Keynote at SAMA
I am excited about the opportunity share my ideas about strategic account management at the Strategic Account Management Association’s Annual Conference (May 20-22) in Orlando, Florida. It is the largest […]
I am excited about the opportunity share my ideas about strategic account management at the Strategic Account Management Association’s Annual Conference (May 20-22) in Orlando, Florida. It is the largest […]
What’s wrong with this scenario?: A hot lead comes in through your website. It’s assigned to a sales rep who follows up immediately. A meeting is scheduled, and after the
Covering the Economic Buyer Read More »
Decades ago, psychotherapist Thom Hartmann proposed two mental models that described how people go about their work. The hunter mindset, based on nomadic societies, suffered from a short attention span
6 Attributes of a Successful Key Account Manager Read More »
Do you wish your sales people spent more time with your more important accounts? Most sales leaders are realizing that time invested in certain accounts yields far better returns than
What Makes an Account Strategic? Read More »
I met Matt Critchell when I delivered a workshop for the Canadian Sales Professional Association (CPSA). Shortly after that, he contracted me to do some skills development for his sales
Invest in your Sales Team! Read More »
One of the most gratifying aspects of selling is solving problems for customers. It’s amazing when we connect with customers, discover their challenges and provide real solutions. After a while,
I’ve Got The Answer! Read More »