Red Star Kim
NOVEMBER 1, 2023
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. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.
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”. Here is a summary of the sales targeting toolbox for professional services firms.
Red Star Kim
MARCH 16, 2023
What will clients/referrers be interested in?). And incentive and reward systems drive attention on short term sales rather than long term relationships. To complicate matters, the structure of many firms means people operate in silos.
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