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Tag Archives: Account Management
Taxing times for relationship managers
Yesterday, as usual, I woke up to the sound of BBC Radio 4’s ‘Today’ programme and a report on the apparent infiltration of tax consultants from the ‘Big Four’ accountancy firms into HM’s Treasury department. These consultants were on short-term placement … Continue reading
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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Compass wins prestigious award
We are delighted to announce that our client, Compass Group PLC has won an award for its work in growing its international clients business. The award was announced by the highly respected Strategic Account Management Association (SAMA) and recognizes the … Continue reading
The Use of Power in Supply Markets
In this third in a series of blogs from Chris Lonsdale on the concept of power in buyer-supplier relationships, he asserts that a dominant power position in a business relationship is just that, a position. It doesn’t have to be aggressively … Continue reading
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
