No matter what size company a salesperson works for, he or she can land a key account. The key account selling steps outlined below can unlock the mysteries of the key account sale. And if you follow ...

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 ...

As organizations try to be strategically significant to their customers, they inevitably realize the value and necessity of implementing a key account management program. Key account management ...

In recent planning meetings with several clients, a common theme (challenge) has emerged. While sales are reasonably strong, a deeper review of major accounts (using the Key Account Accelerator ...

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 ...

What is the right recipe for building strong relationships with key accounts? Increasingly, in a world that has come to expect always-on, immediate gratification, achieving high levels of customer ...

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, ...

The first five segments are known as the "Account String." Therefore, an Accounting Key is comprised of an Account String plus an Object Code. The first five segments of the accounting key are also ...

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 ...

MIAMI BEACH -- Royal Caribbean Cruises is discontinuing its key account fares, a controversial policy that gives top accounts access to group rates for individual bookings. The company, which includes ...