Your work as a key account manager is similar to undertaking a long journey. You focus on each...

“A simple spray-and-pray approach to Key Account Management will cut it,” said no...

Moving the needle on key metrics often requires more than just quotas and commissions. Many...

A multinational software company might spend nearly a year negotiating a $5 million deal with a...

Sales commissions are a key motivator for high-performing sales teams. But what happens when those...

A recent McKinsey study predicts that AI could replace ~30 percent of work hours by capitalizing on...

Quarterly Business Reviews (QBRs) are pivotal gatherings for a company’s stakeholders. They...

Yesteryear’s marketing tactics were all about casting a wide net and hoping for leads. In...

When customers’ needs are dismissed and their frustrations ignored, it’s no surprise they...