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

Posted on: September 17, 2020

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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Selling basics – Targeting with rabbits, deer and elephants (Video)

Posted on: August 14, 2020

A 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 […]

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Book review: Executive Engagement Strategies – how to have conversations and develop relationships that build B2B relationships by Bev Burgess

Posted on: August 11, 2020 Executive Engagement Strategies – how to have conversations and develop relationships that build B2B relationships by Bev Burgess

(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 […]

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Better Business Relationships – The building blocks (video)

Posted on: June 11, 2020

My latest video discusses my 2018 book Better Business Relationships. It offers some practical insights to help you improve your business relationships at each stage of the DACRIE model – Diversity, Adaptation, Communication, Relationship formation, Internal Relationships and External Relationships. Better Business Relationships – The building blocks. (Script) Introduction Hi – I’m Kim Tasso And […]

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The growth of MarTech in professional services

Posted on: March 5, 2020 The growth of MarTech in professional services

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 […]

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