Sales / Key Account Management

09 Oct
2014

How to Succeed at Key Account Management

by Mihaly
By Lynette Ryals - originally appeared at HBR Blog.  Key account management (KAM) is one of the most important changes in selling that has emerged during the past two decades. KAM is a radically different organizational process used by...
Read more
22 Jan
2014

Moving from Bow-tie to Diamond KAM Relationship - worth the trouble?

by Mihaly
When it comes to strategic Key Account Management most of the companies competing for the business offer good products and services, so what is the difference maker? It’s not only the people within the account team but the depth and breadth of the...
Read more
10 Oct
2013

What are your top two recommendations to maximise sales in the current tough economy?

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. “The...
Read more
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,...
Read more
04 Sep
2013

How does KPI creation impact on sales productivity? How can it be improved?

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. It is...
Read more
12 Aug
2013

Global vs Local Sales: Getting the best from both worlds

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....
Read more
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...
Read more
30 May
2013

What's your foghorn message that differentiates you?

by Mihaly
It is becoming more and more difficult to differentiate products and services. Even if we do have uniqueness which becomes attractive and in demand it is unlikely that we shall be able to defend it from our competitor.   The most...
Read more
08 May
2013

Selling in the New Economy, building the sales force of the future

by Mihaly
Interview with Adriana Boersma-Rodriguez , VP at Huawei How to get your sales team on-track, motivated and working at optimum efficiency? In today’s tough and dynamic economy you need the best in class sales management techniques that can drive...
Read more
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...
Read more

Pages

  • 1
  • 2
  • next ›
  • last »