Key Accounts are a B2B company’s most strategic, valuable and long term clients. Many organizations find that penetrating these complex accounts in a strategic, successful way can be even more difficult than getting the first piece of business. One of the major...
Why Focus on Key Accounts? Key Accounts are a B2B company’s most strategic, valuable and long-term clients. They are typically large, complex global entities with multiple buying units, functions and verticals. Key accounts are hard to win and can be equally as...
What are the chances of your next sales forecast being accurate? Probably not that great. Accurate forecasting has mystified some of the smartest people in business. In fact, the CSO Insights 2017 World Class Sales Practices Study found that only 40% of respondents...
Manufacturing companies need a specialized solution designed to address the unique challenges of strategic account management in the digital 4.0 world. The solution must be purpose-built, flexible and scalable enough to meet the needs of the increasingly complex...
Digital Disruption and Trends in Manufacturing Sales In our last blog post, we discussed the major trends occurring in the manufacturing industry, which have challenged the traditional tactics of sales teams. First and foremost, manufacturing enterprises and...
