Weekly tips and strategies to help you grow your B2B revenues faster.
The Newsletter for leaders managing key customers and strategic channels.
Every Tuesday I provide a new practical technique that will help you re-think your approach to B2B selling and give you a competitive edge.
AÂ framework for customer management excellence.
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INTRODUCTION
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I've observed a curious phenomenon across countless B2B organisations over the past 25 years. Companies with brilliant products, robust intellectual property, and deep technical expertise often struggle with the most fundamental bu...
INTRODUCTION
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In the curious world of business, we find ourselves obsessed with categorisation.
Organising things, people, and organisations into boxes provides comfort, order, and the illusion of control. Suppliers, in particular, invest considerable energy in classifying their customers. Is th...
The 4 tensions that sacrifice your tomorrow for today.
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If you work in Key Account Management, you're living in a world of constant tension. Not the uncomfortable kind that gives you a migraine (though sometimes that happens too), but the productive one that drives daily business decisions.
Like...
Introduction
In my experience, working with B2B organisations, I've discovered certain truths that consistently separate high-performing companies from their competitors. These aren't complex strategies requiring expensive consultants or revolutionary technologies—they're fundamental principles t...
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INTRODUCTIONÂ
Establishing and maintaining trust is the glue that holds together any relationship. It is critical for key account management but is often not discussed.
It should be.
Whilst it is easy to get lost and absorbed by strategic frameworks, spreadsheets that analyse results and new pr...
Introduction
The next time you meet with senior leaders from different functions in your organisation, take a moment to reflect on these two essential questions:
Who are our top 10 customers?
How did we decide they should be in the top 10?
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You are really asking, who are our key customers, and...
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Introduction: The Invisible Edge
In a world where products become commodities overnight and innovation cycles shrink to months instead of years, what's left to differentiate your offering?
There's something powerful happening at the boundary between your organisation and your most important cus...
