Addressing the Challenges of Sales Strategy Implementation

By Dr Javier Marcos
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The Key Account Management Framework

By Mark Davies

For organisations looking to implement key account management, Mark Davies, visiting fellow at Cranfield School of Management, explains the three different perspectives which need to be covered in your approach.

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

By Dr. Sue Holt

As a result of progressive globalisation and industry consolidation, International Key Account Management (IKAM) has become an increasingly significant topic for many organisations and managing international and pan-geography key accounts where the customer and/or the supplier may be operating in a number of different countries is a challenge for many companies. The international dimension brings some further complexities to the management of already large and complex customers and adds a ...

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World Class Key Account Planning

By Dr. Sue Holt

As the late great Sir John Harvey Jones said:

“Planning is an unnatural process; it is much more fun to do something. And the nicest thing about not planning is that failure comes as a complete surprise rather than being preceded by a period of worry and depression”.

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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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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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