May 2015
Intermediate to advanced
82 pages
4h 27m
English
Content preview from Key Account Management
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Leveraging CollaborativeCRM and Technology
Talent wins games, but teamwork and intelligence wins championships.
Key account success isn’t about winning a game; it’s about using teamwork and intelligence to win over the long haul. And, it is about using technology. Working as an effective key account team today requires information technology–—lots of it. How can a team—in this case the key account selling center—operate as a team without leveraging all forms of technology, especially that dreaded application—customer relationship management (CRM)? In this chapter, we will discuss why leveraging CRM may seem complex, yet unavoidable. Then we will make a persuasive case for the value of collaboration for key account teams, ...