Jonathan Farrington — Page 29 — CEO, Editor, Author, Keynote Speaker, Customer Experience Evangelist, Sales Futurist

All Business is Good Business – Oh No it Isn’t!

04.17.2019 by Jonathan Farrington //

It would be very easy to be seduced into believing that in today’s selling environment the need to rigorously qualify every opportunity at the front end of the sales/buying cycle is becoming irrelevant: Competition is tougher than ever before; customers are choosing us, rather than the other way round; quotas are being missed by a […]

Key Account Management Is An Art, Not a Formula

04.09.2019 by Jonathan Farrington //

One can often see two ways of managing key accounts that are certain to fail. The first is management by chance – there is no control and there is no plan. No one can explain why we are winning the business or forecast how long our success will last. We do not learn from our […]

How to Manage Your Key Accounts More Effectively

“Most companies are looking for ways to manage their most important business relationships more effectively and more efficiently. It is not easy to do, and it is not always enjoyable to do, but when a key account works well, it is extremely satisfying. Key Account Management is a broad subject and this paper is designed to help make the management of key accounts easier, more effective and dare I say, more enjoyable …” Read Here