If you are in charge of a key account, do you have a strategic plan for it or do you just manage it? I’m not talking here about those in charge of a portfolio. That we handled here. I’m...
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“Make a customer, not a sale.” How? Via stupidity and selfishness, not the brochure and jargon. Let’s find ease in this disease. Let’s celebrate a birthday-our column’s birthday. Appearing weekly in the Business Daily, Sales Pitch is now eight...
The reason why the seller is confused is because he has always seen himself as selling parcels of land and not parcels of investment. Some sellers stunt their growth and limit the potential of their performance because of having...
Creativity is not nailing it with every experiment; it’s always trying new ways to experiment. Like these 4 sellers I watched as she stood at the parking ticket dispenser dispensing for, and presenting tickets to, drivers as they drove...
It is a debilitating fallacy to believe that decision makers in an organization understand and are concerned about how the spinning of their cog, affects the movement of the organizational wheel. They don’t. There is reason why a business-to-business...
Whereas the CEO runs a company, the Strategic Account Manager runs the account as a project. The strategic account manager that fails to remain strategic compromises the position and therefore, account. For instance. The CEO of say, a manufacturing...