Huthwaite International has carried out extensive research studies into what makes an effective negotiator. Find out more.
As part of a broader drive to reinforce its total brand proposition in a new and tougher competitive environment, Manx Telecom reviewed and enhanced the performance of its sales and customer service teams. Here's how.
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.