture senior client relationships. Welcome to Episode 53. And it’s so practical.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

The Center for Sales Strategy

NOVEMBER 4, 2021

Who wouldn’t want to hand over humdrum tasks to digital systems so they could spend more time on activities that are fulfilling. Although it may sound counterintuitive, many of the processes facilitated by sales automation software actually make it easier for sales reps to dedicate additional resources to enhancing client relationships.

Client Relationships 92

Client Relationships Facilitation Digitalization Software 92

Red Star Kim

SEPTEMBER 26, 2022

And where they want to spend more time in the future: 30% digital marketing, content marketing and social media. 30% something else (comments included integrated marketing campaigns and key client programmes). 56% of delegates felt that the digital strategy at their firm really good, 33% average and 11% said that it needed improvement.

Digitalization 147

Digitalization Media Marketing Communication 147

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. The OnePlace legal client relationship management system was acquired by InTapp in 2019. OnePlace/Intapp Another delegate mentioned he liked using this system.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

DemandFarm

MAY 22, 2023

While we examine these, let’s also look at how each role can benefit from Digital Key Account Management. Key Account Managers can, in turn, provide insights on maintaining long-term client relationships, personalizing solutions, and handling complex client issues.

Key Account Management 52

Key Account Management Account Management Digitalization Sales Management 52

Red Star Kim

SEPTEMBER 29, 2023

Consistency was another theme as well as the need for clarity of target audiences and the use of various media outlets, preferred digital channels and modes of engagement. How happy are you with your CRM (and integrated mailing, analytics and relationship management capabilities)?

Marketing 130

Marketing Stakeholders Communication Digitalization 130

Red Star Kim

APRIL 24, 2023

There have been many requests recently for inhouse training on telephone skills to support client service and selling both for fee-earners and support staff. Earlier in April I ran a public MBL “Pick up the phone – Client service and sales opportunities for professionals in the digital age” online training workshop.

Emotional Intelligence 26

Emotional Intelligence Financial Services Decision-making Digitalization 26

Account Manager Tips

DECEMBER 13, 2023

Don't get left in the digital dust—Embrace AI to power-up your account management with smart decisions, precision insights, unbeatable efficiency and revenue growth.

Account Management 130

Account Management Management Digitalization Client Relationships 130

Red Star Kim

NOVEMBER 8, 2022

So, it seemed appropriate to revisit the topic in the light of recent developments – the return to office working, the accelerating digital revolution, the escalating war for talent and the myriad other challenges facing the profession – all of which place huge demands on leaders. Whether digitally or in person. Digital body language.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100

Zendesk

FEBRUARY 3, 2023

Common customer expectations for the digital banking experience Customers expect an excellent customer experience regardless of industry. To wow and retain customers, banks will need to keep up with the kinds of fast, personalized, and seamless digital experiences that consumers’ favorite businesses are already providing. Deloitte 5.

Banking 52

Banking Customer Experience Digitalization Financial Services 52

Account Manager Tips

DECEMBER 13, 2023

Don't get left in the digital dust—Embrace AI to power-up your account management with smart decisions, precision insights, unbeatable efficiency and revenue growth.

Account Management 124

Account Management Management Digitalization Client Relationships 124

Upland

JANUARY 29, 2024

This key component of account planning involves analyzing current client relationships to uncover areas where additional products or services could be beneficial. Your sales teams can expand your offerings within known accounts, leveraging established trust and empathy with clients.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Red Star Kim

FEBRUARY 28, 2023

We explored lots of ideas around segmentation, market mapping, emerging private client niches and the creation and use of personas. And looked at how such tools might be applied to both web site SEO strategies and other digital marketing strategies. 100% yes Do you have plans to enter or develop new markets?

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Account Manager Tips

SEPTEMBER 7, 2022

Instead, adapt your value proposition to each client to become truly unique to them. Sadly, letter writing seems to be a lost art in the digital age we live in. Developing Knowledge-Based Client Relationships. World Letter Writing Day #WorldLetterWritingDay is September 1st. Which is a shame.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

Red Star Kim

DECEMBER 9, 2022

The Sustainable Cities Index 2022 was launched in 15 countries with a suite of content assets, including a highly visual digital report, video and interactive tool to compare city performance. client relationship management (CRM) (kimtasso.com) JLL. The campaign. Remit Consulting – Property benchmarking.

