Miller Heiman Group

JANUARY 31, 2019

According to CSO Insights research , buyers say that 62 percent of sellers meet their expectations. On face value, that may sound good, but merely meeting expectations actually has the effect of making you, as an individual seller, indistinguishable from the rest. The 2018 Buyer Preference Study underscores this point: 57.7

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

PandaDoc

APRIL 21, 2023

Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value. While it may seem like it from an altruistic perspective, treating all accounts fairly isn’t actually a viable key account strategy and doesn’t guarantee a successful relationship with your top portfolios.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Jermaine Edwards

APRIL 3, 2020

According to Deloitte Global’s 2018 crisis management survey, “ Stronger, Fitter, Better: Crisis Management for the Resilient Enterprise ,” nearly 60% of respondents believe that organisations face more crises today than they did ten years ago, yet many may overestimate their capabilities to respond. It’s about the result, not status.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130