How to Win in Key Account Management Jan Lind 9789176994085 Books
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There is a growing requirement for truly successful and effective Key Account Management (KAM) in the ever increasingly competitive global market. Increased digitalization requires improved personal communication to make a difference. Key account business is made between people. Stakes are high. The potential reward with a key account is tremendous while cost of people is considerable and the required time to get to success is getting shorter and shorter. This is not a theoretical book. It is all about how to do it in real life. Regardless if you are a beginner or if you are already experienced in the business, there are ideas and inspiration to pick up. The reader gets a lot of practical tips How to analyze, plan and influence. How to work in teams, local and global. How and when to look at partnership. How to sell professionally and effectively. How to set pricing, negotiate and follow up. How to manage problems. How to use the right attitude. How to increase the probability to win in every step. Everything explained in a down to earth language, with a lot of examples and a twinkle in the eye. Whether you take the book from scratch and do everything in it, or use your current work methods and add or change what can be improved, it will help you in increasing the probability to win. And that is what it is all about.
How to Win in Key Account Management Jan Lind 9789176994085 Books
I worked with Jan for some years, as one of the regional representatives in the global key account team which he led. I know personally that the author managed his key account well, sustaining and growing business share during a time of enormous change and growth of competitive threats in our industry.He has captured his experiences and presented his principles well. I've had a few reminders of the way we used to do things, and re-adopted them in my own account management. For example, the simple concept of tracking 'sales projects' - small building blocks which are not themselves necessarily tied to an opportunity (such as, "introduce the new connector, get it type approved") but which pave the way for the smooth flow and incremental growth of business over time.
There are a few places where I think the book would benefit from editorial 'tweaking' by a native English speaker, but this is minor, and really only me being pedantic. These are his experiences, in his own words, presented in an informal, easy-to-read style.
Well done Jan - I am enjoying reading your perspectives.
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Tags : How to Win in Key Account Management [Jan Lind] on Amazon.com. *FREE* shipping on qualifying offers. There is a growing requirement for truly successful and effective Key Account Management (KAM) in the ever increasingly competitive global market. Increased digitalization requires improved personal communication to make a difference. Key account business is made between people. Stakes are high. The potential reward with a key account is tremendous while cost of people is considerable and the required time to get to success is getting shorter and shorter. This is not a theoretical book. It is all about how to do it in real life. Regardless if you are a beginner or if you are already experienced in the business,Jan Lind,How to Win in Key Account Management,Books on Demand,9176994082,BUSINESS & ECONOMICS Sales & Selling General,Sales & Marketing
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How to Win in Key Account Management Jan Lind 9789176994085 Books Reviews
I had the opportunity to work with Jan when he was leading a large global account for our company. I watched as he successfully implemented many of the tips and advice he outlines in his book. His guidance on developing a good understanding of the account's organization, covering all the bases and the importance of a team sell, were very well written. My copy has been shared with our Global Key Account leader as a primer for our KAM team. Congrats, Jan on a great read!
I worked with Jan for some years, as one of the regional representatives in the global key account team which he led. I know personally that the author managed his key account well, sustaining and growing business share during a time of enormous change and growth of competitive threats in our industry.
He has captured his experiences and presented his principles well. I've had a few reminders of the way we used to do things, and re-adopted them in my own account management. For example, the simple concept of tracking 'sales projects' - small building blocks which are not themselves necessarily tied to an opportunity (such as, "introduce the new connector, get it type approved") but which pave the way for the smooth flow and incremental growth of business over time.
There are a few places where I think the book would benefit from editorial 'tweaking' by a native English speaker, but this is minor, and really only me being pedantic. These are his experiences, in his own words, presented in an informal, easy-to-read style.
Well done Jan - I am enjoying reading your perspectives.
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