Strategic Sales and Key Account Management

Malcolm McDonald's Ten Guidelines for Profitable Key Account Management
by Professor Malcolm McDonald, Emeritus Professor

Key Account Management: Negotiating with Key Customers
by Dr Sue Holt, Visiting Fellow

Addressing the Challenges of Sales Strategy Implementation
by Dr Javier Marcos, Visiting Fellow

What does a Great Key Account Manager look like?
by Dr Sue Holt, Visiting Fellow

Developing Customer-Led and Customer-Focused Strategies
by Dr Sue Holt, Visiting Fellow

Creating a High Performing Sales Organisation
by Dr Javier Marcos, Visiting Fellow

World Class Key Account Planning
by Dr Sue Holt, Visiting Fellow

Executive Insight - Crafting a Value-Creating Sales Strategy
by Dr Javier Marcos, Visiting Fellow, Cranfield School of Management

Executive Insight - What is World Class Key Account Management?
by Dr Sue Holt - Visiting Fellow

Executive Insight - Managing the Key Account Portfolio
by Dr Sue Holt, Visiting Fellow

Executive Insight - Managing and Measuring Sales Performance
by Dr Javier Marcos, Visiting Fellow

Implementing Key Account Management

KAM: What have you Done for me Lately?
by Rodrigo Guesalaga, Former KAMBP Forum Director

Develop Customer Relationships - I want you to be my Partner for Life!
by Rodrigo Guesalaga, Former KAMBP Forum Director

Adopting Key Account Management - Choose me and I will Choose you
by Rodrigo Guesalaga, Former KAMBP Forum Director

The Key Account Management Framework
by Mark Davies, Visiting Fellow

International Key Account Management - The World is (or Could be) your Oyster...
by Dr Sue Holt, Visiting Fellow

Key Account Management and Procurement
by Mark Davies, Visiting Fellow

Motivating, Incentivizing and Rewarding for Key Account Management
by Dr Javier Marcos, Visiting Fellow

KAMA Chameleon
by Dr Sue Holt, Visiting Fellow

How can you Co-Create Value with your Strategic Customers?
by Dr Javier Marcos, Visiting Fellow

Creating Compelling Customer Value Propositions
by Mark Davies, Visiting Fellow & Co-Director of the Key Account Management Best Practice (KAMBP) Forum

Adopting Key Account Management - 12 Mistakes to Avoid
by Mark Davies, Visiting Fellow & Co-Director of the KAMBP Forum

Implementing Key Account Management: To Plan or not to Plan....
by Dr Sue Holt, Visiting Fellow

Marketing

Sales Leadership Paradoxes - Leading the People
by the Key Account Management Best Practice Forum (KAMBP Forum)

Sales Leadership Paradoxes - Leading the Business
by the Key Account Management Best Practice Forum (KAMBP Forum)

Sales Leadership Paradoxes
by the Key Account Management Best Practice Forum (KAMBP Forum)

Designing a Customer-Centric Culture that Empowers
by Cranfield Customer Management Forum and Customer Experience Strategy Programme

Marketing Leadership - Stepping up to the Challenges of Post Brexit Britain
by Professor Stan Maklan, Professor of Marketing & Technology

How to Succeed at Strategic Account Based Marketing
by Emeritus Professor Malcolm McDonald