The reasons organisations consider a Key Account Management training implementation is because they see it as a way of increasing revenue, protecting against competitor activity and customer churn. But does it?
From a commercial point of view, she is arguably the most successful British brand of the last 63 (nearly 64) years. So what has she got so right, and what lessons can we learn for our businesses?
It’s a common enough scenario. The sales representative’s briefcase is full of glossy brochures extolling in detail the features of each product, yet providing little help in the sales process.
Separating the myth from reality in the critical aspect of the seller/buyer relationship and what organisations are doing to adjust to a shifting commercial landscape.
What makes the simple day-to-day task of dealing with other people so full of traps and obstacles that turn a straightforward conversation into a tedious, confused or downright argumentative one?
The word “empathy” is one that gets bandied about a lot these days, with the focus on emotional intelligence and needing to “understand” customers.