I just returned from a recent trip with clients in Europe and I wanted to share with you some of the insights we had, as I feel they can add value to all our companies. We were discussing the key values that drive this company, and one that was important to them was the aspect … 
When you look are the various options available to improve sales performance, improving your hit rate has to be your number one focus. It’s the key to working smarter rather than harder! The interesting thing is, even a small incremental improvement can have a significant impact on your sales results. For example: If a sales …
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? …
Motivation is a fragile thing one minute it’s there the next it’s gone! Disappearing like the Spring morning mist. If you are a sales manager maintaining your team’s level of motivation is a key priority. You know how important it is to them achieving top sales results. However, here’s the challenge, you are under pressure …
Planning a CRM program can be as simple as building consensus with the key stakeholders all of whom have a vested interest in customer retention. Or a complex endeavour involving a multi-month project to discover all the requirements via individual interviews with stakeholders from across the company. Two recent experiences have highlighted the importance of …
