Select the content CATEGORY and/or article TAG from the dropdown menus to find the sales topic you need. Then press the FILTER BUTTON to display list of relevant articles. Use the SEARCH CONTENT field (top left) to search by author or for a specific phrase or word.
Search hundreds of articles on sales by keyword or author's name. Simply enter your search phrase/word and click the search icon.
Your subscription expires on:
My CPD Library Instructions
PLEASE NOTE: My CPD will only function if you are logged in. Please log in now or create a login if you don’t already have one.
Use the blue plus (+) and minus (–) buttons to add articles to and takeaway articles away from your My CPD Library Page.
To delete all items from Your My CPD Library page use the clear all button.
11th September 2019 | Richard Vincent and Mark Davies
Reporting from the Cranfield KAM Best Practice Forum 20 June 2019.
Key account managers and purchasing professionals are increasingly recognising the importance of co-creating value and the key part that the latest technology can have in facilitating that. So, the most recent KAM Best Practice Forum at Cranfield University decided to focus on how Key Account Managers can embrace technology in order to maximise value co-creation.
There is also wide recognition that very often it is the newer, smaller and more nimble organisations that find it easier to have the flexibility of approach that allows them to work with their partners in this area and consequently they are often able to leap-frog more established competitors to provide new and innovative solutions.
Richard Vincent spent nearly 29 years at HP and Hewlett Packard Enterprise where he specialised in Strategic Business Operations and Key Account Management. He is a Visiting Fellow at Cranfield University where he has been an active member of the Key Account Management and Strategic Sales forum, since its early days. He is also a self-employed consultant, helping companies build long-term profitable relationships with complex and demanding customers.
Managing Director of Segment Pulse Limited|+ posts
Mark Davies is managing director of Segment Pulse Limited, a Visiting Fellow with Cranfield School of Management and Aston Business School. He has an MBA and an MSc in Advanced Manufacturing Systems; he is a Chartered Engineer, Chartered Marketer and a Fellow of the Chartered Institute of Marketing. He is the author of Infinite Value, recently published by Bloomsbury.
