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Sunday, April 23rd, 2017
Professor Malcolm McDonald and Dr Beth Rogers look back on two decades of key account management and consider where it can go from here. In 1998, Malcolm McDonald and Beth Rogers wrote a small book called Key Account Management: Learning from Supplier and Customer Perspectives. It was based on their research at Cranfield School of Management about the then relatively…
Friday, January 29th, 2016
Hiring and onboarding is an expensive and time-consuming process. It pays to get it right. The costs of recruitment are on the rise again, with an increase of around 50% from 24 months ago, according to the Chartered Institute of Personnel and Development; meanwhile, four out of five employers are saying that the competition for well-qualified talent has increased over…
Saturday, October 31st, 2015
Dr Beth Rogers ask whether the “Internet of Things” is set to transform the sales paradigm yet further. Imagine a future where customers’ needs are met even before the customer has identified them or a salesperson has prompted for them. It is a future where the role of the salesperson is focused on high-profile change projects, rooted in idea generation…
Sunday, April 12th, 2015
Dr Beth Rogers reports from the 8th…
Saturday, April 11th, 2015
Beth Rogers leafs through some recent Masters dissertations to see what has been exercising the minds of sales managers. One of the joys of running a course such as a top-up Masters programme for sales managers is that their learning is applied to their company, and both tutor and student can see the potential impact. One of the downsides is…
