Almost nobody expected 2020 to turn out like it did. At the end of 2019, we were all dutifully making our annual plans for the coming year, projecting … [Read more...] about How to survive the pandemic as a sales trainer
Customer experience management – sustaining symbiotic value
Client loyalty can eventually span a lifetime, but to make it more attainable, we should take it one step at a time. Whatever situation we’re … [Read more...] about Customer experience management – sustaining symbiotic value
What is strategic account planning and how does it drive growth?
What is strategic account planning? The question seems simple on the surface, but ask five salespeople, and you’ll get five different answers. … [Read more...] about What is strategic account planning and how does it drive growth?
A new normal – or a better normal?
It’s become common for commentators to refer to the fast-evolving reality of B2B selling as the “new normal”, and I’ve often … [Read more...] about A new normal – or a better normal?
How to use account planning to improve customer success
When most sales professionals talk about account planning, they immediately think of how they can maximize the revenue from their existing accounts. … [Read more...] about How to use account planning to improve customer success
Banish farmers and farming!
No, I’m not making a political statement about our agricultural sector. Farmers and farming are what brings food to all of us. … [Read more...] about Banish farmers and farming!
