Leveraging an analogy with the colours of judo belts, this post explores the various levels of complexity of what is called complex sales. The various factors driving the level of complexity of a sale situation are presented as well as the practical consequences for sales leaders....
Complex Sales General Sales Effectivenes
This post explores 3 complementary commercial capabilities that each organisation needs to acquire, retain and grow customers. Complex Sales, Account Management and Key Account Management all contribute to generating revenue but they require specific efforts to develop the individual and collective skills. ...
Account Management Complex Sales General Key Account Management Sales Effectivenes
Third article of our series dedicated to KAM Skills Development. A few pre-requisites to deliver a compelling and effective KAM Training. ...
Key Account Management Training
Second of a series of 3 articles dedicated to KAM Skills Development and KAM Training, this posts presents a few guiding principles to build a strong KAM Training Path relying on a clear KAM Competencies Reference Framework. . ...
Key Account Management Training
Implementing and maturing a solid KAM programme implies developing specific Key Account Management skills. This requires a high-quality approach of KAM Training. This article presents a few key elements to consider. ...
Key Account Management Training
KAM Programmes can be like a ship confronted to Charybdis and Scylla in ancient Greek legends. In the word of KAM, these two lethal monsters are Too Much Methodology and Not Enough Methodology. ...
Key Account Management
Starting a Key Account Management programme is an important decision and no easy one. This article intended for Business Leaders and Senior Executives articulates why they should consider starting a KAM initiative. ...
Key Account Management
Building, implementing and improving a Key Account Management initiative is no trivial task and many organisations struggle to do it. This article provides a simple and powerful guiding principle to design and roll-out a successful KAM programme....
Key Account Management
A selection of excellent blog posts on Complex Sales in line with the KAM WITH PASSION service offering and the spirit of this blog....
Seen on the Web
The Business Review is a classic element of the management of a customer relationship, in good and in difficult times. This article provides business and sales leaders with practical advice on how to leverage this important instrument. ...
Account Management Key Account Management
Compairing a sales team operating in a demanding environment with a cargo ship and its crew sailing on a rough sea, this article explores the operational levers sales leaders can play with to ensure sales performance in difficult times. ...
General Sales Effectivenes
Why and how the KAM WITH PASSION blog will offer a different perspective on B2B sales performance....
General
Why it is important to understand the difference between Account Management and Key Account Management and their respective contributions to a company's commercial success. ...
Account Management Key Account Management
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