Entries by Lesley Poladsky

Identifying Key Accounts

If you’re new to Key Account Management, one of the first steps you’ll need to take is to identify which accounts are Key Accounts—in other words, to segment your customer base. Segmentation is critical because KAM should be distinct from sales. Key Account Management requires dedicated resources in the form of people, process, and technology. […]

CRM and Kapta: Making the Most of Both Platforms

Many of our customers use Salesforce and/or other CRM tools for generating new leads. As a result, we often hear the question: “Why Kapta? Why not just keep using my CRM?” We also see the corresponding Google search: “Kapta vs. CRM.” But while it’s useful to compare CRM and Kapta platforms, we don’t actually in […]