5600 Blue

AUGUST 28, 2018

Just like you wouldn’t sell steak for the cost of a taco, would you sell a car, a house, a piece of software or even services at a lower price without comparing your car or house or service to the buyer’s alternative? We’ve had the opportunity to consult with a range of industries from technology to heavy construction. I think not!

Negotiation 52

Negotiation Construction Global Accounts Account Management 52

KAM With Passion

MARCH 17, 2022

The customer was a regional market leader in software technologies for online payments through a network of affiliates. Other relevant KPIs measure how efficiently the sales process is driven from its early stage to the final decision. They were facing a competitive threat from small players targeting their major customers.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

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. A procurement person is chartered to buy concrete for a construction site or stainless-steel bolts and screws for a maker of industrial machines. Is this sufficient to capture the degree of complexity of a sale situation?

Procurement 130

Procurement Stakeholders CRM Government 130