Sales Leadership Paradoxes – Leading the People

By Cranfield School of Management
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5 minutes with Dave Black: My Sales Directors’ Programme experience

By Cranfield School of Management

As part of his executive development Dave attended Cranfield’s Sales Directors’ Programme, so we spent five minutes with him to discover his thoughts on the programme.

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Develop customer relationships - I want you to be my partner for life!

By Professor Rodrigo Guesalaga

The greatest potential of using key account management (KAM) as a strategic approach for growing a supplier’s business, rests on the capability to develop long-term relationships with customers. The continuity of a supplier-customer relationship usually comes with such positive outcomes as revenue growth, increased profitability, greater market knowledge and new business opportunities, amongst other benefits.

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Addressing the Challenges of Sales Strategy Implementation

By Dr Javier Marcos
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Sales Leadership Paradoxes – Leading the Business

By Cranfield School of Management
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Creating a High performing Sales Organisation

By Javier Marcos Cuevas
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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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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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Sales Leadership Paradoxes

By Cranfield School of Management

Sales organisation are changing, so should sales leadership

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Executive Insight - Managing and Measuring Sales Performance

By Javier Marcos Cuevas
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