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Category Archives: Customer Management Case Studies
Case Study: Global Facilities Management: revitalizing and re-launching KAM in tough times
It’s tough out there for sales people. One of the, largely-invisible, casualties of the global financial meltdown are sales and marketing budgets that have been cut and business development projects cancelled or moved to the right. If you are a Sales leader for your … Continue reading
Case Study: Launching Global Account Management at Parker
Consider this: You have just been appointed the first Global Account Manager for a large decentralized business. Your account is a leading global brand. You have been appointed because of your ability to get things done without supervision and authority. … Continue reading
Case Study: Royal Mail: Selling to Procurement
The rise and rise of procurement is a major challenge to all key account managers selling in to large organisations, whether private or public sector. These days it barely matters what industry you’re operating in, there’ll be a new Chief … Continue reading
