Essentials

What can we learn from the 2021 US Open’s historic edition?

This year we saw an absolutely historic US Open edition! In the women’s draw, this was the first time since 1999 that two teenagers, 18-year-old Emma Raducanu and 19-year-old Leylah Fernandez were able to advance to a Grand Slam final. The last time, the youngest – 18-year-old Serena Williams –  also happened to defeat her […]

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Soft skills and sales performance

It’s a cliché, but being a good sales rep takes more than business skills alone. You have to know your products well, but that’s only part of the equation for success in a highly competitive sales environment. Sales is a complex art that combines experience and product knowledge, along with an array of expertise, behavioral […]

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Figures Don’t Win Battles

During my career, I’ve seen a lot of leaders confuse figures with strategy. I’ve seen dozens of dashboards with an endless display of metrics that only appear to be indicators of imperfection in what really matters for the company.  Sometimes we spend a lot of our time looking at metrics or KPIs designed to measure […]

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Key account manager: develop the strategic relationship and create value with key customers

Setting up a Key Account Management program is a no-brainer in a world where innovative companies with a compelling story to tell need to evolve to stay ahead of the game. Especially given the shift to online procurement processes, brutal upheaval in clients’ markets, the concentration of the economy in market sectors, and increasingly complex […]

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Client Relations: a “new” level of Sales Performance

This article is a slight departure from our usual content: we won’t be focusing on sales consultants or talking about specific techniques for sales, negotiations or management. Instead, we’ll be looking at our relationship with clients, which is key to sales performance. And the big difference between client relations and the aforementioned techniques is that […]

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Master the Krajlic Matrix for more effective relationships with purchasers

There’s something that companies with strong sales performance have all taken to heart: sales is a matter of adaptability. You have to adapt your offering, messaging, processes and organization to suit customers’ needs and mindset, to their budget and time constraints, organization and decision-making system, and value chain.  This year marks the fortieth anniversary of […]

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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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