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How complex is your complex sale? An analogy with Judo belts

KAM With Passion

MARCH 28, 2022

It might be worth talking to each of the involved persons about a few specific parameters (the delivery time, safety of supply, logistics, payment terms) but the free space left to the sellers to add value remains limited and easy to identify (still, not all sellers identify it and try to leverage it). An analogy always has some limitations.

Procurement 130
Procurement Stakeholders CRM Government 130
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3 Key Commercial Capabilities to serve customers and grow revenue

KAM With Passion

MARCH 17, 2022

The customer was a regional market leader in software technologies for online payments through a network of affiliates. The sales team role is usually to analyse the whole customer portfolio, categorise and prioritise the accounts and drive the necessary commercial dialogue with each of them.

Key Account Management 130
Key Account Management Account Management Co-Creation Global Accounts 130
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