Putting simply, selling to corporates is a skill-based training programme that follows a process, while key account management is strategy-based. Key accounts, by definition, are high value/volume ...

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 ...

At last week’s meeting with management, Steph, our sales manager, was asked to consider a key account management strategy and submit a report in time for next month’s meeting. She dutifully agreed, ...

In business-to-business marketing, account relationships are essential to long-term success. Key account programs give companies the opportunity to contact their customers at regular intervals and ...

The Pareto principle, better known as the 80/20 rule, is applied for numerous purposes in boardrooms all over—but the essence holds true for a majority of cases in the business world, especially when ...

Litha Communications presents Key Account Management, taking place in Johannesburg on 2-3 December 2015, led by Ian Rheeder, a former marketing & sales director of YKK, the global fastening giant, a ...

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 ...

Rebecca Aris interviews Hajo Rapp, Senior Vice president, Account Management, and Market Development at Siemens on its successful implementation of key account management and his view of how the ...

In part 1 of this article, we explored the varying definitions of key accounts in the context of key account management. As an aggregate view, the following definitions were proposed: If we find this ...

The problem back in 1996 was that no business schools anywhere in the world had bothered to do any research into the transfer of power from the supplier to customer, so Professor McDonald decided to ...