Crafting a Value-Creating Sales Strategy

By Dr Javier Marcos

Creating customer value is the core mission of marketing and sales organisations. To ensure your sales strategy creates sustainable customer value, ensure your strategy is underpinned by the following value co-creation principles.

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Executive Insight - What is World Class Key Account Management?

By Dr. Sue Holt
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Why leaders find their purpose on walkabout

By Jon Sykes

There are many practical reasons why we spend our working lives in offices, meeting and conference rooms, but it doesn’t mean it’s doing us any good.

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Learn to navigate key career transitions

By Paula Broadbent

I was chatting to a fellow runner recently, while on our regular 5km route, about my work in helping individuals switch jobs. They expressed the frustration they experience when their organisation changes their role from underneath them. This led me to think about transitions coaching being useful for individuals to navigate organisational change, not just those undertaking key career moves.

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5 ways in which your professional development benefits your team

By Cranfield School of Management

As an employee, when you consider undertaking learning and development, you’re most likely to be thinking about how that particular training course or new qualification is going to benefit you, whether that’s in terms of improved skills, enhanced knowledge or potentially a career boost.

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中国大妈 - The impact of labels

By David Deegan

In China it is very common for people to gather in parks, or under flyovers, indeed anywhere there is an open space. Some time ago, the term Zhong Guo Da Ma (中国大妈) was created.

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Motivating, incentivizing and rewarding for Key Account Management

By Dr Javier Marcos

How do you incentivise and support the roll out of key account management programmes? When implementing key account management (KAM), thought needs to be given to the question of how to incentivize and support the roll out of all key account management programs.

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Procurement – Creating organisational Value

By Dr Soroosh Saghiri

 

With a wider view than purchasing cost management, procurement is the organisation’s gateway to external resources, which are typically valuable and rare.

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Impact of Disruptive Trends on Logistics & Supply Chain Management Practices – The Retail Sector

By Cranfield School of Management

Many businesses have found innovative use of technology has disrupted the traditional approach to supply chain strategy and the impact of supply chain management on business performance.

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Corporate Financial Strategy: Capital investment

By Professor Ruth Bender

Corporate financial strategy is a way to complement business strategy, to get the most long-term value out of a company. It is about how organisations raise funds, and how they apply them.

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