Category Archives for "key accounts"

Jan 10

Why Sales Leaders Must Become Key Account Masters

By Janice B Gordon | key accounts , sales training

Scale-Your-Sales-Why sales leaders must become key account masters

  CEB research shows that B2B buyers are deeply uncertain about the wealth of data on any solution and an array of stakeholders all involved in the buying decision. Stating “Customers are increasingly overwhelmed and often more paralysed than empowered”. The salesperson must run a complex gauntlet; negotiating each stakeholder relationship in the decision-making unit. […]

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