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Remove 2022 Remove Emotional Intelligence Remove Key Account Management Remove Value Proposition
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Selling challenges in professional services: Sales processes and skills

Red Star Kim

NOVEMBER 1, 2023

A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence. Amongst the delegates were business development executives and managers with responsibility for between three and five clients as part of their firm’s Key Client Programme (KCP) or Key Account Management (KAM).

Key Account Management 130
Key Account Management Account Management Value Proposition Client Relationships 130
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Nine insights: Sales processes and selling skills for targeting and meetings

Red Star Kim

OCTOBER 24, 2022

One delegate was struck by my fun use of dinosaurs in portfolio management. On a more serious note, we considered the advice of Malcolm McDonald on categorising clients from his book Malcolm McDonald on value propositions – How to develop them (kimtasso.com). Referrer Management workshop (June 2022) (kimtasso.com).

Meetings 100
Meetings Value Proposition Key Account Management Account Management 100
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