Red Star Kim

MARCH 16, 2023

We were joined by delegates from legal, accountancy and consultancy firms for PM Forum’s “Cross-selling and referrer management accelerator” workshop earlier in March. While we discussed various tools and methods to promote cross-selling and referral management, a key theme emerged around changing culture.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Red Star Kim

NOVEMBER 17, 2023

Here I summarise brand, referrals, research, key account management (KAM) and new service development case studies. At training workshops, people often ask me for case studies of successful marketing and business development strategies and campaigns at professional services firms. I scour publications and awards to pick up as many as I can.

Marketing 130

Marketing Key Account Management Innovation Account Management 130

Red Star Kim

FEBRUARY 8, 2024

And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below. Here is a summary of the sales targeting toolbox for professional services firms.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

JUNE 16, 2022

The MBL workshop on Referrer and Intermediary Management earlier this week combined those in front-line fee-earning roles (e.g. The Wild West, Cher and Covid – Reflections from a Referrer Management workshop. A key delegate challenge was how to promote the adoption of a client-focused (and referrer-focused) philosophy across the firm.

Management 130

Management Key Account Management Digitalization Communication 130

Red Star Kim

APRIL 17, 2023

Last week I facilitated MBL’s full day training session on “Developing more work from referrers and intermediaries”. The main takeaways for the delegates can be summarised with the following themes: Referrer management – Grading, Research, Discipline, Storytelling and Leveraging your exemplars. Colour coding was popular (e.g.

Management 130

Management Manufacturing Client Relationships Facilitation 130

Red Star Kim

JANUARY 3, 2023

So now we are looking at how we might do things differently and better in 2023. Referrer management Referrer Management workshop (June 2022) (kimtasso.com). Where did 2022 go? It seemed to fly past. One task will be to plan your self-development – particularly with regards to enhancing your soft skills in 2023. kimtasso.com).

Leadership 130

Leadership Publishing Management Communication 130

Red Star Kim

NOVEMBER 1, 2023

Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges. At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Zendesk

AUGUST 1, 2022

This is why customer referral programs are so effective. Both parties win when the new customer makes a purchase—the advocate gets a reward, and the company gets a sale. Both parties win when the new customer makes a purchase—the advocate gets a reward, and the company gets a sale. What is a referral program?

Media 98

Media Decision-making CRM Marketing 98

Account Manager Tips

FEBRUARY 28, 2021

What are the top skills companies are looking for and how do you get good at them? Know how to delegate. Key account management is a profession in demand. All this talk about the digital economy. jobs being gobbled up by new technology and millennials set to make up 75% of the workforce might have you worried. I sure was.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

Brooks Group

APRIL 25, 2024

Benefits of Long-Lasting Customer Relationships In today’s highly competitive business environment, the success of a company often hinges on how well its customer-facing teams—sales and customer service—cooperate. This loyalty can translate into valuable referrals, positive word-of-mouth, and a steady pipeline of new opportunities.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Brooks Group

DECEMBER 1, 2023

This Strategic Account Management Training Program will teach your salespeople how to build strategic account plans to organize, manage, and grow their key accounts. This Strategic Account Management Training Program will teach your salespeople how to build strategic account plans to organize, manage, and grow their key accounts.

Account Management 93

Account Management Management Account Planning Sales Training 93

Red Star Kim

OCTOBER 24, 2022

There were equal numbers of delegates from law and accountancy firms who had various roles: business development, pitching, key client management, cross-selling and external referrer programmes. The need for marketing teams to consider how research, content and events supported fee-earners throughout the sales cycle was explored.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Brooks Group

JUNE 28, 2023

Marines conduct a great exercise to demonstrate how simple it is to tie up a sale (or in their case, gain commitment for enlisting). In the business world, asking, “Are you ready to get started?” Salespeople either get a “yes”, and can proceed with the sale, or they get a “no” and can backtrack to handle the objection or concern.

