Strategic Account Management Association

OCTOBER 26, 2021

It is about having the ability to see a future that others do not see; creating and communicating a clear vision, mission and, most importantly, purpose; and having an optimistic, yet pragmatic, outlook that is solution oriented. Empathy can be used to listen as well as communicate. Agile leadership. Caring must be embedded in both.

Account Management 520

Account Management Co-Creation Leadership Decision-making 520

Strategic Account Management Association

MARCH 2, 2022

This involves understanding how the adult learner gets new information and shifting to meet them where they are. Another statistic: While three in four employees see effective communication as the most important leadership attribute, less than one in three say their leaders communicate effectively and efficiently. Why is that?

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Strategic Account Management Association

AUGUST 6, 2021

Commercial Excellence: supports organizational and talent needs, develops and makes available dedicated competency models meeting the requirements of the SV&I organization. Communication is critical. We also introduced a series of new processes that are currently building to maturity.

Supply Chain 520

Supply Chain Logistics Co-Creation Account Management 520

Holden Advisors

SEPTEMBER 21, 2021

discovered that sellers who scattered questions throughout the call, to encourage conversation, and who listened more than talking, consistently secured more follow-on meetings and closed more deals than their colleagues. Make your buyer a champion by ensuring they communicate the financial improvement to their leaders.

Decision-making 435

Decision-making B2B Profitability Account Management 435

Customer Think

FEBRUARY 27, 2023

While PowerPoint is an excellent business tool to communicate ideas, its pervasive, constant use has weakened the impact it once had. While professionals may feel naked in front of an audience without it, spectators often lose interest quickly – if not outright groan upon seeing a long list of slides in front of them. Some […]

Meetings 111

Meetings Communication 111

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. Client relationships aren't built over email - so pick up the phone once in a while or setup a face-to-face meeting. Internal teams.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Upland

JANUARY 26, 2020

Communication. Communication. If you want to get everyone on board with account planning, you need to celebrate, socialize, and communicate your successes. This communication can take the form of a published report or dashboard, monthly email communication to the revenue team, or sharing successes at the quarterly sales meeting.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

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. We started this blog with a U.S. ”

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. In fact between 70 to 80 percent feel vendors are not prepared for their meetings with senior level executives. The good news is senior executives want to meet with you. What do you think the answer was?

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Red Star Kim

MARCH 4, 2024

You might try non-threatening communication techniques (see leadership conversation skills: SCARF model of neuroscience (kimtasso.com) ). You are not communicating effectively It may be that you are not communicating what you plan to do and why in a way that they understand or need. And showing respect and loyalty. Be patient.

Management 147

Management Communication Leadership Digitalization 147

Red Star Kim

JULY 17, 2023

This honest book, written by a young lawyer in 2022, provides insight and guidance on building your network Book review – Great networking by Alisa Grafton (kimtasso.com) How to appear more confident Prepare and plan – Give yourself time to prepare properly for meetings. Consider in advance what you might want to say.

Communication 130

Communication Meetings Financial Services Government 130

Red Star Kim

MAY 22, 2023

I often wonder whether the perceived conversation skills gap was caused by the imposed isolation during the Covid lockdowns or a by-product of the digitisation of communications. First, it looks at the way leaders communicate with their people and help shape organizational culture.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

Red Star Kim

MAY 15, 2023

I often wonder whether the perceived conversation skills gap was caused by the imposed isolation during the Covid lockdowns or a by-product of the digitisation of communications. Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of relationship building or sales conversations.

e-Learning 130

e-Learning Communication Meetings Digitalization 130

Account Manager Tips

OCTOBER 21, 2021

Always have a meeting with your client scheduled for sometime in the future. Even if they ghost you between meetings, you have those placeholders to catch up. Rebalance your communication expectations to align with your value as a supplier. You may need to approach your communication from a different angle.

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

Hubspot Sales

AUGUST 26, 2024

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. Instead of reading months of messages and meeting summaries before crafting an email, you can leave that to AI and jump right back into the sales flow.

Sales 122

Sales Meetings Communication Stakeholders 122

Account Manager Tips

NOVEMBER 16, 2022

Use meeting scheduling apps 7. Create recurring milestone meetings 11. So here are some ideas to help you improve the quality and efficiency of your client communications. And tools like Zapier and Power Automate can connect separate applications to automate your communication processes and workflow. Share the load 4.

