Sales targets

Art and science of selling – Plan for different sales journeys and processes

Legal and accountancy firm delegates joined me for a MBL workshop on “The art and Science of Selling Professional Services”.  We spent a significant amount of time exploring the various sales cycles in delegate firms – and how best to support fee-earners through complex (multiple players and decision makers) consultative Read More

2025-11-17T09:22:47+00:00November 17, 2025|Accountants, Kim's Blog, Lawyers, Management Skills, Relationship Management, 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

2021-09-25T14:38:11+01:00September 25, 2021|Accountants, Kim's Blog, Lawyers, Management Skills, Relationship Management, Selling|
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