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What B2B can learn from selling an old vase
What a dusty box of ceramics taught me about B2B selling
Here is a confession. I had forgotten I owned something valuable.
Not metaphorically. Not in some abstract, philosophical sense. I literally owned two pieces of highly collectable early-twentieth-century art pottery, and for the better part of four decades, I had been throwing my keys and pa...
10 ways that Key Account Managers can use AI to boost their critical thinking skills
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INTRODUCTION
The average Key Account Manager juggles seventeen different decisions before their second coffee. Which customer challenge deserves attention first? Is this request strategic or operational? Should we customise this proposal or deploy our standard offering? Each decision carries consequences that...
INTRODUCTION
While 89% of companies believe their use of Strategic Account Management plans is going to increase (Global Partners Training, 2022), only 14% of B2B companies have truly embedded customer-centricity in their culture (B2B International, n.d.). The gap? Most organisations lack a dedicated function to design and govern their customer management standards. The winners are those with f...
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