Customer Think

DECEMBER 22, 2022

Communication is a critical part of the feedback management process. Truth to be told, the feedback loop ought to begin and end in precisely the same manner: with a cooperation with the client or client who presented the feedback. Sadly, a typical trend among the groups we work with is that they quickly change from […].

Communication 119

Communication Management 119

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. What are the Tenets of Account Management?

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

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. Take time to scope Scoping is a key aspect of project management.

Leadership 130

Leadership Management Stakeholders Communication 130

Red Star Kim

MAY 11, 2023

This post reviews the core material covered in Managing Brands Chartered Institute of Marketing (CIM) professional qualification (Level 6 elective New CIM professional marketing qualifications – 2020 (kimtasso.com) ) and the Cambridge Marketing College’s Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com).

Management 130

Management Co-Creation Publishing Leadership 130

Strategic Account Management Association

SEPTEMBER 22, 2020

8 webinar, “The new health system supply chain mandate: What every SAM needs to know,” hosted by SAMA and presented by Advisory Board’s Brandi Greenberg. . As a strategic account manager (SAM), you know how important it is to speak your customers’ language and see the world through your customers’ eyes.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Red Star Kim

FEBRUARY 9, 2023

Here are the highlights on Referrer and Intermediary Management – Silos, Targets and Culture. Overcoming silos and internal communication for cross-selling A key barrier to cross-selling and internal referrals was that firms were structured into silos. This supported mutual knowledge of their professional work.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Red Star Kim

JULY 7, 2023

At this week’s change management for professional practices workshop, I welcomed delegates from legal, accountancy and property firms. Their roles included managing partner, head of HR, operations manager, lawyer and property management team leader. So the delegate highlights are presented accordingly.

Management 130

Management Emotional Intelligence e-Learning Leadership 130

Flevy

JUNE 27, 2024

Having a Strategic Management Office –i.e. The SMO is the team responsible for managing the Corporate Strategy of the organization. The ultimate role to execute Strategy lies with the line managers and employees. More specifically, the SMO should manage 9 cross-functional processes, depicted below.

Management 97

Management Facilitation Finance Performance Review 97

Account Manager Tips

AUGUST 4, 2022

B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. Account Manager Tips · 1. Clash of the Generations: Managing the New Workplace Reality Why this book? Why Introverts Make Better Networkers.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

KAM With Passion

FEBRUARY 8, 2021

Are you in charge of a true Key Account Management initiative? A true Key Account Management initiative comes on top of your usual sales and customer management activities. Defining how the initiative will be managed and with which resources is crucial. Build your KAM initiative on rock-solid principles.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Hubspot Sales

JANUARY 12, 2021

But when it comes to sales, some managers might have trouble delivering on it — often through no fault of their own. One of the most common, contentious issues sales managers run into with sales reps is lack of motivation. It's not uncommon for managers' capacity and flexibility to coach to be limited by time constraints.

Sales Management 141

Sales Management Management Sales Sales Training 141

Red Star Kim

DECEMBER 12, 2023

In early December (and despite the train strike), we gathered at the offices of London | Simmons & Simmons (simmons-simmons.com) for a workshop on “Future Marketing and Business Development Manager”. Future Marketing and Business Development Manager: Connections, Collaboration, Context, Creativity, Cause and Continuous learning.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Red Star Kim

SEPTEMBER 29, 2023

The Managing Partners’ Forum (mpfglobal.com) holds quarterly meetings of its Advisory Board where senior leaders discuss issues pertinent to the professional services sector. Experience in stakeholder management and funding is also desirable.

Meetings 130

Meetings Government Management Finance 130

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion.

Account Management 96

Account Management Management Client Relationships Business Growth 96

Account Manager Tips

JUNE 29, 2021

Improve communication. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Do you make the first move and present a compelling proposal that positions you as the partner of choice? Provide Value Reports that present measurable shareholder and stakeholder value.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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. Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Others may find that the M&BD team is responsible for research.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

DECEMBER 14, 2022

for a day workshop on “Future Marketing/BD Manager” with PM Forum. Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution. Prepare to be a manager (next year). Management capabilities. Learn how to manage others. Act as a manager. The key themes were: Present.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Red Star Kim

JANUARY 3, 2023

Change management 20 insights on change management processes and communication (kimtasso.com). Presentation skills (and video) An introduction to presentation skills – Easy as ABC (Video) (kimtasso.com). Referrer management Referrer Management workshop (June 2022) (kimtasso.com). kimtasso.com).

Leadership 130

Leadership Publishing Management Communication 130

Account Manager Tips

SEPTEMBER 7, 2022

More and more companies expect their key account managers to be thought leaders. Why key account managers need a personal brand I've been collecting job descriptions for years. I was a little startled to find key account managers are now expected to be thought leaders. Director of Account Management, Conduent. Here's how.

