Finishing Strong!
As 2019 comes to a close, many sales managers find themselves under pressure to hit their annual targets. That pressure usually cascades down to sales reps, and ultimately, to prospects …
strategic account management
Keynote at SAMA
I am excited about the opportunity share my ideas about strategic account management at the Strategic Account Management Association’s Annual Conference (May 20-22) in Orlando, Florida. It is the largest …
The Purpose of Strategic Accounts
Why have strategic accounts? To many, the immediate answer is “to generate more revenue!“ In their view, it’s a no brainer. If you manage strategic accounts effectively, you will generate …
What Makes an Account Strategic?
Do you wish your sales people spent more time with your more important accounts? Most sales leaders are realizing that time invested in certain accounts yields far better returns than …