Engage Selling

DECEMBER 23, 2014

Observations from the real World client relationships closing Colleen Francis Engage Selling Solutions optimizing sales Sales Leader sales success selling The Sales Leader' Unfortunately, interest alone is not enough to follow through with creating real success. You must develop an unwavering […].

Client Relationships 87

Client Relationships Sales 87

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.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Upland

JANUARY 29, 2024

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. The OnePlace legal client relationship management system was acquired by InTapp in 2019. OnePlace/Intapp Another delegate mentioned he liked using this system.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

DECEMBER 5, 2023

Sometimes marketing and sales system are not integrated. And there was the added complication of long sales cycles. It was interesting to learn how Business Development Executives work with managing client relationships”.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Engage Selling

JANUARY 22, 2015

Is this the start to 2015 you wanted? By now, you can probably gauge your start to 2015. Are you hitting weekly sales targets at a better pace than in 2014? We’re quickly approaching the last week of January. Have you accomplished your goals for January? If you aren’t off to the start that you […].

Client Relationships 79

Client Relationships Management Sales 79

Red Star Kim

SEPTEMBER 26, 2022

Some introductory books on selling processes and skills: Book Review: Smarter selling – Next generation sales strategies (kimtasso.com). Hope is not a strategy – the 6 keys to winning the complex sale (kimtasso.com). Book review: Managing key clients (professional service firms) (kimtasso.com).

Digitalization 147

Digitalization Media Marketing Communication 147