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.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

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. So targeting is often more important and more challenging.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

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. or profits greater than £150000), active and inactive companies with up to 10 years’ of financial data. 200,000 companies with turnover or shareholder funds over £1.5m

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. Leadership and the In-Group/Out-Group Phenomenon (blanchard.com) Create a sense of unity by reminding people we are on the same team and all striving for the same results (happy clients and increased profits).

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

PandaDoc

APRIL 26, 2023

A sales process is crucial to any commercial organization looking to secure revenue and grow. However, since sales activities have been notoriously hard to measure in terms of performance, many business owners have adopted various commission structures to keep their sales reps motivated. Let’s dig in.

Sales 52

Sales Government Retail Acquisition 52

Red Star Kim

MARCH 16, 2023

What will clients/referrers be interested in?). And incentive and reward systems drive attention on short term sales rather than long term relationships. This would engender a “one firm” approach where clients are considered owned by the firm. The answer depends on the nature of the partnership model.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Red Star Kim

SEPTEMBER 5, 2023

For example, learning a sales process including documents and offers for clients that use colour and images to explain simply. The author makes it clear that you need to “do” in order to learn and created the Brain Friendly Learning Group. Throughout the book there are comments and case studies from others (“Other Voices”).

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147