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Congratulations! You successfully sold one or more of your company's products or services to a business unit, department, or division of a large organization. Now ...
In happens every year in June. Six months down and six months to go. What will you do differently during the second half of the year ...
A strategic approach is not limited to National or Major Accounts only. Unless your sales are 100% opportunistic, a strategy is still key to managing ...
Major Account Management Is a Long Term Process - It Takes Time: We must recognise that we are in Major Account Management for the long term. ...
When you lose a client it’s almost always because of service. Price is rarely the problem. Before you try to win back that lost client ...
Top performing salespeople know the value of responsiveness. Effective communication is an integral part of any successful sales situation, and in order to communicate ...
After six phone calls, the salesperson finally reached his client. The newly assigned salesperson was relieved to finally get an appointment to meet the client. ...
In recent years many companies have implemented some form of Key Account Management (also sometimes called National Account Management, or Strategic Account Management) to address ...
Do you know what makes a good customer for your company? I'll bet you do. You know whether your company is better with the Fortune ...
Are your prospects or existing customers strong allies, adversaries or enemies? Are your prospects or existing customers strong allies, adversaries or enemies? A lot of ...
Partnering is the contemporary order of successful business! Gone, are the days of adversary relationships for sustained success. Today salespeople and companies alike need to ...