B2B buyers behaviour require marketers to focus on influencing the business...
Although this evolution has started a long while ago, it is only relatively recently that the B2B marketing and sales community as a whole has realized the magnitude of the challenge: today, in most...
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Influencers; the key to B2B sales success
You are in B2B sales. Do you consistently outperform your competitors? Or do you dream of doing so? You might be well advised to have a chat with your marketing colleagues on influencers. A survey...
View ArticleB2C and B2B share the need to engage Influencers
In the last two weeks, I have presented twice on the subject of influence as a key factor in B2B marketing and sales and in the acquisition of new customers. Concepts that work for entrepreneurs and...
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Introducing the GAM Reloaded post series
This post is the introduction of a series of post bearing the title GAM reloaded™ . Our goal: another view on GAM and international development A first goal is to present a general approach that can...
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GAM Reloaded #3: Strategic options for International Accounts
This is the third post of our GAM Reloaded™, series. Our first post was about Introducing GAM Reloaded, the second one was on the Typology of International Clients. Keeping this in mind, let’s look at...
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GAM Reloaded #5 : Client Segmentation, a prerequisite to GAM
This is the fifth post of our GAM Reloaded™, series Post 1: Introducing GAM Reloaded Post 2: Typology of International Clients Post 3: Strategic options on International Accounts Post 4: Building...
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GAM reloaded #6: Core processes for a strong programme
This is the sixth post of our GAM Reloaded™, series Post 1: Introducing GAM Reloaded – Post 2: Typology of International Clients Post 3: Strategic options on International Accounts – Post 4: Building...
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Why a clear definition of Key Accounts is so important
When helping a new client to get started on KAM or to improve an ailing KAM initiative, I always try to start the engagement by an introductory workshop with the Leadership Team and the managers in...
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The Charybdis and Scylla of KAM: Too Much and Not Enough Methodology
A legend from ancient Greece tells about Charybdis and Scylla, two terrible sea monsters, wardens of a narrow passage on a crucial sea route. Charybdis was able to draw a whole ship into the abyss....
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Defining the adequate KAM Training Path
In a first post dedicated to KAM Training, we have explored how to set a solid framework for a KAM Training and covered the following topics Training needs and goals depend on the maturity of KAM in...
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