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Key account management is a strategic way to look after the customers who matter most. It focuses on a small group of clients that carry real weight for revenue and direction. The aim is simple. Understand what they are trying to achieve and help them get there, again and again.
In practice this means learning each client’s business, not just their buying ha...
Most sales training fails because it starts with topics, not problems. Teams say, “We need negotiation training,” or “Let’s do something on prospecting.” But that’s not strategy, that’s guessing.
If you want sales training that improves results, you need to build it around behaviour, not content.
After more than 20 years helping <...
Sales Director interview questions are designed to test how you lead, think, and deliver results under pressure. They usually fall into four areas – Leadership and strategy, where you’re asked how you build teams, set direction, and turn goals into action. Sales expertise which covers forecasting, pipeline management, data-driven decision-making, and closing perfor...
If you can’t prove it works, you can’t defend the budget.
That’s the harsh truth about sales training in today’s world. Budgets are tight, scrutiny is high, and leadership teams expect data. “Our team loved it” doesn’t cut it anymore.
ROI has become the deciding factor in whether training gets funded and whether it gets repeated.
The good news?...
What are the sales trends for 2026? Sales is changing faster than most teams realise. Some of the shifts have been building quietly for years. Others have accelerated because technology has reshaped how buyers behave. But one thing is clear. The sales landscape in 2026 will not reward the same approaches that worked even three or four years ago.
In my experi...