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. She also creates thought leadership videos.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 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. The OnePlace legal client relationship management system was acquired by InTapp in 2019. OnePlace/Intapp Another delegate mentioned he liked using this system.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 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. Another area for discussion was sales training and sales process management.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Engage Selling

MAY 19, 2016

In an endless ocean of sellers that are often selling similar products and services, making your business or organization stand out is of the utmost importance. Being seen as a thought leader is, in today’s world, one of the best … Read More »

Leadership 48

Leadership Organization Client Relationships Sales Training 48

Showpad

JANUARY 12, 2020

These materials — whether Sales content, CRM data, or a case study — are the tangible assets that reps will lean on to educate top-of-the-funnel customers, engage buyers close to a decision, and nurture existing client relationships, among other core job duties.

Software 69

Software Software Sales Onboarding 69

Red Star Kim

APRIL 24, 2023

Yet there was an interesting article In March 2023 17 Top Reasons Lawyers Don’t Call Their Clients – The BTI Consulting Group “High-quality voice dialogue between clients and their relationship partners remains rare. This leaves a lot of room to develop client relationships”.

Emotional Intelligence 26

Emotional Intelligence Financial Services Decision-making Digitalization 26