Negotiation 78

Negotiation Sales Training Sales Management 78

PandaDoc

JULY 1, 2020

Create referral programs. Referrals can be neglected by a modern salesperson. Only 30% of B2B companies have a formal referral program in place, yet 65% of those with referral programs believe that referrals are very important to their company’s sales success. Why create referral programs?

Media 98

Media B2B Decision-making Software 98

Jeffrey Gitomer

JULY 7, 2011

Why Can’t You Get More Referrals? Tweet Share The definition of “referral” will surprise you, and at the same time make you understand why you don’t get as many as you expect or ask for. The definition of “referral” is: Risk. Do you ask for referrals? Just checking.

Leadership 119

Leadership Media Sales Sales Management 119

ACT

JANUARY 30, 2024

But the single greatest challenge that can stifle your SMB or startup is getting clients. How do you ensure your company doesn’t join the other 50 percent of SMBs that fail? How do you ensure your company doesn’t join the other 50 percent of SMBs that fail? How do you break through the clutter and hit the right ears?

Small Business 52

Small Business Publishing Leadership Decision-making 52

Sales Gravy

SEPTEMBER 1, 2023

If You Don't Take Action, You Won't Get Results In this episode of the Sales Gravy Podcast, Jeb Blount and David Newman, author of Do It! Selling, discuss exactly how to connect and engage with decision makers and avoid the "middle management trap". Marketing and Do It! Target a specific market instead of trying to target everyone.

Publishing 85

Publishing Marketing Sales Management 85

Hubspot Sales

SEPTEMBER 16, 2020

But before we get into how you can develop it, let’s first understand what a Facebook sales funnel is. You need to show them how you’re unique and why they should buy from you. Now that you have a decent idea of what a Facebook sales funnel is all about, let’s discuss how you can build an effective one for your business.

Sales 142

Sales Media Advertising Organization 142

Hubspot Sales

OCTOBER 26, 2022

It's the jumping-off point for every closable deal — and doing it effectively can be the difference between maintaining a steady stream of productive opportunities and your sales process never getting off the ground. And how can you ensure your efforts are as effective as possible? Routinely ask for referrals.

B2B 87

B2B Decision-making CRM Communication 87

Nutshell

OCTOBER 2, 2020

B2B brands either understand the importance of content planning, or they struggle to generate leads. When it comes to content planning, there is a bold line between companies that have their strategy figured out, and companies that struggle to generate leads by using varying and inconsistent methods. B2B vs. B2C.

B2B 99

B2B B2C Media Software 99

Red Star Kim

JUNE 1, 2023

A key theme that often arises in pitching is how to differentiate. Whilst there are many ways to differentiate (see below) it does imply that you will consider – from the client’s perspective – how your firm’s offering or value proposition is different from the competitors.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Mike Kunkle

OCTOBER 8, 2023

In this article, I’ll explore how these components intersect and show how their integration can transform your business. I often say that having guidance on how to determine what’s right for you is much more valuable than being told what to do. This unified effort propels businesses to new heights of success.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Nutshell

AUGUST 21, 2020

You look everywhere on the website—I’m talking header, tag line, features—and you just don’t get it. You need to have a straightforward answer to the question: How will this product make my customer more successful? For marketing SaaS, the user persona is the key driving factor that determines how a SaaS business will function.

Marketing 142

Marketing Onboarding Media B2C 142

Red Star Kim

FEBRUARY 28, 2023

This post summarises some of the key themes emerging from the recent online MBL “How to manage and grow your private client practice” full day session . There was a debate about how development needs (training needs analysis, knowledge and skill gaps, preparing for promotion, leadership training etc) were incorporated into the process.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Insightly

FEBRUARY 25, 2022

How do you get this competitive advantage? Show you truly “get it” and exceed customer expectations. Satisfied customers mean more referrals, a better brand reputation, and repeat sales. Learn how it feels to go on your company’s customer journey, and share these perspectives with your teams. Shouldn’t you?

