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.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Red Star Kim

OCTOBER 13, 2023

Preparing M&BD professionals for the future – learning, skills and knowledge transfer. Although it does provide indepth knowledge of legal services. These are not aligned to professional services marketing. Senior management and human resource professionals stressed the need for transparency.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Nutshell

APRIL 3, 2024

When you’re running a consulting services business, a good CRM is a must to streamline your client acquisition process and keep a good balance between landing clients and delivering services. Consulting services-specific CRMs were built to help consulting firms create and optimize their sales process.

CRM 71

CRM Software Software Acquisition 71

Hubspot Sales

APRIL 15, 2024

With the industry's constant evolution, our team prioritizes staying informed about new product developments and market changes, ensuring we can provide the most relevant solutions.” It's much easier to find leads if you're well-connected and active in your industry. They prioritize relationships over immediate sales.

Sales 111

Sales Prioritization CRM Communication 111

Red Star Kim

SEPTEMBER 26, 2023

Support the go-to-market strategy – The M&BD team structure must support market sectors, products/service lines (typically in a matrix of both), international scope and key strategic themes that the firm prioritises. Expectations of M&BD (reactive service or proactive advisers?) From within or beyond professional services?)

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Red Star Kim

AUGUST 31, 2023

Today I summarise professional services marketing/BD case studies – Moore Kingston Smith, Mazars, Fladgate, Travers Smith, Mills & Reeve. As well as professional services winners in brand and reputation awards. The firm has a sector focus on health/social care, emergency services and housing.

Marketing 130

Marketing Leadership Government Logistics 130

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Senior decision maker titles also vary by industry. C-level buyers want to engage with sales professionals who they view as trusted advisors and subject-matter experts.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Red Star Kim

SEPTEMBER 8, 2023

First, to respond to various research reports showing the need for M&BD professionals to “ be more commercial”. This type of curiosity drives industry and competitor analyses. Perhaps one of the reasons that pricing is often outside of M&BD in professional services marketing.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Brooks Group

APRIL 10, 2024

In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. Your sales professionals must invest time and energy on improving their position as subject-matter experts. For B2B sales professionals, LinkedIn is the primary platform for new business.

Sales 87

Sales Media B2B Publishing 87

Brooks Group

APRIL 9, 2024

Procurement managers : Professionals tasked with managing the procurement process, negotiating contracts, and ensuring compliance with organizational policies. Internal champions: Enthusiastic supporters of your product or service who actively promote its adoption within the organization.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Brooks Group

MARCH 21, 2024

By continuously improving your team’s discovery questioning skills, your sales professionals will be better equipped to uncover valuable insights, build stronger rapport with prospects, position your solutions more effectively, and close more deals. Only 23% of successful teams (vs. But some are better than others.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Red Star Kim

DECEMBER 19, 2023

I keep an eye out for case studies in professional services marketing and share them at workshops. Bolt Burdon Kemp SA Law – Integrated employment law services multi-channel campaign SA Law was targeting small and medium sized enterprises (SME) clients in the competitive arena of employment law.

Media 130

Media Insurance Marketing Emotional Intelligence 130

Red Star Kim

JUNE 15, 2023

Our Product | Beauhurst Crunchbase – High growth startups and industry trends Find Next Investment – Crunchbase DataGardener – All companies in the UK (from Companies House). Home – GlobalData IbisWorld – Industry reports (which profile the major companies in the sector). Used by many accounting firms.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Brooks Group

FEBRUARY 12, 2024

Once a prospect buys your product or service, they represent an opportunity for future growth. Yet many sales professionals overlook these opportunities, either preferring to stay in “hunter” mode or because they lack the sales training , skills, and coaching to get it done. Examples include service add-ons and complementary products.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Hubspot Sales

OCTOBER 9, 2023

But the organizations that adopt this strategy often run into one particular hangup — their sales professionals lack the business acumen skills needed to ask challenging questions and understand the answers they prompt. Drivers of shareholder value vary by industry and company.

Shareholders 101

Shareholders Value Proposition Profitability Decision-making 101

Red Star Kim

MARCH 22, 2023

I’ve read many books on professional relationships – and I’ve even written one myself (see Better Business Relationships book by Kim Tasso (Bloomsbury) ). But I’m always on the look out for more that are relevant for professional services and practical. And quick to read at just 150 pages.

Leadership 130

Leadership Media Client Relationships Innovation 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

JANUARY 16, 2023

The benchmark provided a snapshot of the views of 112 marketing and business development (M&BD) leaders at professional service firms (PSF). Over 70% anticipate a downturn in the economy in 2023 compared to 2022, but respondents believe that professional services will be more resilient than other sectors.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Hubspot Sales

JANUARY 17, 2023

Tech is one of the fastest-growing industries today. Here, we'll cover the basics of tech sales, the pros and cons of working in this industry, and how you can kickstart a career in tech sales in 2023. Software solutions can be sold as programs or as a service ( SaaS ) that requires a subscription. IT services.

Sales 108

Sales Software Software Negotiation 108

Brooks Group

FEBRUARY 27, 2024

B2B buyers today see many products and services as commodities: items that seem equivalent no matter who produces them. This is when a value-based selling approach—the ability to add value to your product or service—is critical. This is a fantastic way to generate goodwill and help customers share their professional accomplishments.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

Red Star Kim

APRIL 12, 2023

Culture shock and the never-ending “to do” list Some of the delegates described the “culture shock” they experienced as they entered a M&BD role in the professional services sector. This is a common theme when M&BD people move from another sector into professional services.

