2016 Decision-making Negotiation Sales 
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. See the section below on negotiation. Some negotiators suggest you avoid using “ Why” questions as it can imply criticism.
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.
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Red Star Kim
MARCH 1, 2024
Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results. That’s the nature of the often long and protracted sales cycles in professional services. A simple technique – as we use with clients – is to convert “we” statements into “you” statements.
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
DECEMBER 18, 2023
From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. In practice, there is usually an iterative process where top-down and bottom-up strategies are negotiated and aligned. Top-down or Bottom-Up Strategy?
Red Star Kim
OCTOBER 13, 2023
But there are different proficiency levels The McKinsey Modern Marketing model (2020) which splits capabilities from enablers I like the inclusion of neuroscience, predictive, innovation and adaptability skills in the 2018 advanced marketing management model of Dimitriadis, Dimitriadis and Ney Ever changing digital marketing skills frameworks – see, (..)
PartnerTap
FEBRUARY 17, 2021
Dinners and face-to-face meetings have been replaced with Zoom happy hours, sales conferences are now virtual, and work from home is the new normal. Sales Revenues, cash flow, net income and ROI are key examples of measurable KPI’s that should be tracked with your Partners. Negotiating a Better Joint Venture.” 58 (Spring 2016).
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