Account managers these days are often juggling between different applications and digital tools. This leads to data and intelligence being stored in silos. When it comes to account planning, a lot of ...

Key accounts, strategic accounts, enterprise accounts. Only the names change. The reality is the same. It is the only area I know of where companies intentionally increase their costs and decrease ...

Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. The Pareto principle, better known as the 80/20 rule, is applied for numerous purposes in ...

Asset managers may derive as much as 80% to 90% of their sales from just a few key national accounts. Managing these accounts is therefore critically important. They rely heavily on the distribution ...

What is the right recipe for building strong relationships with key accounts? Increasingly, in a world that has come to expect always-on, immediate gratification, achieving high levels of customer ...