Teaching Documents by Amaro Araujo
A list with most used sales terminology and acronyms on the B2B corporate world
Building and maintaining a customer pipeline is crucial for any business. whether you want to gro... more Building and maintaining a customer pipeline is crucial for any business. whether you want to grow and need new potential customers, need to replace existent non profitable or need to be ready in case you lose some of the actual portfolio, working on your lead generation becomes almost as important as managing a portfolio of customers. This is a general B2B approach. Depending on the specifics of the business might need to be adjsuted on a case by case basis, but the pillars remain the same.
There are several kind of Account Plans, from the most simple to the most basic. My position is t... more There are several kind of Account Plans, from the most simple to the most basic. My position is that the Account Plan should be to the point. this is not a visit report or CRM database. Should have only the necessary info and details so that those assigned or anyone reading it should have a clear info of what's expected out of the plan (where we stand - where we aim)
This is a quick overview of a training I attended related to "problem solving and decision making... more This is a quick overview of a training I attended related to "problem solving and decision making process".
The training was 2 full days, as usual a lot of aside talk and light topics useless to capture so I hope I compiled something that makes sense, I'll actually publish a training on the topic with deeper insights and my personal views and comments along the process, so this is a kind of "preview".
Drafts by Amaro Araujo
Short version of an Account Plan. Most suitable for Important but not strategic accounts. Easier ... more Short version of an Account Plan. Most suitable for Important but not strategic accounts. Easier to build and follow up as involves less stakeholders and steps. Thou a follow up or timely progress check on proposed actions is recommended.
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Teaching Documents by Amaro Araujo
The training was 2 full days, as usual a lot of aside talk and light topics useless to capture so I hope I compiled something that makes sense, I'll actually publish a training on the topic with deeper insights and my personal views and comments along the process, so this is a kind of "preview".
Drafts by Amaro Araujo
The training was 2 full days, as usual a lot of aside talk and light topics useless to capture so I hope I compiled something that makes sense, I'll actually publish a training on the topic with deeper insights and my personal views and comments along the process, so this is a kind of "preview".