The hard realityEveryone works hard with and for their customers but not everyone gets a reward.Throughout most of my early career in sales, I struggled.In fact, the first real sales…
Every conversation matters There are very few areas in your life where you can avoid speaking to others whether over the phone, face-to-face and now digitally. We all need to…
Are you really THE expert? Research. Research. Research. We know we’re supposed to do it. The good ones do, the bad ones do very little, and then the great ones…
Do you really want to be in the same place with your customers six months from now? No one does! Yet thousands of professionals feel that frustration or deep knowing…
What changes are your customers making today that may impact your relationship tomorrow? This is one of a dozen questions every organisation and key account team must ask. Why? Because…
What if leadership was what we really needed in key account management today? Warren Buffett was once quoted saying: "When the tide goes out you find out who's been swimming…
The New Normal On March 1st, 2020 the world was hit with a global pandemic that literally transformed the way every business viewed themselves, their markets and their own position…
Defining Crisis When we think about crisis we can often immediately cast our minds to natural disasters, global emergencies and PR scandals. In reality, crises can take many forms and…
It’s a VUCA World Have you ever been really vulnerable? In a place that you’ve never been before? Answers seem distant and hard to reach. Those around you are silent,…
How do you know what to do at the different stages in your customer relationships? This is such an important question yet most organisations have not established a clear distinctive…