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Tuesday, May 3rd, 2022
Reports from Q1 2022 While the Cranfield KAM Forum is planning to restart face-face meetings in late 2022, the success and popularity of the online seminars has demonstrated that there is a benefit from them continuing in parallel with face-to-face sessions. The speakers and subject were chosen to be particularly relevant to key account managers building and maintaining business in…
Tuesday, November 10th, 2020
As a sales leader you may be a great talker, but how do you find your written voice? No matter how skilled you are as a practitioner, no matter how you have grown and flourished professionally, if you cannot express yourself with simplicity, in language unencumbered by business jargon, your work counts for little. Nowhere is this more evident than…
Tuesday, May 26th, 2020
This study, adapted from a 2018 University of Portsmouth Business School MA Sales Management dissertation, explores the adaptive sales model and its suitability for cross-cultural sales into China. The author was surprised at the lack of cross-cultural awareness and understanding in global sales and communication, with even established exporting enterprises lacking an ability to fully engage and communicate effectively with…
Monday, September 24th, 2018
Social selling is still about conversations. But you will need to update your sales model. All of us in sales are well aware that the way people buy has changed. Salespeople are no longer part of the buying process “by right”. Thanks to the Internet, buyers are better informed and more autonomous than ever before. Somehow we have to be…
