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    The Blog

    Actionable insights from across the Cranfield network

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    Key Account Management - Negotiating with Key Customers
    By Dr. Sue Holt On October 6, 2019

    Key Account Management - Negotiating with Key Customers

    Strategic negotiation is a fundamental competence for key account managers. Many key account managers still struggle to move away...


    (2 min read 406)

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

    Sales Leadership Paradoxes – Leading the People
    By Cranfield School of Management On September 30, 2019

    Sales Leadership Paradoxes – Leading the People


    (6 min read 1139)

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

    Addressing the Challenges of Sales Strategy Implementation
    By Professor Javier Marcos-Cuevas On July 4, 2019

    Addressing the Challenges of Sales Strategy Implementation


    (1 min read 282)

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

    The Key Account Management Framework
    By Mark Davies On June 27, 2019

    The Key Account Management Framework

    For organisations looking to implement key account management, Mark Davies, visiting fellow at Cranfield School of Management,...


    (2 min read 497)

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

    Sales Leadership Paradoxes – Leading the Business
    By Cranfield School of Management On June 19, 2019

    Sales Leadership Paradoxes – Leading the Business


    (4 min read 826)

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

    Creating a High performing Sales Organisation
    By Javier Marcos Cuevas On June 16, 2019

    Creating a High performing Sales Organisation


    (2 min read 312)

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

    International Key Account Management – The World Is (Or Could Be) Your Oyster………….
    By Dr. Sue Holt On June 13, 2019

    International Key Account Management – The World Is (Or Could Be) Your Oyster………….

    As a result of progressive globalisation and industry consolidation, International Key Account Management (IKAM) has become an...


    (4 min read 760)

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

    World Class Key Account Planning
    By Dr. Sue Holt On June 9, 2019

    World Class Key Account Planning

    As the late great Sir John Harvey Jones said:

    “Planning is an unnatural process; it is much more fun to do something. And the...


    (2 min read 418)

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

    Crafting a Value-Creating Sales Strategy
    By Professor Javier Marcos-Cuevas On May 20, 2019

    Crafting a Value-Creating Sales Strategy

    Creating customer value is the core mission of marketing and sales organisations. To ensure your sales strategy creates...


    (1 min read 269)

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

    Executive Insight - What is World Class Key Account Management?
    By Dr. Sue Holt On May 16, 2019

    Executive Insight - What is World Class Key Account Management?


    (2 min read 350)

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

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