Red Star Kim

MAY 15, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of relationship building or sales conversations. I often wonder whether the perceived conversation skills gap was caused by the imposed isolation during the Covid lockdowns or a by-product of the digitisation of communications.

e-Learning 130

e-Learning Communication Meetings Digitalization 130

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

JANUARY 22, 2024

A chance encounter with Helen Kensett at a recent conference reminded me about her 2016 sales book. I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. It’s beautifully illustrated.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 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. However, some lack systems and data for monitoring activities once leads are passed to fee-earners for follow up and nurturing. This ignited ideas on how to address some of the issues.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

DECEMBER 14, 2022

Develop both hard (technical) and soft (interpersonal) skills. Expansion into sales analytics (new enquiries, new opportunities, new wins etc) was hampered by the varying sales cycles and availability of consistent data from the matter tracking system. Creative communication in “difficult” situations.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Red Star Kim

FEBRUARY 15, 2024

It’s worth touching on some related skills : Facilitating Essentially, facilitation is about making communication, interaction, collaboration or learning easier. Coaches and consultants use facilitation skills. 77% Good 15% OK 8% Poor Which consulting skill do you most need to develop?

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130