It probably won’t surprise you to hear that sales training is far from a new phenomenon. In fact, formal sales development has been going on for well over 150 years. As far back as the 1870s, salesmen (sadly no saleswomen back then!) who sold subscription books door-to-door received a “Sales Talk” before embarking on their… Read more »
For a while now I’ve been concerned by what I’ve observed across the Account Management population I work with. Individuals who’ve historically marshalled client relationships with skill and finesse, adopting a truly consultative approach to retaining business, identifying new opportunities and increasing share of wallet. Individuals who’ve been more than successful over previous years are… Read more »