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 ...

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 ...

A key account manager is a business professional whose primary function is to build customer relationships. Key account managers have broad responsibilities related to customer service, sales, ...

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 ...

Account managers these days are often juggling between different applications and digital tools. This leads to data and intelligence being stored in silos. When it comes to account planning, a lot of ...

Putting simply, selling to corporates is a skill-based training programme that follows a process, while key account management is strategy-based. Key accounts, by definition, are high value/volume ...

Rebecca Aris interviews Hajo Rapp, Senior Vice president, Account Management, and Market Development at Siemens on its successful implementation of key account management and his view of how the ...

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 ...