Key Account Management Training

24 Jan
2013

Selling by Asking

by Mihaly
This article was originally written by Andrew Sobel co-author of Power Questions: Build Relationships, Win New Business, and Influence Others.  The CEO of a $12 billion company summed it up neatly when he told me, “When someone walks...
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07 Feb
2013

Sales Excellence in International Sales

by Mihaly
We hve recently spoken with Christian Maetz, Director of International Sales, Telekom Austria Group How do the leadership skills required in local markets differ from those needed in international or emerging markets? International Sales...
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08 May
2013

Do you know who your key accounts are?

by Mihaly
The nature of sales has changed dramatically in the last decade or two. With relatively few large customers accounting for a large proportion of an organisation’s sales, success is increasingly dependent on them. For the sales organisation, the key...
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02 Jul
2013

What do you consider is the key to building an effective sales force?

by kate.matcham
Written by the course leader of Key Account Management Masterclass, an international trainer, speaker and consultant with years of experience in sales, sales training and management environments and a dynamic approach to delivering training. Trying...
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24 Sep
2013

What is Sales?

by Mihaly
I was preparing for my session in our sales training today and I decided to start with a trivial question: What is Sales? It’s astonishing how the profession is misunderstood by people working outside of the profession. There was an HR director,...
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