The relationship you form and maintain with decision-makers in your key accounts is what makes or breaks those key accounts over time. When you oversee a plethora of key and strategic accounts, however, it's crucial to have a system in place for knowing those decision-makers' roles, preferences, and pain points.
There’s a tool for every job or task. Carpenters use things like hammers, saws, and nails. Accountants use spreadsheets and calculators. And business development reps use phones, email, and CRM. Account managers (AMs) are no different, they have their own specialized tools that make them most productive and effective. Without these specialized […]
According to research by Rain Group, organizations that are best at account management see significantly better account growth. They are: