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.
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.
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Red Star Kim
OCTOBER 16, 2023
Most commented on the data challenges of referrer management – although accountants using PracticePortal were happy with their CRM. Sharing some CRM horror stories felt like much-needed therapy. Another area for discussion was sales training and sales process management. amongst us. Sharing is caring?
Red Star Kim
OCTOBER 19, 2023
Some were fortunate to receive full details from the firm’s CRM supported by analytics showing digital activity and enquiry details. Others had little more than a name and telephone number. Where information was sparse it limited the amount of preparation that could be done.
CoSell
FEBRUARY 25, 2021
We’re in the early days of 2021, and already three key trends are shaping the year. A virtual sales kickoff is an ideal time to highlight how your team can utilize new CRM tools to jumpstart collaboration. This may lead you to rethink sales enablement, sales training, and sales tools. Bottom line?
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?
Sales Outcomes
JANUARY 31, 2022
” “The contact information in the CRM sucks, so it is hard for us to market on your behalf when contacts, emails, and titles are missing.” ” Last year, I wrote a post titled Three Things Marketing Wishes They Could Say to the Sales Team. It was one of the most read posts in 2021.
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