Red Star Kim

MAY 22, 2023

Clients also ask if there are any books to supplement people’s conversational skills learning – or for those who want a deeper dive into the topic. So I’ve selected three books – depending on whether you are a beginner or a pro and whether you are in the UK or the USA. I’m often asked to provide training in conversation skills.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation).

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

SEPTEMBER 20, 2023

This is a slightly different conversation book to those I reviewed previously (see list below). This book – published in 2020 – is also focused on internal conversations at work. It concentrates on making the first minute of a conversation with a colleague (or client) effective. Normal, everyday work topics.

Communication 147

Communication Meetings Publishing Decision-making 147

Red Star Kim

NOVEMBER 1, 2023

Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges. Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

DECEMBER 15, 2023

This is helping therapy clients to understand themselves better and access tools to effect the change they desire. There are a few books that I recommend to my therapy clients and this is one of them. How could this book help you? How could this book help you? She starts the book with her own story.

Emotional Intelligence 130

Emotional Intelligence Meetings Communication Leadership 130

Red Star Kim

MARCH 30, 2023

There are four core modules and two optional modules: Core Modules Components Facilitator Emotional Intelligence – The skills that matter most for effective leadership Use EQ to lead, engage and succeed as quickly and as powerfully as possible Addresses self-awareness, emotional regulation, adaptability and persuasive communication EQ-I 2.0

Leadership 130

Leadership Emotional Intelligence Digital Transformation Management 130

Red Star Kim

OCTOBER 16, 2023

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. Assessing the myriad of strategies and ideas is another task. Set SMART goals. Time is precious.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

OCTOBER 19, 2023

You need to have a deep knowledge of all the different issues clients may have and examples and stories of how your firm has helped people in similar situations. You need to have a deep knowledge of all the different issues clients may have and examples and stories of how your firm has helped people in similar situations.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Red Star Kim

MAY 11, 2023

This post reviews the core material covered in Managing Brands Chartered Institute of Marketing (CIM) professional qualification (Level 6 elective New CIM professional marketing qualifications – 2020 (kimtasso.com) ) and the Cambridge Marketing College’s Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com).

Management 130

Management Co-Creation Publishing Leadership 130

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. My usual method of reading such a book is to underline the key points.

Organization 130

Organization Innovation Leadership Management 130

Red Star Kim

JULY 22, 2022

I like to review recent books with a view to offering recommendations to those people who attend my training workshops. So here’ a book review: Build your digital marketing strategy by Steve Brennan. Strategy mindset (uses the STAR formula: Strategy, Team, Assets and Routines ).

Digitalization 130

Digitalization Marketing Construction Publishing 130

Red Star Kim

SEPTEMBER 26, 2023

The session looked at how to ease personal transitions (individual change) whilst driving organisational change (primarily through cultural transformation). Much of the work in creating a change movement is understanding how people feel about the past and the prospect of change in the future. People change at different rates too.

Management 113

Management Co-Creation Communication Leadership 113

Red Star Kim

SEPTEMBER 26, 2022

This 2022 book on networking (written by a young lawyer in the City of London) offers good advice Book review – Great networking by Alisa Grafton (kimtasso.com). What are their challenges? What do they yearn for? A need to connect. So there is a desire for peer support. And to understand the differences between sectors.

Digitalization 147

Digitalization Media Marketing Communication 147

Red Star Kim

FEBRUARY 8, 2024

And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below. Here is a summary of the sales targeting toolbox for professional services firms. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. Bob Apollo made this exact point about Deming’s original work and how sales process is somewhat different.]

B2B 198

B2B Sales Decision-making Negotiation 198

Mike Kunkle

APRIL 8, 2023

And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. The first step is to determine the level of early lead qualification that’s required, to continue talking and exploring. Let’s dig in. Qualification First up, is qualification.

B2B 211

B2B Decision-making Sales Stakeholders 211

Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. Let’s delve into the importance of pre-sales strategy and its impact on overall business success. What is a Pre-Sales Strategy?

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Brooks Group

DECEMBER 20, 2023

This blog post recaps their conversation, exploring why metrics are indispensable for effective management and how they serve as the guide toward strategic success. High-performing organizations effectively track a wider range of sales metrics. Effective measurement correlates with higher performance,” said Alice Heiman.

Sales 92

Sales Decision-making Sales Training Sales Management 92

Red Star Kim

OCTOBER 13, 2023

Service excellence – the client journey and client experience Learning to be distinct and to stand out from the crowd Culture of professional services firms and how this translates into different territories and service types Consensus building (“Yes and” rather than “Yes But”) Head-spinning questions: What more?

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Hubspot Sales

SEPTEMBER 19, 2023

Table of Contents AI in Sales Today Tasks You Can Skip with AI AI’s Limitations in Sales Boost Productivity and Meet Your Sales Targets with AI AI in Sales Today According to the HubSpot State of AI Report , 95% of business professionals say AI helps them spend less time on manual tasks. How much time?

