Red Star Kim

NOVEMBER 13, 2023

It was good to meet the private client lawyers – some recently promoted to head of department – for a workshop on “ Managing and growing your private client practice” earlier this month. Private client management and marketing: Business plans, recruitment, assessments and automation. The need to include purpose (i.e.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Strategic Account Management Association

JULY 13, 2021

However, many have pivoted and transformed themselves by, for example, providing office spaces for people in need of a quiet working environment. Organizations are already planning for this new- or next-normal hybrid model and have worked hard to elevate the needed skill sets of their commercial teams – especially strategic account managers.

Account Management 591

Account Management Innovation Co-Creation Organization 591

Red Star Kim

FEBRUARY 21, 2024

In this post I explore different types of questions and how they can be used in various business scenarios. It is one of the four human attributes that differentiate us from machines. I’ve explored the reasons why curiosity is to important and valuable to us: What is curiosity and why is it important in business relationships?

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sales force.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Mike Kunkle

OCTOBER 2, 2022

I think the answer depends on what you mean by that (intent) and how you define “sales.” ” What is Modern, Professional B2B Selling All About? I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. Well, maybe.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Upland

JUNE 7, 2023

While the difference can be confusing, not knowing precisely what that difference is can be a costly mistake. What is a sales process? A typical sales process includes stages like prospecting, qualification, needs analysis, solution presentation, negotiation, and closing.

Sales 195

Sales Negotiation Decision-making CRM 195

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. It’s entirely possible. Let’s dig in.

B2B 211

B2B Decision-making Sales Stakeholders 211

Mike Kunkle

NOVEMBER 26, 2022

I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. I couldn’t be more honored to be involved and working with Felix and all of the “Builders” (our name for the participants) who join us.

Sales 200

Sales Leadership Transportation Sales Training 200

Mike Kunkle

FEBRUARY 5, 2023

increase in the win rates So, let me ask you… What CEO or senior sales/revenue leader doesn’t want to report increases like these? .” increase in the win rates So, let me ask you… What CEO or senior sales/revenue leader doesn’t want to report increases like these? increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

NOVEMBER 9, 2023

Being easy to read, short and jargon-free The Strategy Book (FT Publishing, 2012) is a considerable achievement bearing in mind the subject matter. I deliver and facilitate strategy workshops and it’s always good to be able to recommend strategy books to delegates. The brief strategy stories bring his ideas to life.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. This suggests that rather than focusing on weaknesses, you focus on strengths.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Red Star Kim

AUGUST 24, 2023

I facilitate various workshops designed to increase commercial awareness. And I commend it to those looking to initiate their commercial awareness journey. So here is a Book review: All you need to know about commercial awareness by Christopher Stoakes. And he has taught on MBA courses. For young professionals.

Finance 130

Finance Government Profitability Banking 130

PandaDoc

SEPTEMBER 2, 2020

This is understandable when you consider that data shared in the Harvard Business Review suggests that 90% of decision makers won’t respond to cold calls, according to Sales Leadership Forum. So what’s the motivated B2B seller to do? We’ve reached out to influencers and compiled a list of the industry’s leading blogs below.

Sales Management 98

Sales Management Management Sales Publishing 98

Showpad

DECEMBER 5, 2021

Meet Tom Carter , National Vice President, Business Marketing at Kaiser Permanente. In this interview, Tom shares how the partnership between marketing and sales made all the difference in rolling out a new digit al sales strategy. . “If If you continue to focus on just telling your company story, it won’t work,” Tom said.

Digitalization 98

Digitalization B2B Sales Customer Value 98

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”. Why are segmentation and targeting critical to marketing and business development success? The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

DECEMBER 14, 2022

for a day workshop on “Future Marketing/BD Manager” with PM Forum. We started the day with delegates reflecting on their favourite quotes and sayings – as a way to uncover their underlying key values which will form the basis of their personal brand (These are shown in the image above). Change how I am perceived. Competitors.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Red Star Kim

AUGUST 31, 2023

To support my training courses and workshops, I keep an eye out for interesting marketing and business development case studies. Today I summarise professional services marketing/BD case studies – Moore Kingston Smith, Mazars, Fladgate, Travers Smith, Mills & Reeve. Campaigns are run on the big issues facing clients.

Marketing 130

Marketing Leadership Government Logistics 130

Red Star Kim

DECEMBER 18, 2023

The workshop covered strategic thinking, business strategy and marketing and business development (MBD) strategy. From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. Top-down or Bottom-Up Strategy?

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. Build personal brand We did some exercises on identifying words that encapsulate our personal branding.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Red Star Kim

JULY 25, 2023

Many of us are able to get through those tough times but sometimes we need a little extra help. Therapy isn’t needed by or available to everyone. I started listening to the audio book but liked it so much I ordered the hardback version too. The author was one of the first to use TikTok to share insights into therapy.

