To succeed in key account management we must make lots of contacts and talk to lots of people within the account. One of the ways customers reduce risk is to ensure that as many of their people as possible are in favour of the decision.
Read moreWhat does it take to be a successful public speaker?
Read moreOne of the most effective tactics available to buyers is the price challenge. It is very simple to use, and can be very effective.
Read moreIn collaboration with MPW Learning, a programme called ‘Leadership Pathway Programme’ was designed to bring all of the skills of a large high street charity organisation management team up to date. After introduction of the programme, common working practices were restructured, productivity increased and management satisfaction improved.
Read moreSome people say that in the era of consultative-partner selling, closing is no longer necessary. This is just not the case.
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