Account Management Skills

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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3 Great Ideas On How To Build & Establish Your Brand

One of the most precious assets that a company possesses is the quality of their brand. A great brand image can drive sales onward and upward; a lesser image can ultimately destroy a brand’s presence and present. It’s people that…

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4 Simple Steps To Build A Strong & Loyal Customer Base

Most of us would agree that it costs considerably more to get a new customer than to maintain a loyal one. So, it follows that customer retention must be a major component of an effective marketing strategy and that’s especially…

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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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7 Different Key Account Management Definitions. Which One Is Yours?

So, what exactly is a Key Account? Think about your own organisation for a moment and what you class as a key account.  Is there an easy to follow definition? Does everyone understand what one is? Or are they just…

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5 Ways That Your Rapport Building Is Destroying Your Buyer’s Trust

You will have heard how important it is to build rapport with a buyer and gain their trust. If it doesn’t exist, it’s unlikely you’ll get very far with building a relationship. One definition of rapport is: a state of…

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12 Tips To Nurture And Build Relationships With Clients

Gavin Ingham once said “Most salespeople make a sale to a client and then move on to the next one. Most clients think that salespeople only ring them when they want to a) sell something new or b) renew their contracts….

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This Is Why Customer Experience Is WAY More Important Than Your Product

Harvard Business Review (HBR) discussed an interesting concept recently (Sept 2016) where they were comparing what customers actually buy and what sellers offer to sell. Of course, people don’t buy the product for what it is (hence features and advantages…

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Why ALL Sales People Should Focus On Customer Centric Selling

Now and again, a new concept is discussed that takes sales into a new dimension. Many are reworks of familiar and rapidly-evolving ideas, and some take sales onto a new plane that deserves contemplation and further development. I’ve been reading…

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5 Quick Tips On Building Better, Long-Term Client Relationships

We all know that partnering with a client’s business helps you to establish long-terms relationships, often provides improved profit opportunities and adds value at every touchpoint you have with the buyer’s company. It offers and delivers results you simply wouldn’t…

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