Why new Key Account Management tech is about to make life easier for IT/CRM support
Account-based selling may have taken hold, but that doesn’t mean the grumbling has stopped. While account teams find themselves armed with a more strategic way to engage stakeholders, the supporting technology hasn’t kept pace. This has put IT/CRM support in a...
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Create a sales operation built to win in the account-based world of Pharma
As Key Account Management becomes the norm in Pharma, running a successful sales organization has new challenges. Opportunities are longer and more complex. The sales cadence is more nuanced and multifaceted. Winning isn’t just about process change. You also need a...
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How sales managers can tool up their Pharma teams to work at peak performance
You’ve got most of the way to corralling your sales team behind a unified approach and a new way of engaging customers. Now, Key Account Management is not only an industry norm, but has been successfully executed by many. So why does it sometimes still fall short?...
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How to master new tools for better key account performance in Pharma
Every sales support team wants to improve performance. That’s a given. But there’s one big thing standing in their way: Visibility. Without transparency over current processes, sales support is often overburdened with complaints from sales and account teams that...
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The Account Manager success guide: 3 ways new tech can enrich your stakeholder engagement
As Key Account Management strategies take the world of Pharma by storm, you’ve been asked to sell in a new way. You might even have a new methodology to support it. So far, so good. But it’s hard to manage your planning and outreach in the world of Pharma without the...
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