Capturing new accounts
A report from CSO Insights 2013 shows that the two main objectives for Sales Executives are Capturing new accounts and
Insights
Explore and learn something new with valuable insights on sales transformation, business management and more.
Do you practice Platform Thinking?
PT is a powerful tool for planning sales activities, resources allocation and calculating stability factors. To find out more, please read
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.
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
Sales in the Third Millenium
In this article we write about why the salesmen and women of the 3rd millenium will be charismatic technophiles. To