Author Archive

This is the sixth post of our GAM Reloaded™, series Post 1: Introducing GAM Reloaded - Post 2: Typology of International Clients Post 3: Strategic options on International Accounts - Post 4: Building support for the programme Post 5:Client segmentation, a pre-requisite to GAM In this sixth post we explore which core processes are required to put in place a solid KAM/GAM Programme. A modern and agile programme,

This is the fifth post of our GAM Reloaded™, series Post 1: Introducing GAM Reloaded Post 2: Typology of International Clients Post 3: Strategic options on International Accounts Post 4: Building support for the programme In this fifth post, we explore why building a Client Segmentation – and doing it in a collaborative manner – paves the ways to a better management of all clients. Important reminder, in this blog series

This is the fourth post of our GAM Reloaded™, series Post 1: Introducing GAM Reloaded Post 2: Typology of International Clients Post 3: Strategic options on International Accounts In this post, we move closer to the real work – design and implementation – looking at how to generate support for a KAM/GAM programme within the organization. Use dialogue and be as transparent as possible Designing, implementing or simply

This is the third post of our GAM Reloaded™, series. Our first post was about Introducing GAM Reloaded, the second one was on the Typology of International Clients. Keeping this in mind, let's look at the Key/Global Account Management strategic options available to executives who want to accelerate growth. A variety of potential strategic goals for KAM/GAM Starting a programme for International or Global Accounts must

This is the second post of our GAM Reloaded™ series In our first post, we introduced GAM Reloaded and presented the goals of this series. In this post, we will look at the growth potential with Global and International Accounts and try to define a simple typology of Clients. International Accounts: a serious business opportunity for global SMBs Many Small and Medium-size businesses (SMBs) and large corporations accelerate

This post is the introduction of a series of post bearing the title GAM reloaded™ . Our goal: another view on GAM and international development A first goal is to present a general approach that can help senior executive of international Small and Medium–size Businesses elaborate strategies and tactics to better drive profitable growth with international clients and make their business more resilient to crisis. A second goal is to

In the last two weeks, I have presented twice on the subject of influence as a key factor in B2B marketing and sales and in the acquisition of new customers. Concepts that work for entrepreneurs and sales directors The first session was a webinar with MARKEDU and the second one was an evening event organized in Munich by the Marketing Automation Agency Lead Lion and the BAW (Bayerische Akademie für Werbung). Both presentations were in German

You are in B2B sales. Do you consistently outperform your competitors? Or do you dream of doing so? You might be well advised to have a chat with your marketing colleagues on influencers. A survey conducted by The Geehan Group and mentionned on Marketing Profs showed that, in a B2B space, companies who outperform competitors have a radically different balance of their marketing budget. Average companies spend

Yesterday, I wrote two posts on the concept of business ecosystem. The content was – on purpose – a bit conceptual. I already announced that the next post would focus on  showing how these concepts apply to marketing and sales, implying a more "tactical" an operational  type of content. Well, I will write this post but somebody did it already for me, at least partially. This morning, on Social Media Today, one of my favorite blog on social media ( although

In the previous post, we have looked at a global description of a company’s business ecosystem and stakeholders. Our conclusion was that companies need to manage a web of relationship with the key parts (sometimes all) of their ecosystem and ensure the consistency of their behaviour and communication. Is this need new? No and Yes, in that order. No, it is not new because major corporations and companies with powerful