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 ...

KARE, as you probably guessed, is an acronym that provides an excellent model for sales managers and salespeople to apply when planning account management strategies for current customers as well as ...

You’re probably familiar with the Pareto principle: the idea that 80 percent of your sales comes from just 20 percent of current customers. Identifying that 20 percent — and devising a plan to keep ...

Excerpted from “SAM-Legal: Turning Key Clients Into Strategic Accounts, a Guide to Law firm Strategic Account Management” by Steve Bell and Silvia Coulter. This excerpt, from an early chapter in the ...

Milind Katti is the Co-Founder and COO of DemandFarm. A company that build digital tools for strategic account management. As organizations try to stay ahead of the market and build future revenue ...

Are you a print subscriber? Activate your account. By Garett Sloane - 12 hours 41 min ago By Ad Age and Creativity Staff - 18 hours 28 min ago By Garett Sloane - 19 hours 5 min ago 20 hours 54 min ago ...

Quick: What is your total net worth? For many high net worth individuals, that’s a complicated question to answer. To find a total net worth, you need to consider all your assets. Not only do these ...

Altour has hired former Travelport executive Daniel Griffiths as SVP of global account management, the travel management company announced. Griffiths, who is overseeing Altour's global account ...