Tuesday, January 11th, 2022

Cranfield KAM Forum online

Reports from the Q2 and Q3 sessions Getting inside the head of a buyer (or what techniques and tips can you adopt to improve your commercial strategic negotiations?) John Viner-Smith has a Master’s in International Purchasing, and has been a senior category manager at JP Morgan, Dixons Stores Group and BP. He is a Founding Partner at Amplius Partners and… 


Tuesday, January 11th, 2022

The power of relationships and purpose

Digital is enhancing the way we manage business and sales organisations, but analytics are underpinned by relationships and human behaviours. The value tied up in customer relationships is vast but hard to measure; purpose is now a profit centre and predictable human behaviours can help us to forecast sales more accurately. These were just three of the key takeaways from… 


Tuesday, November 10th, 2020

Advice for KAMs during Covid

Reports from Cranfield Key Account Management Forum’s online series. Staying positive and focused in uncertain times Andy Bounds, a leading sales communications expert, advocates putting emphasis on creating “positivity and productivity”. Using the “Yes, if…” technique allows individuals and teams to focus on the key few outcomes that are needed to make an objective achievable and then ensure that those… 


Friday, December 13th, 2019

Aligning KAM with procurement

Report from the Cranfield KAM Best Practice Forum 26 September 2019. Key account managers are always striving to find better ways to cooperate and co-create value with their opposite numbers in purchasing. Similarly, professional purchasing managers are always striving to obtain the best possible deal for their organisations and get away from entirely price-focused negotiations. So the most recent KAM… 


Wednesday, June 26th, 2019

Coaching the high-performing key account manager

Highly skilled, highly capable key account managers are essential for any organisation seeking to transform to a KAM culture. As more organisations realize that having a strong KAM capability is an absolute necessity to manage the customer base where most of their business resides, increasing focus is being placed on finding those key “few things” that guarantee success. Through research… 


Wednesday, June 26th, 2019

Just call me Coach

How developing a coaching culture can make you a “destination employer”. How to embed a coaching culture was a dominant theme at the most recent Sales Learning & Development conference. Sales learning and development is not just about teaching skills; it’s about engaging and motivating the whole organization to be passionate about learning and development, and adopting a coaching culture… 


Tuesday, June 25th, 2019

Comedy and coaching culture at APS conference

Two half-day programmes explored the interrelated issues of performance and talent. Driving improved sales performance via strategic insights and best practices was top of the agenda for delegates at a morning conference for APS members and guests at the Institution of Mechanical Engineers on 16 May. An afternoon conference focused on developing sales talent. Speakers included a mix of company… 


Wednesday, March 27th, 2019

Technology is driving servitisation

This report from Cranfield’s KAM and Strategic… 


Wednesday, December 13th, 2017

Record attendance at UK’s National Sales Conference

The National Sales Conference, which is supported by the Journal, has broken previous records for attendance, exhibitor numbers and sponsorship, organisers Lincoln West claim. This year’s event took place at Coventry’s Ricoh Arena on 30 November. Now in its fourth year, the conference saw some 600 delegates attend a packed programme of presentations including a keynote by celebrity sports coach…