Expanding business with existing customers is the most successful and cost-effective way to grow revenue and profit. “The Benchmark Report on Top Performance in Strategic Account Management ...

An account can be minor (in terms of revenue) but still strategic if, for example, that account provides credibility in a key market that will lead to future sales.

Your checking account from college might be costing you hundreds in fees while your savings earn virtually nothing. Here's ...

A strategic account management approach should not be confined to your key account managers. Every employee should play his part in exceeding the needs of these clients.

Implementing a house account strategy will require buy-in from everyone, from the executive team all the way to front-line management. It also requires a united message about why the company is ...

Accounts Payable is B-O-R-I-N-G! But, in these challenging economic times, it is wise to reexamine even the most mundane activities that are routinely performed in your business to identify ...

You might approach accounts payable (AP) and accounts receivable (AR) as a necessary part of doing business, with little innovation or strategy required. Perhaps you receive a bill, wait 30 days ...

You've probably been incorporating elements of account-based marketing into your B2B marketing strategy already. However, it now has a new level of importance, and you should consider integration ...

An account is strategic if, and only if, your overall go-to-market strategy will fail if you lose that account. That's what makes it "strategic" rather than just "tactical".