August 2017
Intermediate to advanced
248 pages
5h 59m
English
Content preview from Malcolm McDonald on Key Account Management
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Our opportunities and threats come exclusively from what our key account is trying to achieve, and our strengths and weaknesses are entirely determined by how key purchasing decision-makers in our key account see us compared to competitors.
Applying our competences to the customer’s needs
When we switch back from the customers’ shoes to our own, we do not necessarily share all our working papers, although we have nothing to hide. However, the first audience for our extended SWOT with HGD is colleagues in the account team. We have to have extensive discussions about the implications for new offers to the customer, how they can be resourced and our priorities – before we can complete our plan.
In sales, we generally like to be optimistic about ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.