Fabulous First Meetings – 16 selling insights

Fabulous first meetings - Selling insights Posted on: March 21, 2017

My first book, published in 2000, was on selling skills so it gives me great pleasure to sometimes indulge my passion and provide sales training. I recently completed a series of short in-house training sessions for a property client on “Fabulous First Meetings” where we covered a range of selling insights including buyer psychology, communication […]

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Getting what you want and how to say “No” – Assertiveness skills

Assertiveness skills - Shepherds and sheep Posted on: March 15, 2017

In many of the courses I run for the Professional Marketing Forum http://www.pmforum.co.uk/training.aspx, the topic of assertiveness arises. Sometimes this relates to people needing the confidence to speak up and share ideas or to challenge requests. Often it relates to finding ways to decline or modify inappropriate requests – how to say “No” effectively. But […]

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Book review – Insight selling by Mike Schultz and John E Doerr

Insight selling book review Posted on: March 10, 2017

During the course of a career spanning over 30 years I’ve read a lot of sales books. I even wrote my own back in 2000 (http://www.kimtasso.com/publications/selling-skills-for-the-professions/).  But when I first read Insight selling back in 2014 I thought it was a bright star of a book amongst many disappointing and sometimes useless tomes. I’ve recommended […]

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Strategy development insights: Curiosity, challenge, creativity, co-creation, culture and change

Strategy development insights Posted on: March 6, 2017

While many people think strategy development in professional service firms as akin to “herding cats”, I think it’s more like trying to pick up mercury. There are all those shiny spots of precious (noxious?) metal which break off and join up in a seemingly random manner. It’s hard to put your finger on mercury. At […]

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Proactive Marketing Executive – Seven standout subjects (February 2017)

Proactive Marketing Executive Posted on: February 4, 2017

The PM Forum Proactive Marketing Executive workshop has been running successfully for many years. We update the content regularly to reflect the changes taking place in marketing, digital marketing, the professions and the world at large. We cover a wide range of topics on strategic marketing, tactical marketing as well as working collaboratively with our […]

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