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How to Identify Key Accounts: A Quick Guide to Getting it Right

Account Manager Tips

You're sitting on a goldmine of existing customers that: can deliver an above-average revenue growth; want to invest in your partnership; will co-create value in ways that neither of you could do alone. You'll select your key accounts with 15 criteria which are grouped into three categories: Growth, Harmony and Value Creation.

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The many colours of B2B sales performance

KAM With Passion

First, truly complex sales , those where many stakeholders are involved with often contradictory expectations, where the proposed solution is co-constructed with the prospective customer. Third, Key Account Management , i.e. the establishment of privileged relationships and the co-creation of value with truly strategic customers.

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Book review – Managing Brands

Red Star Kim

Towards the end of the post is a review of a classic brands book “ Brand Leadership” By David A Aaker and Erich Joachimsthaler which I published some time ago. The course also offers a helpful brand creation plan and a brand plan template (brand essence, brand assets, brand protection and brand strategy).

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Many Heads Are Better Than One: How LEGO Co-Creates

Chaordix Co-Creation

We call it our Community Platform, and it’s used by global brands to connect and co-create with their customers. Note: This article was originally published as a video session for G2’s Reach 2020 Conference. Chaordix makes a white label platform that allows brands to build social communities they can manage and control.

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How FAQ Software Can Help Your Small Business

Help Scout

FAQ software, also commonly referred to as knowledge base software, is a tool that makes it easy to create, organize, manage, and publish self-service content. With it, companies are able to publish collections of articles that feature tutorials, answers to frequently asked questions, how-to guides, and more. . What is FAQ software?

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Is Your Content Marketing Keeping Pace with Buyers?

SBI Growth

Gordon Moore, co-founder of Intel, introduced this simple premise in 1965: transistor and computer-processing power would double every year. Consultants would use these published journal articles to create new briefs for their clients – which we called derivative works. Do you remember Moore’s Law? You need to know about it.

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Implications for B2B Selling in the Age of Artificial Intelligence

Mike Kunkle

[This article was originally published as part of the Sales Education Foundation 2018 Annual Magazine , co-authored with Robert M. Could AI have suggested/predicted the creation of the iPad? LinkedIn Publisher: [link]. Peterson, Ph.D., The factory of the future will have only two employees, a man and a dog.