Stop asking questions: use the challenger approach & tell customers what they need to know!

In a world of information overload and so many different points of view, it can be hard to cut through the noise and figure out what's useful. For salespeople and account managers, an emerging theme recently is the concept of the challenger approach.

SAM, Account ManagementPeter Browne30 April 2015SAM, Strategic Account Management, KAM, Key Account Management, AM, Account Management, Relationships Management, Senior Executives, C-Level Executives, Questioning, Challenge, Challenger Approach, ResultsComment

4 Market Trends Impacting B2B Business

There are four relentless market trends impacting how B2B companies do business. These market trends are long-term, and impact the top and bottom lines of B2B companies around the world.

SAMPeter Browne13 March 2015SAM, Strategic Account Management, KAM, Key Account Management, AM, Account Management, Relationship Management, Senior Executives, C-Level Executives, QuestioningComment

Are your account managers intimidated by Senior Executives

In most companies, when you ask an Account Manager to contact a C-Level Executive that they’ve never met at one of their accounts, they squirm...