Red Star Kim

NOVEMBER 1, 2023

What is surprising is that despite having demanding sales roles for new and existing clients, many professional services marketers have received little formal sales training. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there.

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. Rainmaking best practice in professional services firms (Selling behaviours).

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Red Star Kim

JUNE 15, 2023

no-data-entry CRM; relationship intelligence (ERM); revenue operations system; automatic capture of emails, meetings and referrals). Some firms provide templates of different types of KAM meeting types. My KAM/relationship management experience (0=low, 10=expert): 0% 18% 18% 9% 9% 9% 18% 18% 0% 0% Have you had formal sales training?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

SBI Growth

AUGUST 23, 2012

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Can you live on or keep your job meeting only 63% of your goals? Compare this with world class performance of exceeding your Sales Strategy goals.

Sales 117

Sales Decision-making Prioritization Sales Training 117

SBI Growth

DECEMBER 22, 2013

When you view sales improvement projects, you ask yourself “Is this really that hard?” People get disappointed with sales training events. They satisfy a box checking exercise around providing training. Of all the new capabilities leaders could drive, here were seven that stood out in 2013. It is a good question.

Acquisition 113

Acquisition Sales Leadership Prioritization Leadership 113

SBI Growth

FEBRUARY 6, 2013

My phone tells me it is time to meet the CEO. The title is “ Make the Number in 2013 ” and he comes unglued: “The number. Before that I spent a small fortune on sales training. Did you know that I personally made 27 sales calls this year? Six vendors are going to get 90% of the dollars in 2013. The number.

Shareholders 115

Shareholders Sales Banking Software 115