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The Blog

Actionable insights from across the Cranfield network

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Implementing Key Account Management - KAMA Chameleon

Everyone knows the famous Culture Club song Karma Chameleon. But here we are going to introduce the KAMA Chameleon, or in our...


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Tags: Cranfield School of Management, featured learning, featured leadership,

Creating compelling customer value propositions

Key account management (KAM) has evolved radically over the last five years or so. The traditional focus of managing a large...


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Tags: Cranfield School of Management, leadership, featured learning,

5 minutes with Rob Molyneux: My Sales Directors’ Programme experience

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


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Tags: Cranfield School of Management, featured learning, featured leadership,

Implementing Key Account Management: To plan or not to plan…

Ask organisations to list the essential ingredients of a Key Account implementation and Key Account Plans will always feature on...


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Tags: Cranfield School of Management, leadership, featured learning,

A ten-step framework for setting effective sales targets

Most organisations already have some of the elements of this framework, but it is rare to find a sales target system that...


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Tags: Cranfield School of Management, featured learning, featured leadership,

Setting Effective Sales Targets

Sales targets are extensively used by sales organisations to help achieve a ‘desired’, ‘promised’, ‘minimum’, or ‘aspirational’...


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Tags: Cranfield School of Management, featured learning, featured leadership,

Motivating and Rewarding the Sales Force

Motivating your sales force is a critical component of sales force management, given its profound effect on people’s behaviour...


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Tags: Cranfield School of Management, featured learning, featured leadership,

Managing and Measuring Sales Performance

Sales organisation’s face many dilemmas when managing and measuring sales performance. Sales people may be doing the right thing...


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Tags: Cranfield School of Management, featured learning, featured leadership,

From Products to Customer Engagement: Present and Future

Apple didn’t kill the music industry. They just invented ways of making life easier and more enjoyable for music consumers,...


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Tags: leadership, featured leadership, featured sidebar leadership,

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