Key Account Management 130

Key Account Management Account Management Management Media 130

Hubspot Sales

OCTOBER 1, 2021

Contact management means working with large amounts of data, often amounting to tens or even hundreds of thousands of different people's contact information. Options to import and export files using CSV are present in plenty of popular apps, such as Google Contacts and Outlook. You waste a lot of your time repeating the same tasks.

Management 119

Management CRM Decision-making Customer Experience 119

Upland

JANUARY 26, 2020

Communication. It’s about bringing insight to the customer to present solutions that benefit them, thereby increasing sales. To stay on top of your lead pipeline and manage your sales, you will need to have a scheduled cadence in place. Communication. Calibration. We started this blog with a U.S.

Account Planning 195

Account Planning Shareholders Publishing Communication 195

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. This is challenging as everyone is time poor and most communications are digital. Everyone is different.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Your skill as a manager is only as good as your foundation.

Sales Management 116

Sales Management Management Energy and Utilities Emotional Intelligence 116

Mike Kunkle

AUGUST 30, 2023

Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. Some might question the efficacy of these enablement professionals, even though they can’t personally direct the course of the front-line sellers and their managers. The answer is, one bite at time.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Upland

MAY 4, 2023

These are: Calibration Cadence Coaching Communication KPIs Calibration Successful account planning is all about getting the right calibration – you need the right-sized account plan, the right plan type, and the correct functionality and activities for your revenue team.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Red Star Kim

MAY 3, 2023

Work roles varied across marketing, business development, PR, internal communications, events, digital and graphic design. Power of Three I described the concept of the power of three in persuasion previously Power of three – Writing and presentation basics (Video) (kimtasso.com).

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

Red Star Kim

JANUARY 26, 2024

Delegates shared experiences about assuming a worst-case scenario, worrying about increased workloads and panicking in advance of a presentation. We discussed cognitive distortions and how to manage them. You should speak to your line manager if you often feel stressed. There is often a lot of use of the word “should” as well.

Meetings 130

Meetings Digitalization Communication Management 130

Red Star Kim

JULY 17, 2023

So it was comforting to look at the statistics of how many people felt anxious in social settings, on the phone, at work and when presenting. Building Resilience – Regulation, Reframing, Relationships and Reflection (kimtasso.com) Set small, manageable goals – Break down big challenges into small, bite-sized pieces.

Communication 130

Communication Meetings Financial Services Government 130

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. Just 42% say sales managers at their organization are actually held accountable for providing good coaching. It’s a time to recognize, educate, communicate, and motivate.

Sales Management 90

Sales Management Management Sales Meetings 90

Flevy

FEBRUARY 15, 2022

Today’s dynamic and shrinking world necessitates taking an expanded approach to Innovation Management. Most of the organizations have not been able to sufficiently internationalize their Innovation Strategies to make use of the multifaceted knowledge scattered world-wide; knowledge necessary for present-day products and services.

Innovation 111

Innovation Banking Communication Marketing 111

Red Star Kim

FEBRUARY 14, 2023

Manage limiting beliefs During the coaching module, there was much discussion about limiting beliefs or limiting assumptions. This requires you to listen carefully to what is being said and to observe non-verbal communication that might suggest that there is something else to consider. Delegate views and poll results are shown below.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders 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. Firms anticipate an average 8.3% increase in marketing budget 6.

Marketing 130

Marketing Leadership Profitability Digitalization 130

Envisio

JUNE 28, 2023

When done correctly, it turns today’s vision into tomorrow’s reality–but in order to meet the goals in the plan efficiently, these organizations need a management reporting system that helps them implement their plan. In this way, a good management reporting software is the foundation for successful strategy execution.

Management 92

Management Government Stakeholders Decision-making 92

Red Star Kim

SEPTEMBER 22, 2022

All communications were disrupted during lockdown – the telephone once again became a valuable means of communications in the absence of face-to-face meetings. For less experienced people, the telephone is a medium where – as it is a truly interactive mode of communication – there was little control and more uncertainty.

Emotional Intelligence 130

Emotional Intelligence Communication e-Learning Digitalization 130

Red Star Kim

SEPTEMBER 20, 2023

As such, it addresses two critical elements of good communication – being concise and clear. The techniques should boost your confidence in your communication skills, save you time and improve collaboration. Being able to summarise a topic is a key skill when communicating to leaders.

Communication 113

Communication Meetings Publishing Decision-making 113

Red Star Kim

FEBRUARY 15, 2024

MBD executives, advisors, managers, client services executives and BDMs from law firms, economics and management consultancies joined a PM Forum workshop on “Coaching and Consulting Skills for Marketing and Business Development”. But coaches resist the temptation to tell. Coaches and consultants use facilitation skills.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Red Star Kim

SEPTEMBER 26, 2023

I presented a methodology to design marketing and BD team structures in November 2015. Process integration – Some firms separate out marketing, communications and sales functions – usually the larger firms where more specialisation is required. In this case, account managers liaise with the fee-earners.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130