Mike Kunkle

MARCH 31, 2023

It includes frameworks, models, steps, and techniques that sellers use to open and win an opportunity or manage an account. A methodology is considered full cycle when it covers everything from before the buyers know who you are, through prospecting, opportunity management, and account management.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Brooks Group

FEBRUARY 27, 2024

Dedicate Personnel Add value by dedicating account managers to handle customers’ needs personally. This works particularly well if you sell a technical product or service. A common way to add value throughout the lifecycle of your customer is to share product-related education and industry trends.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

KAM With Passion

MARCH 28, 2022

The core definition states that a B2B sale is complex when several people are involved in the purchase decision. Is this sufficient to capture the degree of complexity of a sale situation? Clearly not, because many other factors determine the level of complexity in sales.

Procurement 130

Procurement Stakeholders CRM Government 130