Engage Selling

NOVEMBER 21, 2017

This year has been the year of international travel for me. As I write this I’m on my last overseas trip for the year, kicking off a new project in France. As a sales expert, I watch interactions everywhere, and it’s … Read More »

Sales 51

Sales Client Relationships Communication Management 51

Red Star Kim

APRIL 17, 2023

As well as considering the grading of clients and referrers for the firm or particular teams there was recognition of the value of guiding each fee-earner to focus on: Critical clients, prospects and referrers (around 10) Key relationships (around 150 – see Dunbar’s Law in Client relationship management (CRM) – how many close social (kimtasso.com) (..)

Management 130

Management Manufacturing Client Relationships Facilitation 130

Red Star Kim

FEBRUARY 8, 2024

Connected leadership – How professional relationships (kimtasso.com) Competitors – Analyse who your major competitors are advising and adapt their targeting methods (I’m a little uncomfortable with the current trend to use LinkedIn to review your competitors’ contacts and target them yourself!)

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Engage Selling

JANUARY 3, 2017

This is one of the few times in a year where professionals across virtually every industry can look at their goals with hope and excitement. Unfortunately, for the bulk of goal setters out there, this excitement lasts usually until the … Read More »

Sales 86

Sales Client Relationships Communication Management 86

Red Star Kim

DECEMBER 12, 2023

External clients – Then of course we need to build networks amongst potential clients, existing clients and referrers. Marketing is the client’s representative within the firm. Our client relationships keeps us in touch with market changes and perceptions.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Engage Selling

APRIL 6, 2017

By now, either you’re making steady progress towards your sales goals for 2017, or you may have already forgotten about the goals … Read More » We are now in the second quarter of the year! Didn’t we just ring in the new year?

Sales 85

Sales Client Relationships Sales Training Communication 85

Engage Selling

NOVEMBER 17, 2017

I’ve discussed it in-depth this year especially, as in 2017 and beyond there are simply more effective prospecting methods available today. There has been much debate on my LinkedIn article regarding cold calling. Seriously, think about the last time someone … Read More »

Client Relationships 63

Client Relationships Communication Management Sales 63

Red Star Kim

NOVEMBER 18, 2022

Professional Marketing Conference 2017 (kimtasso.com). Client Experience Management (CEM) in professional service firms (kimtasso.com) 2016. The post PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback appeared first on Kim Tasso.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

PandaDoc

APRIL 26, 2023

That will broaden client relationships beyond the initial account acquisition. However, the prospect of losing a stable part of a monthly revenue will encourage your sales reps more than anything to capitalize on positive client connections, increasing the longevity of your client accounts.

Sales 52

Sales Government Retail Acquisition 52

SBI

APRIL 29, 2019

With large enterprise clients top of mind, Revegy used the UI design to streamline workflows, eliminate clicks and strategically leverage color to simplify work for distributed teams that manage complex client relationships and goals. Revegy more than doubled net new customers from 2017 for its SaaS-based subscriptions.

Account Planning 31

Account Planning Client Relationships Software Software 31

SBI

OCTOBER 28, 2019

Using Contacts+ data, users can identify colleagues with more established relationships and request valuable introductions to targeted key stakeholders. Contacts+ is a unique intelligence feature that allows users to assess their client relationships and make faster, more strategic connections,” explains Anne Kimsey, VP of Product Management.

Account Planning 20

Account Planning Decision-making Acquisition Client Relationships 20

Red Star Kim

MARCH 16, 2023

82% One-on-one or team meetings 76% Joint client events 71% Providing articles and speakers 65% Joint webinars 29% Collaborative/joint services 24% Dedicated plans for specific referrer organisations 24% Campaigns 18% Targeted mailings 18% Targeted social media Related posts Referrer and Intermediary Management – Silos, Targets and Culture (kimtasso.com) (..)

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Account Management Skills

JUNE 15, 2021

In 2017, I got trained in Cambridge University as an executive coach, and trainer, professional trainer. My take on on this is it takes the power out of the client relationship management, because the person who holds that relationship has to have the intelligence to be able to empower that relationship to grow.

Account Management 52

Account Management Management Advertising Healthcare 52

Hubspot Sales

JANUARY 18, 2021

However, there seems to be a general notion that male colleagues have an advantage when it comes to entertaining clients, hence the all too common trope of inviting a prospect to play golf with the coal of turning them into a paying customer by the time they reach the last hole.

Sales 120

Sales Sales Leadership Leadership Client Relationships 120

Hubspot Sales

APRIL 27, 2021

Hunters are good at quickly building rapport with prospects but not necessarily cultivating long-term salesperson and client relationships. Editor's Note: This blog post was originally posted in April 2017, but was updated in April 2021 for comprehensiveness.

Sales 125

Sales Client Relationships Profitability Account Management 125

Nutshell

APRIL 29, 2019

If you promise a customer that their product will be delivered overnight (when you can’t be sure) or that they’ll receive 20 new leads per month from using your product (that you can’t guarantee), it can have a disastrous effect, not only to your customer relationship but to your company as a whole. Want to avoid this?

Suppliers 101

Suppliers Advertising Client Relationships Publishing 101

Red Star Kim

SEPTEMBER 5, 2023

Client Service & Sales Opportunities for Professionals in the Digital Age The Art of Selling Professional Services & Winning Business How to Manage & Grow Your Private Client Practice Boosting Your Confidence at Work – A Toolbox for Success For inhouse clients, my workshops have covered topics such as: Business development basics, (..)

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Account Management Skills

JANUARY 9, 2023

So you started off and you were managing the client relationship development? We had some challenging years, around about 2017. So yes, I think kudos to everybody who does it on their own. I would recommend doing it with somebody else. Jenny 06:02. So how long were you in that role? And you did a commercial director role?

Account Management 52

Account Management Insurance Digitalization Decision-making 52

Red Star Kim

SEPTEMBER 6, 2022

And the 2017 research by CIPR into CEO views are shared. The role of community, gossip and belief are touched on and there’s reference to Dunbar’s Law (see Client relationship management (CRM) – how many close social (kimtasso.com) ). We don’t drive with our eyes shut (know your audience). Line managers matter.

Communication 130

Communication Facilitation Leadership Stakeholders 130