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Selling challenges in professional services: Sales processes and skills
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Selling challenges in professional services: Sales processes and skills

Accountants, Kim's Blog, Lawyers, Relationship Management, Selling

Selling challenges in professional services: Sales processes and skills

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges. What is Read More

Kim Tasso2023-11-03T11:47:34+00:00November 1, 2023|Accountants, Kim's Blog, Lawyers, Relationship Management, Selling|

Beating Six Barriers to KAM – Chicken or Egg: Data, Protectionism, Starting point, Simplicity, Time and Training
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Beating Six Barriers to KAM – Chicken or Egg: Data, Protectionism, Starting point, Simplicity, Time and Training

Accountants, Kim's Blog, Lawyers, Management Skills, Marketing, Property, Relationship Management, Selling, Strategy

Beating Six Barriers to KAM – Chicken or Egg: Data, Protectionism, Starting point, Simplicity, Time and Training

18 delegates from law, accountancy and property firms joined me at the June PM Forum workshop on Key Account Management (KAM) and Account Based Marketing (ABM). The focus was on supporting fee-earners with client relationship management in KAM and ABM programmes at a firm-wide or client level. I’ve summarised Six Read More

Kim Tasso2021-06-14T18:05:58+01:00June 14, 2021|Accountants, Kim's Blog, Lawyers, Management Skills, Marketing, Property, Relationship Management, Selling, Strategy|