How to Succeed at Key Account Management and Make the Most of Your Sales Call

Professor Lynette Ryals has had two articles published on the Harvard Business Review Blog Network.  

The HBR website is one of the most respected business websites in the world, referenced equally by academics and corporate practitioners.

'How to Succeed at Key Account Management’ by Professor Ryals includes seven steps that business-to-business suppliers can follow to manage their relationships with strategically-important customers.

Her second article ‘Make the Most of Your Sales Call’ explores how salespeople can communicate more effectively to ensure they deliver real value to the customer.Four techniques are outlined that could help salespeople improve their sales practice, with the right kind of sales training and coaching.

Lynette Ryals is a Professor of Strategic Sales and Account Management at Cranfield School of Management.