Resources

Here are a few white papers that may be of interest:

  • How to prevent losing sales after mergers and acquisitions.   Mergers and acquisitions happen all the time.  It seems always to be the same story about synergy and revenue growth.  In fact, McKinsey says that 80% of all mergers state revenue growth as the primary growth.  If that’s the case, then why do only 12% actually achieve that goal?  My guess is that after the merger executives spend far too much time with analysts, the press, and internal structuring of operations than worrying about customers and the sales force.  That’s what this paper is about… what to do after (and even before) the merger to keep customers happy, keep the sales force happy and keep revenue flowing!    Read more…

  • The case for account management as the core customer activity  It is intuitively obvious that account management is important to an organization.  In fact, research shows it is one of the three key attributes of world class sales organizations.  (The other two being a common methodology for closing opportunities and standardized way to generate leads.)  But, account management, done right might be the most important thing that a company can do.  This paper talks about how the Miller Heiman Large Account Management Process (LAMP) can be much more than an account management process, it can be the cornerstone of how and why you are in business. Read more…