Red Star Kim

NOVEMBER 1, 2023

What is surprising is that despite having demanding sales roles for new and existing clients, many professional services marketers have received little formal sales training. 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

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. F irms can significantly boost Activator behaviours by investing in technology.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Hubspot Sales

MAY 30, 2023

Other AI tools draw data from sources like a CRM, LinkedIn, or industry databases. Generative AI can help sales teams sell by gathering intelligence and creating outputs that save time and personalize prospect communications. McKinsey reports that between 50% and 60% of organizations use AI, double the 2017 usage rate.

Co-Creation 106

Co-Creation CRM Sales Value Proposition 106

Red Star Kim

JUNE 15, 2023

no-data-entry CRM; relationship intelligence (ERM); revenue operations system; automatic capture of emails, meetings and referrals). My KAM/relationship management experience (0=low, 10=expert): 0% 18% 18% 9% 9% 9% 18% 18% 0% 0% Have you had formal sales training? How should firms identify their strategic accounts?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Miller Heiman Group

JULY 29, 2018

Sales has become a technology-driven profession. Just a couple of decades ago, companies were still implementing their first CRM systems. Now, CRM is nearly ubiquitous, and many sales leaders are veterans of multiple implementations (some better than others). But sales technology doesn’t end with CRM.

Sales Technology 48

Sales Technology CRM Sales Sales Analytics 48

Miller Heiman Group

JULY 29, 2018

Sales has become a technology-driven profession. Just a couple of decades ago, companies were still implementing their first CRM systems. Now, CRM is nearly ubiquitous, and many sales leaders are veterans of multiple implementations (some better than others). But sales technology doesn’t end with CRM.

Sales Technology 50

Sales Technology CRM Sales Sales Analytics 50

PandaDoc

APRIL 21, 2023

Take advantage of account management tools, such as customer relationship management (CRM) platforms. We won’t delve into the question of what is CRM and its use here, but these platforms are excellent for managing relationships with clients. See also A guide to sales workflow process to increase your profit 5.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52