Artificial Intelligence 102

Artificial Intelligence CRM Sales Meetings 102

Arpedio

FEBRUARY 23, 2024

From understanding the core components of Revenue Operations to uncovering its tangible benefits and best practices for implementation, this guide will equip you with the knowledge and insights needed to leverage RevOps effectively within your organization. What is Revenue Operations?

Acquisition 52

Acquisition Facilitation Artificial Intelligence Decision-making 52

Red Star Kim

MARCH 16, 2023

A summary of delegate discussion topics and poll results are shown below to add to the learning resources from the session. While we discussed various tools and methods to promote cross-selling and referral management, a key theme emerged around changing culture. What will clients/referrers be interested in?).

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Red Star Kim

DECEMBER 2, 2022

We can see how more senior members of the M&BD team allocate more time for being proactive – often by focusing on future goals and projects and investing time in analysis, research and planning. This article summarises the main themes that arose from the discussions and exercises and forms part of the day’s learning resources.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Hubspot Sales

JANUARY 26, 2021

Another customer is on the books. You're not just on a different page, you're in a different book entirely. How can I avoid a dilemma like that? Well, one of the more prominent, effective ways to remedy those issues is known as a kickoff meeting. Enter the kickoff meeting. It's finally done. Buyer personas.

Meetings 121

Meetings Construction Publishing Stakeholders 121

Red Star Kim

APRIL 17, 2023

Grade clients and referrers to support goal-setting There was some discussion about how firms graded their clients and referrers (both organisations and individuals) with regards to the appropriate strategies for different groups/grades. Some firms allocated grades during the on-boarding process and reviewed them regularly.

Management 130

Management Manufacturing Client Relationships Facilitation 130

Arpedio

FEBRUARY 21, 2024

They provide tangible data points that enable businesses to assess the effectiveness of their sales efforts and make informed decisions to optimize performance and drive revenue growth. Types of Sales Metrics Sales metrics can be broadly categorized into two main types: leading indicators and lagging indicators.

Decision-making 52

Decision-making Sales Profitability Acquisition 52

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. So here are ideas on how to engage fee-earners in the M&BD planning process. The company might submit a brief.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Arpedio

MARCH 6, 2024

Effective account management techniques are critical for businesses of all sizes and industries. Effective account management techniques are critical for businesses of all sizes and industries. They facilitate deeper connections with clients, leading to increased loyalty, repeat business, and referrals.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Why would this be?

Sales Management 117

Sales Management Management Sales Onboarding 117

Arpedio

FEBRUARY 22, 2024

Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively. The key objectives of Spin Selling include: Understanding the customer’s current situation and context. What is Spin Selling?

Software 52

Software Software Decision-making Performance Review 52

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Companies with a formal sales coaching strategy reach 91% quota attainment , on average. Anticipate nerves.

Sales Management 78

Sales Management Management Sales Meetings 78

Red Star Kim

AUGUST 18, 2022

Many firms reviewed the composition of their M&BD teams and did some much-needed re-alignment. Meanwhile, my work with students and teams from within and beyond professional services revealed numerous issues with working practices that were leading to some new recruits leaving almost as fast as they arrived. Strategy or service?

Marketing 130

Marketing Digitalization Investors B2C 130

Red Star Kim

DECEMBER 5, 2023

The firm’s culture, business development processes, adoption by fee-earners and support staff and the quality of the data are key success factors. A variety of specialist (to professional services) and mainstream CRM systems were explored. However, there are limitations compared to Canva. Others asked about platforms for event invitations.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Mike Kunkle

MAY 11, 2022

Will an approach limited to sales force effectiveness (SFE) maximize that potential? The Elements of Sales Force Effectiveness. Let’s look at and clarify the moving parts of a sales force effectiveness upgrade. These are the support systems and framework for how to enable and transform sales effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Mike Kunkle

JUNE 12, 2022

Strategy First. Double-check cash flow, reserves, and burn rates and compare them to your (realistic and qualified) pipeline forecast, to plan effectively. This is a post I never wanted to write. I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Arpedio

MARCH 13, 2024

In today’s competitive business landscape, having a well-defined and meticulously executed Go-to-Market (GTM) strategy is essential for success. But what exactly is a Go-to-Market strategy, and why is it so crucial? Importance of a Well-Crafted GTM Strategy The importance of a well-crafted GTM strategy cannot be overstated.

Value Proposition 52

Value Proposition Marketing Media Retail 52

SuperOffice

JULY 5, 2022

How do you get their attention? The strategies differ depending on who you want to communicate with. So, how do you get there? Find out how they use your product and services and what you can do to make their workday better. There’s two types of B2B marketing strategies - acquisition and retention.

B2B 129

B2B Marketing Acquisition Media 129