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Strategic Customer Value
10 Important Questions As buyers increase their complexity in making purchases, such as centralizing the buying process, making adjustments to the bid processes, and rigorously …
Strategic Account Planning
Key Accounts are your most valuable customers and planning has to start somewhere What is a key account? Ask five people and you will get …
The One That Got Away
How are you keeping your customers AND your talent focused on keeping business? You know it happens – and it probably happened to you. One …
The Affect of Social Styles on Communication
People buy from people. How can you influence and persuade others to ask for their help, get them to do something they haven’t done before …
4 Core Areas to Consider for Successful Key Account Management
Key accounts are 60% to 70% likelier to close than new ones, and 71% of B2B customers report being willing to switch suppliers if they have to. Key customers …
Characteristics of Effective Key Account Managers
Research from groups like Gartner, which found that for most B2B companies, 80% of their future revenue will come from just 20% of their existing …
Your Customer Relationships Aren’t as Sturdy as You Think
A staggering 71% of B2B customers say they are open to switching suppliers according to a study by the Strategic Account Management Association. You have …
What to Consider Now
The impact of the novel coronavirus on the business community is indisputable. Every company will have to take some measure to lessen the impact not …
Selling vs Key Account Management
Although selling and managing key accounts have a number of similarities, there are stark differences. As with anything, the devil is in the details. Your …
Trying Times
“May You Live in Interesting Times”, is a saying sometimes attributed to an old Chinese proverb or curse although there is no definite answer from …