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Successful Major Account Management - The jfa Model

Saturday, 26 July 2008

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Successful Major Account Management - The jfa Model

Also read:
How to Make the Go - No Go Decision
Let's Just Make It Friday
Prosperity, Is It Actually Weakening Businesses Today?
How To Manage Difficult People
Counterintuitive Selling Rules During a Recession
Sales Success Is Not About Increasing Sales
Sales Force Incentives
No Web Site, No Voice Mail, No Problem!
Sales Management VS Sales Performance
Good Recruits Gone Bad
How To Increase Your Sales Without Extra Cost
Business And Success Lessons From The Apprentice UK 2007 - To Hard Sell Or To Soft Sell
How to Set Up Effective Terms and Conditions Before You Sell On Credit
Feasts, Failures and Food for Thought
Successful Sales Strategies - Hunters and Farmers
Obligation Marketing
Sales Management Made Easier With CRM
Lead Nurturing - More Than Birthday Cards
Profits That Lie Hidden In Your Business - Target Your MVPs
Sales Managers: Boost Your Credibility & Sales by Updating Your Database
Motivate the Salesman By Helping Him
In Field Coaching Can Have An Enormous Effect On Sales Team Performance
World First Management Lessons from India
The "Use Seasoned Sales Professionals As Trainers" Myth
Sales Management Styles; Iron Fist or Emotional Empathy Efforts
When to Hire a Business Plan Consultant
Running a Productive Sales Team Meeting - Part Two
If You Want Your Employees To Improve, You Need To Keep Improving
1 Selling Perspective for Revenue Driven Firms: Across All Industries, Revenue is King
Improving Your Sales Force's Effectiveness Through Automation
In Summary - What Is Major Account Management All About?
Communicating to the Subconscious Mind
How To Interview Sales Candidates - Executive Leaders, Managers, and Individual Contribributors
The Importance Of Working Together With Your Team
Sales Management Training
It's Time For The Fourth Quarter Push
Sales Leadership In A Down Market

Successful Major Account Management - The jfa Model

As the Chinese general Liu-Ji wrote over 600 years ago: "Action always starts with calculation. Before fighting, first asses the relative wisdom of the leadership, the relative strength of the enemy, the size of the armies, the lie of the land, and the adequacy of provisions. If you send troops out only after making these calculations, you will never fail to win."
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