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Category Archives: Key Account Management
Explode Your Growth with Key Accounts
Expert Series interview January 25, 2012. Barbara Weaver Smith interviews Gary Vastola of Xerox and Karen Posey of Geehan Group. Continue reading
Phone Call Clarity
Dan Waldschmidt writes, “The truth is, you’ve never needed to care any more than you do right now. Right now is all you have. There is no tomorrow unless you start caring today.” Does that sound like sales talk? Continue reading
6 Things You Are Doing Wrong With Your Key Accounts
You’ve got big accounts, big ones that fund more than their fair share of your revenue, or with more of your reputation at stake than you’d like to admit. But often the ones that are most important are the ones that lock you up the most and keep you up at night. Here are 6 things you’re doing right now that you can stop and stop worrying about. Continue reading
Who’s Responsible for New Business with Key Accounts?
It’s much more successful to grow your company if you regularly sell more business to key customers as well as getting new customers than if you focus too much effort on new customers and not enough on the ones you already have. Continue reading
Posted in Business Development Strategy, Key Account Management, Sales Management
Tagged B2B sales, business development, customers, sales