The essence of key account management Adam has star quality. He was promoted to sales manager from the salesforce of one of our clients seven years’ ago. I am rather proud that our input has contributed to the progress he has made. Recently, two promotions...
Firstly, consider that the Account Manager fulfils these primary roles: His employer, not surprisingly, sees the role as one of protecting and growing the business. His customer sees the role as largely one of caring for the customer’s business and the chief...
The challenge for business leaders to grow revenue and profitabilty Within the UK sales is a largely misunderstood and under- valued resource. The result is a “me too” type approach that accepts mediocre sales performance as the norm measured against an unchallenged...
A couple of things about ‘pitching’…… It’s a word we’ve adopted from the U.S. – it really means ‘to present your case’ – probably quite vividly. There’s absolutely nothing wrong with pitching your case. You should be able to pitch your product / company / service –...
Every year millions of pounds, and much more in terms of downtime and opportunity cost, are spent on sales training in the b2b sales arena. Jeff Downs looks at why in his opinion, it doesn’t work. Public programmes, evening seminars and in-company structured...
