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 ...

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 ...

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 ...

From the time you book an airline flight until that plane lands, your pecking order in the airline's customer hierarchy determines your travel experience. To the airlines, all customers are not ...

There is a Japanese saying that goes, "When you're dying of thirst, it is too late to think about digging a well." This saying exalts the importance of strategic management to success in any endeavor.