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One Change That Can Make Or Break Business Partnerships

MTD Sales Training

AUGUST 29, 2013

This ‘bow-tie’ approach was developed by, among others, Peter Cheverton in his book ‘Global Account Management’ and it is still the favoured choice among many sales organisations, even though it proves itself to be the main cause of disharmony between supplier and client in today’s demanding environment. Happy Selling!

Suppliers 48
Suppliers Key Account Management Account Management Global Accounts 48
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How complex is your complex sale? An analogy with Judo belts

KAM With Passion

MARCH 28, 2022

As a typical example, many organisations buy a CRM, define and implement a sales process and invest into sales training and coaching without having carefully evaluated the real degree of complexity of the situations encountered by their sales teams.

Procurement 130
Procurement Stakeholders CRM Government 130
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