Retaining & Growing Key Accounts

Developing an Operational Capability for More Effective Key Account Management

To say that key accounts are a "top priority" is a massive understatement. After all, retaining and growing key accounts is an existential issue for most companies, with visibility well beyond the sales team. But there's a big difference between stating a priority and acting on a priority. And when it comes to key account management and program development, many teams are finding that their typical approaches just aren't getting the job done. So what should we being doing instead? How do we build a truly effective operational capability around retaining and growing key accounts? In this subscriber-only webinar, you will learn about:

• Why the typical approaches to account management are almost guaranteed to miss the mark.
• Getting beyond the obvious and leveraging more effective criteria for identifying key accounts.
• Innovative analytical techniques for identifying and quantifying account-level growth opportunities.
• Developing scalable processes and systems to reduce the need for "superstar" account managers.