“We’re all account managers now”
The move to complex sales and how VBS can help
Is it simple? The world of sales has, historically, broken down into two broad areas. There’s ‘traditional’ simple sales (think
Insights
6 practices guaranteed to make you a master presenter
To be fair to Steven, his project presentation to the CEO and the senior leadership had a Jobs-like colour and
5 tips on how to deal with procurement
1. Get to know procurement Your team has objectives to achieve, but so does procurement. Understanding this, and acting accordingly,
3 keys to make your value proposition work for you
Successful or unsuccessful, all companies make an automatic and immediate statement on the value they can create once they engage
Six Battlefields – win the competition
(Potential) customers generally already have a favourable attitude towards their current partner, so it’s all about changing mindsets. SWOT analyses, positioning and
Negotiations and Price Handling
Sales people negotiate price, internally, more than they do with the clients. Why, and how can we change that? To
KAM & Negotiation with a Consumer Goods company
Learn how Mercuri International applied the “Competence Clock” approach to design and implement a training program for a consumer goods