Red Star Kim

JULY 11, 2022

Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure. Some reported that the reward systems worked against initiatives that reach beyond the immediate client and market focus of individual fee-earners (e.g. For example: Internal communication – Why, how and what (kimtasso.com).

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Hubspot Sales

AUGUST 26, 2024

I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. In fact, when you’re tenacious enough to book a call, data from Marketing Wizdom suggests that a mere 2% of sales leads will close on the first meeting.

Sales 122

Sales Meetings Communication Stakeholders 122

Account Manager Tips

JUNE 29, 2021

Recognize market trends as well as the strengths and weaknesses of competitors. Improve communication. Create contact plans to keep in touch with key stakeholders in your company and your client's. Or wait until they go out to the market and invite our competitors to bid for their business? Create sustained value.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. Differentiation is a critical aspect of professional services marketing and is no different in personal brands.

Marketing 130

Marketing Stakeholders Communication Digitalization 130

Brooks Group

JANUARY 9, 2025

Essential Skills for Sales vs. Account Management The specific requirements of each role will vary depending on your companys unique market, environment, and goals. Developing rapport: Identify a buyers behavior style and tailor your communication to match.

Account Management 104

Account Management Management Sales Value Proposition 104

Hubspot Sales

SEPTEMBER 12, 2024

Keep this age group in mind as you try to hone your messaging and outreach, but don’t forget that younger buyers will be entering the market in the coming years. They rely on these platforms 60% of the time, which is far more than their next leading source of new information, which is marketing emails at 41%.

B2B 116

B2B B2C Decision-making Software 116

Red Star Kim

NOVEMBER 13, 2023

Private client management and marketing: Business plans, recruitment, assessments and automation. And 90% didn’t have a marketing plan for private client. We spent some time on mission and value statements (looking at examples from other private client teams) – and how they are formed through analysis and discussion with stakeholders.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Hubspot Sales

AUGUST 27, 2024

A well-crafted AI-powered pricing strategy helps companies to be competitive in their target market. It can help them to be resilient to changing market conditions, and achieve their profitability goals. AI pricing helps to maximize revenue and profitability while ensuring that prices remain competitive and aligned with market trends.

Artificial Intelligence 103

Artificial Intelligence Profitability Telecommunications Retail 103

Red Star Kim

SEPTEMBER 26, 2023

I presented a methodology to design marketing and BD team structures in November 2015. Some of the points raised then remain the same, whilst new market conditions bring additional components into the equation. They learn about their markets and clients, help formulate strategy and develop plans.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Red Star Kim

JULY 22, 2022

Despite being published in 2018 (before the Covid pandemic pushed digital marketing into the stratosphere) and being pretty basic it has some good content. So here’ a book review: Build your digital marketing strategy by Steve Brennan. Know your customer starts with “Marketing connects when it triggers emotional responses in people”.

Digitalization 130

Digitalization Marketing Construction Publishing 130

Hubspot Sales

MARCH 13, 2025

B and C sales players typically initiate opportunities at low levels, view everyone as a buyer, lead with product, dont gain access to key stakeholders, fail to uncover business issues, and dont establish value with compelling costs vs. benefit analyses. Prioritize Communication. Evaluate the current reality.

Meetings 95

Meetings Sales Stakeholders Decision-making 95

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. This conundrum can breed skepticism, both within the enablement team (as mentioned above) and from the stakeholders in their organization. It’s a classic case of influence without authority.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Flevy

JULY 6, 2022

Account-based Marketing (ABM) solutions are valuable to implement the ABM approach. ABM systems facilitate the stakeholders in creating the most qualified leads, developing tailored purchasing journeys, enhancing the lifetime value of customers , and maintaining a healthy pipeline of promising accounts. Account Intelligence.

Marketing 109

Marketing Account Management Facilitation CRM 109

Red Star Kim

AUGUST 11, 2022

Then it looks at the change management process (without mandating particular processes or steps) in detail – with an emphasis on stakeholder engagement before, during and after the change process and the various process groups and inputs/outputs required: Evaluate change impact and organizational readiness. Executive communication plan.

Management 130

Management Stakeholders Digital Transformation e-Learning 130

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

Planview

FEBRUARY 13, 2025

By leveraging advanced technologies, digital supply chains enhance efficiency, reduce costs, and improve responsiveness to market demands. Traditional supply chains relied heavily on manual processes, paper-based documentation, and limited information sharing between stakeholders, leading to delays, inefficiencies, and a lack of transparency.

Supply Chain 52

Supply Chain Digitalization Manufacturing Digital Transformation 52

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. Investment in the global real estate market was nearly $11.5

Marketing 130

Marketing Leadership Government Logistics 130

Upland

AUGUST 25, 2023

An influence map is a visual tool that helps you identify and understand the stakeholders who have a say in your project or decision. It can be used to: Identify the key stakeholders who need to be engaged in order to achieve your goals. Understand the relationships between stakeholders and how they influence each other.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Upland

MARCH 29, 2023

They must consistently create, measure, and communicate value to the customer. Sales professionals can build stronger relationships with key stakeholders by assessing their relationships and relationship gaps. They can leverage their relationships with key stakeholders to drive additional revenue and build long-term partnerships.

CRM 195

CRM Management Stakeholders Decision-making 195

Sales Gravy

FEBRUARY 18, 2025

In some markets, diving straight into business is a sign of respect and efficiency; in others, building rapport is crucial before any serious conversation can start. Being agile enough to flex your communication style to fit local norms is a hallmark of top-performing sales consultants.

