Monday, April 4th, 2016
Tsunami of change in healthcare
In 10 to 15 years, healthcare will…
Saturday, October 31st, 2015
KAM – the art of performance
Much has been talked about the nature of value propositions but how do KAMs go about the act of proposing value? Paul Johnston explores KAM distinctiveness, social context and identity. What makes a key account manager distinctive from other salespeople? Much has been researched and written about KAM best practice (see for example Rackham, 1995; Payne et al, 1998; Ulaga,…
Saturday, October 31st, 2015
Can the Internet of Things create a new wave of value?
Dr Beth Rogers ask whether the “Internet of Things” is set to transform the sales paradigm yet further. Imagine a future where customers’ needs are met even before the customer has identified them or a salesperson has prompted for them. It is a future where the role of the salesperson is focused on high-profile change projects, rooted in idea generation…
Monday, July 6th, 2015
Value Merchants
Todd Snelgrove Global Manager, Value with SKF, says: “I think Value Merchants is one of the best. Jim Anderson from Kellogg, Nirmalya Kumar, LBS. About getting paid for value created.” +
Saturday, April 11th, 2015
Global Account Management Creating Value
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
Two types of value
Todd Snelgrove on how customer intelligence can help you define your strategic approach to value, with a choice of two approaches. As salespeople, we need to use our understanding of the customer, and each decision maker within a customer, to decide what drives them professionally and personally and to know which sales strategy is best suited to engage them in…