Kim TassoPitch Points – Five thoughts from a pitching and tendering workshop (January 2021)
Posted on: January 22, 2021
I facilitated a full day online pitching and tendering workshop for MBL covering: policies, processes, research, sales strategy, selling skills, documents, presentation (content and delivery), post pitch actions and tendering metrics. Delegates were from legal and insolvency firms. There was a huge amount discussed during the lectures, exercises and polls on the rational and emotional […]
Active Listening (Video)
Posted on: November 27, 2020This 10 minute video looks at why active listening is so important – yet difficult. It provides seven tips to help you improve your active listening skills. Video script Hi I’m Kim Tasso. Today – as you can see from my ears – I’ll be talking about active listening. I’ll be sharing eight tips on […]
Property marketing case study – Transformational change in Savills’ bid processes
Posted on: November 18, 2020
The London Committee of the PM Forum hosted an event on 11th November where Ellie Blenkinsop (The Client – Head of Bids at Savills) and Francesca Ayers (The Consultant – Get Serious), shared inspiring and practical insights from their ‘journey’ of transformational change in Savills’ bid processes. They started by explaining that the transformational change […]
25th Professional Marketing Forum Conference Report – ABM, redesigning M&BD teams, award-winning campaigns, persuasion, client feedback and ROI
Posted on: November 5, 2020
The Professional Marketing Forum Conference is the annual highlight for professional services marketers. A shorter version of this article on the 2020 conference appeared in the PM magazine November 2020 issue. This is the 25th Professional Marketing Forum Conference Report – ABM, redesigning M&BD teams, award-winning campaigns, persuasion, client feedback and ROI I certainly didn’t miss […]
Selling Basics – Detectives and DMUs (Video) and recommended books on selling
Posted on: October 30, 2020Todays’ 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 […]