Red Star Kim

JANUARY 22, 2024

A chance encounter with Helen Kensett at a recent conference reminded me about her 2016 sales book. I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. My books are listed here Publications by Kim Tasso.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Red Star Kim

FEBRUARY 21, 2024

We ask questions to avoid making wrong assumptions or adopting the wrong focus. will make people pause to consider how their feelings compare with those they had the previous day. I’ve explored the reasons why curiosity is to important and valuable to us: What is curiosity and why is it important in business relationships?

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Account Manager Tips

AUGUST 14, 2022

Emotional intelligence 6. You'll learn behaviours and techniques that will make your natural creativity shine. This proven method will make you more open-minded and productive. This proven method will make you more open-minded and productive. Making Creativity and Innovation Happen. Creativity 2. Strategy 8.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

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. There is rarely a deep understanding of how disparate and disconnected decision-making units are across such large organisations.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

OCTOBER 19, 2023

Finding a suitable location (quiet and without interruptions) to make calls when working in an office environment was sometimes a challenge. Some were fortunate to receive full details from the firm’s CRM supported by analytics showing digital activity and enquiry details. Qualification of calls and enquiries was also more difficult.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Red Star Kim

FEBRUARY 28, 2023

There were comments about the importance of the Employee Value Proposition (EVP) which is similar to the firm’s overall brand but with a focus on what value there is for potential employees. People want to join a winning team and to visualise their progression.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Red Star Kim

OCTOBER 24, 2022

On a more serious note, we considered the advice of Malcolm McDonald on categorising clients from his book Malcolm McDonald on value propositions – How to develop them (kimtasso.com). While none of the delegates’ firms were actively using personas to drive targeting, they all recognised their value.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100