Essentials

Key Account Management for executives: a wellspring of resilience in times of crisis

The unprecedented health crisis that we are experiencing has laid bare many organizations’ fragility. Executives are realizing the pressing need to strengthen the resilience of their business.  The central principle of Key Account Management is closer cooperation between strategic customers and every aspect of their environment. As such, it is very clearly a potential solution […]

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Key Account Management in a few figures

Before you drill down into the details and plan out the costs and benefits of setting up and running a Key Account Management program, you first have to think about what the head of the company has in mind when they decide to invest in this sort of initiative. Let’s take a look. Disruptive events […]

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Building & rolling out a KAM program

So you want to build a KAM program that is sure to achieve the goals set by management. It may seem like a formidable challenge, but it’s not actually that daunting. The secret is the methodology. Success is guaranteed if you follow a specific set of steps guided by strategic milestones, in order if possible. […]

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A computer is not selling? Really?

There was a commonly held belief among sales managers a decade ago, what seems like an eternity. I would often hear, “You don’t sell computers, you sell people!”  Nowadays, of course, you hear much more nuanced perspectives. Mass-market retail and e-commerce have provided ironclad proof of the efficiency of online and automated sales. B2B has […]

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Leading sales teams during crisis

I started my career as a young graduate with a field sales job at Xerox in the spring of 1990.  I joined the company right at the outbreak of the Gulf War, a conflict between Iraq and a US-led coalition of 35 countries which lasted from August 2, 1990 to February 28, 1991. We witnessed […]

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5 frequent sources of stress during remote sales pitches

The business downturn caused by the COVID crisis has left some professions on the wayside, but one job remained in high demand during the lockdown we just went through. That’s right, I’m talking about sales representatives.  Most companies are putting pressure on their deal hunters to reduce the impact of a crisis that is unprecedented […]

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Sales coaching: the manager’s role in building confidence

It’s the start of the year, so many managers are getting ready to present their action plan and mobilize their troops, to boost energy and reach their performance targets. Many managers put care into fostering motivation and skill development. That’s a great start. It’s rarer to come across managers who naturally make a concerted effort […]

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Why are 100% distance-sales training programs operating at peak efficiency?

If you’re interested in developing your skills, you NEED to read this book(1). You don’t have a choice—it’s a gold mine, a gem of a book that describes in detail how to truly develop skills effectively. It’s an incredibly insightful read that covers 30 years of research on the secrets that explain how the best got […]

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Sales coaching practice makes perfect!

You’re not going to believe me, but I just met an exceptional golf player. He only needed one lesson to learn the fundamentals of the swing, and has not taken any classes or received any tips since. All it took was a single lesson for him to pick it up. He became an exceptional player in […]

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New managers: how to screw up in just a few days!

This article was inspired by an old friend who recently resigned from his job. While he didn’t think the company was perfect, he enjoyed his job and everyone was satisfied with his contribution. So there was no reason for him to resign so suddenly. A few days with the new head of sales was all […]

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