Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. As I once heard it put so well, "Good account management is about listening, understanding ...

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 ...

Vol. 32, No. 1, Thirtieth Anniversary Special Issue: Creating the Future for Sales and Sales Management Research (Winter 2012), pp. 41-56 (16 pages) Published By: Taylor & Francis, Ltd. This paper ...

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 ...