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 ...

In recent planning meetings with several clients, a common theme (challenge) has emerged. While sales are reasonably strong, a deeper review of major accounts (using the Key Account Accelerator ...

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 ...

The “State of Key Account Management in Medtech” research study was motivated by continuing trends in healthcare that, in combination, stand to have profound implications for medtech organizations. In ...

At this very moment, your key accounts are researching various solutions and evaluating your products and services online—anonymously. They are the self-directed B2B buyers of the new digital era.