2000 Account Management Account Strategy Decision-making 
Jermaine Edwards
MARCH 17, 2020
This is especially true when it comes to the application of key account management and the elements that shape the success of existing customer management. One approach is that of Jim Sterne and Matt Cutler, as published in 2000 in a paper called “E-Metrics, Business Metrics For The New Economy”. SELECTION and ASSESSMENT.
SBI
OCTOBER 22, 2019
With more decision makers at the table and longer sales cycles, obtainable milestones prevent sales teams from feeling overwhelmed. MARK: You’re handicapped as an organization if you don’t have a way to see what’s going on in your key accounts today and identify the pathways for optimal revenue growth tomorrow.
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