Key accounts, strategic accounts, enterprise accounts. Only the names change. The reality is the same. It is the only area I know of where companies intentionally increase their costs and decrease ...

In business-to-business marketing, account relationships are essential to long-term success. Key account programs give companies the opportunity to contact their customers at regular intervals and ...

The medtech marketplace has experienced drastic changes in recent years. Economic forces have accelerated on hospitals, forcing them to become more cost conscious. Hospital purchasing has become more ...

To succeed in key account management, sales staff need to change their role and their objective. Instead of pursuing short-term profit, they must concentrate on managing customer relationships and ...

The Pareto principle, better known as the 80/20 rule, is applied for numerous purposes in boardrooms all over—but the essence holds true for a majority of cases in the business world, especially when ...

Imagine if you sold everything you should be selling across all your firm’s capabilities to your existing clients. If all of the buying centers bought all of the capabilities they should be buying, ...

Strategic account management is a process that allows a business to create a win-win alliance with its most significant customers. Businesses that choose to follow a strategic account management ...

Key account management (KAM) is one of the most important changes in selling that has emerged during the past two decades. KAM is a radically different organizational process used by ...

In this week’s executive interview, Jagdish C Belwal, CIO at Tata Motors Limited, along with his colleagues Vinod Sahay, who heads sales and marketing for Medium & Heavy Trucks, and Anurag Dubey, who ...