Sales and Account Management Archives - Page 3 of 6

How do you align sales director objectives with the board?

How do you align Sales Director objectives with your board colleagues?

July 14, 2021/in Sales and Account Management /by Gary Lunt

How do you align Sales Director objectives with your board colleagues? Answers – multiple choice as follows; Shout louder! Give them more objectives than needed … Be smart… Read more

Salesforce Gratitude Campaign

December 10, 2020/in Sales and Account Management /by Ellie Luk

We’re delighted to report that a quote from our director Peter Lavers has been included in Salesforce‘s #SalesforceGratitude campaign. The question was “T… Read more

How can we better manage our own and our team’s resilience – Panel Discussion Summary

June 2, 2020/in Sales and Account Management /by Alan Thompson

Not making your targets? Don’t despair!

May 11, 2020/in Sales and Account Management /by Peter Lavers

Most companies are facing their biggest challenges of peacetime history as we navigate through the Coronavirus pandemic. Some won’t make it. Falling sales and profits? Many are… Read more

Writing Business in Insurance — It’s All About Attitude

June 21, 2019/in Sales and Account Management /by Alan Thompson

We have recently been working with a couple of clients to help develop the capability of their sales/business development teams to help improve the acquisition of new, profitabl… Read more

Yes We KAM: How Pharma Can Learn from Best Practice in Other Sectors

June 10, 2019/in Sales and Account Management /by David Southern

Key Account Management (KAM) is one of the most enduring buzz-phrases in UK pharma. Such has been the fervour around the sector’s adoption of KAM that one could be forgiven for thin… Read more

Unlocking New NHS Commercial Pathways For Pharma Through Key Account Management: The KAM Way

May 13, 2019/in Sales and Account Management /by Gary Lunt

Spirit Access, part of the Spirit Health Group, has launched a new Key Account Management (KAM) service that promises to equip Pharma with the skills and capabilities needed to he… Read more

Susan And Bill Have Relationship Problems – Episode 3

May 2, 2019/in Sales and Account Management /by John O'Connor

The Susan & Bill Trilogy The last time we met Susan and Bill, they were discussing survival tactics. Thankfully, they have managed to get the company back on an even keel – excu… Read more

Susan And Bill Have Relationship Problems – Episode 2

April 26, 2019/in Sales and Account Management /by John O'Connor

The Susan & Bill Trilogy Following on from last week’s post on Bill and Susan, we explore what happens next in their story. EPISODE 2: “Performing Zone” versus “Danger Zone” S… Read more

Susan And Bill Have Relationship Problems – Episode 1

April 18, 2019/in Sales and Account Management /by John O'Connor

The Susan & Bill Trilogy When our partner Deep-Insight launched its B2B NPS white paper, we created a storyline around two fictitious characters called Bill (a thoughtful bu… Read more

Sales and Account Management Insights