Mark Davies
Chair of the Association for Key Account Management and Visiting Fellow at Cranfield and Aston. Advisor to blue-chip pharma including MSD Animal Health and Zoetis, and author of Infinite Value.
Writing by Mark
The Johnny Cash Principle
A rockabilly band, a Cotswolds festival, and the moment everybody finally looked up: why every pitch should open with what your audience already knows, and the ABC model that makes it happen.
salesWhy you keep rebuilding your KAM programme
Four out of five sales organisations rebuild their key account programme every few years. The rebuild is treated as a failure of effort. It is almost always a failure of capability.
capabilityWhat is this customer actually worth to you?
Revenue tells you what a customer paid you. It says nothing about what they spent. The gap between the two is your share of wallet, and most account teams cannot state it within twenty points.
value