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 differs from sales in that the objective is not a transaction, and the measurement of success goes...
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In competitive environments, maximizing profits is crucial to success. This holds true in every industry—but recent trends have particularly important implications for sales operations.
An emerging purchasing trend—which is as troubling as it is exciting—is the effort by large companies to reduce...
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