Common Key Account Management Challenges As the head of the key account team, do your key account managers face such challenges? 1. They don’t see opportunities in their accounts 2. Business is overly transactional 3. They don’t know what to ask from their accounts and end up always giving more 4. They are not pro-active […]
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I’ve sat in countless meetings where clients were unable to specify what they were looking for and made the mistake of “spray and pray” – throwing ideas at them and seeing which ones would stick. For those of you who have done that before, you know how ineffective that can be, not to mention, detrimental […]
Read more...“Discover their Pain!” screamed the sales trainer, who was generations my senior. Back when I first started in sales, “Pain Selling” was he norm, and most practiced approach. For many it worked wonders – at least those sales executives transformed from transactional product-pushing towards diagnosing and consulting the client. For others, the pain-selling approach still […]
Read more...So you have a great offering and you invested in a sales team – how do you ensure their success? Most organizations invest in sales training – which is wise to invest in your revenue engine. Like most investments – there is no guarantee on return – which is understandable. Regardless – how can we […]
Read more...Let’s face it – the world is going through a crisis, and so is the global economy. During these challenging times, we see how people are dealing with uncertainty. People are hoarding supplies from supermarkets, while on a macro level, there was even a news report from Bloomberg that the USA government pirated […]
Read more...Did you ever hear people say “First impressions are made to last?” Well, they are very right to say so. Quite often, I see very intelligent professionals do not get the time and respect they deserve from others, simply because of the initial impression they made. I remember one time I was at a business […]
Read more...You ever wonder why some clients who definitely need your product, are not buying your product? We’ve all been there before – we meet with the client, who definitely has a need for our offering and after our meeting, we expect the deal to close. Yet, no deal ever gets signed. Why is that? Well, […]
Read more...Noticing the way we speak to clients is critical – and the way we speak to others is not only limited to our mouth. We also communicate with our body language. Imagine a person who is very confident in a meeting – what would that person look like/sound like? How about a person who is […]
Read more...One of the biggest fears people have it speaking in front of an audience. Whether it be public speaking, making a presentation or delivering a sales pitch – the moment we stand up in front of those whom are sitting, our fear appears. I’ve heard people say that public speaking is more frightening than bungee […]
Read more...Pitching to clients can be unpredictable – you never know what they’re going to say, how they will respond or the way your pitch is going to land upon them. That’s OK – focusing on what we cannot control will not give us answers or help us in that moment. So what can we do […]
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