Kim TassoSelling basics – Targeting with rabbits, deer and elephants (Video)
Posted on: August 14, 2020A frequent question when people ask me about marketing and selling is how to target new business. There are lots of different ways to target new business. We explore one method in this short video (7 minutes) on Selling basics – Targeting with rabbits, deer and elephant. It’s a method that is particularly valued by my […]
Book review: Executive Engagement Strategies – how to have conversations and develop relationships that build B2B relationships by Bev Burgess
Posted on: August 11, 2020
(A shorter version of this book review: Executive Engagement Strategies appeared in a recent edition of Professional Marketing magazine) I reviewed two of Bev’s previous books – in 2011 on marketing technology as service and more recently, in February 2020, her fabulous practitioner’s guide to Account Based Marketing. I’m a big fan. This one focuses […]
The growth of MarTech in professional services
Posted on: March 5, 2020
These two articles on the growth of MarTech in professional services were published in the February and March 2020 editions of Professional Marketing Magazine. Wouldn’t it be good if there was a central source of information about marketing automation and technology (MarTech) in professional services – whether in law, accountancy, surveying or consultancy practices and […]
Book review: A practitioner’s guide to Account-Based Marketing (ABM) – Accelerating growth in strategic accounts by Bev Burgess with Dave Munn
Posted on: February 8, 2020
A shorter version of this book review appeared in the February 2020 edition of Professional Marketing Magazine Have you ever wondered about the difference between KAM and ABM? Well, this 2017 book “A practitioner’s guide to Account-Based Marketing (ABM) – Accelerating growth in strategic accounts” provides the answer: you design an integrated marketing and sales […]
Helping tax advisers sell their services – Be more detective
Posted on: January 30, 2020
I was delighted when the Chartered Institute of Taxation (CIoT) Harrow and North London Branch invited me back to present an evening session earlier this month. I had previously presented on “Social media for tax advisers” in 2013 . On this occasion my talk was on “Helping tax advisers sell their services – Be more […]