To gain an advantage in an increasingly competitive marketplace, it is essential that your culture represents your strategy. So, how can you start changing your culture? You can make this complex or simple. Let’s assume you want to make a start, and you want to understand some practical levers you can pull to start change.
Read MoreIt is surprisingly difficult to predict how your account team will adapt to a more strategic way of managing their accounts, and the more influential role they will play in the company. Until your SAM program is underway, you won't know who will make the transition.
Read MoreManaging accounts strategically is different to managing accounts operationally. Some of the differences are highlighted in this blog.
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