The Bowtie approach to Key Account Management
Learn more about the bowtie approach to KAM from Dave Cusdin, Industry head IT and Technology at Mercuri International.
Insights
Explore and learn something new with valuable insights on sales transformation, business management and more.
Important aspects of Key Account Management
Dave Cusdin, technology sector expert at Mercuri International, talks about the most important aspects of successful Key AccountManagement
Making the most of time in sales
Efficiency is the goal for working smarter and freeing up time. Below are some key rules that can help. To
No Need for Panic in the Sales Funnel
A professional sales process requires a delicate approach to sales control. This makes it easier for companies to plan a
From Opportunity To Order – Why Opportunity Management Is Important
Many organizations today want to improve the success rate in converting large opportunities into orders. Opportunities are where big volumes
Sales Excellence Survey 2012
The survey is based on responses from 1,150 interviews with sales executives in 23 countries, with 15 industries represented. Findings
Webinar on Financial Acumen for KAM
Are you interested in how to increase the financial acumen among your Key Account Managers? Then listen to this one hour webinar, arranged on October 25 by independent research agency ESR, where Hajo Rapp from Siemens and Dave Cusdin from Mercuri International discuss this topic with ESR’s Dave Stein and share their best practices and key learnings.
Why KAM goes wrong
Key account management is a complex task. Doing it right requires commitment and, above, all, preparation. In this Mercuri International