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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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 the Key Account Portfolio

By Dr. Sue Holt
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Executive Insight - Managing and Measuring Sales Performance

By Javier Marcos Cuevas
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Creating compelling customer value propositions

By Mark Davies

Key account management (KAM) has evolved radically over the last five years or so. The traditional focus of managing a large customer relationship is still tacit, but today a more sophisticated business model is required. Customers and suppliers seek to co-create value – and KAM is the perfect way to achieve this.

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

By Dr. Sue Holt

Ask organisations to list the essential ingredients of a Key Account implementation and Key Account Plans will always feature on the list as an imperative part of Key Account Management (KAM). 

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Adopting Key Account Management - 12 Mistakes to Avoid

By Mark Davies

Planning for success can be daunting for organisations that recognise they need to focus on managing a portfolio of fewer (but larger and more powerful) strategic customers. Today, having a strong KAM capability is essential – and yet many organisations get the basics wrong, failing to achieve the results they planned for.

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