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Saturday, April 11th, 2015
Dr Philip Squire, CEO at Consalia says: “The one book that provoked my early interest in sales was How to Win Friends and Influence People by Dale Carnegie, published in 1936. It’s still a good read today.” He also mentions The Trusted Advisor by David Maister, Charles Green and Robert Galford; Global Account Management Creating Value by David Hennessey and…
Saturday, April 11th, 2015
Nick de Cent finds that pharma thought-leaders are successfully adapting KAM models to their own ecosystem. Not all big accounts are key accounts. That’s one important lesson that the pharma industry has been learning the hard way. Another is that effective key account management (KAM) is more about finding effective solutions than simply flogging product in a more complex environment….
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…
