Articles publiés par Halifax

Key Account Management in a few figures

Publié le 29 June 2021

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

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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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Sales coaching practice makes perfect!

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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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Sales techniques: Take no for an answer

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We didn’t start this post with the legendary song “Je t’aime moi non plus” (I love you me neither) by Serge Gainsbourg and Jane Birkin out of our love for French chanson (well, maybe a bit), but to show that it’s not always a good idea to say yes during a negotiation and/or try to […]

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How to chase away clients

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Here’s the post you’ve all been waiting for: a guide to making your clients run for the hills. We’re going to set aside those who want to tank the company on purpose and/or fill their competitors’ coffers. Any resemblance to persons, living or dead, is purely coincidental! The Cowboy After making your client wait (be […]

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Customer relations: playing hard to get

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Clients demand excellent care and service—perfect in some sectors.  As you continue to improve your customer care, they raise their standards even higher.  Sometimes the situation reaches a tipping point. How do you handle clients who are vocal about their dissatisfaction—in good or bad faith—and provide them with the special touch that they are implicitly […]

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Sales networking: how to make buddies

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Networking is a bit like when you’re a young student at a new school. How do you navigate the social jungle to form new relationships? Making people want to follow you and call you back is a science that’s within everyone’s reach. Smile, you’re on camera You only get one chance to make a first […]

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Where have all the sales prospectors gone?

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You need to adapt to survive, and there’s no better way to do that than solid sales prospecting.  But in this era of social selling, lead generation and growth content strategy, is there still a place for sales reps who hunt down new business, like Jean-Pierre Marielle in the French movie Les Galettes de Pont-Aven? […]

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Don’t let your ego take over!

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It’s not uncommon to negotiate with a buyer who tries to gain the upper hand. Sometimes that revolves around ego trips (real or feigned). Ego is never recommended because it distracts you from your goal. It’s like in judo. The more your opponent exposes that weakness, the easier it will be for you to use […]

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Negotiating after an agreement: calling all PSS pros!

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The PSS, or post-settlement settlement, refers to an agreement made after the initial deal has been approved. It’s a common negotiating practice that is part of the corporate culture at some companies. For many, it’s a source of inspiration. Why do we often hesitate to enter into discussions on a PSS? Probably to avoid giving […]

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