Overview

Virtually all of the large corporations I've worked with have each spent millions of dollars ($US) installing customised sales systems and account management processes. This booklet will give you a snapshot of the core wisdom you need to adopt a 'best-practice' account management system for a few pounds (GBPUK) or dollars ($US). The contents embody and reflect my research, consulting, direct selling and coaching within global corporations over a twenty year period. The companies I worked directly for, or in a freelance capacity with, include: IBM, Cisco, Accenture, Xerox, Microsoft, American Express, Standard Chartered, BP and Reckitt Benckiser. During this period I've had the privilege to meet, work with and coach hundreds of top performers worldwide. I have applied this experience to design a series of single-page templates that combine to create an overall account management template for both a large and medium sized sales organisation. I have pared everything down to the core and most important wisdom necessary to facilitate a highly effective B2B relationships-based account management process.

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9781507529171

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Paul C Burr is a business coach, multi-discipline author, speaker, visiting lecturer and 'energy healer', based in Hove, UK. His Facebook pages have amassed a total of over 25,000 followers. Burr has over 30 years experience in corporate sales, consulting and coaching, during which he spent 16 years with IBM. He has a PhD in Statistics and a First Class Honours Degree in Mathematics from Brunel University. He is a Certificated Master Practitioner in NLP. Profile by Professor John Ditch, York, UK... Paul Burr is an incredibly interesting man. I met him in 2005 when he agreed to be my 'career coach'. At the time I held a senior position at a UK university and it was rather fashionable to undertake 'management training'; every member of our senior team was expected to devote time to 'continuing professional development'. I approached Paul because he offered something different, something a little more challenging. We met regularly over the course of a number of months. Paul was a good listener and quickly identified a number of issues that we could work on together. That was part of his style: he didn't teach, he didn't preach, he had no axe to grind. What he had was insight, humour and a remarkable capacity to facilitate self-questioning and reflection: he had a 'tool-kit' but he didn't carry spare parts. Our 'sessions' were always well organized and when I'd done my 'home-work' thoroughly they were both demanding and rewarding. Paul is a seriously bright 'numbers-person' (he has a PhD in statistics) and can do all the technical stuff that management consultants come out with. But he is more than that: he is also in touch with the right (creative/emotional) side of his brain. Thinking back there were three things that Paul facilitated or encouraged in me: first, he supported me to think about (or imagine) ways of 'doing things differently'; second, he emphasized the importance of 'authenticity'; third, he helped me develop additional capacity for 'resilience'. Time with Paul was all time well spent.

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