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Category Archives: Sales Excellence
Are your sales people competing with each other?
This week I watched an amazing piece of footage of a flock of Starlings flying in the early evening sky and creating the most beautiful shapes, like isotopes forming and reforming before my eyes. This is nature at its very … Continue reading
Posted in Customer Management, Key Account Management, Sales Excellence
Tagged Sales, Sales Effectiveness
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London Selling to Procurement Workshop
Following the success of our recent Birmingham open ‘Selling to Procurement’ workshop, we are running a further workshop on May 23rd in central London. For those of you in sales and account management who regularly meet with professional buyers / procurement, this … Continue reading
Posted in Customer Insight, Customer Management, Deal Coaching for Sales, Key Account Management, Negotiating with Procurement, Negotiation, Sales Excellence, Selling to Procurement
Tagged Account Management, GAM, Global Account Management, KAM, Key Account Management, Negotiation, Sales, Sales Effectiveness, SAM, Strategic Account Management
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Revisiting Buyer-Supplier Power
The current horse meat scandal is one of those regular events in British life that confirms the prejudices of all manner of people. The usual suspects have (inevitably) seen this as the latest reason to bash the EU. Other usual … Continue reading
Posted in Customer Management, Key Account Management, Procurement, Relationship Transformation, Sales Excellence, Selling to Procurement, SRM, Strategic Negotiation, Supplier Management
Tagged KAM, Key Account Management, Negotiation, Procurement, Sales, Sales Effectiveness, SAM, SRM, Strategic Account Management, Supplier Performance Management, Supplier Relationship Management, Supply Management
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What have you done for them lately? 10 questions to ask your sales force
In this, the second in the Mining Existing Accounts series, ‘recency of purchase’ is considered and with it, a challenge to your sales force is proposed. When working with large accounts it can be easy to lose sight of some business areas … Continue reading
Recency, Frequency and Value – 3 indicators of key account health
This is the first in a series of Mining Existing Accounts blogs that are written for sales and account managers aiming to regain access to or re-energise their key customer relationships. I will discuss in detail three indicators of key … Continue reading
Looking through the eyes of procurement…
Congratulations to the participants of our first ever open selling to procurement workshop that took place in Birmingham on the 4th December. We began by reveiewing our latest research into the Sales: Procurement relationship. View here: The Sales & Procurement Relationship. … Continue reading
Attend our S2P Workshop Birmingham Dec 4th
Our workshop to share our Selling to Procurement (S2P) research is confirmed for December 4th 2012, to be held in central Birmingham. Following on from the research, we decided that it was critical to help our clients better manage the … Continue reading
Posted in And another thing…, Customer Insight, Customer Management, Deal Coaching for Sales, Key Account Management, Negotiation, Sales Excellence, Selling to Procurement, Strategic Negotiation
Tagged Account Management, Global Account Management, KAM, Key Account Management, Negotiation, Sales, Sales Effectiveness, Strategic Account Management, Trusted Advisor
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Is the SAM really a single point of contact?
Editor’s note: Selling organisations refer to their account executives that are responsible for the company’s most important customer relationships using a number of accepted job titles. The most popular are ‘strategic’, ‘global’ or ‘key’ account managers; SAMs, GAMs and KAMs. … Continue reading
The Sales and Procurement Relationship: 2012 Report
The annals of commercial history are full of anecdotes about the B2B buyer-seller relationship. Variously described as a contest, a war, a win/win partnership, a value-adding collaboration, a strategic venture, there are very few sales people who don’t have an … Continue reading
The End of Solution Selling?
The July / August edition of the famed Harvard Business Review features the headline grabbing article “The End of Solution Sales”. Is it really? Adamson & Toman, the authors, contend that sales people are becoming less valuable with highly educated … Continue reading