Logistics 98

Logistics CRM Stakeholders Media 98

Hubspot Sales

FEBRUARY 13, 2018

How do I generate leads? Get referrals from current customers. Write blogs. How to Generate Your Own Leads. Get on social media and offer to help someone. Use social media to find prospects you can help. Offer consultations via LinkedIn. Ask your personal network. Attend a networking event.

Marketing 111

Marketing Media B2C Digitalization 111

Outbound Engine

OCTOBER 6, 2020

We’ve mentioned before that 85 percent of small businesses say that word-of-mouth referrals are the No. That’s why understanding how to get online reviews for your business is crucial to your success. How to Get Online Reviews for Your Business in 10 Simple Steps. Not convinced reviews carry heavy weight?

Small Business 92

Small Business Insurance Publishing Media 92

Hubspot Sales

NOVEMBER 14, 2023

and more about how we'll sell them. Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. It’s been a game changer in how my team operates on a day-to-day basis." Publish case studies on a blog. Let's dive in. AI will level out the playing field.

Energy and Utilities 91

Energy and Utilities Media Sales Publishing 91

Brooks Group

FEBRUARY 16, 2024

This blog post dives into how you can develop these three sales differentiation skills to set yourself apart. If they have good relationships and can get things done within their own organizations, that means they have that skill set. Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Red Star Kim

SEPTEMBER 5, 2023

The 2019 second edition of this book (subtitled “How to apply neuroscience and psychology for improved learning and training” ) provides fascinating insight and practical ideas to incorporate neuroscience into learning and development initiatives. And how these need to be considered in learning environments.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Red Star Kim

AUGUST 31, 2023

So packaging up useful information and getting onto the radar of potential referrers. To support my training courses and workshops, I keep an eye out for interesting marketing and business development case studies. There are case studies of thought leadership, branding, pricing and strategy. trillion by 2031”.

Marketing 130

Marketing Leadership Government Logistics 130

Hubspot Sales

MAY 1, 2018

Regular readers of the HubSpot Sales Blog know they should "Always Be Helping." How do you help them in a way that makes them likely to come back to you if and when they do need or want your help? How do you nurture these prospects so that they’ll come back to you? That’s the best way to help them. 1) Send Helpful Content.

Sales 104

Sales Marketing Organization Prioritization 104

Hubspot Sales

MAY 26, 2023

In this blog post, we've compiled a list of real estate prospecting tips to help you grow your real estate business proactively. You can get creative with how you share your business through referral programs to offer advocates incentives for promoting your business to others. Define your target market.

Marketing 77

Marketing Advertising Media Software 77

ACT

APRIL 11, 2023

Besides blog posts, you can also publish content in other formats, such as: E-books Case studies Whitepapers Industry reports Memes Infographics It’s also a good idea to repurpose existing content assets in different formats to maximise their reach and longevity. Instead, you can get started with a decent microphone and camera.

Marketing 52

Marketing Small Business Supply Chain Publishing 52

PandaDoc

FEBRUARY 24, 2023

In order to develop an efficient sales process, every company must develop a sales prospecting strategy as a priority. In other words, it is about identifying potential customers and communicating systematically with them. The goal is to move from the status of a potential buyer to that of a customer by using different communication channels.

Advertising 52

Advertising Media Communication Marketing 52

PandaDoc

FEBRUARY 24, 2023

In order to develop an efficient sales process, every company must develop a sales prospecting strategy as a priority. In other words, it is about identifying potential customers and communicating systematically with them. The goal is to move from the status of a potential buyer to that of a customer by using different communication channels.

Advertising 52

Advertising Media Communication Marketing 52

Red Star Kim

JUNE 27, 2023

Good scoping will help everyone realise how much needs to be done. Early engagement The need for early fee-earner engagement was one of the main takeaways by delegates (see below). There were numerous reasons to strive for early engagement with fee-earners during campaign development and project management. And you build in amplification.

Leadership 130

Leadership Management Stakeholders Communication 130