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 »
As a sales leader, are your efforts really making a difference? A 2011 study from the Aberdeen Group revealed that most salespeople are not meeting company expectations. They found that
3 Steps to Superior Sales Performance 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 Key Account Manager Read More »
Every sales force is made up of the typical Bell Curve comprising A-players, B-players and C-players. 80% of the revenue is generated by the A-players (usually representing 20% of the
5 Fundamentals to Transform Your Sales Team Read More »