Decision-making 246

Decision-making Emotional Intelligence Management Construction 246

SalesGlobe

SEPTEMBER 1, 2022

Hi my name is Gail Wright, and I am a consultant with SalesGlobe. And I have with me today my friend and former colleague, Allison Tignor, who is a change management consultant. And I just transitioned to a full time change management consultant about four and a half years ago. And what is change management?

Management 52

Management Stakeholders Retail Communication 52

Red Star Kim

NOVEMBER 17, 2023

At training workshops, people often ask me for case studies of successful marketing and business development strategies and campaigns at professional services firms. Both to support their competitor analysis and to see what good strategies and campaigns look like. impressions among 370,000 business people.

Marketing 130

Marketing Key Account Management Innovation Account Management 130

Red Star Kim

OCTOBER 13, 2023

At the 28 th PM Forum Annual Conference in September I (in my capacity as Head of Training and Learning Transfer of the Managing Partners’ Forum and PM Forum), co-presented breakout sessions with Julie McConnell of international law firm White & Case. They focus on marketing rather than business development.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

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. And predict it will continue to decline.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Red Star Kim

JANUARY 28, 2024

Last week I was excited to lead an MBL session on “Tackling Change Management – A Workshop for Professional Firms”. Having facilitated this session many times in the past in face-to-face workshops, it was exhilarating to experience the change in running it on-line for the first time. To win hearts as well as minds.

Emotional Intelligence 130

Emotional Intelligence Leadership Management Facilitation 130

Red Star Kim

FEBRUARY 16, 2023

I am constantly looking out for new material and best practice to incorporate into my strategy workshops. Occasionally, I summarise the key ideas – so here are some items that caught my eye recently – Strategy case studies and more matrices. Dates for future strategy sessions at PM Forum.

Value Proposition 130

Value Proposition Government Facilitation Profitability 130

Red Star Kim

MAY 11, 2023

Towards the end of the post is a review of a classic brands book “ Brand Leadership” By David A Aaker and Erich Joachimsthaler which I published some time ago. These reviews might also be useful to professional service marketers who need an introduction to branding. It’s interesting to see how brand management has developed.

Management 130

Management Co-Creation Publishing Leadership 130

Brooks Group

FEBRUARY 16, 2024

Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. When this is the case, the most important thing you can do is differentiate yourself. You need to stand out to make buyers want to do business with you. They put buyers’ wants and needs ahead of their own.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Account Manager Tips

APRIL 11, 2022

The business of expertise How to ask a client for a referral What I'm reading Addicted to tabs? The business of expertise I read a lot. I also take a lot of notes. So, I decided to sign up for Readwise. You make a recommendation, and clients do nothing. table of contents. Have you heard of it?

Account Management 130

Account Management Key Account Management Client Relationships Innovation 130

Red Star Kim

DECEMBER 2, 2022

It was a full house at November’s PM Forum workshop for Proactive Marketing and Business Development Executives. Many management teams I speak to express a desire for their M&BD Execs to be more proactive – which takes time, tact and the confidence to think ahead and adopt a more advisory approach. What stops us being proactive?

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

SEPTEMBER 5, 2023

However, I still found this book interesting and useful. on product knowledge), skills or operational training or promoting attitude or behaviour change. I liked the mind-maps throughout the book showing you what topics will be covered in each section. And how these need to be considered in learning environments.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Red Star Kim

SEPTEMBER 8, 2023

As well as marketing and business development executives and managers there were also those in specialist pricing and bid roles. My intention, when I created this workshop a few years ago, was two-fold. First, to respond to various research reports showing the need for M&BD professionals to “ be more commercial”.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Red Star Kim

SEPTEMBER 26, 2022

Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”. What motivates them?

Digitalization 147

Digitalization Media Marketing Communication 147

Red Star Kim

OCTOBER 18, 2022

I completed my MBA two decades ago although I consume the latest management books voraciously. This 2014 book by Professor Vlatka Hluplic didn’t appear on my radar but I had the privilege of meeting the author through my work with the Managing Partners Forum. I urge you to persevere with it. In a nutshell.

Organization 130

Organization Innovation Leadership Management 130

Red Star Kim

JANUARY 22, 2024

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. Whilst not specific to the professions, I like the book and really value some of the practical ideas and exercises it includes.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Red Star Kim

MARCH 7, 2023

A key theme arising at the March PM Forum “ Future Marketing/Business Development Manager” (with delegates from legal, accountancy and consultancy firms) was about being overwhelmed. Here there is a need to establish clear boundaries about who, when and how you are able to help. Being overwhelmed causes stress.

Marketing 130

Marketing Management Emotional Intelligence Leadership 130