Top 6 Global Account Management Challenges & How to Solve Them
Discover the key challenges faced by global account managers and learn how to navigate the complexities of managing multinational client relationships…
Author: Warwick Brown
Going the Extra Mile: A Customer Service Case Study w. Konstantin Serov
Have you ever made a promise to a client only to be let down by your team. What do you do? Find out how one member addressed this situation through so…
Study: How to Build Internal Key Account Management Networks
Key Account Managers must coordinate resources to support their clients objectives. But establishing internal networks is complex and requires trust a…
Develop Skills Instead of Fixing Weaknesses
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How to Overcome Resistance to Change
Sometimes people just don’t like change even when it’s good for them. When your client says "Why?" instead of "Why not?" – here are 7 types of r…
How To Have A Successful Quarterly Business Review
Quarterly business reviews (QBR) have a lousy reputation. Countless slides and endless data but few insights. It’s boring for clients, a lot of wor…
How To Run A Kick Ass QBR
The word of account management has changed, but the QBR has not changed with it.
Kapta shared some specific, actionable tips to turn your QBRs from b…
How To Stay Focused On What Matters Most
How do you stay focused on the activities that matter to your client, position you as a strategic partner and differentiate you from competitors?
How To Transform Information Into Knowledge
As an account manager, you’re always looking to give a little something extra. The fastest way to add customer value is by turning information into …
21 Questions to Ask When You Have Nothing to Ask
The trick to great customer relationships is to let them do all the talking. If you're stumped for what to say, here is a list of 21 strategic thinkin…