Remove 2010 Remove Profitability Remove Value Proposition
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Context and curiosity drive commerciality and pricing

Red Star Kim

The crux of marketing is to anticipate (and meet) client needs whilst maximising profit. Price is a major driver of profit. For beginners I would suggest “The psychology of price – how to use price to increase demand, profit and customer satisfaction” by Leigh Caldwell (a cognitive economist). Books on pricing?

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Sales Targeting Toolbox for Professional Services Firms

Red Star Kim

And to evaluate the relative attractiveness of different segments Malcolm McDonald on value propositions – How to develop them (kimtasso.com) In professional service firm (PSF) marketing there is the challenge that we often span both B2B and B2C markets , across multiple sectors and for sometimes hundreds of service lines in different territories.

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Selling challenges in professional services: Sales processes and skills

Red Star Kim

A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence. Whilst most digital marketing methods support lead generation, converting interest into a commitment to meetings requires preparation, skill and persistence.

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Book review – Managing Brands

Red Star Kim

There’s consideration of corporate and brand purpose beyond growth and profits to sustainability, ethical practice and improving society whilst maintaining consistency and emotional impact (especially the desire to belong and be part of a social group). There are references to multi-branding and co-branding/partnership marketing also.

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Which Type of Sales Job Is Right for You?

Hubspot Sales

The former offers a greater sense of security, but the latter can be incredibly profitable -- assuming you’re good at your job. Since 2010, the number of businesses bringing on board SDRs with less than one year of experience has increased four times. It’s even more important to keep in mind the average and median pay of the role.