Nine insights: Sales processes and selling skills for targeting and meetings

Last week, we welcomed UK and international delegates to a PM Forum digital workshop on “Selling Processes and Sales Skills for Marketing and BD Professionals”. There were equal numbers of delegates from law and accountancy firms who had various roles: business development, pitching, key client management, cross-selling and external referrer Read More

2022-10-24T10:03:34+01:00October 24, 2022|Accountants, Kim's Blog, Lawyers, Relationship Management, Selling|

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|
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