High performing Account Management is vital to become a partner to your key customers. This is one of the conclusions from the latest Global Account Network meeting where we discussed how to become more strategic to major customers. Damian Göppert, heading up Strategic Relations in Sandvik Coromant, shared how they are creating alliances with their most important customers focusing on joint value building
Read MoreSome companies claim that the global B2B sales transformation goes faster than ever and that it will be a real shake out of companies that doesn’t step up. Others, have a more pragmatic approach. Sales towards global companies is a long term engagement where you have to mirror and follow your customers development and be on the right side of the development curve, providing true value.
Read MoreBut, is your global customer truly global? Or only providing procurement services for local companies? Have you scrutinized your customers real behavior? You better call the cards and adjust your operational model accordingly, to increase sales and stay competitive.
Read MoreGrowth. Isn´t that a great word. And the one single factor that the stock market really loves. The only question is how to achieve sustainable and of course, profitable growth.
Read MoreThe Key Account Manager is a fundamental key to success for many B2B companies. He or she is the orchestrator of all interactions with the customer, ensuring profitable business growth and customer satisfaction.
Read MoreMany have tried – fewer have succeeded... Global Account Management is a well-known sales engagement approach which has been around since the mid 90’s. Running a multi-national business is not the same as running a global one.
Read MoreIt's fascinating to see how many of the global account managers we talk to that consider themselves to be “the guys with the scars on the back”. They find themselves stuck in a continuous negotiation between customers, local key accounts and central HQ functions
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