Leadership 26

Leadership Marketing Future of Work Profitability 26

Engage Selling

MARCH 31, 2016

The digital age often makes us forget about the old school approach to developing our relationships. Want more strategies to improving client relationships? Try this simple idea out and see for yourself the massive difference it makes! Get your copy … Read More »

Client Relationships 48

Client Relationships Digitalization Sales Management 48

Account Manager Tips

AUGUST 31, 2022

Instead, adapt your value proposition to each client to become truly unique to them. World Letter Writing Day + Handwriting seems to be a lost art in the digital age we live in. Developing Knowledge-Based Client Relationships. Differentiation won't come from competing on features. Which is a shame.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

Arpedio

MARCH 5, 2024

It’s the backbone that sustains client relationships, fosters loyalty, and ultimately drives growth. In this digital age where competition is fierce and customer expectations are soaring, the need for robust account management strategies has never been more pronounced.

Account Management 52

Account Management Management Client Relationships Prioritization 52

Showpad

JANUARY 12, 2020

Automating and digitizing these processes can generate efficiency and effectiveness. But imagine if the rep never had to embark on the unproductive journey at all; that with a few clicks they could access that Sales enablement asset and every other piece of collateral within a single, unified digital ecosystem.

Software 69

Software Software Sales Onboarding 69

Apptivo

OCTOBER 21, 2021

So it makes sense that anything that can improve a business’ relationship with existing and incoming customers is a worthy investment. And that’s why client relationship management tools or CRM tools have been on the rise. A cornerstone of any digital tool is its ability to automate repetitive tasks. Set up automation.

CRM 98

CRM Healthcare Software Software 98

Red Star Kim

APRIL 12, 2023

However, the digital revolution reduced the distinction between B2C (Business to Consumer) and B2B marketing with increasing use of digital marketing throughout the professional services client journey. PM Forum provides dedicated training courses on digital marketing – including social media and digital content production.

Media 100

Media Marketing B2C Stakeholders 100

Account Management Skills

MARCH 20, 2023

We talk about: – how the roles and the skill sets are different – how they work together on projects and retainers – how they manage the client relationship – what friction points can occur and how they overcome them – their advice for agencies thinking of moving to an AM/PM model.

Digitalization 52

Digitalization Account Management Decision-making Management 52

Hubspot Sales

FEBRUARY 21, 2025

By narrowing your focus, you improve conversion rates and build lasting client relationships. Ive learned to prioritize accounts based on these digital breadcrumbs rather than just firmographic data like company size or revenue. Use behavioral signals to prioritize accounts.

Value Proposition 52

Value Proposition Stakeholders Decision-making Prioritization 52

Red Star Kim

OCTOBER 16, 2023

While the delegates had some exciting mountain climbing, sailing and diving adventures to report – they observed that often their people focused on digital events and tended to be “chained to desk ”. And to know when to cut their losses and move onto other potential referrer relationships.

Management 130

Management Emotional Intelligence Onboarding Communication 130

DemandFarm

JULY 26, 2023

Quality over Quantity: How Focusing on a Select Few Accounts Can Drive Greater Success in Digital Key Account Management As digital Key Account Management grows in relevance, many organizations find themselves confounded by the question of whether obtaining new customers is more important than retaining existing key clients.

Key Account Management 40

Key Account Management Account Management Digitalization Management 40

Engage Selling

SEPTEMBER 17, 2015

We spoke about effective strategies for selling to Millennials, managing a Millennial sales force, and how selling is changing in today’s digital world. It was a pleasure to join Ryan Jenkins on the Next Generation Podcast. Here are a few takeaways from the interview: How you can effectively sell across generations.

Management 78

Management Digitalization Sales Client Relationships 78

Showpad

SEPTEMBER 6, 2019

Building an Engaging Digital Footprint at Scale. With help from Marketing, Sales can develop their “digital brand” to add value to client relationships. This article explores these two categories as well as possible solutions. Where Marketing Meets Sales?Building The Promise of Simplicity for B2B Marketers is a Lie.

B2B 45

B2B Client Relationships Sales Digitalization 45

SBI

JANUARY 22, 2020

Join Dale Mitchell, Head of Fujitsu Americas Sales Operations, Enablement and Digital Transformation, and Nancy Nardin to learn how Fujitsu America is shattering siloes to transform their Account Planning program. Reframe client relationships with more strategic conversations and engagement. WHEN: THURSDAY, 2/13 AT 11AM PT.

Digital Transformation 43

Digital Transformation Account Planning Client Relationships Digitalization 43

Showpad

MAY 7, 2021

Before COVID, 52% of global respondents said traditional sales interactions were more important to customers, compared to the 48% that preferred digital sales interactions. After the pandemic, those numbers were flipped: Now, 66% said digital sales interactions were more important, with just 34% sticking to traditional methods.

Sales 59

Sales Digitalization Onboarding Remote Working 59

ACT

MARCH 21, 2023

This could minimise its dependence on professional website development and digital marketing companies. Given that professional services firms thrive on client relationships, without the utilisation of technology, a lack of skilled professionals could be catastrophic. That could perpetuate the labor shortage further.

Digital Transformation 52

Digital Transformation Remote Working Artificial Intelligence Client Relationships 52