What can you stop doing to free up resources for high-value activities?
By Gary Peacock
The world has changed dramatically and forever. Your industry and your top clients are feeling the stress as their markets change, fast. These fast changes mean that your business needs to be more agile in response to the market. Companies unprepared for these changes, this means lower revenue and lower profits.
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Harvard Business Review
Max H. Bazerman & James J. Gillespie
Managing accounts strategically requires a fundamental shift in the way companies work with their key accounts. Shifting from a selling-mindset to a problem-solving mindset.
With a selling-mindset you only focus on your revenue; with a problem-solving mindset you focus on how you can help your account improve their business results.
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