Today I witnessed another example of how the revolution in organisational buying (what we call the buying revolution) is challenging salespeople to their very core. Another Account Review I had the opportunity to sit through an internal account review with a highly experienced and professional sales person earlier today. The review process was structured – [...]
For far too many organizations the approach to customer relationship management is ad hoc, as opposed to structured and systematic. But, as one manager put it: ‘If organizations are not prepared to put the time and effort into the basics of account management then they don’t deserve to keep their existing customers.’ Just How Proactive [...]
The order has been won. The selling is over, right? Wrong, it is just the end of round one. Well, that is unless getting the initial order is your only goal. If like most organisations you need to win the customer, not just the order, then there is lots more work to do. You need [...]
Here are some of the Common Themes In Conversations with Managers about How the Role of Project Management is Changing: Trend No.1: From Projects to Profit Centres Project budgeting and control has become increasingly sophisticated, backed up by powerful management information systems and tools. More effective on time and within budget tracking of projects is leading [...]
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