Cross-selling and referrer management – Expectations, Data and Focus (March 2022)

It was a full house on the recent “Cross-selling and referrer management accelerator” workshop from PM Forum.   There are lots of insights shared by delegates below. But I wanted to focus on cross-selling and referrer management – Expectations, Data and Focus. Expectations and Goals An effective cross-selling or referrer Read More

2022-03-14T16:02:00+00:00March 14, 2022|Kim's Blog|

Referrals – The role of internal communications, messaging and storytelling and post-Covid “water cooler” moments

Earlier in December I facilitated another of MBL’s  popular “Developing more work from referrers and intermediaries” full day LearnLive training sessions. With delegates from legal, accountancy, surveying, architectural and financial services firms there was lots to discuss. Dominant themes were referrals – the role of internal communications, messaging and storytelling Read More

2021-12-19T12:34:01+00:00December 19, 2021|Accountants, Kim's Blog, Lawyers, Marketing, Relationship Management|

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

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