Unlike the traditional salesperson, the Key Account Manager does not think transactionally. He thinks strategically. He doesn't pursue every account equally. He selects accounts very carefully.

Depending on the product or service you offer, there will be unique criteria for the businesses you should target. Every lead will have a circumstance that alters how you should approach them, but what information will genuinely assist your sales team? Make your business targeting more effective by knowing what the useful details are, where to find them and how to classify potential targets.

For centuries, buyers have been wary of sellers. However, something has changed in the last few decades. In every industry, power is shifting from sellers to buyers. This is partly due, among other factors, to buyers having superior access to information, more choice due to globalization and access to improved technology. In this new world, sellers are having difficulty adjusting. This difficulty in transition isn't exclusive to the sales process as sellers grapple with strong purchasing agents, it also challenges suppliers in the account management process.

Generating and following up on leads are both key to maintaining a successful business. However, finding those few influential decision makers you want to sell your product or service to can be difficult and time consuming, especially when it is estimated that in a typical firm an average of seven people are involved in most buying decisions. Here, we explore how online channels and influencer mapping can enable you to create relationships with the people who matter.

Tips for evaluating your daily performance. Leverage you strengths and develop opportunities for growth.

Lead generation is more than just a numbers game. Driving sheer volume of leads, without an understanding of their qualities or how you are going to handle them will only result in a mess. Prioritising your generation methods and controlling the flow of leads are both crucial. The volume of your leads should be scrutinised in the context of your team and ambitions - not just jammed into your sales funnel. Losing a lead can be more damaging than never finding it, so knowing your limits is crucial.

While the fundamentals of lead generation remain the same, its execution and analysis has changed in recent years. By analysing the accessible supporting data, it is possible to identify the quality of a source and improve your methods. Understanding the merits of different lead sources, thorough analysis and recognising the areas that work for you are crucial to achieving consistent results.

You will know by now I'm on a mission to improve the nation's selling techniques. It seems every day I get collect more evidence of just how big a challenge that is going to be! On the other hand a bottom less pit of potential work it seems. Take my colleague Jonathan's example from a while ago...

"When you say something about yourself it's bragging. When other people say it about you -- it's proof!" (Jeffrey Gitomer) How good are you at collecting testimonials from your happy customers? Great? Then well done, keep it up! You're in the minority though! Many business owners simply never get around to it, or are a little bit nervous about asking or don't do anything with them once they've got them. Here are some 'off the top of my head' thoughts when it comes to testimonials...

Now that summer is over, how can you keep your employees motivated for the usually depressing Fall and Winter seasons? We are here to help.