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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How to maximize Learning and Development’s investment in Key Account Management for the long-term
As Key Account Management takes the world of Pharma sales by storm, the best way to remain competitive is to develop the people behind the process. If you’ve got your talent working at a higher level of effectiveness (and in the most efficient way possible), you can...
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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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