Five steps to getting key account management right

This article claims that many marketers take an unsophisticated approach to key account management, even though the majority of their business comes from a few big customers, and identifies five steps they can take to improve their efforts.

Increasingly, the majority of business comes from a small number of big customers. Yet, many marketers take an unsophisticated approach to key account management. Here are five tips that can help identify where marketers are going wrong, and what they...

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