Ideas Board

A practical guide on how to use LinkedIn to identify prospects and generate leads.

5-day challenge to spring clean your profile

Using the Value Solution Model will help you organize all the parts of your story so that it moves clients to act. Value Solution Model Position the Business Challenge Acknowledge the challenge and the importance of the outcome. Support with Insight and Data Make the bottom-line impact the first and recurring message. Position Your Customized Solution (tie elements of solution to business outcome) Provide a high-level overview of solution. Position the solution. Show how technical elements to solve the business challenge and tie to outcome. Support with research. Show proof of success/success story and check for questions. Prove value with hard metrics, and ROI to show financial impact. Make a comparison with current and ongoing costs, and check for questions. Position Team and Show Ease of Implementation Review team members’ roles and expertise. Share realistic time frames that meet client needs, and check for questions and/or objections. Express competence and commitment to partner with client and check for questions. Check for Client Agreement Ask how solution achieves business outcome. Ask for the business or next step.

A framework to help you weigh features, benefits and price to demonstrate a “value equivalence” to your clients. Product purpose How it works How it's developed or manufactured How it's checked for quality How its delivered How it is maintained and serviced How long it is likely to last Product price How it compares to similar products you offer How it compares to competitor products Product capabilities Complementary products

It would be nice to have a resource to have best practices of working with CRM in one place. People could also potentially pitch in and share their tips&tricks. If this already exists in some form, please let me know. Thanks, Tomas

I know most of us here need great information instead of Certifications but I would recommend after all this data is ranked from Start to Finish it would be great to receive some recognition. Something we can share with our Management/Company or Social Media for other team members to join. Information here is incredible definitely all the way from SMB AM to Strategic level

‘opportunity conversion/close plan’ template out there/things to think about for specific timelined activities in place to ensure we do everything that we can to meet a close date we want to achieve (via Sam Manson)

Suggested by Brad - a one planner to keep focused on sales activities and move opportunities forward. https://www.thekamclub.com/members/10019413

I follow an apartment design website called "apartment therapy" and every year they launch the 'January Cure' which is a month of small activities you do everyday of January. I like things like this to help me do things I never thought of or wasn't brave enough to do. So I think keep the tasks simple and novel (e.g. Send a thank you card to one of your key accounts) or something that people would shy away from normally but giving them the tools and confidence to try it (e.g. record a video post to share on LinkedIn but then give some content ideas so that it takes some of the weight off). RH

1st of three modules is focused on going from unknown to known and building influential relationships with clients. Expectations and learning outcomes How decisions are made Unit overview The B2B decision making process. Identify decision-makers, budget holders and influencers. Activity Get to Know Your Client Information vs. Knowledge. Use an analysis tool to review the client’s business and marketplace Review different decision-making units and their buying motivations Influential Relationships Relationships models and personal vs institutional relationships Balance customer versus company advocacy Review four different communication preferences and how to align selling style to clients buying style Plan a decision-maker contact strategy/engagement plan to Manage your business relationships to increase your business Project – Relationship Map Map relationships to the decision-making process. Power to challenge (barrier) and power to change (champion). Evaluate relationship strength. Engagement plan Review and measure progress.

How to manage a performance review by a boss who is not engaged or when the performance review occurs more like performance improvement plan (PIP) than the opportunity to discuss highlights and goals for the future such as accomplishments, challenges, wins and opportunity for professional growth. That has happened to me, and I am not sure how to manage this without getting upset or emotional. Thank you.

This workshop will demonstrate best practices for leveraging Confluence to create a centralized knowledge base for key account management. Participants will learn structured techniques to capture playbooks, procedures, and cross-team learnings in a searchable, easy to update system. This will enable KAM teams to institutionalize processes and collaborate seamlessly.

You may have done something on this topic in the past. I am a new member so I may have missed it. I want to create a unique and engaging experience using video conferencing, so unique that going onsite to a client would not be the preferred meeting request to cut down on travel time and costs. I am looking to create something more than an updated background and agenda. A video call that is professional yet fun, engaging, and effective at building rapport. Any suggestions?

An introduction to what key account management is and the drivers of success for your clients, your organization and your career. The objective is to provide an overview of key account management concepts to help those new to the profession or seeking to expand their depth of knowledge.