Media 130

Media Marketing B2C Stakeholders 130

Zendesk

FEBRUARY 12, 2024

In today’s fast-paced and competitive business environment, staying ahead in customer service means continually educating yourself and your team. Customer service podcasts provide an excellent avenue for gaining knowledge and insights without disrupting your busy schedule.

Customer Experience 52

Customer Experience e-Learning eCommerce Artificial Intelligence 52

Planview

JANUARY 10, 2022

At Planview, we have two great products that meet the varying needs of Professional Services organizations—whether it be products for Professional Services companies, professional services groups embedded in product companies, or those providing Managed Services.

Energy and Utilities 98

Energy and Utilities Profitability Decision-making Acquisition 98

Brooks Group

FEBRUARY 16, 2024

These are both good strategies, but the true differentiator is the sales professional and their emotional intelligence. Successful sales professionals differentiate themselves three ways: They are highly emotionally intelligent. When I lead sales teams, the first thing I do is look at sales professionals’ ability and relationships.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Red Star Kim

AUGUST 18, 2022

The Great Resignation arrived somewhat early in the marketing and business development (M&BD) teams of professional services firms (PSF) after Covid. So I thought I’d share my thoughts to avoid the revolving door – Recruiting and retaining marketing and business development professionals in PSFs.

Marketing 130

Marketing Digitalization Investors B2C 130

Red Star Kim

NOVEMBER 22, 2022

In recent workshops we have explored the use of creativity techniques to resolve client service issues, co-create solutions and improve client relationships. So deploy “ Temperature taking ” activities – when communicating in person, on the phone or through emails – to pick up on early warnings of client service or relationship issues.

Brainstorming 130

Brainstorming Innovation Client Relationships Marketing 130

Red Star Kim

JUNE 1, 2023

There are other ways to differentiate such as through innovation, relationship and service excellence, new product and service development and new delivery platforms. Some law firms have Professional Support Lawyers (PSL) who collect and collate information about key players in the market.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Brooks Group

FEBRUARY 23, 2024

Qualifying prospects is one of the selling skills every great sales professional relies on. This can have significant long-term implications for both individual sales professionals and the organization as a whole. Here are five harmful effects for your sales professionals and your organization.

Prioritization 80

Prioritization Sales Training Sales Construction 80

Red Star Kim

FEBRUARY 12, 2024

Delegates from legal, financial service and industry, joined me last week for a full day workshop on persuasive writing. Whilst it is usual to have business development professionals and experienced partners on this session, it was great to welcome a number of trainee solicitors too.

Media 130

Media Financial Services Advertising Decision-making 130

QYMATIX

APRIL 18, 2024

Lucas Pedretti’s external presentations will focus on the topic ” Making smart use of business data with AI” Using predictive sales analytics as an example, Pedretti will highlight specific applications of artificial intelligence in the technical retail industry. billion euros.

Artificial Intelligence 52

Artificial Intelligence Sales Analytics B2B Retail 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. Here I summarise brand, referrals, research, key account management (KAM) and new service development case studies.

Marketing 130

Marketing Key Account Management Innovation Account Management 130

Red Star Kim

NOVEMBER 9, 2023

Unusually, he has accolades for both customer service and human resources. The examples are mostly products so it’s not ideal for professional services. I observe that professional services may not adopt business school models much, but the sector does have many strategic thinkers and entrepreneurs.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. By following the SPIN framework , sales professionals can engage prospects more effectively, build rapport, and ultimately guide them toward making informed purchasing decisions.

Software 52

Software Software Decision-making Performance Review 52

ACT

MARCH 21, 2023

The COVID-19 pandemic triggered significant changes in several industries, particularly professional services. That, in turn, implies further struggles for the professional services industry. The segment with the brightest outlook includes design, research, promotional, and consulting services.

Digital Transformation 52

Digital Transformation Remote Working Artificial Intelligence Client Relationships 52

Hubspot Sales

NOVEMBER 14, 2023

53% of sales reps say AI has made it easier to compete with other businesses in their industry. Besides saving time, AI is also helping sales professionals become sharper and more effective in their roles. Sales professionals need to become influencers — kind of. Have professional branding. Let's dive in.

Energy and Utilities 91

Energy and Utilities Media Sales Publishing 91

Hubspot Sales

JUNE 29, 2023

Insurance sales is a highly lucrative industry. Paul Moss, Founder of HeyDriver and a 14+ years insurance veteran, says, “There is a lot of cheddar to feed the mouths of insurance professionals.” He adds that the industry is easily accessible to anyone. He started working in the insurance industry at just 20 years old.

Insurance 94

Insurance Sales Interpersonal Skills Decision-making 94

Planview

JANUARY 2, 2024

Clients seeking assistance in ensuring their organizations are well-prepared for success can turn to Planview’s Evolve Advisory Services. This dedicated team of consultants leverages their extensive experience to thoroughly understand organizational needs and apply industry best practices to help attain strategic business objectives.

Digital Transformation 98

Digital Transformation Digitalization Government Decision-making 98