Looking at my calendar I can’t quite believe there are only five weeks remaining until we’re welcoming in another new year. As we zoom towards the end of 2017, I’m reflecting on the goals I set for the year (business and personal) and what I’ve achieved. Many have a lovely big tick of achievement, others … Read More
Account management
Is the future of work all about being more human?
There is a lot of discussion around the future of work, and with the growth of technology, particularly in the areas of artificial intelligence and robotics, what jobs for us humans will look like in the future. According to the World Economic Forum, the Fourth Industrial Revolution, socio-economic and demographic factors are all combining to … Read More
Are these two areas missing from your travel risk management program?
I recently wrote about travel risk management programs, with a focus on duty of care around traveller health, safety and security for business travellers. When it comes to global mobility, there are another two important areas to consider in an holistic travel risk management program – risk and compliance around tax and immigration. Whilst many … Read More
Do you have your duty of care in mind when it comes to the health, safety and security of your travellers?
Five areas of focus when developing a travel risk management program No matter the size of your company or the industry you work in, as an employer you have a legal and moral obligation (a duty of care) for the health, safety and security of every one of your employees. As workforces are increasingly more … Read More
Got a great feature to sell? So what, who cares?
When you’re promoting a product or service it’s all too easy to get caught up focusing on features rather than benefits. “Feature” is defined by dictionary.com as “a prominent or conspicuous part or characteristic”, this definition points to the main reason we find ourselves focused on it – it’s front of mind and easy to … Read More
Three questions to ask yourself before responding to a request for proposal
You should respond to every request for tender or proposal that comes your way, right? Or should you? Before committing time, resources, money and reputation it’s important to qualify the opportunity. 1. How well do you know the buyer? Do you know the company, what they do, what drives them and who the key stakeholders … Read More
Successful account management – part 4 trust, genuine interest and tying it all together.
The final instalment in a series of short, practical articles on successful account management. In this final post in the series on successful account management I want to touch on trust, being genuine and knowing your clients. Great account managers know their clients and have a relationship built on trust. The account manager listens and learns … Read More
Successful account management – part 3 asking the right questions.
The third in a series of four short, practical articles on successful account management. As discussed in last week’s post, effective account management is, at its core, quite simple; selling value by identifying the client’s needs and providing the right solutions, and to do this you need to ask the right questions and listen carefully … Read More
Successful account management: part 2 – effective account management starts with listening.
The second in a series of four short, practical articles on successful account management. In part 1 of this series I wrote about why good account management matters, why it makes good business sense to concentrate on providing value to your existing client base, and the important role effective account management plays in cultivating advocate … Read More
Successful account management: part 1 – why good account management matters.
I was delighted to be asked by Liquid Learning to speak and provide an expert commentary at the second Annual Women in Sales Leadership Summit this April. The theme of this year’s summit was visions of success and there was a fantastic line up of successful sales women and men, who shared case studies on … Read More