How to define and approach segments – industry, size, behaviour
How to select, structure and organise key account management to optimise growth and customer value
Make sure you have the right number of people doing the right things in the right places
Ways to open up new markets, explore “white space” and seize market share. Referral strategies, Lanchester Strategy
Avoiding the pitfalls by applying our five keys to cross-selling.
Managing margins and strategic pricing
Sales leadership planning.