In this week’s executive interview, Jagdish C Belwal, CIO at Tata Motors Limited, along with his colleagues Vinod Sahay, who heads sales and marketing for Medium & Heavy Trucks, and Anurag Dubey, who ...

Pharma and life sciences brands are operating in an evolving business landscape that increasingly prioritizes unique consumer expectations about treatment. Unlike other industries, however, the stakes ...

Excerpted from “SAM-Legal: Turning Key Clients Into Strategic Accounts, a Guide to Law firm Strategic Account Management” by Steve Bell and Silvia Coulter. This excerpt, from an early chapter in the ...

The medtech marketplace has experienced drastic changes in recent years. Economic forces have accelerated on hospitals, forcing them to become more cost conscious. Hospital purchasing has become more ...

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.

Strategic account management is a process that allows a business to create a win-win alliance with its most significant customers. Businesses that choose to follow a strategic account management ...

Too frequently, the marketing communications function is seen primarily as a support system for firmwide branding or general thought leadership. But when leveraged strategically, the communications ...

Relationships are at the core of any business, so building strong ones is important. One relationship-building strategy that is increasingly becoming popular in healthcare – particularly in the ...

Account managers these days are often juggling between different applications and digital tools. This leads to data and intelligence being stored in silos. When it comes to account planning, a lot of ...

Milind Katti is the Co-Founder and COO of DemandFarm. A company that build digital tools for strategic account management. As organizations try to stay ahead of the market and build future revenue ...

You’re probably familiar with the Pareto principle: the idea that 80 percent of your sales comes from just 20 percent of current customers. Identifying that 20 percent — and devising a plan to keep ...