Key Account Management is more critical than ever for two main reasons. Firstly, because fewer customers represent a larger share of your sales, and Secondly, your efforts to grow and expand your business hinge on your best people learning the skills needed to succeed in this complex environment. So why is Global Account Management challenging? … 
1. Right People – Foundational to creating high performance is getting the right team in place. No other activity can substitute for the work done at this initial stage. Creating a professional sales recruitment process will save you hours and hundreds of thousands in revenue. Focus on discovering the qualities that have made sales people …
We are living through a period of rapid change in the sales environment. Many senior sales professionals are discovering their old sales approaches are no longer delivering results.Causing many highly experienced individuals to see their valuable careers running off the rails. Change and adaptation to today’s sales world is vital. Discovering the specific attributes your …
The 4 Keys to Creating Lifetime Clients We are in the midst of a sales revolution. Customers’ needs and wants are changing rapidly. So what are they saying they really want from you? I’ve discovered from hundreds of 1-2-1 interviews with customers that there are several key behaviours and personality characteristics that senior decision makers …
