“A crisis is a terrible thing to waste”
Paul Romer, economist, Stanford University
2020. Well, it’s been ‘eventful’. That being said, this is not a blog post about remote working, ‘the new normal’
Insights
Under pressure – do you have time for your teams?
We take a look at the pressures facing HR – and how fresh thinking about the way we train may be part of the solution.
Dealing with disruptors – is it time to embrace change?
We take a look at the disruptors changing the landscape of sales (and work in general) – and what they really mean for team building and effective sales.
Building trust – why does it matter for business?
We take a look at the concept of ‘trust’ – and what it really means for team building and effective sales.
What’s the top trend in sales?
We explore the changing nature of ‘value’
At the top of the list is ‘Customer Value Orientation’ – the idea that companies need to pivot from a product centric approach to one that emphasised providing ‘value’ to the customer.
What is value creation in sales?
Customer value can be defined as the difference between the benefits an offer brings to a customer and the costs and risks that that customer bears when they accept it.
Why is value-based selling so important?
Value based selling is more relevant than ever. We explain why value-based selling is so important for your salespeople and your business.
Fighting a war on two fronts – why some of Key Account Management’s biggest battles are internal
Most people think that the biggest challenge for a Key Account Manager is the need to understand their account but is this all that is needed?
“I’m not on holiday – I’m strategically preparing for work…”
Why taking time off could be the best career decision you ever made.
Handy-KAM
Welcome to the world of Key Account Management
“KAM, SAM, GAM” – the world of account management does love an acronym. But once you get past the ‘key’,