How to Keep Your Key Account Managers Fighting Fit
Keeping your key account management team on top form can be an uphill struggle. Yet finding a way to maintain that fighting fitness can be a challenge in itself. But not anymore. Thi… Read more
Sales and Account Management Insights
Developing and implementing an effective sales and account management strategy is critical to your success. Read our thoughts and experiences on best practice.
MBTI Training For Sales Teams – Part 3
MBTI Training: Flexing selling style to better connect
In our previous posts on MBTI training for sales teams we have looked at each of the four MBTI ‘scales’ and have addressed thr… Read more
MBTI For Sales Teams – Part 2
This is the second in our series of posts focussed on the application of MBTI for sales teams. Our training and development programme considers the vital missing piece of the jigsa… Read more
Making MBTI Work For Sales Teams
Making MBTI Work For Sales Teams. The Myers Briggs Type Indicator (MBTI) is the most widely used assessment of psychological type and an enormously insightful tool when understo… Read more
Account management in a complex industry – “Expert salesmen or experts who can sell?”
How good are you at selling and managing relationships within an expert led industry?
In our first financial services article, we examined the importance of broker-intermediar… Read more
Make time to source a KAM Programme to improve performance
The KAM Bootcamp is a tailored programme that introduces best practice to your organisation that suits your market and circumstances.
Key Account Management Bootcamp gets to k… Read more
Are your key customers Ambassadors or Opponents?
If you know which key customers are your ambassadors and which are opponents, what are you doing about it?
If you don’t know, do you realise you’re in a position of weakness..… Read more
KAM Bootcamp Best Practices
How often have you heard the statement – “we are striving for best practice” – and how often do you see it happen? And does this mean it is an aspiration rather than reality?
Not anymor… Read more
KAM Boot Camp – Are your KAM’s fit for today’s challenges?
Managing large customers or a portfolio of customers can be challenging at the best of times – and sometimes it feels too difficult to do something about it because the “day job” get… Read more
12 Days of Xmas #12: my key account said to me “you can sharpen terms on the doves and pear trees”
On the 12th day of Christmas my key account said to me “you can sharpen terms on the doves and pear trees”.
When a lot of your business is controlled or dependent on a few large accounts… Read more
building a culture of customer centricity based on B2B Trust
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