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 ...

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 ...

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 ...

Relationships are at the core of any business, so building strong ones is important. One relationship-building strategy that is increasingly becoming popular in healthcare – particularly in the ...

Account managers have long been seen as essential. But in many cases, they’re unintentionally creating friction instead of ...

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 ...

Account managers and project managers are responsible for a section of the overall business of a company, but their roles are different. The account manager deals with one or more customer accounts on ...