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