Account Management

How To Go From Order Taker To Trusted Advisor

Order Taker? Trusted Advisor? Or Cheese Monster? How do your customers view you? From the customer’s point of view there are 4 types of relationships that they have with their suppliers. And if you can progress through each of the…

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What Is Key Account Management?

It is 6 to 7 times harder to convert a new customer than to sell to an existing one. This is exactly why Key Account Management is one of the most important aspects of the sales process and an integral…

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Key Account Management Strategies

Key Account Managers (KAMs) are the stock-in-trade for many businesses, as they have the responsibility of bringing in much of the business that keeps our business ticking over. What are some of the strategies that KAMs should follow that will…

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Building Relationships In Business – 6 Useful Tips

The building of relationships in business is the biggest common denominator when ascertaining how we can increase our sales with current and new clients. Relationships are the key to building trust and developing sales with clients, as your consistency and…

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7 Ways to Destroy Customer Relationships

Customers often judge us by the quality of the back-up service we offer. If everything goes well before we actually start working with them, they may see fit to buy our products and services. The proof of the pudding will…

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How To Build Relationships With Customers And Clients

Most buyers we speak to don’t have much time for salespeople. The reason is they still think of them as being slick-talking, time-draining, pressure-inducing parasites who are trying to rip buyers off and get as much profit as possible. We…

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5 Ways To Deal With A Picky Customer

We’ve all had them; those customers for whom nothing you ever do is enough, or everything you do is wrong, or you’re blamed for everything that isn’t your fault. A picky customer is usually like that with every situation. It’s…

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3 Powerful Tips To Create Client Loyalty

In today’s marketplace of shrinking budgets, growing competition and modern, sophisticated buyers, establishing stronger client loyalty is not easy. There always stands a competitor ready to offer lower prices and higher value, while buyers are also looking to play companies off…

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10 Ideas That Make Business Relationships Work

Many salespeople and sales managers that I meet and work with are really excellent at their job. They accentuate the positive nature of what they do, and create reasons for clients to not only do business with them in the…

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7 Habits Of Highly Successful Key Account Managers

When we work with Sales People on our Key Account Management Training open course we are often impressed by their knowledge, skill-sets and attitudes that drive them to success. So that we can share their successful attributes and maybe model their…

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Top Tips For Managing Accounts

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to…

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What Great Key Account Managers Do Daily

Key Account Managers (KAM) are the lifeblood of any organisation wanting to grow and develop their network and a loyal client base. Excellence in the role often comes from natural characteristics, but is also forged through building skills that are…

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