Key Account Management (KAM) has evolved into a critical strategic function for organisations striving to maintain enduring, mutually beneficial relationships with their most significant clients.

The Pareto principle, better known as the 80/20 rule, is applied for numerous purposes in boardrooms all over—but the essence holds true for a majority of cases in the business world, especially when ...

To succeed in key account management, sales staff need to change their role and their objective. Instead of pursuing short-term profit, they must concentrate on managing customer relationships and ...