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 ...

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 ...

Only 8% of sales leaders believe their account management programs are extremely successful, according to Gartner. About 53% say their plans are "moderately effective," while for another 8%, their ...

Telecom account management blends client relationship skills with the strategic use of technology to optimize service delivery and revenue. Leveraging advanced billing systems, expense management ...

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 ...