Agriculture · Brazil, India, China
Recent work · 2026
A core sales program across three continents
A global crop nutrition company wanted one core sales program for its commercial teams in very different markets.
Read the case →
Sales cadence, pipeline and CRM discipline
How we help
Sales cadence, pipeline and CRM discipline
We help sales teams build the habits that make strategy happen: territory and account planning, call preparation, pipeline reviews and CRM use that managers actually rely on.
How it works
01
Map the rhythm
Today's reviews, reports and KPIs.
02
Design the cadence
Weekly, monthly and quarterly.
03
Fix the data
CRM fields and definitions.
04
Coach managers
Running reviews that change decisions.
Problems it solves
Click a problem to see its signs, causes and the evidence from client work.
Sales Excellence & Key Account Management
Big customers, not key accounts
“We call every large customer key, so none gets a real plan.”
Read more →Sales Excellence & Key Account Management
Skills gaps across business units
“Each unit trains sales differently. We have no shared view of capability.”
Read more →What we hear
“Sales processes are very basic: territory planning, call prep and CRM discipline all need work.”
Tools we use
Key Account PlanA Key Account Plan sets out how you will grow a strategic account: its strategy and financial position, your share of wallet, new value propositions, joint initiatives and the resources you commit.Launch and campaign planThe Launch and campaign plan turns strategy into action: target customers, purchase criteria, influencers, touchpoints, messages, timing and measures for a new product launch or seasonal campaign..
Programs and services
Client results
All case studies →Europe · Key account planning
Recent work · 2026
Key account planning across a European commercial unit
A European commercial unit wanted key account plans that connect to marketing campaigns and sales routines, starting in Benelux.
Read the case →Further reading
Articles by Market Edge consultants on mkt-edge.com.
Questions clients ask
Is this a CRM implementation?
No. We work on the process and habits; your CRM team configures the system.
Often combined with
How we help
Needs-based segmentation and customer tiering
We group customers by what they need and value, then design an offer, service level and price for each group.
How it works →How we help
Key account management
We help you choose the accounts that deserve a strategic plan, build one-page key account plans with the team, and connect them to resources, forecasting and reviews.
How it works →How we help
Value selling and negotiation
We train and coach sales teams to sell on value: quantifying it, telling the value story, handling objections and negotiating without defaulting to discounts.
How it works →Is this the right place to start?
Book a 20–30 minute sounding board conversation with a senior consultant who has sat in your seat. No cost, no commitment.