by Nick Anderson | May 31, 2016 | Negotiating, Project Management, Sales Effectiveness
Introduction In my experience many of the extensive spreadsheets of assessment criteria reveal the expected when it come down to the “finalists. As many find there are many criteria that they meet. So, what can you do to make a better decision of who you select....
by Nick Anderson | Dec 15, 2011 | Sales Effectiveness
Back in 1995 I worked with my client Peter Barlow then VP Global Account Management and Major Projects for APV (Food Process Engineering Company) on developing a Major Account Management System. Now over 15 years on I ask: What’s changed in Key Account...
by Nick Anderson | Nov 29, 2011 | Sales Effectiveness
1. Introduction I developed this as a discussion paper for a client’s European Sales Management Effectiveness Project. The interesting perspective is how the issues raised in the early 90’s are still validated by Deliotte’s 2010 survey of 250...