Key Account Management 130

Key Account Management Account Management Procurement Communication 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

Mike Kunkle

OCTOBER 8, 2023

Product ensures that solutions meet the demands of the marketplace. It plays a central role in shaping product strategy, conducting market research, managing product development, and ensuring products meet customer needs and business objectives. These functions all play distinct yet interdependent roles in the revenue lifecycle.

Customer Experience 304

Customer Experience Decision-making Profitability Marketing 304

Account Manager Tips

MARCH 23, 2021

Key account management is resource-heavy and to deliver a return on investment, the focus must be on clients that meet these requirements: Growth. If a client no longer meets the criteria for key accounts, what will you do with them? Organisation hierarchies, roles and responsibilities and communication are essential considerations.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Account Manager Tips

JUNE 23, 2020

Don't ever do an important meeting alone. And it's about communication. Did all the right things, had communication skills, but couldn't say, "What do we need to do to move to the next stage? It's in communication and motivating teams. And surprise guests at a meeting happens all the time. It's all your fault.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Red Star Kim

FEBRUARY 9, 2023

At the end of January, I enjoyed meeting delegates (at the Novotel at Tower Hill) on the MBL “Developing more work from referrers and intermediaries” workshop. Overcoming silos and internal communication for cross-selling A key barrier to cross-selling and internal referrals was that firms were structured into silos.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

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

RAIN Group

APRIL 22, 2022

They carefully map their sales process to the buyer's, set goals for every meeting, and do an exceptional job of communicating value. Sellers who win consistently plan to win from the start. They're methodical in their approach to opportunities.

Sales 135

Sales Communication Meetings Management 135

Account Manager Tips

AUGUST 4, 2022

Todd Caponi, author of The Transparency Sale , brings the science of transparency and intrinsic inspiration to the pages of this book, in a simple-to-understand-and-implement structure to help you get the job, plan, strategize and communicate to your team, your bosses, and even your board. In the end, you’ll see the holes before they form.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Nutshell

MARCH 25, 2024

It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. In-person client onboarding: Here, you would meet with your client face-to-face at each step in the onboarding process, which can go a long way toward instilling a more profound sense of trust.

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. This has changed the sales process fundamentally in many environments.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

DECEMBER 2, 2022

Minimise meetings – Find alternative ways to communicate and/or ensure meetings are kept short by producing papers in advance and showing what decisions are required in meetings. Help cross-pollinate ideas between teams with internal communication. Communicate aims and outcomes. Communicate creatively .

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Account Manager Tips

MAY 25, 2021

Clients who are a good fit for your solution, and you meet their needs better than other suppliers. Communication improves, friction reduces, and consistency increases across products, prices, processes and locations. Decide how you will measure and communicate results. Do you have clients that have these qualities? Performance.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Red Star Kim

MAY 3, 2023

Work roles varied across marketing, business development, PR, internal communications, events, digital and graphic design. 20% Totally 50% Somewhat 0% Very little 30% Patchy – some fee-earners more than others Is the majority of your communication with fee-earners?

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

Mike Kunkle

AUGUST 30, 2023

To combat this, enablement professionals must transparently communicate their vision, objectives, and progress. It might be a simple task like using a new piece of collateral that buyers like better, or it might be a complex set of skills and behaviors, like conducting a situation assessment, or facilitating a pre-planned meeting.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Red Star Kim

MARCH 1, 2024

This is challenging as everyone is time poor and most communications are digital. And we know that face-to-face communication is most effective in building relationships. Forge relationships Before we try to generate engagement and buy-in we need to forge relationships with fee-earners. Everyone is different.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

JANUARY 26, 2024

There were lots of ideas for appearing confident when communicating electronically or participating in virtual meetings. 31% Occasionally 46% Often 23% All the time Which is the situation where you most lack confidence? 62% Sometimes 38% Always Are you mostly: 25% An optimist 75% A pessimist How resilient do you think you are?

Meetings 130

Meetings Digitalization Communication Management 130

Upland

JUNE 14, 2022

While there are multiple reasons these common difficulties occur such as poorly scoped deliverables or bad communication on the part of the project team, one of the lesser considered solutions has to do with having a point-of-view (POV).

Construction 195

Construction Software Software Profitability 195

Red Star Kim

OCTOBER 3, 2022

Qualification processes varied significantly – from structured assessment during enquiry handling through detailed discovery telephone calls to time intensive in person scoping meetings. This was seen as a powerful way to communicate a firm’s personality and values. This limited their ability to contribute and make an impact.

Decision-making 130

Decision-making Meetings Communication Marketing 130