I’ve just had an article published in The Journal of Sales Transformation on the topic of key account management in a business to business context.
You can read the article titled Key Account Management: The Art of Performance by subscribing to this new practioner orientated journal.
The article picks out some ideas from my doctoral thesis on the ways key account managers make sense of the way they work and what they believe makes a good KAM distinct from a poor one.
Whilst much has been researched about sales and relational management processes and there are many insights into the sales mind and cognitive psychology of sales influence and persuasion my research looks at the social and inter-social aspects of vendor /buyer interactions.
Crucially it the ability to read and navigate social contexts that makes a difference to effective key account management.
Also in this issue is an article by my Sheffield Business School colleague Simon Kelly titled Align or Die that looks at the marketing sales interface in organisations.