Supply Chain 79

Supply Chain Artificial Intelligence Innovation Profitability 79

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!). Do you feel there is a lot of crossover between them?”

Media 100

Media Marketing B2C Stakeholders 100

Red Star Kim

SEPTEMBER 26, 2022

Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”. 11% supporting internal communications.

Digitalization 147

Digitalization Media Marketing Communication 147

Red Star Kim

JUNE 27, 2023

In the 2023 Annual International Marketing Benchmark – PM Forum and Meridian West (kimtasso.com) client Experience (CX) and thought leadership remained top business development priorities. The key themes arising on campaigns, thought leadership and project management – Early engagement, scoping and risk management.

Leadership 130

Leadership Management Stakeholders Communication 130

DemandFarm

NOVEMBER 22, 2024

Relationship Intelligence and Stakeholder Knowledge The best account managers know business is personal. They create trust-based connections by mapping out and understanding key stakeholders, tracking team shifts, and staying updated on client organization changes. Core Traits of High-Performing Account Managers 1.Relationship

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

DemandFarm

JANUARY 12, 2025

These elements are often challenging to maintain in organizations where sales, marketing, and customer success operate in silos. The lack of alignment among sales, marketing, and customer success teams results in inconsistent customer experiences, missed revenue opportunities, and operational bottlenecks. What is RevOps?

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

Red Star Kim

OCTOBER 25, 2023

CogniClick is a nifty system (backed by an expert team) to enable you to conduct fast, quick polls and pulse surveys amongst your clients and stakeholders and to also develop maturity assessments and similar thought leadership content. Another valuable AI-powered tool for the MarTech armoury.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130

Nutshell

SEPTEMBER 18, 2024

Navigating the complexities of B2B sales, especially with high-value enterprise deals and multiple stakeholders, can be challenging. The Miller Heiman sales process incorporates methodologies for opportunity management, stakeholder engagement, and solution selling.

Stakeholders 126

Stakeholders Sales CRM Value Proposition 126

Hubspot Sales

AUGUST 26, 2020

Account-based selling typically encompasses all the following functions of your business: Marketing. Your marketers and salespeople pinpoint vital stakeholders within the target company. The means of communication must reflect the prospect’s preferences. Which communication channels they prefer. Customer Success.

Stakeholders 138

Stakeholders B2B Decision-making Sales Environment 138

Hubspot Sales

JULY 7, 2020

Have you worked with challenging stakeholders? With data being front-and-center for many sales organizations, sales analysts can sometimes be tasked with completing analysis for demanding stakeholders. How do you track consumer and market trends? What is your communication style? How did you handle the situation?

Stakeholders 127

Stakeholders Sales Communication Prioritization 127

Arpedio

JANUARY 30, 2025

Traditional sales and marketing efforts try to capture as many leads as possible, hoping that some will convert. Why Account-Based Everything is Changing Sales ABE is a game changer because it breaks down silos between sales, marketing, and customer success , aligning them around the same high-value accounts.

Stakeholders 52

Stakeholders CRM Customer Success Account Management 52

Account Manager Tips

OCTOBER 11, 2021

Doesn't communicate Key accounts have vast networks of stakeholders (internal and external). So it's important you continue to develop your communication and relationship building skills. Doesn't understand their value proposition A bad key account manager relies on marketing for messaging. Internal teams. Be realistic.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Account Manager Tips

NOVEMBER 19, 2022

Measure and communicate value in a way that means something to them. For instance, compare marketing to human resources. Marketing KPIs Brand awareness. In addition, they're cross referenced with related KPIs which is useful when looking to appeal to multiple stakeholders. Speak your clients' language. Bernard Marr.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Red Star Kim

MARCH 4, 2024

a lawyer or accountant) takes line management responsibility for someone in marketing and business development. The fee-earner may not have been trained in marketing and business development. You might try non-threatening communication techniques (see leadership conversation skills: SCARF model of neuroscience (kimtasso.com) ).

Management 147

Management Communication Leadership Digitalization 147

Brooks Group

APRIL 17, 2025

Personalize Experiences Tailor communications and offerings based on customer data and preferences and avoid generic one-size-fits-all messaging. Develop ability to identify and engage all stakeholders and their unique priorities. Long-Term Planning Build understanding of customers industry, market trends, and competitive landscape.

Supply Chain 52

Supply Chain Sales Training Sales Suppliers 52

DemandFarm

MARCH 31, 2025

In the past, account managers spent significant time on manual tasks like logging customer interactions, scheduling meetings, updating CRM records, and manually tracking stakeholder engagement. Providing AI-driven insights into account health, whitespace opportunities, and stakeholder influence, enabling proactive decision-making.

Account Management 40

Account Management Key Account Management Management Account Planning 40

Hubspot Sales

JANUARY 11, 2021

The good news is that B2B sales tools exist to simplify these processes by 1) streamlining and automating sales tasks , 2) making collaboration simple, and 3) ensuring reps have the appropriate resources to communicate with and convert prospects. There are dozens of B2B sales tools on the market today. 16 B2B Sales Tools.

B2B 143

B2B Sales CRM Banking 143

Hubspot Sales

JULY 6, 2021

This team responsible for aligning activities and supporting sales, marketing, and service departments — all of which contribute to revenue growth. A CRO focuses on sales, with relation to everything that goes into driving them, like marketing campaigns or product pricing. CRO Marketing and Product Responsibilities.

Decision-making 126

Decision-making Value Proposition Stakeholders Advertising 126