POWERFUL SALES PERFORMANCE
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SALES TRAINING - KNOWLEDGE BANK
Key Account Planning
Sunday, 13 Sep 2009The components of a robust Account Plan are discussed by Richard Higham and Andrew Rathbone.
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Measurement in Relationship Management
Sunday, 13 Sep 2009Richard Higham is challenged by Andrew Rathbone to explain the role of measurement in Relationship Management.
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Cross Selling
Sunday, 13 Sep 2009Andrew Rathbone interviews Richard Higham about the challenges of cross selling within Relationship Management.
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Virtual Teams
Sunday, 13 Sep 2009Andrew Rathbone interviews Richard Higham about the role of virtual teams in the effective management of customer relationships.
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Power Dynamics
Sunday, 13 Sep 2009Richard Higham uses a historical perspective to encourage Relationship Managers to believe that they have more power than they think!
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Price and Negotiation
Sunday, 13 Sep 2009Richard Higham is quizzed by Andrew Rathbone about the thorny issue of managing price within important relationships.
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Positioning Effectively
Sunday, 13 Sep 2009Andrew Rathbone interviews Richard Higham about the skills needed to position yourself and your organisation effectively.
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Referrals and Introductions
Saturday, 12 Sep 2009Andrew Rathbone interviews Richard Higham about the skills of identifying and approaching new points of contact more easily and effectively.
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Selecting Opportunities
Saturday, 12 Sep 2009Andrew Rathbone interviews Richard Higham about selecting the opportunities that will help you to achieve outstanding results with your customers.
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Engagement and Relevance
Saturday, 12 Sep 2009Andrew Rathbone interviews Richard Higham about working out your preferred approach to relationship management and how you can add real value.
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