Red Star Kim

AUGUST 7, 2023

So I wanted to focus on this aspect of internal referrer management – employee communication and alumni programmes. The management team awards prizes to those who’ve taken the tech-free culture on board and come up with a creative past time.

Communication 130

Communication Management Value Proposition Stakeholders 130

Red Star Kim

JUNE 1, 2023

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. There is more information on branding theory Book review – Managing Brands (kimtasso.com). A key theme that often arises in pitching is how to differentiate.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Miller Heiman Group

APRIL 2, 2019

Managing a strategic account is a complicated balancing act. Your value proposition. Make Sure Your Value Proposition Is Mutually Beneficial. To be the seller your buyer wants, it’s essential that you revisit your value proposition. Field of Play. Market conditions. Buying influences. Align Your Team.

Account Management 110

Account Management Value Proposition Management Suppliers 110

Upland

AUGUST 29, 2023

For example, a medium-sized retail company may experience a decline in customer satisfaction due to inefficient inventory management. You will need to first provide the necessary information about inventory management software, real-time tracking, and demand forecasting capabilities.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Hubspot Sales

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling. Key Account Management.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

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

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. I’ve summarised the key points here as a supplementary learning resource for the delegates.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

FEBRUARY 16, 2023

At the November 2022 partner conference, sector heads presented their growth plans. Managing growth – Superpositioning matrix An article in the April 2020 PM Magazine by Alistair McLeod at Gray Fox Consulting questions whether growth is good for your strategy. “

Value Proposition 130

Value Proposition Government Facilitation Profitability 130

Flevy

MARCH 8, 2022

Due to the difficulty in managing these demands and balancing trade-offs, we cannot address issues like cost, customization, speed, and price in an effective, cross-functional manner. Value Players. Each archetype is characterized by its Customer Value Proposition. These are: Innovators. Premium Players. Customizers.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

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

Flevy

JANUARY 31, 2022

Mature markets, where the customer base begins to stagnate, call for structured Organic Growth founded on a superior Customer Value Proposition (CVP). Customer Value can be articulated by the equation: Customer Value = (Product Performance + Service Delivered + Image) / Price Paid. Do You Find Value in This Framework?

Value Proposition 97

Value Proposition Customer Value Banking Innovation 97

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

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. Define my values and develop my personal brand.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

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

Hubspot Sales

MARCH 23, 2018

Create Your Personal Value Proposition. Lastly, he presented his value proposition (more on that below). I've had several hiring managers tell me the only reason they look at a resume is to get the correct spelling of the person's name to find their LinkedIn profile. Your Professional Value Proposition.

Value Proposition 106

Value Proposition Healthcare Sales Construction 106

The Chapman Group

NOVEMBER 9, 2020

After 25 years of educating and training sales and account management professionals on what it takes to gain access to the C-Suite, and stay on the top of their mind… I can honestly say that accessing and/or gaining access to these most influential (and powerful) leaders can be boiled down to 3 key considerations. By: Denny Chapman Jr.

Account Management 148

Account Management Value Proposition Suppliers Meetings 148

Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. Some hiring managers move fast and you may not have the time to do your plan justice if you haven't at least got a draft completed. Create two versions: 30 60 90 day plan presentation. I like to include a visual CV as well.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Flevy

NOVEMBER 8, 2022

The strategy that they are employing is to build a single formidable value proposition, based on a limited number of supporting competencies. In order to compete with Supercompetitors, other players need to reorganize their portfolio, thoroughly evaluate the industry, and focus on the value propositions they excel in.

Value Proposition 106

Value Proposition Digital Transformation Acquisition Innovation 106

PandaDoc

OCTOBER 4, 2019

If you can’t clearly communicate your value proposition through a well-written and well-delivered presentation, you’re never going to land the sale. That’s why they invest in improving their proposal development and presentation skills in order to avoid the common mistakes too many sellers fall victim to.

Value Proposition 72

Value Proposition Digitalization Meetings Software 72

Account Manager Tips

JUNE 29, 2021

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? Shareholders and board/directors value growth, costs, profit and cashflow. What are they saying?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

SalesPop

APRIL 30, 2021

It has prioritized lead and opportunity management over account management. Guided by both the industry and the CRM solutions they were using, businesses and organizations never really dug into real account management. A vital key to strategic account management is creating value for the customer. Need from CRM.

Account Management 80

Account Management Management Value Proposition CRM 80

Miller Heiman Group

FEBRUARY 13, 2019

When managing top-tier accounts in consolidated markets, it’s critical to work strategically to close more deals. Meanwhile, your leadership expects you to initiate a top-to-bottom review of your strategic account management plan. Mistake 2: Your Value Proposition Loses Its Relevancy. What to Do Instead.

