Search

Selling in a Knowledge-Economy The world of selling went through a profound structural change in the 1980s. For the 200 years prior, we ran businesses in the industrial economy. But things changed in the last 20 years of the 20th century. We went from learning how to manage people’s hands, to learning how to manage ...

The next aspect of account management we need to consider–one that is vitally important–is application integration. Digital transformation is definitely accelerating across industries, according to Mulesoft Research’s 2021 Connectivity Benchmark Report. This study was conducted with 800 IT leaders throughout the world. Of these, 77 percent say that failure to transform will impact revenue. Yet ...

I rose from humble origins with toxic family background. When I was 18 years old, I dropped out of college to support my parents and joined the Indian Air Force. I had to struggle hard to earn my livelihood. I sacrificed my personal time, invested a portion of my monthly salary and resources, and acquired ...

In this, the next article on Account Management, let’s go into the details of fully understanding your accounts and what they mean. To start with, I want to point out that account management cannot be done in separate or isolated areas of the company—it must be supported on a company-wide basis from the top down. ...

Sales most definitely have two sides, and this is also true of account management. In his 2014 book Zero to One, Peter Thiel wrote, “In the 1990s, the focus was on the product, and not on sales. If your product requires advertising or salespeople to sell it, it’s not good enough. Technology is primarily about ...

“Life is meant for learning, enjoying, and growing, not for litigating.” ―Professor M.S. Rao When I was working out in the gym, a single man asked me a question: Why do single people want to be married, and married people want to be single? I found the question quite interesting. In the recent past, there ...

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. 93 percent of all world-class sales organizations have long-term objectives with regard to their key accounts. In businesses ...

Good business is based on relationships – with vendors, customers, employees, and even the public. Your freelance business is no different. Your clients are looking to work with someone who can execute their vision. Often, this professional rapport is also the reason clients will come back to you again and again. Did you know that ...