Highlights from a referrer management workshop (2020)

Posted on: December 22, 2020 Highlights from a referrer management workshop (2020)

It was great to see so many people on the December digital presentation of the popular MBL “Developing more work from referrers and intermediaries” workshop – there were representatives from law, accountancy, insolvency and engineering firms. Here are the highlights from a referrer management workshop. Amongst the aims of the delegates were: To develop a […]

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Selling Basics – Detectives and DMUs (Video) and recommended books on selling

Posted on: October 30, 2020

Todays’ short (eight minute) video covers some core ideas in business-to-business (B2B) sales. It considers the need to undertake research before approaching a prospective client and how the research continues when you first make contact. The idea is to “be more detective” to learn about your prospect. It then explores the idea of the Decision-Making […]

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KAM Basics – Bowties and Diamonds (Video)

Posted on: October 4, 2020

In this short video (4 minutes) I address some KAM Basics – Bowties and Diamonds (Video). What key client relationships look like when they are a bowtie or diamond configuration. (Video script KAM Basics – Bowties and Diamonds) Hi I’m Kim Tasso And today I am going to talk about an idea to help client […]

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Six themes on cross-selling and referrer management workshop highlights (2020)

Posted on: September 17, 2020 A personal approach to cross-selling

Yesterday I facilitated an interactive workshop through the Professional Marketing Forum  on cross-selling and referrer management. I promised the delegates – representing a range of legal and accountancy practices – that I would summarise and share the key points arising from the session and the six themes to supplement their learning resources. Aims and issues […]

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An introduction to emotional intelligence (EQ) and empathy (Video)

Posted on: July 24, 2020

This short (8 minute) video provides an introduction to emotional intelligence (EQ) and empathy. It explains why emotional intelligence is important for personal and business relationships. (Video script – an introduction to emotional intelligence (EQ) and empathy) HI I’m Kim Tasso. In this short video I will introduce you to the idea of emotional intelligence […]

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