How to Turn Customers into Advocates
Existing customers are more profitable and easier to sell to…
December 28, 2020
Overcoming the 4 Major Risks of Account Based Engagement
As customer demands and dynamics shift, smart B2B companies are…
December 21, 2020
Welcome to the Customer Engagement Economy
The Customer Engagement Economy is here—and it’s here to stay.…
November 30, 2020
Winners and Losers in the Customer Engagement Economy
As we’ve written before, the Customer Engagement Economy is here…
November 9, 2020
What IS a Key Account?
Key account management—focusing on the development of a…
October 26, 2020
How to Keep Up with Customers and Colleagues This Year
It’s been a long, weird year (and it’s not over yet). We’ve all…
October 5, 2020
How to Train Your Clients: Three Strategies for Client Education
It’s easy to think of clients like we think of the weather: A…
September 21, 2020
Customer Insights Workshop: Tools and Best Practices
You need to know your customers. But you can’t read their minds.…
September 14, 2020
3 Reasons to Update Your Customer Org Charts
Be honest: When was the last time you took a long look at your…
August 31, 2020
3 Ways to Calculate an Account Health Score
Whether it’s losing a key account or not meeting internal growth…
August 24, 2020
Notes from the Other Side: 5 Ways to be a Great Client
We talk a lot about putting customers first, and that’s because…
July 27, 2020
It’s a Small World After All: 7 Industries Where Key Account Management is King
As the saying goes, it’s not what you know—it’s who you know.…
July 13, 2020