AIR, Amazon Prime’s latest blockbuster: a story of “Key Account Management” to the tune of a few billion $
Publié le 25 May 2023AIR is the blockbuster of the moment on Amazon Prime with the star duo Matt Damon / Ben Affleck. AIR is above all a sales story: how in 1984, the challenger Nike managed to “sign the key account” Michael Jordan under the nose of Converse and Adidas, the two behemoths of the basketball shoe at […]
Accelerating decarbonization: Greenwashing or driving force of Key Account Management?
Publié le 17 May 2023Decarbonization has become a major challenge for companies to reduce their carbon footprint and contribute to the fight against climate change. In France, Article 173 of the Energy Transition Law for Green Growth (published in the Official Journal on August 18, 2015) requires companies meeting certain characteristics to include in their annual management report the […]
What skills to go from salesperson to Key Account Manager?
Publié le 11 May 2023Skills and knowledge required to manage customer value and relationships It’s usual to find in companies and salespeople a marked confusion between large accounts and key accounts, in the same way that companies believe that “Every salesperson who sells a lot has the skills to be a KAM”. Let me tell you that this is […]
Turning down a deal isn’t a failure!
Publié le 04 May 2023Having trouble refusing a project, despite doubts about its viability and a sputtering start? Many procurement processes require sellers to expend a lot of energy, but are also arduous for buyers, resulting in multiple meetings, longer response times and reduced quality, which can cause the top potential suppliers to back out to avoid wasting their […]
The Big Reframe: Rethinking B2B sales for the digital age
Publié le 27 April 2023As the business world continues to shift towards digital channels, B2B sales must adapt to keep up with changing customer needs and preferences. In this thought-provoking article from McKinsey & Company, experts explore the challenges facing B2B sales in the digital age and provide a roadmap for success. Through the “Big Reframe” approach, businesses can […]
Sales techniques: negotiating around the no
Publié le 20 April 2023If we decided to start this article with the mythical song Je t’aime moi non plus by the duo Gainsbourg/Birkin, it is not to praise the French variety (if a little bit) but it is especially to show that it is not always useful in negotiation to always try to say yes and/or to want […]
The Sales Manager: a crucial role
Publié le 13 April 2023Having the best sales people is not enough! The role of the sales manager has always been a key element of success. Unfortunately, we often see companies where the sales manager plays the role of savior or fireman, or worse, spends most of his time in internal meetings and reporting. In the context of the […]
Remote training: what are the advantages for sales training?
Publié le 06 April 2023Remote sales training: how effective and real is it? For a long time, sales training has been deployed in a very simple “face-to-face” model. Either in “conference” formats, with groups ranging from 20 to hundreds of people, lasting between 1 hour and 3 hours on average; or in more “practical” formats, with situational exercises and […]
Evaluating the performance of a salesperson
Publié le 30 March 2023Yes the turnover, but not only that! We tend to associate a salesperson’s effectiveness with the amount of business he or she generates, the volume of sales he or she makes. But is this really the right way to evaluate his performance? Progress, sales profitability, the number of customers and new customers, the market share […]
The influence of Onboarding on sales performance
Publié le 23 March 2023“Recruiting the right person for the right job is good; keeping them is better.” What’s behind this common sense? First, a matter of cost: recruitment is expensive. A successful recruitment that results in a separation within the first year is even more expensive! The replacement of a failed hire represents between 30% and 400% of […]
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Soft skills and sales performance
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