By their nature, key accounts are a top priority for CEOs and chief sales officers (CSOs). CSOs tend to double-down on key account growth by allocating more resources to their largest accounts, hoping that will help them attain a higher growth rate relative to other accounts. But this “biggest customers get the best resources” approach is failing.
Download our guide to:
- Uncover the three common problems with key account management strategies
- Identify the four shifts in principles required for improved returns
- Build a roadmap to drive growth in the short term and long term