Sales Capability Frameworks for Key Account Managers
Sales Capability Frameworks for Key Account Managers
Alan Thompson and David Brown discuss Sales Capability Frameworks and building competency pathways, in this short talk on… Read more
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Why is it important to have a Sales & Account Management Framework?
Why is it important to have a Sales & Account Management Framework?
Experts in people development, Alan Thompson and David Brown, discuss what it means to have a sales c… Read more
Trust is Key to Growth in Sales and Account Management
Trust is Key to Growth in Sales and Account Management
Dr Mark Hollyoake was recently asked to lead a talk on B2B Trust with the Institute of Sales Professionals.
In this interactiv… Read more
Negotiating in Changing Markets
Negotiating in changing markets
For many experienced negotiators, either on the supplier or purchasing side, managing complex B2B negotiations in volatile market cond… Read more
Why is Sales Capability Important?
Why is Sales Capability important in your company?
Experts in people development, Alan Thompson and David Brown, discuss what it means to have a sales capability in your company.… Read more
Is your company Customer Attuned?
Customer Management looks different for a lot of companies, for one company Customer Experience is the priority, for another it’s about Building Trust, or it could be refr… Read more
How well do you manage customer value?
In the insurance and wider financial services sector, the concept of customer value is growing in profile all the time. This has come about mainly, though not exclusively, as a res… Read more
No going back to the old way of managing customers and partners
No going back to the old way of managing customers and partners
Let’s face it, there is no going back to the old way we are used to in how we manage our customers and partners – the… Read more
Six lenses of best practice for Customer Charter development
Customer charters can play a key role in manifesting your wider brand promise into concrete standards and commitments that you are happy for your customers to judge you by.
In hund… Read more
In the press: Dr Mark Hollyoake on Selling in a Pandemic
The Journal of International Sales Transformation, reached out to Dr Mark Hollyoake, to give his views on “Selling in a Pandemic” in their latest Special Report on &… Read more
building a culture of customer centricity based on B2B Trust
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