Key Account Management Archives

Institute of Professional Sales - KAM Club Launch image

Institute of Sales Professionals KAM Club Launch – Dr Mark Hollyoake joins the panel

August 17, 2022/in News /by Ellie Luk

Institute of Sales Professionals Launches the KAM Club The practices and processes for managing and growing customer portfolios is in constant flux, particularly with k… Read more

Negotiating in Changing Markets

August 16, 2022/in Sales and Account Management /by Paul Cranston

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

Adopting A Customer Centric Culture Demands One Thing

April 11, 2022/in Customer Centricity /by Paul Cranston

Adopting A Customer Centric Culture Demands One Thing Customer Attuned Associate Paul Cranston considers what it takes to successfully adopt a Customer Centric culture… Read more

The International Journal of Sales Transformation

The Trust Dividend – by Dr Mark Hollyoake – Press Feature

October 7, 2021/in Embedded Trust /by Ellie Luk

The Trust Dividend by Dr Mark Hollyoake, featured in The International Journal of Sales Transformation. October 2021 To read the full article, click here The strategic implicat… 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

Unpacking the B2B Trust DNA™ Model

July 1, 2020/in B2B Trust /by Dr Mark Hollyoake

Trust is a key dynamic in business to business (B2B) relationship success. It is often quoted and referenced, yet little understood. It has taken me over five years of academic doc… Read more

Changing customer behaviour – the impact on Learning & Development

June 24, 2020/in Business Capabilities /by Alan Thompson

As our business prepares to host a panel discussion ‘Adapting to new normal customer behaviour’ that explores amongst other things, the impact of the Covid19 pandemic on changin… Read more

Where have all my customers gone?

June 16, 2020/in Business Capabilities /by Gary Lunt

Let’s get down to basics; the majority of UK businesses will be having problems with their customer base, it just depends upon the severity of the impacts of the pandemic, lo… 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

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

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