Articles under ‘Account Management’

Sometimes we can make things harder for ourselves without realising it. I prefer to take the easy path every time, especially when it comes to sales.
It took me a while to fully appreciate that there are some things that are easier to sell than others. But when I ‘got it’ I became really excited because [...]

The art of sales is to be able to match what your client wants with what you are selling. To be able to do that requires being able to see things from your clients perspective.
Indeed the mantra of sales people is WIIFM (pronounced WIFF ‘EM – as in WIFF THEM!). It stands for What’s in [...]

I am sorry but I need to get something off my chest today. It’s been bugging me for ages and yesterday was just the last straw!
A new supplier who promised me he would do something let me down, yet again. When we first started working together he couldn’t be more helpful. One month in, [...]

There are two fundamental philosophies in selling. There’s push selling and there’s pull selling. If you hate selling and want to make it easier on yourself then you should definitely be pull selling. Push selling is where you decide what the customer wants and then you persuade them to buy it. Pull selling is where [...]