One-third of an organization’s revenue often comes from a few key accounts. Identifying, nurturing and growing those relationships is critical if sales leaders are expected to lower selling costs while producing stronger results. Learn how to identify and prioritize the highest-potential relationships with our process for measuring key account value.

Read the '3 Steps to Identifying Key Accounts' article. 

Existing customers are a critical revenue source for almost every organization. Meeting organizational growth targets requires sales leaders to establish well-defined account management processes and tools that not only retain customers but also enable account teams to identify, develop and execute on growth opportunities within their account base.

However, Gartner research reveals that the traditional account management model may actually stunt growth.

Access key insights on how to drive growth through key account management. 

The frontline sales manager is a critical lever in driving sustained commercial performance for any sales organization. Successful sales managers have to balance many tasks to scale commercial impact across their teams. However, significant changes in today’s buying environment and the internal organization have grown to a point where organizational complexity has diverted sales manager focus away from the priority of driving growth.

Learn how to guide sales managers to selectively focus their time and attention on the right activities that will drive growth.

Access the 'CSO Guide to Increase Sales Manager Focus for Maximum Impact'.