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 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 ...

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 ...

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 ...

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 ...

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 ...

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 ...

Customer-Centricity: It should revolve around the customer, addressing their needs, pain points, and buying behavior. Goal Orientation: Specific, measurable, achievable, relevant, and time-bound ...

Savvy salespeople have been using an account-based approach to win big customers on their own for a long time. But now the strategy is catching on at an organization-wide level. Organizations today ...

The popularity of account-based marketing in B2B is increasing—for good reason. It's highly effective because it relies on communication that targets carefully and narrowly defined audience groups ...