By Richard Pascoe, Company Director and Lead Trainer at Making Presentations We all know that we have to learn to present well. A cornerstone of...

The multiples’ share of trade is slowly being diluted as a result of discounter and online growth, and major customers are undergoing fundamental change...

What is this about? In retrospect, the muddle of Brexit, intended or otherwise, will prove to have been a major potential benefit for those NAMs...

Unlocking the DNA of your sales team will also unlock a world of potential. DNA represents the building blocks for life. In a sales...

In a bewildering world of increasing complexity, NAMs often choose to delegate non-customer issues upwards and get on with the day-job. As this approach...

Given the global market turmoil, and the structural changes currently taking place in UK retail - and especially when all else has failed -...

Given the unmapped rate of change in these unprecedented times, keeping up with the issues has become virtually impossible. Think about it, as the resident...

With the growth in trade funding from 5% to 20% of sales to the trade, possibly at a cost to above-the-line budgets in a...

With world economies showing classic signs of ‘shrinkage’, Recession Account Management techniques may provide worthwhile options for pro-active NAMs and KAMs. Faced with reduced...

Even a cursory examination of the implications of global Net Exchanges makes it obvious that fundamental changes are taking place in business models, globally....