Amid fundamental shifts in the retail and consumer landscape, consumer-goods manufacturers must rethink the way they manage key accounts.

Find out how to best react if you find yourself facing a price war. Often the best counterattack does not involve a retaliatory price cut.

The number and type of channels that customers are using has rapidly grown to include the Internet, smartphones and a host of social media options.
The result is an increase in possible customer touchpoints presenting more and different opportunities for organizations to interact with their customers. This, along with the increasing sophistication and empowerment of customers, is driving a need for organizations to use new channels and use them differently.

This White Paper from Cap Gemini introduces the channel management challenges companies currently face and proposes a framework of analysis in developing an effective channel strategy.

Every salesperson knows the quality of their sales manager will have a profound impact on their own success. This study published at Harvard Business Review proves this point. Sixty-nine percent of salespeople who exceeded their annual quota rated their sales manager as being excellent or above average. In addition, the quality of the sales organization is directly associated to the quality of sales leadership.

A very interesting reading on the specifics of sales leadership!!!