Accountants

Book Review: Smarter selling – Next generation sales strategies to meet your buyer’s needs every time by Keith Dugdale and David Lambert

I am often asked to recommend books on sales and selling – both for beginners and experienced practitioners. There are so many to choose from – I’ve read hundreds, reviewed a fair few and even written a couple. So I've done a series of reviews (other recommended sales books are Read More

2022-05-06T16:10:33+01:00May 6, 2022|Accountants, Kim's Blog, Lawyers, Relationship Management, Selling|

Insights on pitching – Online, virtual, productivity, confidence and procurement (December 2021)

I recently reviewed all the articles in Professional Marketing magazine  on pitching. And I’ve highlighted the key points here of the latest insights on pitching – Online, virtual, productivity, confidence and procurement. Online pitching In October 2021, Michael Fleming (Kissing with Confidence) argued that whether in the room or on Read More

2021-12-29T10:59:33+00:00December 29, 2021|Accountants, Kim's Blog, Lawyers, Marketing, Selling|

Four themes in the art of selling – Integrating marketing and sales, sales process, first contact and selling in a digital world

Earlier this week I ran a full day workshop on selling for MBL  (“The art of selling professional services and winning business”). The day was organised into six modules: the sales process, sales planning, integration with marketing, psychological selling, selling skills and measuring sales success. I selected four themes in Read More

Reviewing books by legal and accounting clients – “Covid-19, residential property, equity release and enfranchisement” by Paul Sams and Louise Uphill and “Agile in Business – A guide for Company Leadership” by Robert Morley

I review a lot of books by people I don’t know. So it’s gratifying to read books by people I do know – and who also happen to be clients. Paul Sams and Louise Uphill at Dutton Gregory solicitors  on the impact of Covid-19 on residential property, equity release and Read More

2021-05-10T09:37:42+01:00May 10, 2021|Accountants, Kim's Blog, Lawyers, Property|

Perfect pitches – Five key points (Video)

This short (10 minute) video takes a look at pitching and shows the client reaction to submissions to a fun make-belief pitch. Five tips are explored: process, research and empathy, relationship, document and presentation and differentiation. Please enjoy perfect pitches – five key points. Video script Hi, I’m Kim Tasso Read More

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