“A relationship, I think, is like a shark. It has to constantly move forward or it dies.” —...

Key Account Management (KAM) thrives on strong relationships, and there is no denying that. But it also demands...

Sales isn’t just about closing deals anymore—it’s about equipping your team with the right tools, strategies, and insights...

Your reps need every armour in their kit to help close deals faster and meet quotas. Not just...

Behind every high-performing sales team is a manager who doesn’t just oversee but inspires, strategizes, and drives impactful...

It’s that time of year when we look back and say, “Wow, how did we survive all that?”...

“The leads shared by marketing this month is a gold mine!” — said no sales leader, ever. “Sales...

Someone has to say this. You don’t need a tutor to realize the importance of optimizing your sales...

Do you know how the top key account managers (KAMs) become the top KAMs? They don’t just respond...

Strategic selling is a methodology that focuses on long-term relationships with customers while maximising sales opportunities. It involves...

Trust is the glue that binds relationships in Key Account Management (KAM). But what about the platform key...

Your work as a key account manager is similar to undertaking a long journey. You focus on each...

“A simple spray-and-pray approach to Key Account Management will cut it,” said no high-performing key account manager ever!...

Moving the needle on key metrics often requires more than just quotas and commissions. Many organizations struggle to...

A multinational software company might spend nearly a year negotiating a $5 million deal with a Fortune 500...

Sales commissions are a key motivator for high-performing sales teams. But what happens when those deals fall apart...

A recent McKinsey study predicts that AI could replace ~30 percent of work hours by capitalizing on autonomous...

Quarterly Business Reviews (QBRs) are pivotal gatherings for a company’s stakeholders. They offer a platform to assess performance,...

Yesteryear’s marketing tactics were all about casting a wide net and hoping for leads. In today’s fair playfield,...

When customers’ needs are dismissed and their frustrations ignored, it’s no surprise they choose to walk away and...