What stops you successfully selling using Value?

How can you engage a customer in a value discussion? Todd Snelgrove from SKF Global is a world leader in value and total cost of ownership (TCO). We asked him what common mistakes companies make and ...

Are your Account Managers scared of your customer’s CEO?

One of the biggest weaknesses of Account Managers is their lack of skills and confidence to ...

How to pick a winner?

In business, with your customers, how do you pick winners? By winners we mean profitable and loyal customers. Similar to horse racing don’t listen to what customers say, you win by watching ...

Don’t waste your off-site: 3 differences between success and failure

Few senior leaders would describe their off-sites as complete failures, however ...

StrategyPeter Browne6 June 2014Strategic Planning, Strategic Comment

How not to run a two day strategy session [Boring your people to Death by PowerPoint]

An envelope arrives, a letter inviting you to a two-day strategy session for your department. What’s your reaction? Based on our experience, you will probably ...

Gary Peacock, PersuasionGary Peacock6 June 2014Persuading, Strategic Comment

Are you fostering the 6 kinds of trust in your strategic relationships?

To create and sustain strategic customer relationships you and your account team must focus on ...

Chaotic changes requires agile responses

The competitive market that we all operate within is changing fast; past successes are not predictors of future success. Your competition is changing and changing fast. The question is ...

Negotiation, Stephen KozickiStephen Kozicki6 June 2014Decision Making, Value, NegotiationComment

Beware of Wolves in Sheep’s Clothing

Are you interested in improving your Strategic Account Management?

Yes, you are interested in Strategic Account Management. So, then you start to browse the internet and ...

How can you add value for your customers?

Post-Election 2013 – are you match-fit for the opportunities ahead?

Heading into the election, the economy was by far the most important issue for voters ...

Are your Account Plans strategic? – take our 5 question test

Are your account plans a strategic as you think? Because key accounts drive both short and long-term revenue and profit, one litmus test of how well senior executives are directing the business to achieve the right balance is ...

Is your sales development investment targeting the right problem?

Are you serious about creating an account team that can think and act strategically? Or are you doing the same things as your competitors each year ...

Getting Past No

Are you facing some of your toughest negotiations? Are you constantly being asked to drop your prices? Are you finding it ever more difficult to get past “No”?

In business, if at the first no from a customer we drop our price then ...

Gary Peacock, NegotiationGary Peacock5 June 2014Value, NegotiationComment

How well are you managing your Strategic Customers?

In many of today’s markets growth is becoming slower. In slow growth markets competitors need to steal a market share from you. The first place they will look is your Strategic Customers. How well are you managing your ...

Gary Peacock, SAMGary Peacock5 June 2014Strategic, Strategic Account ManagementComment

How to avoid price discounting: the 2 keys to success.

Is your company facing increasing pressure to compete on price? Are your competitors cutting prices to secure volume, and are you being forced to respond? Are revenues and profits in steady decline? Do you feel helpless to stem the flow?

The long-term implications of price discounting are catastrophic; it creates ...

The secret of great Global Negotiators

In a consulting project in Beijing, the head of a global IT firm asked “What was the secret of being a successful negotiator?” In fact as they had global customers, “What was the secret of being a successful global negotiator?”