Friday, September 30th, 2022

Cranfield KAM Forum (Reports from Q2 2022)

Cranfield KAM Forum has now restarted face-to-face sessions in parallel with its online seminars. The success and popularity of the online seminars has demonstrated that there is benefit from them continuing in parallel with the face-to-face sessions. As always, the speakers and subject were chosen to be particularly relevant to key account managers building and maintaining business in the current… 

Saturday, October 31st, 2015

It’s all about the client

Authenticity, cultural fit and solving client problems are just some of keys to selling professional services, reports Chris Alder. Too many people in professional services do too little to understand the business of their clients – let alone clients’ specific issues and concerns. That’s a startling conclusion from a white paper published by sales training specialists Huthwaite International.1 Add in…