Account Management 69

Account Management Value Proposition Marketing Management 69

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. IT administrators: Professionals responsible for managing and maintaining the technical infrastructure supporting the solution.

Value Proposition 104

Value Proposition Procurement Decision-making Stakeholders 104

Flevy

SEPTEMBER 19, 2023

A multitude of industry sectors find themselves ensnared in relentless competition as organizations strive vigorously, frequently contending over identical attributes, all the while presenting comparable goods or services. Value Innovation lies at the core of this strategy, for which uncontested markets are shaped. a “blue ocean.”

Value Proposition 96

Value Proposition Profitability Digital Transformation Innovation 96

Red Star Kim

JANUARY 22, 2024

It helps with developing the value proposition by considering three buckets: How your service is the same as competitors? She urges you to shift from outcome orientation to a process orientation (which is the opposite of what is advocated in change management programmes). How it is better than competitors?

Value Proposition 100

Value Proposition Emotional Intelligence Sales e-Learning 100

Better Ways Sales Strategies

JANUARY 3, 2020

Every organization I’ve had the privilege of working with over the past 20 years can tell me some version the value proposition that they provide to their clients and prospects (I’ll use these terms, ‘client’ and ‘prospect’ interchangeably throughout this document). Which is helpful…but not enough.

Value Proposition 40

Value Proposition Decision-making Stakeholders Sales 40

Hubspot Sales

MARCH 20, 2018

Every email, voicemail, and phone interaction should lead with an assurance that you won’t take much time, followed by a short (30 seconds or less, or one to two sentences), buyer-centric, and customized value proposition. For more on the quick value prop, check out this post. Second, d on’t sell the product, sell the next step.

Value Proposition 145

Value Proposition Negotiation Customer Value Sales 145

Flevy

JULY 18, 2022

Strategic objectives of all businesses are to propel growth and performance, while simultaneously creating value for customers. While it is customary for managers to emphasize financial performance, effective managers pursue new opportunities in order to create added value. Do You Find Value in This Framework?

Value Proposition 111

Value Proposition Banking Innovation Organization 111

ProlifIQ

DECEMBER 18, 2024

Set A Consistent Standard for Account Plans & Data Capture AI presents an opportunity to set a consistently high standard for the research, insights, and points of view that go into an account plan. By staying ahead of these signals, account managers can proactively address concerns and strengthen the relationship.

Account Planning 52

Account Planning Management Value Proposition Account Management 52

Flevy

AUGUST 20, 2023

It allows organizations to place different segments of customers to be targeted for a value proposition in appropriate quadrants. Research indicates that businesses can succeed with a Dominant Strategy if they offer a value proposition that does the job at least 20% better and 20% cheaper than rivals’ offerings.

Value Proposition 94

Value Proposition Digital Transformation Profitability Innovation 94

Flevy

DECEMBER 25, 2021

Its only when an organization ventures into that segment—with a new value proposition—that people realize that there was a void there. Annoyance caused by poor Customer Experience presents potential strategic opportunity to win customers by fixing it. Do You Find Value in This Framework?

Value Proposition 111

Value Proposition Customer Experience Leadership Banking 111

Hubspot Sales

MARCH 1, 2022

Or, they’ll say “There are a few things we still have to figure out,” and you’ll need to pivot your strategy and maybe spend the call presenting a value proposition to drive them home. Either they’ll respond, “We’re good to move forward, but we just have some last-minute questions,” and you’ll be set to continue as expected.

Value Proposition 124

Value Proposition Negotiation Procurement Onboarding 124

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. You get rattled when managing skeptics.

Negotiation 128

Negotiation Value Proposition Meetings Procurement 128

Red Star Kim

NOVEMBER 1, 2023

Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking. Processes and skills for managing opportunities and pipelines can be lacking. Time and capacity – Many fee-earners are stretched and compelled to manage large amounts of client work under heavy time pressures.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Account Manager Tips

MAY 1, 2021

As an Account Manager, there's always something to negotiate. List all your opportunities (even if they're only an idea at this point) and their value including a priority and due date. Now work backwards and fill in the actions you need to take to get this deal ready to present to your client. Selling feels manipulative.

Negotiation 130

Negotiation Suppliers Sales Decision-making 130

Nutshell

SEPTEMBER 18, 2024

The Miller Heiman sales process incorporates methodologies for opportunity management, stakeholder engagement, and solution selling. Construct a value proposition that aligns your solution with the customer’s business goals. The Miller Heiman sales process emphasizes selling solutions rather than products.

Stakeholders 126

Stakeholders Sales CRM Value Proposition 126

Red Star Kim

JULY 11, 2022

And present evidence of the results achieved. Communication and education are required to manage expectations and promote enthusiasm and momentum. Following the ideas for promoting fee-earner engagement, a key way to do this is to present them with evidence. Select the best strategies to achieve those goals. Prioritise action.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130