Articles under ‘Account Management’

There is a question where I come from that goes ‘Who wears the trousers in this household?’. It’s really a reference to who makes the decision in the household. It is based on the assumption that the person who makes the decisions must be the man of the house. An outdated notion – even then [...]

Here is one of my favourite stories. The philosophy behind it has helped me immensely in building up key accounts:
A man and his wife owned a very special goose. Every day this goose laid a golden egg, which provided a very comfortable income. Some days it laid more than one egg. On occassions [...]

For me the answer is both! Not only do you end up selling more but you have a much more enjoyable time doing so!
When I am coaching corporate sales people and business owners to increase sales with their existing clients I often come across one of two mistakes which get in the way of sales.
Firstly, [...]

Imagine you went into a shop and spent a lot of money buying something you later discovered was an expensive mistake. How would you feel about the sales person who sold it to you? What if the sales person just gave you what you asked for without checking?
I was having this conversation with a client [...]