As a B2B sales person, one of the most difficult – yet most crucial – challenges you face is gaining a strong commitment from a buyer to progress a sale towards a close that meets…
Category: Account Management
RSS FeedSharpening Your Solution Selling Skills and Your Key Account Management Performance
Key Account Managers Need to Be Sales Hunters AND Sales Farmers
April 17, 2012
Traditionally, Key Account Managers (KAMs) have been sales farmers. That is, they work hard to sow, nurture and grow their account relationships over a long period with the aim of reaching the coveted status of…
Closing in Line with Your Sales Forecasts
May 9, 2011
According to our feedback from senior business leaders, most business development professionals (responsible for creating new relationships and developing new market positions) are comfortable with creating and developing new business opportunities. At the same time,…
Top 10 Motivational Sales Leadership Quotes
FAB Selling is Dead and Sales People Need to Work Smarter
Making Your Sales Training Really Stick!
Turn Your Cold Calls into Hot Sales Meetings
Use Consultative Selling Techniques to Win Business Faster
